— Job description of a regional manager

In this regional manager job description, you will find a complete list of job responsibilities, training program, and a ready-made regional manager job advertisement template.

Regional manager is a young and quite promising profession. It appeared in connection with the financial development of the regions and the need to open regional representative offices and branches of the enterprise.

This position is needed to represent the interests of the organization in the region and perform three important tasks:

1. Drawing up a strategic development plan in the region.
2. Search for business partners and buyers.
3. Analysis of consumer activity in the region.

The position of regional manager in a company may have other alternative titles, for example:

• Regional Sales Manager;
• Regional Business Development Manager;
• Regional Development Manager.

Job responsibilities of the regional manager according to the job description:

1. Study and analysis of consumer demand, as well as collecting information about the financial capabilities of consumers in the assigned territory (income level) and the activities of the company’s competitors.

2. Analysis of the data obtained about the market in the region and development of strategic plans to promote the goods and services of the enterprise.

3. Carrying out calculations of funds received from the sale of goods.

4. Implementation of marketing policy in the region.

5. Development of plans to increase income in the assigned territory.

6. Search for business partners and clients.

7. Organizing conferences to attract new business partners and promote products on the regional market.

8. Management of sales representatives, analysis of their work and control of training.

9. Coordination of contractual activities in the field of finance, economics and business issues of the enterprise in the region.

10. Reporting to management on the following issues:

• the level of demand for the company's goods and services;
• list of illiquid goods;
• characteristics of sales volumes, as well as financial and economic indicators of the enterprise in the region.

11. Monitoring the implementation of instructions from senior management.

12. Providing and protecting the interests of the organization in the assigned area.

Job responsibilities of the Leading Manager of the Wholesale Sales Department

1. GENERAL PROVISIONS

1. The leading sales manager belongs to the category of specialists.

2. A person with a higher (secondary) professional qualification and at least one year of work experience in similar positions is appointed to the position of leading sales manager.

3. The leading sales manager is hired and dismissed by order of the General Director on the recommendation of the commercial director and the head of the wholesale sales department.

4. The leading sales manager reports directly to the head of the wholesale sales department.

5. In his activities, the leading sales manager is guided by:

• regulatory documents on the work performed;
• methodological materials relating to relevant issues;
• charter of the Company;
• labor regulations;
• orders and instructions of the commercial director and head of the wholesale sales department;
• this job description.

2. MUST KNOW.

1. Federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of the constituent entities of the Russian Federation, municipalities, etc.

2. Regional market, its conditions, features and specifics.

3. Fundamentals of pricing and marketing.

4. Basics of advertising, forms and methods of conducting advertising campaigns.

5. Assortment, classification, characteristics and purpose of products sold by the Company.

6. Conditions for storage and transportation of products sold by the Company.

7. Principles of organizing trade in the region.

8. Psychology and principles of sales.

9. The procedure for developing business plans and commercial terms of agreements and contracts.

10. Development prospects and needs of regional consumers.

11. Fundamentals of civil, trade and patent legislation.

12. Basics of organizing work to create demand and stimulate sales of products in the region.

13. Current forms of accounting and reporting.

14. Ethics of business communication.

15. Rules for establishing business contacts and conducting negotiations.

16. Structure of the commercial service and wholesale sales department.

17. Rules for the operation of computer equipment.

18. Internal labor regulations.

FUNCTIONS AND JOB RESPONSIBILITIES OF THE LEAD MANAGER OF THE WHOLESALES DEPARTMENT

1. Organization and management of sales of the Company’s products:

• searching for potential clients;
• conducting commercial negotiations with clients in the interests of the Firm;
• coordination of working conditions with clients, registration and conclusion of contracts;
• receiving and processing customer orders, according to the department’s operating technology;
• tracking the timing and amounts of customer payments;
• systematically visiting clients and establishing the most favorable relationships for mutually beneficial cooperation;
• maintaining the assortment line for customers and ensuring appropriate product positioning;
• motivating clients to work with the Company in accordance with approved sales promotion programs;
• going on business trips in the interests of the Company;

2. Planning and analytical work:

• collecting information about the regional market;

• analysis of information about the regional market and development, based on the results of the analysis, of a strategy for promoting and selling products in this market;
• development of operational and long-term plans for product sales in the region;
• assortment and financial planning in accordance with established regulations;
• analysis of statistical data on sales and shipments of the Company’s clients;
• collection and analysis of information on the positioning of competitors among clients, on changes in the market situation in the regional market;
• providing reports on the results of work in accordance with the work regulations of the department and the Company.

3. Sales support:

• participation in the development and implementation of projects related to the activities of the wholesale sales department;
• interaction with the Company’s divisions in order to fulfill assigned tasks;
• participation in workshops;
• maintaining working and reporting documentation.
• keeping customer data up to date in the information system.

4. Test:

• monitoring the fulfillment of contractual obligations and terms of work with clients;
• monitoring the dynamics of payments and shipments.

4. RIGHTS OF THE LEAD MANAGER OF THE WHOLESALES DEPARTMENT

1. Raise the issue of increasing wages and paying for overtime work in accordance with the provisions, documents and orders regulating the remuneration system for the Company’s employees.

2. Report to senior management about all identified deficiencies within your competence.

3. Make proposals for improving work related to the responsibilities provided for in this job description.

4. Request personally or on behalf of management from structural divisions and employees reports and documents necessary to fulfill his official duties.

5. Demand that the head of the department provide assistance in the performance of his official duties and rights.

6. Manage the financial and material resources entrusted to him.

7. Require management to ensure organizational and technical conditions and execution of established documents necessary for the performance of official duties.

5. RESPONSIBILITY OF THE LEAD MANAGER OF THE WHOLESALES DEPARTMENT

1. For failure to perform (improper performance) of one’s official duties as provided for in these instructions, within the limits determined by the current labor legislation of the Russian Federation.

2. For committing an offense in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

3. For causing material damage and damage to the business reputation of the Company - within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

6. REPORTING SYSTEM

1 The leading sales manager provides the following reports to the following officials of the Company:

2. The leading sales manager carries out the following operations with documents:

• signs:
• endorses:

3. The lead sales manager receives the following reports from the following officials of the Firm:

7. ADDITIONS AND CHANGES.

Which item has been changed?

New version of the clause

Employee signature

Date of change

Who approved the change

AGREED _____________________________(_____________________)

Back to list of job responsibilities

Requirements for a candidate for the position of regional manager:

• higher education in “Enterprise Management”;
• work experience (if you have an education in the specialty is not required) of two years or postgraduate training in the specialty “Management”;
• determination;
• active life position and leadership qualities;
• Computer proficiency at the level of a confident user.

Skills that a regional manager must have:

• ability to collect and analyze information;
• the ability to set clear and precise tasks for subordinates and achieve their implementation;
• ability to forecast demand and project effectiveness;
• ability to conduct negotiations, conferences and seminars, persuade and achieve goals.

When starting work, a regional manager must know:

1. Legislation and regulations governing business and commercial activities;
2. Specifics of the regional market.
3. Fundamentals of management and marketing, economics, administrative law and labor code.
4. The range of goods of the enterprise, their classification and consumer characteristics.
5. Organizational principles of trade and pricing.
6. Consumer perspectives and needs of potential clients and buyers.
7. Fundamentals of ethics of business correspondence and communication.
8. Accounting and reporting in the field of management.
9. Psychological aspects of sales.

In this case, the question arises about training a future specialist “from scratch.” How and where to do this? An approximate training program for a regional manager is described below.

Territorial manager: features of the profession

Jul 28, 2020 A territorial manager is a person who is responsible for one or several regions, which include a certain number of cities where the company operates. If a company has 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 have been opened, whose activity is the sale of products in a specific region.

Specifics of the position of 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 to exceed 4 people providing contacts between points of sale and distributor companies. The sales staff is subordinate to the territory manager. For example, foreign pharmaceutical companies opening their representative offices in Russia hire individuals living in these regions, who completely organize the movement and distribution of goods in this region.

Functional responsibilities.

The responsibilities of the territory manager include:

organization and control of personnel activities in the assigned territory;

profit planning, ensuring the fulfillment of planned indicators (company 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 market monitoring and sales accounting;

planning and organizing activities to promote brands;

organizing the necessary measures to improve the company’s activities in the assigned 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 directly involved. In this regard, it is constantly necessary to conclude contracts. Also, the manager is obliged to monitor the range of products, their constant availability in the warehouse, and exercise control over the pricing policy and inventory balances. What should a territorial manager be able to do and know? 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 require different approaches, and the leader, knowing psychology, must take all this into account, and talk to them differently, and set tasks differently, but at the same time, so that the results are equally successful. Also, the territorial manager must know his territories: what is the market volume in each region, how the market has changed over several years, and analyze the activities of competitors. A territory manager must be able to forecast sales volumes in each specific region.

Professional and personal qualities

Key requirements for the candidate Availability of higher education;

Experience with computer programs;

Sales experience; As a rule, it should be at least 3 years, since the employee must have a good understanding of the specifics of the company’s activities, strategy and pricing tactics, as well as have experience in connecting distributors.

Knowledge of the market for the products you need to work with (technical areas, food products, etc.);

Leadership experience.

Some companies require someone to speak a foreign language.

Just as often, there is a requirement to have a driver's license. In the event that the work is of a traveling nature.

Passing a medical examination is mandatory.

Personal qualities of a territorial manager The main personal qualities can be identified: responsibility, self-organization, communication skills, attentiveness, initiative, presentability, ability to negotiate.

Work schedule and wages Usually the work schedule is five days a day. 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 share of optimism is necessary among all their personal qualities, since the result often appears after a long time. This defines the work style of such employees as very efficient, focused not so much on the process, but on the result.

Advantages of work Working as a territorial manager provides good prospects: it provides you with irreplaceable experience, a chance for career growth and the opportunity to receive a decent salary.

How to quickly train a regional manager

• First, you need to choose with whom the training will be carried out. Specialist training can be carried out: trainings, seminars, conferences;
• specialist invited by the company;
• an experienced mentor from among the company’s specialists.

Whatever method and form of training is chosen, the main specialist training program should consist of the following stages:

1. Training in effective management tools.
2. Familiarization with the main methods of motivating a team.
3. Training in the basics of regional market analysis, as well as strategic planning for the short and long term.
4. Introduction to business ethics.
5. Familiarization with the legislative framework that regulates the economic, business and personnel sphere of the enterprise.
6. Familiarization with document flow in the field of management.

Example of a regional manager job advertisement

A large international company invites a sales specialist to the position of regional manager. We offer:

· full-time work in a friendly, young team;
· consistently high wages; · official employment and social package. Our requirements:
· higher education in the specialty “Enterprise Management”;
· up to two years of experience in sales; · developed leadership and communication skills; · determination; · responsibility. Your responsibilities:
· managing a staff of sales representatives; · market analysis and development of strategic plans for the region; · conducting business negotiations with partners We are ready to consider capable and ambitious candidates without work experience. We guarantee quality training and support.

How to post a job ad on more than 40 sites at once

In order for a candidate for the position of regional manager to be found as quickly as possible, the most effective way is to place your ad on the maximum number of specialized platforms on the topic of work and vacancies. Such as:

However, registering manually on each of them will be very tedious and time-consuming. Therefore, it will be easier and faster to do this through a special online service Jcat .

What amenities does this service provide:

• Management of vacancies on all sites in 1 personal account. That is, to update, extend or remove vacancies from publication, you need to do only 1 action and the changes will take effect immediately on all sites.
• Responses and resumes from all job sites in one list. Select candidates and conduct interviews. Save your work history for the vacancy in your personal account. The status system will allow you to quickly find the right candidate.
• Answers to candidates in 1 click. You can use built-in templates for candidate responses or create your own.
• Tracking candidates at every stage of the HR funnel. Dividing candidates into groups: “New”, “Think”, “Telephone interview”, “Interview”, “Job offer”, “Hired” - will allow you not to lose the candidate at any stage.

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Characteristics of work, tasks and job responsibilities

2.1. Develops strategic goals on regional development issues.

2.2. Based on a comprehensive study, marketing research and analysis of the region’s activities, it ensures the development of draft current and long-term plans for its technical and economic development.

2.3. Determines the optimal strategy for the 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 using modern methods and justifications.

2.5. Promotes scientific research and experiments, 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. Provides methodological guidance and organization of work on the implementation, improvement and enhancement of the role of economic management methods at the regional level.

2.7. Based on statistical reporting and accounting data from the main indicators of economic activity of enterprises in the region, it evaluates their export potential and calculates the possibilities of foreign economic activity.

2.8. Forecasts the needs for material, financial and labor resources at the regional level.

2.9. Participates in work to improve the organization of production, increase labor productivity and production efficiency.

2.10. Justifies and suggests ways to save all types of resources.

2.11. Takes part in marketing research of the foreign market in order to identify potential consumers and forecast demand for products.

2.12. Ensures the preparation of established reports.

2.13. Maintains necessary connections with regional enterprises, state authorities and local governments.

2.14. Knows, understands and applies current regulations relating to his activities.

2.15. Knows and complies with the requirements of regulations on labor protection and environmental protection, complies with the norms, methods and techniques for the safe performance of work.