Professional Documents
Culture Documents
A Group of Donkeys lead by a lion can defeat a group of lions lead by a donkey ---Socrates
5 Differences
Worker Works alone Does the work Like a player in the team Is lead and Managed Responsibility: Single Manager Works with others Develops people/customers Like a coach and a counsel; Pitches in as player when needed. Is the Leader/Manager according to the condition Responsibility : Various
Key Responsibilities
Ensuring achievement of assigned Teams and individual
team members objectives Decision Making Ensuring his objectives achievement covering up deficit of anyone in his team. Focus on Brands / New Products Distribution Channel Management Timely Reporting and Feedback Developing Team Members Market Development Market Intelligence Strong Customer Focus Planning, Monitoring & Controlling Appraising &Reviewing Necessary course corrections
Key Activities
Strong Customer Focus
Right product for the right customers Frequency of visits Servicing Trouble shooting Retention and multiplication of customers Tracking of Customers
Key Activities
Ensuring follow up of every subordinates
responsibilities. Ensure follow up on payments Ensure Liquidation of stocks Ensure Order generation
Key Activities
Ensuring at Distributors Level
Inventory Check Payment follow up Catering to Retailer Liquidation of short expiry / non moving products Settlement of Claims Successful Operation of bonus offers New Product availability at retailer level
Key Activities
At the Retail Level Tracking of new and established products Retail survey to track the demand of Companys
and competitors products Retail survey to validate the customer coverage Right product, Right customer focus approach Tracking of Key Retailers Ensure order booking and its supply
Key Activities
Reporting Weekly Reports on time Specialty Coverage Analysis Sales Promotion Proposal / Report cum
Expenses Statement Subordinates Coverage format-Self Analysis Promotion & Sales Meeting. Record of Leaves Sales Diary
Key Activities
Feedback On inputs On competitors Regarding strategies On emerging trends To subordinates on performance To superiors on any important
developments
Key Activities
Market Development / Market Intelligence Gather information from distributors / retailers to know the actual market potential Focused approach Rural coverage Distributors appointment Customer contact programmes Tracking Competitors
Key Activities
Development Team Members
identifying key areas for improvement Improving his/her knowledge / skill levels Coaching Training Improving his / her personality Motivating
Review and
Key Activities
Appraising Performance Agreed action plans Market potential Consistency in sales Coverage of territory Coverage of Key customers Growth in Sales Maturity Market knowledge Reporting Focus on Power Products Monitoring the Sales Right Customer Focus
Key Skills
Analytical Skills Technical Skills Communication Skills Selling Skills Planning Skills Reviewing Skills Managerial Skills Interpersonal relationship Skills
Negotiating Skills Administrative Skills Interviewing Skills Counseling Skills Forecasting Skills Leadership Skills
Subordinates Market Development Reporting Discipline Distribution Management Maintenance and analysis of Data Self Development
Profile
Team Leader Decision Maker Coach Role Model Problem Solver Strategist Knowledge Resource Good Communicator Mediator Counselor Motivator Negotiator
Positive Thinker Hard Worker Honest Listener Observer Fair Achiever Adaptable Enthusiastic
Innovator Judicious Knowledge Resource Leader Motivator Negotiator Open minded Perseverant Quality Conscious
Receptive Strategist Transparent Understanding Vibrant / lively Winners Mind Set Experimenter Youthful Zestful / energetic
International
Marketing Marketing Research New Product Planning Retail Management E-Commerce Business-to-Business Marketing Services Marketing
Direct Marketing
Account Supervisor Consumer Catalog Marketing Manager Asst. Product Mgr. Product/Brand Mgr. Corp. PR Director (6 yrs exp) Freelance PR Mgr Manufacturers Sales Representative Regional Sales Manager -