2Role of Sales Manager Final

7/29/2019 2Role of Sales Manager Final

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The Role of the

Sales Manager


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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 Assignedobjective by ensuring that each and

every member of the team achievesand / or surpasses his / her respectiveobjective.


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A Good Manager has..

the capability to get people ofordinary ability to perform in an

extraordinary 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 ResponsibilitiesEnsuring achievement of assigned Teams and individual

team members objectivesDecision MakingEnsuring his objectives achievement covering up deficit

of anyone in his team. Focus on Brands / New Products

Distribution Channel ManagementTimely Reporting and FeedbackDeveloping Team MembersMarket Development

Market IntelligenceStrong Customer FocusPlanning, Monitoring & ControllingAppraising &ReviewingNecessary course corrections


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Key Activities

Strong Customer FocusRight product for the right customers

Frequency of visitsServicingTrouble 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 subordinates

responsibilities. Ensure follow up on payments Ensure Liquidation of stocks

Ensure Order generation


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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 Operation of bonus offers New Product availability at retailer level


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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 Statement

Subordinates Coverage format-Self AnalysisPromotion & Sales Meeting.Record of Leaves

Sales 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 ActivitiesDevelopment Team Members

Review of Team members performance

identifying 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

Interpersonalrelationship

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 ofSubordinates Market Development Reporting Discipline

DistributionManagement Maintenance and

analysis of Data

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 outputand better results from his team members

and they will deliver this willingly!


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Managers : Ineffective v/s Effective

Ineffective Manager Bully/ terrorize Despondent /

Hopeless

Favoritism Gutter Inspector Negative Perception

Effective Manager Advisor Benefactor/ Supporter Decisive / Important Example Setter Fair Generous

Honest


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Insecure Jealous

Manipulator Nag / irritate Quashes new ideas /

Can not able to

accept new ideas.

Innovator Judicious

Knowledge Resource Leader Motivator Negotiator

Open minded Perseverant Quality Conscious


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Reactive Subjective/ biased

Unfair Vengeful / merciless Whiner / Objector Excuse Master

Yesterdays hero Zombie / automaton /

machine (no feelings)

Receptive Strategist

Transparent Understanding Vibrant / lively Winners Mind Set

Experimenter Youthful Zestful / energetic


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Benefits of a Marketing Career

Provide service to others Relate your organization to the world

Enjoy an entrepreneurial job Connect to people Earn rewards for performance


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The Role of Marketing

the business enterprise has two and only these two basicfunctions: marketing andinnovation

-Peter Drucker, Management(1973), p. 6


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Marketing Career Paths

Advertising Direct Marketing

Brand Management Public Relations Sales & Sales

Management

Marketing Models &Systems Analysis

Distribution ChannelManagement

InternationalMarketing

Marketing Research New ProductPlanning

Retail Management E-Commerce Business-to-Business

Marketing

Services Marketing


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Marketing Career Paths:

Advertising Account Supervisor -

Direct Marketing Consumer Catalog Marketing Manager -

Brand Management

Asst. Product Mgr. - Product/Brand Mgr. -

Public Relations Corp. PR Director (6 yrs exp) -

Freelance PR Mgr -

Sales & Sales Management Manufacturers Sales Representative -

Regional Sales Manager -

Marketing Models & Systems Analysis

Distribution Channel Management


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International Marketing

Marketing Research Mktg Research Analyst -

Mktg Research Director -

New Product Planning Retail Management

Dept. Store Manager -

General Merchandise Manager -

E-Commerce Business-to-Business Marketing Services Marketing

Marketing Career Paths:

Documents

2Role of Sales Manager Final