Regional Sales Manager. A territorial manager is a person who is responsible for one or several regions at once, which includes a certain number of cities. What a territorial manager should know and be able to do

1. General provisions

1.1. Name of structural unit: Branch / Representative Office

1.2. Reports to (manager position): To the head of the representative office

1.3. Is the manager (positions of direct subordinates): regional sales representatives

1.4. Replaces (positions performed by the employee, in their absence): No

1.5. Deputy (positions that perform the functions of an employee in his absence):

2. Job responsibilities

2.1. Participates in the implementation of the Company's sales strategy in the representative office.

2.2. Coordinates and controls product sales activities through regional sales representatives and distributors/subdistributors.

2.2.1. Sets clear and achievable goals for all team members that are consistent with the goals and objectives of the representative office/branch.

2.2.2. Analyzes the progress of completing assigned tasks (while on a business trip; based on received reports; during telephone discussions with a regional sales representative and distributor/subdistributor).

2.2.3. Develops incentive programs for distributors/subdistributors aimed at increasing quantitative and qualitative distribution.

2.2.4. Informs about changes and ensures compliance by all supervised employees, distributors and sub-distributors with the company's pricing and promotion policies.

2.2.5. Takes an active part in the preparation and implementation of new forms of working with clients and improving old ones.

2.2.6. Considers requests and complaints from clients and, if necessary, participates in negotiations.

2.2.7. Monitors changes in status, solvency and other changes in the client base.

2.2.8. Monitors work with key, network and complex clients.

2.2.9. Conducts routine visits to assigned area to understand customer needs.

2.2.10. Participates in searching for and attracting new clients (key, network).

2.2.11. Develops profitable new directions while expanding existing business.

2.2.12. Responsible for the implementation of sales and development plans, and for increasing quantitative and qualitative distribution in the assigned territory.

2.3. Trains sales representatives in sales technology, negotiation methods, and deal-making methods.

2.3.1. Gives an assessment of the employee's work based on joint trips along the route, providing feedback.

2.3.2. Conducts training and education for subordinates during direct work with the Client and when analyzing specific situations.

3. Administrative work

3.1. Budgeting: no

3.2. Planning: daily, weekly, monthly

3.3. Reporting: daily, weekly, monthly

3.4. Personnel work: operational management of employees, assessment of the effectiveness of their work, assessment of resources to complete the required amount of work, recommendations for hiring and firing employees

3.5. Keeps information and databases up to date: client base in the assigned territory

4. Has the right to make decisions on issues

4.1. Financial: no

4.2. Selection of partners: subdistributors and wholesale customers.

4.3. Document endorsement: no

5. Documents regulating the work

5.1. External documents: Legislative and regulatory acts.

5.2. Internal documents: Civil Code Standards, Branch Regulations, Job Description, Internal Labor Regulations, Work Standards for Wholesale and Retail Employees.

6. Criteria for assessing labor efficiency

6.1.Fulfillment of weekly and monthly planning activities on time for which he is responsible.

6.2. Carrying out quality weekly and monthly planning activities for which he is responsible.

6.3. Execution of weekly and monthly planning activities for which he is responsible.

6.4.Fulfillment of sales plans for all products.

6.5. Satisfaction of internal customers (territory development, increase in quantitative and qualitative distribution, effective personnel management)

6.6.Satisfaction of external customers (resolution of issues related to the supply and promotion of the Company’s products).

7. Interaction, exchange of information

7.1.Receives information

Provider	Issues	Form	Periodicity
Head of branch			Monthly
	Report on balances of distributors/subdistributors		Weekly
		Service memo	Monthly
	Quantitative distribution report; on sales of distributors/subdistributors by channels		Monthly
	Daily progress report	Approved Form	Weekly
Financial analyst	Report on the status of overdue accounts receivable	Report (Excel)	Weekly

7.2. Transmits information

Recipient	Issues	Form	Periodicity
Regional Sales Representative	Objectives and plans for sales and territory development		Monthly
	Planned promotions, changes in work	Transferring information in current mode	Of necessity
Head of branch	Reports on the implementation of sales plans and territory development		Weekly
	Reports on quantitative distribution by channels; sales reports by channel		Monthly
		Service memo	Monthly
	Progress report		Weekly

8. Qualification requirements

8.1. Education: higher, incomplete higher education

8.2. Special training, permits: no

8.3. Skills:

· Negotiations

· PC (MS Office package, e-mail, Internet);

8.4.Work experience: Experience in the food market for at least two years

8.5. Professional knowledge:

Progressive forms and methods of trade and sales.
The procedure for concluding sales and purchase agreements and preparing the necessary documents.
Conditions for concluding commercial transactions and methods of bringing goods to consumers.

Instructions agreed:

Head of Motivation Department ________________________________________________

Head of Department _____________________________________________________

Block Executive Director ________________________________________________

I have read the instructions:

Full name, date, signature

Download job description
regional manager(.doc, 67KB)

I. General provisions

The regional manager belongs to the category of managers.
The regional manager must know:
1. 2.1. Federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of regions (subjects of the Russian Federation, municipalities, etc.).
2. 2.2. Market economy, entrepreneurship and the basics of doing business.
3. 2.3. Regional market, its conditions, features and specifics.
4. 2.4. Pricing methods, pricing strategy and tactics.
5. 2.5. Fundamentals of marketing (the concept of marketing, the fundamentals of marketing management, methods and directions of market research).
6. 2.6. Theory of management, macro- and microeconomics, business administration.
7. 2.7. Fundamentals of advertising, forms and methods of conducting advertising campaigns.
8. 2.8. Assortment, classification, characteristics and purpose of the goods (services, works) offered.
9. 2.9. Conditions for storing and transporting goods (providing services, performing work).
10. 2.10. Principles of organizing trade in the region (providing services, performing work).
11. 2.11. Psychology and principles of sales (providing services, performing work).
12. 2.12. The procedure for developing business plans and commercial terms of agreements and contracts.
13. 2.12. Development prospects and needs of regional consumers (buyers, clients).
14. 2.13. Civil, trade and patent legislation, advertising legislation.
15. 2.14. Fundamentals of organizing work to create demand and stimulate the sale of goods (provision of services, performance of work) in the region.
16. 2.15. Current forms of accounting and reporting.
17. 2.16. Ethics of business communication.
18. 2.17. Rules for establishing business contacts.
19. 2.18. Fundamentals of sociology, psychology and labor motivation.
20. 2.19. Principles of managing regional divisions of an enterprise.
21. 2.20. Methods of information processing using modern technical means of communication and communications, computers.
Appointment to the position of regional manager and dismissal from the position is made by order of the head of the enterprise upon presentation
During the absence of the regional manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the corresponding rights and bears responsibility for the improper performance of the duties assigned to him.

II. Job responsibilities

Regional Manager:

Collects information about the regional market (number and profile of business entities in the region, population, general price level and wage ratio, basic consumer demand, activities of competitors in the region, etc.).
Analyzes information about the regional market and, based on the results of the analysis, develops a strategy for presenting goods (services, works) in the region.
Manages the financial and economic activities of the enterprise in the region (material and technical support, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; payments for goods sold (services provided, work performed).
Ensures the implementation of advertising campaigns to promote goods (services, works) in the region, implements PR campaigns to create a favorable image of the enterprise in the region, taking into account local specifics, organizes the presentation of goods (services, works) at regional exhibitions and fairs.
Develops sales plans in the region, programs to increase sales volumes and coordinates their implementation.
Organizes and develops a distribution system in the region, searches for wholesale buyers (clients), partners (for joint development of the regional market).
Organizes seminars for potential partners in order to explain the company’s policy on promoting goods and involving new partners in this process.
Organizes internal certification of regional partners in order to guarantee the quality of goods sold (manufactured), services provided, work performed, and maintaining the image of the enterprise.
Organizes the work of sales representatives (company offices and independent specialists) in the region, coordinates merchandising in the region.
Coordinates the conclusion of economic and financial agreements with regional counterparties and monitors the timeliness and quality of fulfillment of contractual obligations; coordinates payments for goods sold (services provided, work performed) and financial flows (to the central office of the enterprise, to the reserve of a regional division, etc.), work to expand direct and long-term economic relations.
Ensures the targeted use of financial resources provided for work in the region, prepares and submits reports to the management of the enterprise in the following areas: demand for individual items of goods (services, works) and a list of goods (services, works) that are not sold; sales volumes; financial and economic performance indicators in the region; changes in the position of the enterprise in the region after the first entry into the regional market, trends in its changes; __________________________.
Coordinates its work with the central office of the enterprise (head office), ensures compliance with the guidelines and orders of the management of the central office (head office).
Represents and protects the interests of the enterprise in the region.

III. Rights

The regional manager has the right:

Make proposals for adjusting the strategy for developing a new region, developed by specialists from the central office (headquarters).
Manage the financial and material resources entrusted to him.
Sign and endorse documents within your competence.
Submit proposals for the promotion and introduction of new products to the regional market and for the development of new regional markets for consideration by the management of the central office (head enterprise).
Get acquainted with the documents defining his rights and responsibilities for his position, criteria for assessing the quality of performance of official duties.
Request from the management and specialists of the central office (headquarters) information and documents necessary to fulfill his official duties.
Require the management of the central office (head enterprise) to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

IV. Responsibility

The regional manager is responsible for:

For improper performance or failure to fulfill one’s job duties as provided for in this job description - within the limits established by the current labor legislation of the Russian Federation.
For offenses committed in the course of their activities - within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.
For causing material damage to the enterprise - within the limits established by the current labor and civil legislation of the Russian Federation.

Territorial manager

How to make a career? This question concerns not only yesterday'sgraduates, but also accomplished professionals.

The prospect of career growth is even more important for many than a decent onesalary. And if you dream of or are just thinking about building a career, then you need to think about what qualities you need to have and what to do to quickly advance in your career.

Therefore, today I would like to talk about such a profession asTerritory manager of a pharmaceutical company. And what is needed to become one.

Territorial manager is a person who is responsible for one orseveral regions at once, which include a certain number of cities where the pharmaceutical company operates.

The purpose of the territorial manager’s work is to achieve those sales volumeswhat the company has planned in these regions. The territorial manager must forecast sales volume, monitor the implementation of the sales plan, understand why in one city we can provide such a volume, and in another - less or more, control the reporting and advance reporting of medical representatives. Participate in the search and hiring of new employees andconducting their training and adaptation in the company.

Most often, candidates for the position of territorial manager are:employees of the company, providing them with the opportunity for professional and career growth. The most successful and brightest employees apply first. But if equal candidates apply for the vacancy, then a competition is held. Also, an employee from outside the company headquarters can be selected for the position of territorial manager. Such candidates are subject to certain requirements, such as:

Higher medical or pharmaceutical education

Duration of work in a similar position for at least 2 years

PC - confident user (MS Word, MS Excel, MS PowerPoint)

Excellent communication skills

Analytic skills

Initiative, responsibility and diligence

Willingness to travel on business in assigned territory

And during interviews, the most suitable employee is selected.

What should a territorial manager be able to know?

Any manager should know the basics of psychology, because how you communicate with your employees ultimately determines what you get as a result. Young people and adults are motivated by different factors, they require different approaches, and the leader, knowing psychology, must take all this into account, and talk to them differently, and set tasks differently, but at the same time, so that the results are equally successful.

Also, the territorial manager must know his territories: what market volume in each region, how many medical institutions are in the region, how the market has changed over several years, analyze the activities of competitors. A territory manager must be able to forecast sales volumes in each specific region.

If we talk about wages, I would like to provide a smallreview of salaries of employees of pharmaceutical companies in Moscow based on the results of 2013. These values were obtained by the Personnel Agency of Unique Specialists “KAUS-Medicine” by studying the offers of employers only, without taking into account the salary expectations of applicants. Therefore, to correctly interpret the data below, it is necessary to understand that real market wage levels are 5 - 10% higher than the values indicated in the table.

Pharmacy vacancies	Average sample
Pharmacy vacancies	min	Wed	Max
Medical representative	25000	39000	70000
Regional Manager	30000	58400	90000
Sales Manager	35000	48000	105000
Account Manager	30000	45000	70000
Head of Sales Department	40000	58000	110000
Territorial manager	50000	84600	120000
Medical Advisor	42500	74700	100000
Quality manager	35000	66000	90000

But what motivates people most often to achieve their highest goals?and career growth? The average salary of a regional manager is 85,000rubles We can say that territorial managers are today one of the most sought-after specialists in the pharmaceutical market. Accordingly, employers’ requirements for these applicants are quite high. In most cases, employers want to see experienced candidates (for example, with experience in a similar product line). Often the salary level depends on the level of the company and its sales volumes as a whole. And, of course, this depends on the length and experience of the specialist.

Money?.. I believe that they motivate only for a short time.

Material stimulation is more important for young people: this is understandable, they want an independent life. But young people also really want to gain new experience, and this opportunity is extremely important for them.

But for adults, other factors are more important. I think the most important thing isin work it is the comfort of the people you work with. Because you spend 80% of your working time among your colleagues, and if you are not comfortable, then you are distracted by these experiences and cannot devote all your time to work. Adult employees value the respect with which they are treated, the interest with which their ideas are listened to, the opportunity for personal and professional growth, stability and confidence in leadership.

I would like to end this article with, in my opinion, rather wise wordsmaybe not very famous entrepreneur and writer Robert Kiyosaki:

« Rule number one for anyone who wants to become a successful careerist: never take a job for the money.».

Prepared materialVeronica Belyaeva

Regional or territorial sales manager and his responsibilities

There are several commercial job options that lead to regional sales manager or territory sales manager positions. One way or another, we are always talking about companies that use geographic segmentation with their customer base.

Responsibilities of a Territorial Sales Manager

Territorial sales manager - this can be either a manager who oversees several regions or regions at once, or in some companies employees who, unlike ordinary sales department employees, work with clients not in the city, but mainly throughout the region. In some cases, two sales departments are even created, city and regional territorial. And just for each territorial sales manager, a certain territory, cities and districts of the region are assigned, and his main responsibility is to work with clients located in this territory.

Responsibilities of the Regional Sales Manager

A regional sales manager, again, this could be an employee who works in some remote region; this work scheme often turns out to be ineffective due to the extremely weak control of remote employees who can work from home, usually request an increased salary and are quite serious interest and bonuses, but at the same time their loyalty to the company is significantly lower than that of employees who come to the company office every morning and work closely with other team members every day.

In fact, such individual regional managers are often on their own, to the point that some of them manage to work for two or three companies at the same time, receiving two or three salaries, some percentages and bonuses on top, and assuring each company that of course he works only for her.

It is unlikely that one can expect decent sales results from such work. But there are other regional sales managers. The responsibilities of these sales managers are to travel from one of your main sales offices or your company's headquarters to other regions, conducting business with clients based in those regions. Here we are talking about working according to the scheme of traveling teams, and such work can be very effective.

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The responsibility of such a regional sales manager is to sell, that is, to perform the same duties as a regular active sales manager. For a given region or for a given remote city, or for several cities and regions.

Often such employees travel in pairs, and while half or more than half of their working days are away in other cities and countries, every day they hold from 2-3 to 4-6 meetings with clients, lasting an hour or more.

However, after regular business trips, such regional managers always return to their base office. Their managers monitor them every day, including when they are away. Also, such traveling regional sales managers often have assistant sales managers or a commercial back office reporting to them or working closely with them.

Responsibilities of Assistant Sales Managers

The key responsibilities of such assistant sales managers are to help implement those transactions agreed upon by regional or territorial sales managers, prepare the necessary documents with clients, monitor payments from clients and fulfillment of obligations to clients.

Thus, constantly being under the control of the head of the company and the head of the commercial unit, spending many days on the road, but constantly or regularly returning to their base office and working in close cooperation with assistant sales managers or the commercial back office, which helps them in:

conclusion of transactions and implementation,
bringing these deals to life.

Managers working under the traveling crew scheme consider themselves employees of the company and loyal to the company to a much greater extent than individual and regional managers who work alone directly from home in their city, and are employees of the company than teams to which they belong little. other employees whom they rarely see, and in many cases they have not even seen the office of the company that pays their salary.

Thus, I would recommend, if it suits the specifics of regional sales, a scheme of traveling teams, and I would advise you to be extremely wary of the scheme of working through individual regional representatives.

The best way to quickly master and implement the technology of building a sales department is to attend K. Baksht’s training on sales management “Sales System”.

Satisfying daily human needs is impossible without a market system. It is thanks to trade that people can sell and buy what they need at the moment. The origin of such a concept as “market relations” occurred so many centuries ago that it is perceived as something completely established. In fact, the market cannot offer anything new - this is what most people ignorant in business think. However, it is in conditions of fierce competition that brilliant ideas are born. For successful operation, enterprises and organizations that sell their products need the maximum possible market coverage; for this purpose, even the most even the most significant company has an employee on its staff who is listed in the work book or contract as a “regional representative.”

Who are you?

Nowadays, buying goods from the USA or Europe in Russia does not present any difficulty. Not every manufacturer is able to create a new enterprise on the territory of another state: the high cost, the peculiarities of the tax and legislative framework, standards and norms, and the lack of suitable raw materials do not allow the construction of factories all over the world. But if the demand for a particular product is everywhere, then it must be satisfied. Then a regional representative comes to the aid of the buyer and manufacturer - a hired employee who is the official and authorized representative of the company to clients in the territory entrusted to him.

It is not only overseas companies that need such specialists on staff. At the local, regional level, it is impossible to achieve full cooperation with a large number of clients unless some responsibilities are transferred to a sales manager or agent (a regional representative can be called that).

Activities and responsibilities of the “regional”

This may manifest itself in wearing branded insignia (accessories, clothing), pronouncing branded phrases when greeting or saying goodbye. Whatever the level of the company, it is unacceptable for its regional representative to appear at work in flip-flops and shorts or a stretched T-shirt: business style in clothing is a guarantee of a serious attitude on the part of the client. The ability to negotiate, gently defend your position and resolve a conflict situation are qualities that will be a good help for your career.

Not by bread alone

Trade is a complex field of activity, yet it employs a huge number of people. It is profitable, interesting and promising. It is difficult to find a more eventful job, and, moreover, such work is often well appreciated. Salaries of several thousand dollars for regional representatives are not an empty phrase. Large companies encourage their employees, engage in their development, organizing trainings and seminars, and organizing corporate vacations (often extreme). Although it is difficult to get a job, it is quite possible even without a higher education. Experience in distribution, the ability to cooperate with people and a loose tongue, if they don’t bring you to the capital, will bring you to the regional level.