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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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