Overview: The RSM oversees a team of Area Sales Managers (ASMs) and is responsible for sales performance in a larger region. They perform similar duties as ASMs but on a broader scale, including managing a bigger team and area. The RSM steps in for ASMs as needed.
Roles and Responsibilities:
Staff Management: Select and induct new staff; manage team building and remove obstacles for growth.
Planning & Implementation: Develop and execute monthly visiting plans for ASM teams, ensuring regular follow-ups.
Sales Analysis: Conduct value-wise and product-wise sales analysis.
Growth Planning: Strategize for the growth of the next planning year.
Distributor Relations: Maintain relationships with distributors, handle appointments, and settle claims.
Product Management: Ensure product availability and payment as per sales targets.
Team Communication: Keep regular contact with team members, maintaining healthy communication and relationships.
Event Management: Organize conferences and seminars for doctors and healthcare professionals.
Performance Targets: Achieve monthly, quarterly, and yearly sales targets.
Relationship Building: Develop relationships with doctors and healthcare specialists.
Market Review: Evaluate new products and services; monitor competitors’ activities.
Company Engagement: Attend monthly, quarterly, and yearly company meetings; stay updated on company products, services, and schemes.
Required Characteristics:
Inspirational and motivational leadership.
Robust team-building skills.
Excellent networking abilities.
In-depth knowledge of the area and region.
Established contacts with doctors and distributors in the region.