THE FIRST 100 DAYS

Framework for new General Manager of Ace

Medical

Prepared: 12/03/2018
Introduction

Norman H. Imbong is an accomplished marketing and sales professional

with over 13 years managing brands, media and technology products
spanning construction solutions, digital advertising & content, event
management, and virtual worlds. Known for his analytical yet assertive
approach to product and market management.

He is known to be a bold visionary but makes sure that all decisions is within
the Project Management standards, ensuring delivery and sustainability of
products and marketing systems. With an entrepreneurial approach to
business, he adheres to conservative operations costs and bottom line
management approach coupled by intensely creative sales strategies.
Objectives of the first 100 days
•  Establish rapport with management team and employees

•  Build a cohesive team with shared objectives

•  Define all the working relationships and articulate expectations for the
year
•  Conduct sales review meetings

•  Fully understand the current operating situation of the company

•  Gain familiarity with products and understand all Unique Selling

Points (USP)
•  Develop an understanding of key drivers impacting the business

•  Understand departmental organization, personnel, management and

priorities
Priorities by discipline
General
•  Understand organization
•  Roles and responsibilities
•  Asses morale
•  Motivation/Compensation
•  Benefits program and costs
•  Open heads report
Finance and Operations
•  Review financial reporting
process
•  Understand full-year
forecast and mitigations
efforts
•  AUDIT and other issues
•  Review staffing
•  Create policies and
procedures
Sales and Revenue
•  Review sales projections, issues, and
forecast
•  Check all existing EARLY WINS like;
existing contracts, partnerships, and
follow up executions
•  Sales team effectiveness
Technology and Purchasing
•  Understand technology environment
including existing vendor relationship
•  Establish editorial operations and current
issues
•  Define a 2-year technology plan
Priorities cont.
Upper Management
•  Determine reporting structure
•  Articulate objectives for the
current year
•  Establish targets for upcoming
periods
•  Set reporting dates
•  Schedule company meetings
Marketing & External Relationship
•  Define marketing role and
objectives
•  Evaluate relevant conference
schedules, objectives and budgets
•  Review marketing promotions and
programs
•  Identify key partnerships and
external relationships
Agenda for sales review
Customers Pipeline Management
•  Review sales data by •  Team meetings, calls and trainings
customers •  Closing sales opportunities review (30,
•  Define buyer profiles 60 and 90 days)
•  Messaging/key selling •  Close rate: Sales effectiveness
propositions
•  Underserved markets
•  Lapsed customers Product and Competitors
•  Key Account Management •  Sales feedback on product and product
development
Sales Personnels •  Competitor profiles and selling
•  Compensation package propositions
•  Targets: calls, meetings, sales, •  What is the size of the target market
etc
•  Territory planning, time
management
•  Tele-sales vs field sales
approach
•  Sales competition and team work
Timeline
Pre-boarding Week 1

General •  Meet one-on-one with exec team •  “All hands” meeting on day 1
•  Performance reviews •  First day management team
meeting
•  Office visit
•  Staffing review with HR
Sales •  Potential product demo / client •  Full sales review with existing sales
visit team
•  List of products to be sold •  Define sales process and
procedures
Finance •  Management reports, budgets, •  Review financial reporting
strategy docs
Technology & •  Manage personal login setup •  Technology overview and planning
Purchasing •  Review product roadmap
•  Understand relationship with
vendors
Marketing •  Review all existing marketing •  Review conference schedules
materials •  Press releases
Upper •  End of week check
Management
Timeline
Week 2 Week 3

General •  Set up small group staff meetings
•  Satellite office visits
•  Review / Approve hiring plans
•  Agenda for operations meeting
Sales •  Attend sales pitch
•  Review selling materials
•  Evaluate licensing requirements
Finance •  Month close and revise forecast
•  Business operations review all day
meeting
•  Continue small staff meetings
•  Determine senior management
team
•  Review weekly sales call reports
•  Customer visits with sales reps
•  Management review of YTD results

Technology & •  Third party agreements

Purchasing
Marketing •  Review marketing materials
•  Website development
•  Branding activitiy
Upper •  End of the week check •  End of the week check
Management
Timeline
Week 4 Week 5

General •  Set up small group staff meetings •  Continue small staff meetings]
•  Define/discuss executive team •  Assemble management team
objectives
•  Company-wide status
communications
Sales •  Client visit(s) •  Monthly all-sales team call
•  Determine new product
opportunities
•  Competitor analysis
Finance •  Warehouse, distribution, cost •  Overhead cost review: rent,
analysis and recommendations insurance, etc
Technology & •  Monthly department meeting
Purchasing
Marketing •  New product opportunities •  Monthly department meeting

Upper •  End of Month financial review •  End of week check in

Management
Timeline
Weeks 11 - 12 Weeks 13 – 15

General •  Monthly executive team meetings •  HR and hiring plan for 2019
•  Company-wide status •  Annual performance review process
communications kick off
Sales •  Client visits •  Monthly all sales team call
•  Final quarter sales competition •  Sales rep and sales force review
•  Review pricing for 2019 •  Implement recommended
improvements
Finance •  Monthly close •  Planning schedule for 2019

Technology & •  Budgeting and planning for FY

Purchasing 2019
Marketing •  Website revision presentation •  Implementation of (re)branding

Upper •  End of week check •  Outline the three years strategic

Management plan
Summary of first 100 day targets
•  Achieve clear baseline understanding of business, esp.
opportunities and challenges
•  Conduct multiple ‘points of contacts’ with staff; meetings,
presentations customer visits
•  Complete sales review and implement action plans
•  Commence financial and strategic planning for 2019
•  Conclude staffing evaluation and management team
reviews
•  Agree with upper management re: three year strategic
plan
Manager’s Proposed Package
Amount per month Remarks
Basic Salary P 75,000.00 Paid bi-monthly every 15th and 30th

Allowances:

Communication P 1,200.00 Mobile communication allowance

Gasoline P 8,000.00 Gasoline allowance
Total Pay P 84,200.00

Others

Vehicle Assignment A/T Transmission assigned vehicle

Sales Commissions 1% Commission per awarded PO
Benefits

Government SSS
Mandatory Benefits Pag-ibig
Philhealth