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The Role of the

ManagerN SUNDARAMICFAI 29th Aug 2008BANGALORE

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We cannot do todays job withyesterdays methods and be in

business tomorrow

--- Nelson Jackson

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A Group of Donkeys lead by a lion candefeat a group of lions lead by a donkey

---Socrates

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Main Purpose of the Managers Job

To achieve and exceed the Assigned objectiveby ensuring that each and every member of

the teamachieves and / or surpasseshis / her respective objective.

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A Good Manager has..

the capability to get people of

ordinary ability to perform in anextraordinary manner!

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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 acounsel; Pitches in asplayer when needed.

Is the Leader/Manageraccording to the condition

Responsibility : Various

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Key Responsibilities

Ensuring achievement of assigned Teams and individualteam members objectivesDecision MakingEnsuring his objectives achievement covering up deficit

of anyone in his team.

Focus on Brands / New ProductsDistribution Channel ManagementTimely Reporting and FeedbackDeveloping Team Members

Market DevelopmentMarket IntelligenceStrong Customer FocusPlanning, Monitoring & ControllingAppraising &Reviewing

Necessary course corrections

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Key Activities

Strong Customer FocusRight product for the right customersFrequency of visits

ServicingTrouble shootingRetention and multiplication of customers

Tracking of Customers

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Planning, Monitoring and

controllingObjective setting

Assigning the responsibilities as per theresources

Alternative steps in case of crisis

Monitoring of Progress/Key Customers

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Key Activities

Ensuring follow up of every subordinatesresponsibilities.

Ensure follow up on payments Ensure Liquidation of stocks Ensure Order generation

Regular follow up of pending claims ofdistributors and CFAs

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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 of Operation of bonus offers New Product availability at retailer level LOC & NOC of products

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Key Activities

At the Retail Level

Tracking of new and established products

Retail survey to track the demand of Companysand 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

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Key Activities

Reporting Weekly Reports on time

Specialty Coverage Analysis Sales Promotion Proposal / Report cum Expenses

StatementSubordinates Coverage format-Self Analysis

Campaign Sales Meeting follow up.Record of LeavesSales Diary

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Key Activities

Feedback On inputs

On competitors Regarding strategies On emerging trends To subordinates on performance To superiors on any important

developments

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Key ActivitiesMarket Development / Market Intelligence

Gather information from distributors / retailers

to know the actual market potentialFocused approach

Rural coverage

Distributors appointment

Customer contact programmes

Tracking Competitors

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Key Activities

Development Team Members

Review of Team members performanceidentifying key areas for improvement Improving his/her knowledge / skill levels Coaching

Training Improving his / her personality Motivating

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Key Activities Review and 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

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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

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Key Performance Parameters

Targets Field Work inputs Implementation of

strategies Implementation oflearning

Knowledge Team Performance

Development of Subordinates Market Development Reporting Discipline

Distribution Management Maintenance and analysis ofData

Self Development

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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

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A Good Manager will..

always succeed in getting more output

and better results from his team membersand they will deliver this willingly!

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Managers : Ineffective v/s Effective

Ineffective Manager

Appeaser

Bully Caddy Despondent Excavator

Favoritism Gutter Inspector Hindsight

Effective Manager

Advisor

Benefactor Cheer Leader Decisive Example Setter

Fair Generous Honest

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Managers : Ineffective v/s Effective

Insecure Jealous

Know-all Loner Manipulator Nag

Opinionated Pillion Rider Quashes new ideas

Innovator Judicious

Knowledge Resource Leader Motivator Negotiator

Open minded Perseverant Quality Conscious

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Managers : Ineffective v/s Effective

Reactive Subjective

Trumpet Blower Unfair Vengeful Whiner

Xcuse Master Yesterdays hero Zombie

Receptive Strategist

Transparent Understanding Vibrant Winners Mind Set

Xperimenter Youthful Zestful