Typically customer facing (in field) employees are organized in Business Units and Teams.
A Team represents a group of people that implement the same strategy for the same types of customers, i.e. promote the same products for the same customer segments with the same objectives (but potentially different targets).
A Business Unit represents a part of an affiliate that is typically focused on a portfolio of products and on a specific therapeutic area. A business unit manages multiple Brands and multiple Teams.
A Team will have a hierarchical structure containing customer facing employees, called Representatives (Reps) and one or more layers of managers.
In CEX360 we differentiate between positions and the actual persons filling those positions in a certain business cycle. A position represents the role - i.e. Rep, Manager - and a footprint - i.e. covering Brick 1 and Brick 2, or managing Rep Position 1 and Rep Position 2. We make this distinction because people may change on the same positions and we may want to track the business performance of that position across time.
To a Rep position will be allocated multiple bricks; bricks can also be partially allocated to a position.
On the following pages, you will find detailed instructions on how to configure and manage your organization’s hierarchy. This includes setting up business units, defining positions and their relationships within the system, and managing territory allocation. These steps allow you to structure your organization according to your specific needs.
Teams and Territory Allocation