Roles and responsibilities of RSM

Business related Distribution related

Broadly categorized to

People related

Market related
Analysis related

Roles and responsibilities of RSM

Business related Distribution related

Broadly categorized to

People related

Market related
Analysis related

Roles and responsibilities of RSM

Business related Distribution related

Broadly categorized to

People related

Market related
Analysis related

Roles and responsibilities of Business Head

Business related

Distribution related

People related

Broadly Categorized to
Market related

Admin related

Finance related

Roles and responsibilities of Business Head

Achieving Business targets

Business

Planning growth for next year

Work as profit centre

Maintain ROI of distributors

Ensure availability of all SKU

Ensuring availability as per targets

Distribution
Ensuring payment

Settlement of claims

Selection of right distributor

Select right candidate

Induction of new staff in field

Planning & monitoring work of BDO

People

Coaching and guiding BDO

Motivating Entire Team

Removing obstacles

Team building

Team building
Team building is one of the most important and ,the first activity, a good Business Head has to do, in order to drive his people in right direction and bring the best out of them, success of Business Head depends on success of his TEAM

The Geese Story

10 10

11

12

It is team work what matters for success

13

Help your weak team members not able to achieve targets

14

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

Identify weak members, help them, motivate them,let them taste success 16 It is your responsibility to help weak team member and let him taste success

Celebrate every success together and share success stories Celebrate every success

17

Select right territory

Prepare right beat plan

Select right customers

Market

Decide effective coverage plan

Ensure coverage of all customer

Solving problems

Periodic updating customer list

Value wise sales

Product wise sales

Stock statements

Analysis/Admin

Expense statements

Daily work reports

Implementation

Developmental needs of team

Increase sales
Finance related

Reduce expenses Improve sales/cost ratio Work as profit centre

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

Example of consistent performance

Mrs. Anupma Verma Business Head (Greater Punjab)
Maintained consistent primary Business despite all constraints

Nov-13 SalesRs485853

Dec. 13 Sales---Rs385357
Jan. 14 Sales---Rs 376375

Feb.14

Sales---Rs 384242

Thanks and all the best