Regional Managers responsibilities and strategies for leading and sales management PDF

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it will provides insights about Regional Manager, his/her responsibilities and strategies for leading and sales management for his assign region ....

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Regional Manager (RM): Regional managers are employees who are granted jurisdiction and responsibility for specific geographical location. They plays an important communication link between local operations and the organization headquarters. Regional managers are responsible for achieving the Sales and Distribution objectives in the respective Region to ensure achievement of company objectives.

Responsibilities of a Regional Manager: Sales Management: Sales managers are the conductors of a company’s revenue engine. They develop and achieve the sales volume goals target as defined in the business plan for the respected region, create and nurture high performance sales teams, and lead them to generate hit revenue forecasts and meet customer needs. Team Management: Coordinating with the human resources to efficiently implement HR initiative so as to motivate and lead a high performance team. Check individual performances of the sales team and motivate them, either through personal counseling or imparting training in tactical selling skills to improve and enhance their capabilities and sales performance. Distributor Management: Distributor is called the second company, so an RM has to plan to manage it properly. Better investment, better transportation, better co-ordination are the traits of a good distributor.RM has to ensure proper stock availability, proper investment, proper transportation and co-ordination of distributor for business development. Distribution Management: Develop and maintain an efficient distribution network and efficient routing to ensure timely deliveries and superior levels of service to company customers. Marketing Management: Coordinating with the Marketing Division to ensure marketing tools are provided to the trade to increase brand visibility and thereby achieve business objectives. -Coordinating the execution of marketing and promotional activities in the market place to drive maximum benefit. -Analyze the impact of such promotions and submit report to the Sales Manager for assessment and evaluation. -Conducting regular market visits to check route coverage and availability of the company products in the market, competitor’s activities and look for new business opportunities in order to safeguard the customer base and increase market share.

Three roles of a sales manager The topline objective of a sales manager is to meet company revenue targets through the activities of their sales representatives. In other words, they harness the power of their direct reports, driving sales force productivity and extracting the best performance from each individual employee. A sales manager achieves this objective through a mix of approaches. For example they:   

Are responsible for motivating and advising their reps to improve their performance, as well as hiring and training new sales representatives. Achieve their objectives through effective planning, setting sales goals, analyzing data on past performance, and projecting future performance. Ensure that the sales department works cross functionally with executives from other departments. For example, they collaborate with marketing to generate new lead sources and expand the target customer base, or with product and research teams to make sure customer needs are met. A sales manager simultaneously plays the following key roles:

1. 2. 3.

People management: Recruit, build and nurture a team. Customer management: Strategically foster customer engagement. Business management: Steer the business.

Characteristics of a top sales manager The key characteristics of a sales manager focus less on selling ability and more about the interpersonal skills that enable leadership. Rather than “doing it themselves,” they teach and coach others how to do it, enabling the sales efforts of others. They develop their own leadership, hiring, and training skills while ensuring their team is using the correct selling behaviors and activities to meet their revenue objectives. Typical characteristics, skills, and traits of a sales manager include:   

Communication skills: they listen first and speak second. They don’t chastise in public or private. They are aware of the message they transmit to their team, how it’s delivered, and how it’s perceived. Integrity and trust: they never ask their reps to do something immoral, illegal, or something that goes against a company’s core values. Relationship oriented: ability to build relationships with peers, cross-functional counterparts, and upper management: They are committed to helping others be successful.

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Customer oriented: Empathy and ability to understand customer viewpoint and customer service Team oriented: Ability to unite a team under a shared vision and know what motivates each member. Analytical skills: They use data-driven reports to spur sales coaching sessions and empower reps to take ownership of their opportunity pipelines. They understand pricing, margins, and discounting impacts. Time bounded: The ability to prioritize and effectively manage time

Day-to-day activities of a sales manager Here is a list of typical duties of a sales manager, including daily, weekly, monthly, and yearly repeating tasks.

Managing people                

Set targets, performance plans, and rigorous, objective standards for sales representatives. Meet with reps one-on-one weekly to review performance, progress, and targets. [Weekly] Deliver deep performance reviews for each individual rep once or twice per year. [Semiannually or annually] Coach individual sales representatives one-on-one through phone work and prospecting help sessions to help them improve sales performance. [Weekly] Participate in spontaneous sales call rides and planned field days. [Semimonthly or monthly] Counsel, support, discipline, and fire underperforming sales representatives. Develop a scalable sales process and ensure representatives adhere to it correctly. Ensure that reps use sales technologies, such as a CRM, correctly. Plan and implement training programs. Hold regular skills training sessions with internal or external sales trainers. [Monthly] Plan and preside over weekly sales team meetings. [Weekly] Hold team building events onsite or offsite. [Monthly] Recruit, select, onboard, and train new sales reps. In some cases, oversee regional and local sales managers. Motivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, lucrative incentive packages, prizes, and public recognition. Unite the team: Ensure reps work as a positive unit and share their best practices. Set a good example for the team. Work according to company culture and values, prioritize ruthlessly, use good communication, and deliver results effectively.

Managing customer needs Maintain a deep understanding of customer needs and monitor their preferences. Resolve escalated customer issues and customer complaints regarding sales and service. Provide expertise when setting and adjusting pricing plans and discount rates. Provide advanced negotiation expertise. Connect company headquarters with customers and salespeople in the field.

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Managing the business        

Determine and assign sales quotas, targets, and/or goals. Project and forecast annual and quarterly revenue and for one or more sales territories. Develop sales strategies to acquire new customers or clients. Track sales team metrics and share them with company leadership. Analyze sales data on sales results and develop plans to address performance gaps. Collaborate with marketing executives to develop lead generation plans. Prepare budgets and approve expenditures. Monitor competition, economic indicators, and industry trends. Advance one’s own professional and technical knowledge by attending workshops and other educational trainings, participating in professional societies and industry networks, and reading professional and industry publications.

How I will lead and operate as an RM ## The foremost task of an RM is the co-ordination of all the activities of the respected area to achieve sales and other targets. An RM performed mainly six task .These are: 1. 2. 3. 4. 5. 6.

Sales Management Team Management Distributor Management Distribution Management Market Management Competitor Management

My Plan regarding these tasks are given below: ## Sales Management: A good manager always go on having target in his mind. *Target Setting: I will work taking 10% more than the company given target.

*Target Dividing: I will divide the target among ASM then SO based on number of route and size of the route. *Target will be given them 

Daily target

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Weekly target Monthly Target

*Product wise target and monitoring: will be taken to ensure every products target achievement. *Sales Analysis: Sales will be analyzed on daily basis to go with target, minus pointed SO will be marked and communicated with ASM so that they can take action regards that. I will also take action for them. Besides that sales will also be analyzed weekly and monthly. *Communication with distributor: have to maintain good communication with them so that they maintain enough stock and render co-operation to attain SO’s target. *6 way communication: Sales is a result of group activities. If NSM, DMM, RM, ASM, DB, SO remain in communication process then sales will progress. *Working with Slow moving products: Every product of company is assets, will take action if any product is slow moving to make it up to the mark. *Relationship Management: Every employee will be taught how to build good relationship with the ultimate person.

## Team Management: A good team is the key to success in sales world. * I will try to accomplish regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures. *Monthly meeting: about target, sales, achievement, problem, and training. *By weekly meeting: about by weekly target, sales, achievement, problem, and training. *Motivation: salespersons needs motivation in every steps.

*Relationship Management: a good relationship is the pre-condition of good leadership. *Knowledge Management: without knowledge nobody can do better. For knowledge management, I will arrange training session for them. *Force evaluation: Sales forces will be evaluated daily, weekly, monthly, quarterly, if needed action will be taken. * Rewarding: A small reward can boost up sales peoples activities ever than before so I will take this technique to boost up speed.

## Distributor Management: Distributor is called second company. *Relationship Management: continuous communication, giving updated information, gift providing, good sales. *Business Portfolio: Always convincing the distributer this plan is more effective to coverage the whole market. *ROI Management: By ROI, how much profit he will gain I will calculate for him. We have try to maintain a double digit ROI that helps to keep distributors happy. *Proper Stock Management: weekly or by weekly stock report keeping. *Proper Investment Management: have to keep co-ordination between investment and sales.

## Distribution Management: *Strike Rate Management: at least one SKU order confirmation. We have to maintain at least ideal strike rate 45-50%. *LPC: This plan helps to increase per line sell into the market. Here, we can use push sell

strategy with the range selling strategy. Ideal LPC is 3-5 that we have to try to maintain. *Transportation Management: For proper delivery, to cover all the route’s delivery transportation management is so much important. *Route Management: There are 4 types of route a, b, c, d, some route needs to cover twice in a week, and on the other hand some routes should cover by weekly. *DSR Management: This is the main obstacles in sales, I have to maintain a good relation with them and take rewarding and incentives plan for them.

*Memo: This plan helps to increase productivity memo and numeric distribution *Visibility: This plan always helps to increase product availability into the market. Eye level to buy level. ## Market Management: *Market development: gap market finding and filling, new making potential outlets into actual outlets. *Relationship development with the shopkeepers: will take frequent communication, gift providing, best outlet gift providing. *Competitor Management: will analysis their price, promotion, route and delivery activities. *Promotion Management *Will Prepare outlet wise shop list

All the above activities will be done following company rules and regulation....