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Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business relat...
Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business relat...
Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business relat...
Broadly Categorized to
Business related
Distribution related
People related
Market related
Admin related
Finance related
R...
Roles and responsibilities of RSM
Achieving Business targets
Planning growth for next year
Work as profit centre
Business
Distribution
Maintain ROI of distributors
Ensure availability of all SKU
Ensuring availability as per targets
Ensuring pay...
People
Removing obstacles
Motivating Entire Team
Select right candidate
Coaching and guiding BDO
Planning & monitoring wor...
Team building is one of the most
important and ,the first activity, a
good RSM has to do, in order to
drive his people in ...
9
10
The Geese Story
A
E
M
T
T E M
10
11
12
13
It is team work what matters for success
Help your weak team members not able to achieve targets
14
Give support and direction to your team members to achieve targets
It is the direction given to team by team leader which ...
Identify weak members, help them, motivate them,let them taste success
It is your responsibility to help weak team member ...
Celebrate every success together and share success stories
17
Celebrate every success
Market
Solving problems
Ensure coverage of all customer
Select right territory
Decide effective coverage plan
Select right...
Analysis/Admin
Implementation
Daily work reports
Value wise sales
Expense statements
Stock statements
Product wise sales
D...
Finance related
Work as profit centre
Improve sales/cost ratio
Reduce expenses
Increase sales
Managing CSR
Option to improve CSR and to run the region
as profit centre, what is your option?
1. Increase sales
2. Reduc...
22
23
R.C.GUPTA
SHAILESH CHAUDHARY
NILU RANJAN GHOSH
24
SO Name/ASM Hq desig. State IQM Prim Sec CSR sal&exp Prim Sec
SHAILESH CHAUDHARY BHOPAL ASM MPD 451500 472269
303974 8....
25
NILU RANJAN GHOSH GUWAHATI' ASM ANE 630000 506333
913812 39% 80% 145%
ANIRUDDHA DAS GUPTA GUWAHATI -1 SO ANE
63000
3041...
26
RAM CHANDRA GUPTA WEST DELHI ASM DELHI 504000 365000
468000 37% 72% 93%
VACANT SOUTH DELHI-1 SO DELHI
63000
0
0 #DIV/0!...
Example of consistent performance
• Mrs. Anupma Verma B.U.H (Greater Punjab)
Nov-13 Sales—Rs485853
Dec. 13 Sales---Rs38535...
Thanks and all the best
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Roles and responsibilities of regional sales managers (1)

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Hi this presentation will help in understanding the roles and responsibilities of Regional Sales Managers.Will be of great help to people working as RSM/ZSM in pharma/FMCG companies

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Roles and responsibilities of regional sales managers (1)

  1. 1. Roles and responsibilities of RSM Distribution related People related Market related Broadly categorized to Business related Analysis related
  2. 2. Roles and responsibilities of RSM Distribution related People related Market related Broadly categorized to Business related Analysis related
  3. 3. Roles and responsibilities of RSM Distribution related People related Market related Broadly categorized to Business related Analysis related
  4. 4. Broadly Categorized to Business related Distribution related People related Market related Admin related Finance related Roles and responsibilities of RSM
  5. 5. Roles and responsibilities of RSM Achieving Business targets Planning growth for next year Work as profit centre Business
  6. 6. Distribution Maintain ROI of distributors Ensure availability of all SKU Ensuring availability as per targets Ensuring payment Settlement of claims Selection of right distributor
  7. 7. People Removing obstacles Motivating Entire Team Select right candidate Coaching and guiding BDO Planning & monitoring work of BDO Induction of new staff in field Team building
  8. 8. Team building is one of the most important and ,the first activity, a good RSM has to do, in order to drive his people in right direction and bring the best out of them, success of RSM depends on success of his TEAM Team building
  9. 9. 9
  10. 10. 10 The Geese Story A E M T T E M 10
  11. 11. 11
  12. 12. 12
  13. 13. 13 It is team work what matters for success
  14. 14. Help your weak team members not able to achieve targets 14
  15. 15. Give support and direction to your team members to achieve targets It is the direction given to team by team leader which makes a winning team 15
  16. 16. Identify weak members, help them, motivate them,let them taste success It is your responsibility to help weak team member and let him taste success16
  17. 17. Celebrate every success together and share success stories 17 Celebrate every success
  18. 18. Market Solving problems Ensure coverage of all customer Select right territory Decide effective coverage plan Select right customers Prepare right beat plan Periodic updating customer list
  19. 19. Analysis/Admin Implementation Daily work reports Value wise sales Expense statements Stock statements Product wise sales Developmental needs of team
  20. 20. Finance related Work as profit centre Improve sales/cost ratio Reduce expenses Increase sales
  21. 21. Managing CSR Option to improve CSR and to run the region as profit centre, what is your option? 1. Increase sales 2. Reduce expenses 3. Reduce manpower
  22. 22. 22
  23. 23. 23 R.C.GUPTA SHAILESH CHAUDHARY NILU RANJAN GHOSH
  24. 24. 24 SO Name/ASM Hq desig. State IQM Prim Sec CSR sal&exp Prim Sec SHAILESH CHAUDHARY BHOPAL ASM MPD 451500 472269 303974 8.49 40088 105% 67% ASHISH SHUKLA BHOPAL-1 SO MPD 64500 66339 54664 25.28 16773 103% 85% KISHOR RAJ BHOPAL -2- Raisen SO MPD 64500 66416 41220 20.39 13542 103% 64% RAJESH KUMAR SAINI BHOPAL-3- BETUL SO MPD 64500 65020 45172 25.59 16641 101% 70% VIJAY KAPOOR BHOPAL-4- SAGAR SO MPD 64500 65021 48886 27.32 17762 101% 76% BHUSHAN KAMLE INDORE-1 SO MPD 64500 78388 33248 15.84 12415 122% 52% MUKESH RATHORE INDORE-2 SO MPD 64500 65505 38321 25.85 16932 102% 59% VISHAL KASHYAP UJJAIN SO MPD 64500 65580 42463 26.71 17518 102% 66% SHAILESH CHAUDHARY (all team members on 100%)
  25. 25. 25 NILU RANJAN GHOSH GUWAHATI' ASM ANE 630000 506333 913812 39% 80% 145% ANIRUDDHA DAS GUPTA GUWAHATI -1 SO ANE 63000 30412 91614 48.38 48% 145% PRABIR ROY GUWAHATI -2 SO ANE 63000 28643 60383 44.94 45% 96% ASHOK MODAK BONGAIGAON SO ANE 63000 23706 55689 50.86 38% 88% MIHIR ROY TEZPUR SO ANE 63000 31952 63127 43.48 51% 100% ANANDA DUTTA JORHAT SO ANE 63000 65181 49940 16.85 103% 79% TAMAL SARKAR NORTH LAKHIMPUR SO ANE 63000 19307 73799 79.28 31% 117% PANKU SARKAR TINSUKIA SO ANE 63000 77536 103331 26.27 123% 164% SUSHANTA SAHA AGARTALA SO ANE 63000 30072 104998 46.91 48% 167% NOVIN DEV IMPHAL SO ANE 63000 164185 210607 9.28 261% 334% RAJESH SAHA SILCHAR SO ANE 63000 35338 100324 44.97 56% 159% SO Name/ASM Hq Designati on State IQM Prim Sec CSR Prim Sec NILU RANJAN GHOSH (7 out of 10 SO on 100% Sec)
  26. 26. 26 RAM CHANDRA GUPTA WEST DELHI ASM DELHI 504000 365000 468000 37% 72% 93% VACANT SOUTH DELHI-1 SO DELHI 63000 0 0 #DIV/0! 0% 0% PAWAN KUMAR SHYAM SOUTH DELHI-2 SO DELHI 63000 73000 85000 29.79 116% 135% PAWAN KUMAR JHA SOUTH DELHI-3 SO DELHI 63000 64000 76000 23.70 102% 121% FIRDOS AHMAD SOUTH DELHI-4 SO DELHI 63000 0 0 #DIV/0! 0% 0% ROSHAN KUMAR JHA WEST DELHI-1 SO DELHI 63000 38000 64000 37.07 60% 102% SHAMBHU NATH JHA WEST DELHI-2 SO DELHI 63000 94000 89000 13.64 149% 141% MAHESH KUMAR GUPTA WEST DELHI-3 SO DELHI 63000 66000 86000 21.34 105% 137% DIGVIJAY NARAYAN JHA WEST DELHI-4 SO DELHI 63000 30000 68000 43.34 48% 108% SO Name/ASM Hq Designat ion State IQM Prim Sec CSR Prim Sec Example of good leadership and good management RAM CHANDRA GUPTA (all team members on 100 % sec)
  27. 27. Example of consistent performance • Mrs. Anupma Verma B.U.H (Greater Punjab) Nov-13 Sales—Rs485853 Dec. 13 Sales---Rs385357 Jan. 14 Sales---Rs 376375 Feb.14 Sales---Rs 384242 Maintained consistent primary sales despite all constraints
  28. 28. Thanks and all the best

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