Job description of the regional manager. Regional Development Manager (Manager) Job Description Functions and Responsibilities of the Regional Director
A territory manager is a person who is responsible for one or several regions at once, which include a certain number of cities where the company operates. If a company has its representative offices in different cities, it must have a territorial manager on its staff.
General characteristics of the profession
In many cities, representative offices of capital or foreign companies are opened, whose activity is the sale of products in a particular region.
Job Description Territorial Manager
The position of a territorial manager is introduced if the company in this region will be represented by only one employee (territorial manager), or not more than 4 people providing contacts between points of sale and distributor companies. The sales staff is subordinate to the territorial manager. For example, foreign pharmaceutical companies opening their representative office in Russia employ individuals living in these regions who completely organize the movement and distribution of goods in this region.
Functional responsibilities.
The area manager's job is to:
organization and control of personnel activities in the assigned territory;
profit planning ensuring the fulfillment of planned indicators (the company's management sets distribution goals and sales plans for each city separately to the territorial manager);
maintaining effective relationships between the company and distributors/key customers;
regular monitoring of the market, keeping records of sales;
planning and organization of brand promotion activities;
organization of the necessary measures to improve the company's activities in the entrusted territory.
Based on market monitoring, a strategy is developed for future sales of the company's products, in the implementation of which the manager is also directly involved. As a result, contracts are constantly being negotiated. Also, the manager is obliged to monitor the range of products, their constant availability in the warehouse, to exercise control over the pricing policy and product balances.
What should a Territorial Manager know and be able to do?
Any leader must master the basics of psychology. How you communicate with your employees ultimately determines what you get out of it. Young people and adults are motivated by different factors, they need different approaches, and the leader, knowing psychology, must take this into account, and talk to them in different ways, and set tasks in different ways, but at the same time, so that the results are equally successful.
Also, the territorial manager must know his territories: what is the size of the market in each region, how the market has changed over the course of several years, and analyze the activities of competitors. The territorial manager must be able to predict the volume of sales in each specific region.
Professional and personal qualities
Key requirements for the candidate
The presence of higher education;
Experience with computer programs;
Sales experience; As a rule, it should be at least 3 years, since the employee needs to be well versed in the specifics of the company's activities, pricing strategies and tactics, and also have experience in connecting distributors.
Knowledge of the product market with which you need to work (technical direction, food products, etc.);
Leadership experience.
Some companies require someone to know a foreign language.
As often, there is a requirement for a driver's license. In the event that the work is traveling in nature.
Passing a medical examination is mandatory.
Personal qualities of a territorial manager
From personal qualities, the main ones can be distinguished:
responsibility,
self-organization,
sociability,
attentiveness,
initiative,
presentability,
ability to negotiate.
Working hours and wages
Usually the work schedule is five days. Most companies pay for meals. It should be noted that the remuneration of most employees in commerce directly depends on sales volumes. That is, a large proportion of optimism is needed among all their personal qualities, since often the result appears after a long time. This determines the style of work of such employees as very efficient, focused not so much on the process as on the result.
Job Benefits
Working as a territorial manager gives good prospects: it is an indispensable experience, a chance to fulfill career development and the opportunity to earn decent wages.
The satisfaction of 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” happened so many centuries ago that it is perceived as something completely settled. In fact, the market has nothing new to offer - this is what most people who are not knowledgeable in business think. However, it is in conditions of fierce competition that brilliant ideas are born. For successful operation, enterprises and organizations selling their products need the maximum possible coverage of the market, for this purpose, even the most slightly significant company in the state has an employee listed in the work book or contract as a “regional representative”.
Who are you?
Nowadays, it is not difficult to buy goods from the USA or Europe in Russia. Not every manufacturer is able to create a new enterprise on the territory of another state: the high cost, features of the tax and legislative framework, standards and norms, the lack of suitable raw materials do not allow the construction of factories around 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 the manufacturer - a hired employee who is the official and authorized representative of the company in front of customers in the territory entrusted to him.
The need for such specialists to be on staff is not only for overseas companies. At the local, regional level, it is impossible to achieve full-fledged cooperation with a large number of clients, unless some duties are shifted to a sales manager, agent (the regional representative may be called that).
Activities and responsibilities of the "regional"
This can be manifested in the wearing of branded insignia (accessories, clothes), the pronunciation of branded phrases during a greeting or farewell. Whatever level the company is at, it is unacceptable for its regional representative to appear at work in shales and shorts or a stretched T-shirt: business style in clothes is a guarantee of a serious attitude on the part of the client. The ability to negotiate, gently defend one's position and resolve a conflict situation are qualities that will be a good help for a career.
Not by bread alone
Trade is a complex field of activity, nevertheless, a huge number of people are employed in it. It is profitable, interesting and promising. It is difficult to find a more eventful job, in addition, such work is often well appreciated. Salaries of several thousand dollars for regional representatives are not an empty phrase. Large companies encourage their employees, develop them by organizing trainings and seminars, arranging corporate holidays (often extreme ones). Getting a job, although difficult, is quite possible even without a higher education. Experience in distribution, the ability to cooperate with people and a loose tongue, if not brought to the capital, then brought to the regional level.
This job description has been translated automatically. Please note that automatic translation does not provide 100% accuracy, so there may be minor translation errors in the text.
Preface to job description
0.1. The document comes into force from the moment of its approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.
1. General Provisions
1.1. The position "Director of the regional structural unit" belongs to the category "Leaders".
1.2. Qualification requirements - complete higher education relevant area of training (master, specialist). Postgraduate education in management. Possession of an air traffic controller certificate. Work experience in the professions of lower-level managers in the field of air traffic services - at least 5 years. Proficiency in English to the extent required.
1.3. Knows and applies:
- Air Code of Ukraine, Charter of UkSATSE (parent company);
- Regulations on the use of the airspace of Ukraine;
- instructions, instructions, orders and other documents regulating the organization of work of the regional structural unit;
- laws, resolutions, orders, orders, decisions and other regulatory legal acts of state authorities and local self-government governing the operation of enterprises;
- standards and recommendations international organizations civil aviation for the organization of air traffic services;
- modern methods business and management;
- the procedure for concluding and executing business contracts;
- domestic and world achievements of science and technology in the field of production;
- economics, organization of production, labor and management;
- methods and principles of management, marketing, commercial activities, tax affairs;
- ethics of business communication and negotiation.
1.4. The director of the regional structural subdivision is appointed to the position and dismissed by the order of the organization (enterprise/institution).
1.5. The director of the regional structural unit reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The director of the regional structural unit manages the work of _ _ _ _ _ _ _ _ _ _ .
1.7. The director of a regional structural unit during his absence is replaced by a duly appointed person who acquires the relevant rights and is responsible for the proper performance of the duties assigned to him.
2. Description of work, tasks and job responsibilities
2.1. Defines, formulates, plans, implements and coordinates all activities of the regional structural unit.
2.2. On behalf of Ukraerodvizheniya (or the parent company) carries out foreign economic activity for the provision of services to foreign business entities in the field of air traffic services.
2.3. Directs the activities of the staff to achieve high economic and financial results.
2.4. Organizes the production and economic activities of the regional structural unit based on the use of planning methods for regulatory materials, financial and labor costs, and the wide dissemination of best practices.
2.5. Ensures the implementation of accounting, tax and operational accounting and the preparation of accounting, tax, statistical reporting in accordance with the current legislation of Ukraine and the orders of Ukraerodvizheniya (parent enterprise).
2.6. Plans, implements and coordinates the efficient and safe use of airspace and air traffic services in the area (zones) of responsibility of the regional structural unit and determines development directions for improving the airspace structure.
2.7. Resolves issues within the limits of the rights granted to him, entrusts the performance of certain organizational and economic functions to other officials: deputy directors, heads of air traffic services, heads of production departments and services of his unit.
2.8. Ensures compliance with the law, the active use of legal means to improve management, strengthen contractual discipline and accounting.
2.9. Represents a regional structural subdivision in relations with state institutions, organizations and individuals on the basis of the powers determined by the regulation and a separate instruction of Ukraerodvizheniya (parent enterprise).
2.10. Takes measures regarding the social development of the enterprise team, participates in the development, conclusion and implementation of the collective agreement, carries out work to strengthen labor and production discipline, promotes the development of creative initiative and labor activity of employees.
2.11. Carries out activities for the social protection of the company's staff.
2.12. Takes measures to provide the enterprise with qualified personnel.
2.13. Their training, retraining and advanced training, the best use of the knowledge and experience of employees, the creation of safe and favorable working conditions, compliance with the requirements of legislation on labor protection and the environment.
2.14. Knows, understands and applies the current regulatory documents relating to its activities.
2.15. Knows and fulfills the requirements of regulatory acts on labor and environmental protection, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The director of the regional structural unit has the right to take actions to prevent and eliminate the occurrence of any violations or inconsistencies.
3.2. The director of a regional structural unit has the right to receive all social guarantees provided for by law.
3.3. The director of a regional structural unit has the right to demand assistance in the performance of his official duties and exercise of rights.
3.4. The director of a regional structural unit has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.
3.5. The director of the regional structural unit has the right to get acquainted with the draft documents relating to his activities.
3.6. The director of a regional structural subdivision has the right to request and receive documents, materials and information necessary for the performance of his duties and instructions of the management.
3.7. The director of a regional structural unit has the right to improve his professional qualifications.
3.8. The director of the regional structural unit has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.
3.9. The director of the regional structural unit has the right to get acquainted with the documents defining the rights and obligations of the position held, the criteria for assessing the quality of performance of official duties.
4. Responsibility
4.1. The director of the regional structural unit is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.
4.2. The director of the regional structural unit is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.
4.3. The director of a regional structural subdivision is responsible for disclosing information about an organization (enterprise/institution) that is classified as a trade secret.
4.4. The director of a regional structural unit is responsible for non-fulfillment or improper fulfillment of the requirements of the internal regulatory documents of the organization (enterprise/institution) and the legal orders of the management.
4.5. The director of a regional structural unit is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. The director of a regional structural unit is responsible for causing material damage to an organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.
4.7. The director of the regional structural unit is responsible for the misuse of the granted official powers, as well as their use for personal purposes.
This job description has been translated automatically. Please note that automatic translation does not provide 100% accuracy, so there may be minor translation errors in the text.
Preface to job description
0.1. The document comes into force from the moment of its approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.
1. General Provisions
1.1. The position "Manager for Regional Development" belongs to the category "Leaders".
1.2. Qualification requirements - complete higher education in the direction of training "Management" (master, specialist) without requirements for work experience; or complete higher education (master, specialist), work experience in the specialty - at least 2 years and postgraduate education in the direction of "Management".
1.3. Knows and applies:
- current legislation, regulations and other guidance materials governing the production, economic and financial and economic activities of the region;
- the main factors of Ukraine's foreign economic policy and methods of its implementation;
- prospects for technical and economic development of the region;
- the procedure and methods for developing and approving programs, long-term and current plans for the production and sale of products;
- basics of economics and management;
- methods of demand forecasting and modeling, formation of a competitive product range, determination of optimal sales volumes;
- organization of foreign trade activities of enterprises in the region;
- domestic and world achievements of science and technology in the relevant industries and the experience of advanced enterprises;
- ethics of business communication and negotiation;
- the procedure and deadlines for reporting;
- computer facilities;
- organization of production, labor and management;
- Fundamentals of labor law.
1.4. The regional development manager is appointed to the position and dismissed by the order of the organization (enterprise/institution).
1.5. The Regional Development Manager reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The Regional Development Manager leads the work of _ _ _ _ _ _ _ _ _ _ .
1.7. The regional development manager during his absence is replaced by a duly appointed person who acquires the appropriate rights and is responsible for the proper performance of the duties assigned to him.
2. Description of work, tasks and job responsibilities
2.1. Develops strategic goals for regional development.
2.2. On the basis of a comprehensive study, marketing research and analysis of the region's activities, it ensures the development of projects for current and long-term plans its technical and economic development.
2.3. Defines optimal strategy economic activity of the region, substantiates economic calculations, and planned indicators, taking into account the achievements of science and technology, the organization of production and labor.
2.4. Conducts analysis and calculation of the main economic indicators of the region's activities using modern methods and justifications.
2.5. It promotes scientific research and experimentation, testing of new equipment and technology, as well as work in the field of scientific and technical information, rationalization and invention, and dissemination of advanced production experience.
2.6. Carries out methodological guidance and organization of work on the introduction, improvement and enhancement of the role of economic management methods at the regional level.
2.7. Based on statistical reporting data and accounting from the main indicators of the economic activity of enterprises in the region, it evaluates their export potential, calculates the possibilities of foreign economic activity.
2.8. Forecasts the need for material, financial and labor resources at the regional level.
2.9. Participates in the work to improve the organization of production, increase labor productivity and production efficiency.
2.10. Substantiates and suggests ways to save all types of resources.
2.11. Takes part in marketing research external market in order to identify potential consumers and forecast demand for products.
2.12. Provides the required reporting.
2.13. Maintains the necessary links with the enterprises of the region, state authorities and local self-government.
2.14. Knows, understands and applies the current regulatory documents relating to its activities.
2.15. Knows and fulfills the requirements of regulatory acts on labor and environmental protection, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The Regional Development Manager has the authority to take action to prevent and correct any irregularities or non-compliances.
3.2. The regional development manager has the right to receive all social guarantees provided for by law.
3.3. The regional development manager has the right to demand assistance in the performance of his duties and the exercise of rights.
3.4. The regional development manager has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision of the necessary equipment and inventory.
3.5. The regional development manager has the right to get acquainted with the draft documents relating to his activities.
3.6. The regional development manager has the right to request and receive documents, materials and information necessary for the performance of his duties and orders of the management.
3.7. The regional development manager has the right to improve his professional qualifications.
3.8. The regional development manager has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.
3.9. The regional development manager has the right to get acquainted with the documents that define the rights and obligations of the position held, the criteria for assessing the quality of the performance of official duties.
4. Responsibility
4.1. The regional development manager is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.
4.2. The regional development manager is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.
4.3. The regional development manager is responsible for disclosing information about an organization (enterprise/institution) that is a trade secret.
4.4. The regional development manager is responsible for non-fulfillment or improper fulfillment of the requirements of the internal regulatory documents of the organization (enterprise / institution) and the legal orders of the management.
4.5. The regional development manager is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. The regional development manager is responsible for causing material damage to the organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.
4.7. The regional development manager is responsible for the misuse of the granted official powers, as well as their use for personal purposes.
Currently, there is a steady trend of gradual and uniform development of regional markets. The position of the center, as a legislator of trade, is beginning to weaken. The financial development of the regions necessitates the struggle for segments of new markets.
For this purpose, enterprises open their regional representative offices and branches. The main leader of such work in the region is the regional manager (district sales manager / regional sales manager). By his status, he is usually equated with the commercial director in the region.
Its tasks include representing the interests of the parent company in the region in accordance with the approved development strategy of the latter, forming the market for the promoted product in the region, searching for new customers and partners, developing the distribution network, and coordinating financial flows associated with products sold in the region.
As a rule, a specialist with a higher economic education is invited to the position of a regional manager, who has at least three years of experience in senior positions, knows the current state of the sales market in the region, is able to see the prospects for market development, and has the talent of a leader and organizer.
The main tasks of the regional manager are: stimulating the need for goods (services, works), designating the commercial strategy of the enterprise in the region, certifying sales representatives, searching for customers and partners, organizing marketing, clarifying the needs of the regional market.
REGIONAL MANAGER INSTRUCTIONS
1. The regional manager belongs to the category of managers.
3. The regional manager must know:
3.1. Federal laws and regulatory legal documents governing the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the regions (subjects of the Russian Federation, municipalities, etc.).
3.2. Market economy, entrepreneurship and business fundamentals.
3.3. Regional market, its conjuncture, features and specificity.
3.4. Pricing methods, pricing strategy and tactics.
3.5. Fundamentals of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research).
3.6. The theory of management, macro- and microeconomics, business administration.
3.8. Assortment, classification, characteristics and purpose of the offered goods (services, works).
3.9. Conditions for storage and transportation of goods (provision of services, performance of work).
3.10. Principles of organizing trade in the region (rendering services, performing work).
3.11. Psychology and principles of sales (rendering services, performing work).
3.12. The procedure for developing business plans and commercial terms of agreements, contracts.
3.12. Development prospects and needs of regional consumers (buyers, clients).
3.13. Civil, trade and patent law, advertising law.
3.14. Fundamentals of organizing work to create demand and stimulate the sale of goods (rendering services, performing work) in the region.
3.15. Operating forms of accounting and reporting.
3.16. Ethics of business communication.
3.17. Rules for establishing business contacts.
3.18. Fundamentals of sociology, psychology and labor motivation.
3.19. Principles of management of regional divisions of the enterprise.
3.20. Information processing methods using modern technical means communication and connection, computer.
6. 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 appropriate rights and is responsible for the improper performance of the duties assigned to him.
II. Job Responsibilities
Regional Manager:
1. Collects information about the regional market (the number and profile of economic entities in the region, the population, the general price level and the ratio wages, the main consumer demand, the activities of competitors in the region, etc.).
2. Analyzes information about the regional market and, based on the results of the analysis, develops a strategy for the presentation of goods (services, works) in the region.
3. Manages the financial and economic activities of the enterprise in the region (logistics, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; settlements for goods sold (services rendered, work performed) .
4. Provides implementation advertising campaigns for the promotion of goods (services, works) in the region, the implementation of PR campaigns to form a favorable image of the enterprise in the region, taking into account local specifics, organizes the presentation of goods (services, works) at regional exhibitions, fairs.
5. Develops sales plans in the region, programs to increase sales and coordinates their implementation.
6. Organizes and develops a distribution system in the region, searches wholesale buyers(clients), partners (for joint development of the regional market).
7. Organizes seminars for potential partners in order to explain the company's policy for promoting goods and involving new partners in this process.
8. Organizes internal certification of regional partners in order to guarantee the quality of goods sold (manufactured), services provided, work performed, maintaining the image of the enterprise.
9. Organizes the work of sales representatives (offices of the company and independent specialists) in the region, coordinates merchandising in the region.
10. Coordinates the conclusion of economic and financial contracts with regional counterparties and controls the timeliness and quality of the fulfillment of contractual obligations; coordinates payments for goods sold (services rendered, 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 business ties.
11. Ensures the intended 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 certain items of goods (services, works) and a list of goods (services, works) that are not marketable; sales volumes; financial and economic indicators of activity in the region; change in the position of the enterprise in the region after the first entry into the regional market, trends in its change; __________________________.
12. Coordinates its work with the central office of the enterprise (head enterprise), ensures the implementation of guidelines and orders from the management of the central office (head enterprise).
13. Represents and protects the interests of the enterprise in the region.
III. Rights
The regional manager has the right:
1. To make proposals for adjusting the strategy for the development of a new region, developed by specialists from the central office (parent enterprise).
2. Manage the financial and material resources entrusted to him.
3. Sign and endorse documents within their competence.
4. Submit proposals for the promotion and presentation of new products to the regional market, for the development of new regional markets, for consideration by the management of the central office (parent enterprise).
5. Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.
6. Request from the management and specialists of the central office (head office) information and documents necessary for the performance of his duties.
7. Require the management of the central office (parent enterprise) to ensure the organizational and technical conditions and execution of the established documents necessary for the performance of official duties.
IV. Responsibility
The Regional Manager is responsible for:
1. For improper performance or non-performance of their official duties provided for by this job description - within the limits established by the current labor legislation of the Russian Federation.
2. 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.
3. For causing material damage to the enterprise - within the limits established by the current labor and civil legislation of the Russian Federation.