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

1. Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business related
Analysis related

2. Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business related
Analysis related

3. Roles and responsibilities of RSM
Distribution related
People related
Market related
Broadly categorized to
Business related
Analysis related

4. Broadly Categorized to
Business related
Distribution related
People related
Market related
Admin related
Finance related
Roles and responsibilities of RSM

5. Roles and responsibilities of RSM
Achieving Business targets
Planning growth for next year
Work as profit centre
Business

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. 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. 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

10. 10
The Geese Story
A
E
M
T
T E M
10

11. 11

12. 12

13. 13
It is team work what matters for success

14. Help your weak team members not able to achieve targets
14

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. 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. Celebrate every success together and share success stories
17
Celebrate every success

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. Analysis/Admin
Implementation
Daily work reports
Value wise sales
Expense statements
Stock statements
Product wise sales
Developmental needs of team

20. Finance related
Work as profit centre
Improve sales/cost ratio
Reduce expenses
Increase sales

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

23. 23
R.C.GUPTA
SHAILESH CHAUDHARY
NILU RANJAN GHOSH

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
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
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. 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. Thanks and all the best