Development of Multi-Criteria Model for Sales Plan Decomposition in Pharmaceutical Industry

The present master’s thesis focuses on the problem of automated territorial sales plan decomposition for the pharmaceutical industry. Determining correct potential of different regions within a country is a significantly important task for medium-sized and large companies with “top-down” sales planning approach. The territory’s potential is determined by a set of factors, which is specific for the pharmaceutical industry and thus requires further research and analysis. A novel mathematical model aimed at solving the task is presented, and the factors for applying the model in the pharmaceutical industry are proposed. Due to the application of the model in a global pharmaceutical company, the territorial planning process for most medications has been switched into an automatic mode. Using multi-criteria analysis methods for calculating weights of factors resulted in more precise plan calculation for each territory, the accuracy increased by 35-42% in different medication groups. The developed model may be applied for sales plan decomposition in other industries by choosing the appropriate parameters.