Roles and responsibilities of RSM

Distribution related

People related

Market related

Broadly categorized to

Business related

Analysis related

Don't be afraid of pressure.

Remember

Pressure is what turns

a lump of coal

into a diamond

Roles and responsibilities of RSM

Distribution related

People related

Market related

Broadly categorized to

Business related

Analysis related

Regional Sales managers are one of the most important layers of management

in any organization and are the part of middle management,

so it is very important that RSM should be clear about their roles and responsibility

Roles and responsibilities of RSM

Distribution related

People related

Market related

Broadly categorized to

Business related

Analysis related

We welcome you all RSMs

Broadly Categorized to

Business related

Distribution related

People related

Market related

Admin related

Finance related

Roles and responsibilities of RSM

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 payment

Settlement of claims

Selection of right distributor

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

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

TEAM WORK

T -- TOGATHER E -- EVERYONEA -- ACHIEVESM -- MORE

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10

The Geese Story

A

E

M

T

T E M

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Team work better for all

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Team work better for all

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It is team work what matters for success

Help your weak team members not able to achieve targets14

Give support and direction to your team members to achieve targetsIt is the direction given to team by team leader which makes a winning team 15

Identify weak members, help them, motivate them,let them taste successIt is your responsibility to help weak team member and let him taste success16

Celebrate every success together and share success stories

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Celebrate every success

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

Analysis/Admin

Implementation

Daily work reports

Value wise sales

Expense statements

Stock statements

Product wise sales

Developmental needs of team

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 sales2. Reduce expenses3. Reduce manpower

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Case studies

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R.C.GUPTA

SHAILESH CHAUDHARY

NILU RANJAN GHOSH

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SO Name/ASM Hq desig. State IQM Prim Sec CSR sal&exp Prim Sec

SHAILESH CHAUDHARY BHOPAL ASM MPD 451500 472269303974 8.49 40088 105% 67%

ASHISH SHUKLA BHOPAL-1 SO MPD64500 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 MPD64500 78388 33248 15.84 12415 122% 52%

MUKESH RATHORE INDORE-2 SO MPD64500 65505 38321 25.85 16932 102% 59%

VISHAL KASHYAP UJJAIN SO MPD 64500 65580 42463 26.71 17518 102% 66%

Example of good leadership and good managementSHAILESH CHAUDHARY

(all team members on 100%)

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NILU RANJAN GHOSH GUWAHATI' ASM ANE 630000 506333913812 39% 80% 145%

ANIRUDDHA DAS GUPTA GUWAHATI -1 SO ANE63000

3041291614 48.38 48% 145%

PRABIR ROY GUWAHATI -2 SO ANE63000

2864360383 44.94 45% 96%

ASHOK MODAK BONGAIGAON SO ANE63000

2370655689 50.86 38% 88%

MIHIR ROY TEZPUR SO ANE63000

3195263127 43.48 51% 100%

ANANDA DUTTA JORHAT SO ANE63000

6518149940 16.85 103% 79%

TAMAL SARKAR NORTH LAKHIMPUR SO ANE

63000

19307

73799 79.28 31% 117%

PANKU SARKAR TINSUKIA SO ANE63000

77536103331 26.27 123% 164%

SUSHANTA SAHA AGARTALA SO ANE63000

30072104998 46.91 48% 167%

NOVIN DEV IMPHAL SO ANE63000

164185210607 9.28 261% 334%

RAJESH SAHA SILCHAR SO ANE63000

35338100324 44.97 56% 159%

SO Name/ASM Hq Designation State IQM Prim Sec CSR Prim Sec

Example of good leadership and good managementNILU RANJAN GHOSH (7 out of 10 SO on 100% Sec)

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RAM CHANDRA GUPTA WEST DELHI ASM DELHI 504000 365000468000 37% 72% 93%

VACANT SOUTH DELHI-1 SO DELHI63000

00 #DIV/0! 0% 0%

PAWAN KUMAR SHYAM SOUTH DELHI-2 SO DELHI63000

7300085000 29.79 116% 135%

PAWAN KUMAR JHA SOUTH DELHI-3 SO DELHI63000

6400076000 23.70 102% 121%

FIRDOS AHMAD SOUTH DELHI-4 SO DELHI63000

00 #DIV/0! 0% 0%

ROSHAN KUMAR JHA WEST DELHI-1 SO DELHI63000

3800064000 37.07 60% 102%

SHAMBHU NATH JHA WEST DELHI-2 SO DELHI63000

9400089000 13.64 149% 141%

MAHESH KUMAR GUPTA WEST DELHI-3 SO DELHI63000

6600086000 21.34 105% 137%

DIGVIJAY NARAYAN JHA WEST DELHI-4 SO DELHI63000

3000068000 43.34 48% 108%

SO Name/ASM Hq Designation State IQM Prim Sec CSR Prim Sec

Example of good leadership and good managementRAM CHANDRA GUPTA

(all team members on 100 % sec)

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

Thanks and all the best

Amar Bir Singh