“We cannot do today’s job withyesterday’s methods and be in business tomorrow” --- Nelson Jackson
A Group of Donkeys lead by a lion candefeat a group of lions lead by a donkey ---Socrates
Main Purpose of the Managers’ Job To achieve and exceed the Assigned objective by ensuring that each and every member of the team achieves and / or surpasses his / her respective objective.
A Good Manager has…..… the capability to get people ofordinary ability to perform in an extraordinary manner!
5 DifferencesWorker Manager• Works alone • Works with others• Does the work • Develops• Like a player in the team people/customers• Is lead and Managed • Like a coach and a counsel; Pitches in as• Responsibility: player when needed. Single • Is the Leader/Manager according to the condition • Responsibility : Various
Key Responsibilities Ensuring achievement of assigned Team’s and individual team members’ objectives Decision Making Ensuring his objectives achievement covering up deficit of anyone in his team. Focus on Brands / New Products Distribution Channel Management Timely Reporting and Feedback Developing Team Members Market Development Market Intelligence Strong Customer Focus Planning, Monitoring & Controlling Appraising &Reviewing Necessary course corrections
Key Activities• Strong Customer FocusRight product for the right customersFrequency of visitsServicingTrouble shootingRetention and multiplication of customersTracking of Customers
Planning, Monitoring andcontrollingObjective settingAssigning the responsibilities as per the resourcesAlternative steps in case of crisisMonitoring of Progress/Key Customers
Key Activities• Ensuring follow up of every subordinates’ responsibilities.• Ensure follow up on payments• Ensure Liquidation of stocks• Ensure Order generation• Regular follow up of pending claims of distributors and CFAs
Key ActivitiesEnsuring at Distributors’ Level• Inventory Check• Payment follow up• Catering to Retailer• Liquidation of short expiry / non moving products• Settlement of Claims• Successful of Operation of bonus offers• New Product availability at retailer level• LOC & NOC of products
Key ActivitiesAt the Retail Level Tracking of new and established products Retail survey to track the demand of Company’s and competitors’ products Retail survey to validate the customer coverage Right product, Right customer focus approach Tracking of Key Retailers Ensure order booking and its supply
Key Activities• Reporting Weekly Reports on time Specialty Coverage Analysis Sales Promotion Proposal / Report cum Expenses StatementSubordinates’ Coverage format-Self AnalysisCampaign Sales Meeting follow up.Record of LeavesSales Diary
Key Activities• Feedback• On inputs• On competitors• Regarding strategies• On emerging trends• To subordinates on performance• To superiors on any important developments
Key ActivitiesMarket Development / Market Intelligence Gather information from distributors / retailers to know the actual market potentialFocused approachRural coverageDistributors’ appointmentCustomer contact programmesTracking Competitors
Key ActivitiesDevelopment Team Members• Review of Team members’ performance identifying key areas for improvement• Improving his/her knowledge / skill levels• Coaching• Training• Improving his / her personality• Motivating
Key Activities• Review and Appraising• Performance• Agreed action plans• Market potential• Consistency in sales• Coverage of territory• Coverage of Key customers Focus on Power Products• Growth in Sales • Monitoring the Sales• Maturity • Right Customer Focus• Market knowledge• Reporting
Key Performance Parameters• Targets• Field Work inputs• Implementation of strategies• Implementation of learning • Development of Subordinates• Knowledge • Market Development• Team Performance • Reporting Discipline • Distribution Management • Maintenance and analysis of Data • Self Development
Profile• Team Leader• Decision Maker• Coach• Role Model• Problem Solver• Strategist• Knowledge Resource• Good Communicator • Observer• Mediator • Fair• Counselor • Achiever• Motivator • Adaptable• Negotiator • Enthusiastic• Positive Thinker• Hard Worker• Honest• Listener
A Good Manager will…..…always succeed in getting more output and better results from his team members…and they will deliver this willingly!
Mintzbergs Ten Management Roles Figurehead: All social, inspiration, legal and ceremonial obligations. In this light, the manager is seen as a symbol of status and authority. Leader: Duties are at the heart of the manager-subordinate relationship and include structuring and motivating subordinates, overseeing their progress, promoting and encouraging their development, and balancing effectiveness. Liaison: Describes the information and communication obligations of a manager. One must network and engage in information exchange to gain access to knowledge bases. Mintzbergs Management Roles 28
Mintzbergs Ten Management Roles Monitor : Duties include assessing internal operations, a departments success and the problems and opportunities which may arise. All the information gained in this capacity must be stored and maintained. Disseminator: Highlights factual or value based external views into the organization and to subordinates. This requires both filtering and delegation skills. Spokesman : Serves in a PR capacity by informing and lobbying others to keep key stakeholders updated about the operations of the organization Mintzbergs Management Roles 29
Mintzbergs Ten Management Roles Entrepreneur : Roles encourage managers to create improvement projects and work to delegate, empower and supervise teams in the development process. Disturbance handler: A generalist role that takes charge when an organisation is unexpectedly upset or transformed and requires calming and support. Resource Allocator : Describes the responsibility of allocating and overseeing financial, material and personnel resources. Negotiator : Is a specific task which is integral for the spokesman, figurehead and resource allocator roles. Mintzbergs Management Roles 30