104608 633616421469993750

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104608 633616421469993750

  1. 1. The Role of the Manager N SUNDARAM ICFAI 29 th Aug 2008 BANGALORE
  2. 2. “We cannot do today’s job with yesterday’s methods and be in business tomorrow” --- Nelson Jackson
  3. 3. <ul><li>A Group of Donkeys lead by a lion can defeat a group of lions lead by a donkey </li></ul><ul><li>---Socrates </li></ul>
  4. 4. 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.
  5. 5. A Good Manager has….. … the capability to get people of ordinary ability to perform in an extraordinary manner!
  6. 6. 5 Differences <ul><li>Worker </li></ul><ul><li>Works alone </li></ul><ul><li>Does the work </li></ul><ul><li>Like a player in the team </li></ul><ul><li>Is lead and Managed </li></ul><ul><li>Responsibility: </li></ul><ul><li>Single </li></ul><ul><li>Manager </li></ul><ul><li>Works with others </li></ul><ul><li>Develops people/customers </li></ul><ul><li>Like a coach and a counsel; Pitches in as player when needed. </li></ul><ul><li>Is the Leader/Manager according to the condition </li></ul><ul><li>Responsibility : Various </li></ul>
  7. 7. Key Responsibilities <ul><li>Ensuring achievement of assigned Team’s and individual team members’ objectives </li></ul><ul><li>Decision Making </li></ul><ul><li>Ensuring his objectives achievement covering up deficit of anyone in his team. </li></ul><ul><li>Focus on Brands / New Products </li></ul><ul><li>Distribution Channel Management </li></ul><ul><li>Timely Reporting and Feedback </li></ul><ul><li>Developing Team Members </li></ul><ul><li>Market Development </li></ul><ul><li>Market Intelligence </li></ul><ul><li>Strong Customer Focus </li></ul><ul><li>Planning, Monitoring & Controlling </li></ul><ul><li>Appraising &Reviewing </li></ul><ul><li>Necessary course corrections </li></ul>
  8. 8. Key Activities <ul><li>Strong Customer Focus </li></ul><ul><li>Right product for the right customers </li></ul><ul><li>Frequency of visits </li></ul><ul><li>Servicing </li></ul><ul><li>Trouble shooting </li></ul><ul><li>Retention and multiplication of customers </li></ul><ul><li>Tracking of Customers </li></ul>
  9. 9. Planning, Monitoring and controlling <ul><li>Objective setting </li></ul><ul><li>Assigning the responsibilities as per the resources </li></ul><ul><li>Alternative steps in case of crisis </li></ul><ul><li>Monitoring of Progress/Key Customers </li></ul>
  10. 10. Key Activities <ul><li>Ensuring follow up of every subordinates’ responsibilities. </li></ul><ul><li>Ensure follow up on payments </li></ul><ul><li>Ensure Liquidation of stocks </li></ul><ul><li>Ensure Order generation </li></ul><ul><li>Regular follow up of pending claims of distributors and CFAs </li></ul>
  11. 11. Key Activities <ul><li>Ensuring at Distributors’ Level </li></ul><ul><li>Inventory Check </li></ul><ul><li>Payment follow up </li></ul><ul><li>Catering to Retailer </li></ul><ul><li>Liquidation of short expiry / non moving products </li></ul><ul><li>Settlement of Claims </li></ul><ul><li>Successful of Operation of bonus offers </li></ul><ul><li>New Product availability at retailer level </li></ul><ul><li>LOC & NOC of products </li></ul>
  12. 12. Key Activities <ul><li>At the Retail Level </li></ul><ul><li>Tracking of new and established products </li></ul><ul><li>Retail survey to track the demand of Company’s and competitors’ products </li></ul><ul><li>Retail survey to validate the customer coverage </li></ul><ul><li>Right product, Right customer focus approach </li></ul><ul><li>Tracking of Key Retailers </li></ul><ul><li>Ensure order booking and its supply </li></ul>
  13. 13. Key Activities <ul><li>Reporting </li></ul><ul><li>Weekly Reports on time </li></ul><ul><li>Specialty Coverage Analysis </li></ul><ul><li>Sales Promotion Proposal / Report cum Expenses Statement </li></ul><ul><li>Subordinates’ Coverage format-Self Analysis </li></ul><ul><li>Campaign Sales Meeting follow up. </li></ul><ul><li>Record of Leaves </li></ul><ul><li>Sales Diary </li></ul>
  14. 14. Key Activities <ul><li>Feedback </li></ul><ul><li>On inputs </li></ul><ul><li>On competitors </li></ul><ul><li>Regarding strategies </li></ul><ul><li>On emerging trends </li></ul><ul><li>To subordinates on performance </li></ul><ul><li>To superiors on any important developments </li></ul>
  15. 15. Key Activities <ul><li>Market Development / Market Intelligence </li></ul><ul><li>Gather information from distributors / retailers to know the actual market potential </li></ul><ul><li>Focused approach </li></ul><ul><li>Rural coverage </li></ul><ul><li>Distributors’ appointment </li></ul><ul><li>Customer contact programmes </li></ul><ul><li>Tracking Competitors </li></ul>
  16. 16. Key Activities <ul><li>Development Team Members </li></ul><ul><li>Review of Team members’ performance identifying key areas for improvement </li></ul><ul><li>Improving his/her knowledge / skill levels </li></ul><ul><li>Coaching </li></ul><ul><li>Training </li></ul><ul><li>Improving his / her personality </li></ul><ul><li>Motivating </li></ul>
  17. 17. Key Activities <ul><li>Review and Appraising </li></ul><ul><li>Performance </li></ul><ul><li>Agreed action plans </li></ul><ul><li>Market potential </li></ul><ul><li>Consistency in sales </li></ul><ul><li>Coverage of territory </li></ul><ul><li>Coverage of Key customers </li></ul><ul><li>Growth in Sales </li></ul><ul><li>Maturity </li></ul><ul><li>Market knowledge </li></ul><ul><li>Reporting </li></ul><ul><li>Focus on Power Products </li></ul><ul><li>Monitoring the Sales </li></ul><ul><li>Right Customer Focus </li></ul>
  18. 18. Key Skills <ul><li>Analytical Skills </li></ul><ul><li>Technical Skills </li></ul><ul><li>Communication Skills </li></ul><ul><li>Selling Skills </li></ul><ul><li>Planning Skills </li></ul><ul><li>Reviewing Skills </li></ul><ul><li>Managerial Skills </li></ul><ul><li>Interpersonal relationship </li></ul><ul><li>Skills </li></ul><ul><li>Negotiating Skills </li></ul><ul><li>Administrative Skills </li></ul><ul><li>Interviewing Skills </li></ul><ul><li>Counseling Skills </li></ul><ul><li>Forecasting Skills </li></ul><ul><li>Leadership Skills </li></ul>
  19. 19. Key Performance Parameters <ul><li>Targets </li></ul><ul><li>Field Work inputs </li></ul><ul><li>Implementation of strategies </li></ul><ul><li>Implementation of learning </li></ul><ul><li>Knowledge </li></ul><ul><li>Team Performance </li></ul><ul><li>Development of Subordinates </li></ul><ul><li>Market Development </li></ul><ul><li>Reporting Discipline </li></ul><ul><li>Distribution Management </li></ul><ul><li>Maintenance and analysis of Data </li></ul><ul><li>Self Development </li></ul>
  20. 20. Profile <ul><li>Team Leader </li></ul><ul><li>Decision Maker </li></ul><ul><li>Coach </li></ul><ul><li>Role Model </li></ul><ul><li>Problem Solver </li></ul><ul><li>Strategist </li></ul><ul><li>Knowledge Resource </li></ul><ul><li>Good Communicator </li></ul><ul><li>Mediator </li></ul><ul><li>Counselor </li></ul><ul><li>Motivator </li></ul><ul><li>Negotiator </li></ul><ul><li>Positive Thinker </li></ul><ul><li>Hard Worker </li></ul><ul><li>Honest </li></ul><ul><li>Listener </li></ul><ul><li>Observer </li></ul><ul><li>Fair </li></ul><ul><li>Achiever </li></ul><ul><li>Adaptable </li></ul><ul><li>Enthusiastic </li></ul>
  21. 21. A Good Manager will….. <ul><li>…always succeed in getting more output and better results from his team members </li></ul><ul><li>…and they will deliver this willingly! </li></ul>
  22. 22. Managers : Ineffective v/s Effective <ul><li>Ineffective Manager </li></ul><ul><li>Appeaser </li></ul><ul><li>Bully </li></ul><ul><li>Caddy </li></ul><ul><li>Despondent </li></ul><ul><li>Excavator </li></ul><ul><li>Favoritism </li></ul><ul><li>Gutter Inspector </li></ul><ul><li>Hindsight </li></ul><ul><li>Effective Manager </li></ul><ul><li>Advisor </li></ul><ul><li>Benefactor </li></ul><ul><li>Cheer Leader </li></ul><ul><li>Decisive </li></ul><ul><li>Example Setter </li></ul><ul><li>Fair </li></ul><ul><li>Generous </li></ul><ul><li>Honest </li></ul>
  23. 23. Managers : Ineffective v/s Effective <ul><li>Insecure </li></ul><ul><li>Jealous </li></ul><ul><li>Know-all </li></ul><ul><li>Loner </li></ul><ul><li>Manipulator </li></ul><ul><li>Nag </li></ul><ul><li>Opinionated </li></ul><ul><li>Pillion Rider </li></ul><ul><li>Quashes new ideas </li></ul><ul><li>Innovator </li></ul><ul><li>Judicious </li></ul><ul><li>Knowledge Resource </li></ul><ul><li>Leader </li></ul><ul><li>Motivator </li></ul><ul><li>Negotiator </li></ul><ul><li>Open minded </li></ul><ul><li>Perseverant </li></ul><ul><li>Quality Conscious </li></ul>
  24. 24. Managers : Ineffective v/s Effective <ul><li>Reactive </li></ul><ul><li>Subjective </li></ul><ul><li>Trumpet Blower </li></ul><ul><li>Unfair </li></ul><ul><li>Vengeful </li></ul><ul><li>Whiner </li></ul><ul><li>Xcuse Master </li></ul><ul><li>Yesterday’s hero </li></ul><ul><li>Zombie </li></ul><ul><li>Receptive </li></ul><ul><li>Strategist </li></ul><ul><li>Transparent </li></ul><ul><li>Understanding </li></ul><ul><li>Vibrant </li></ul><ul><li>Winner’s Mind Set </li></ul><ul><li>Xperimenter </li></ul><ul><li>Youthful </li></ul><ul><li>Zestful </li></ul>

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