Roles & Responsibilities of District Sales Manager

Role is the behavior expected of, or attributed to, someone occupying a given position in a social or business unit.

Business Manager
Market Developer Marketing Supervisor

Roles of a DSM
Coach & Mentor
System Administrator

Customer Manager

You as an individual play many Roles

Husband/Wife

Son/Daughter

You

Friend

FSO/BE

Every role has a set of responsibilities.

Every responsibility is fulfilled through a set of actions.
Role

Responsibility

Responsibility

Action

Action

Action

Action

Which Role is this ?

Identifies opportunities & market potential

Market Developer

Which Role is this ? Utilizes FSOs market intelligence to identify the growth areas for the business

Market Developer

Which Role is this ? Fights for market share

Business Manager

Which Role is this ? Increases per man yield of each team members

Business Manager

Which Role is this ? Ensures implementation of the companys marketing strategies to right customer with right inputs

Marketing Supervisor

Which Role is this ? Ensures Doctor selection on the basis of potential of each doctor to give business by thorough retail survey

Marketing Supervisor

Which Role is this ? Ensures that all the systems work through disciplined implementation System Admistrator

Which Role is this ? Maintains appropriate records and reports of each team members for reviewing the performance

System Administrator

Which Role is this ? Provides KOLs need based specific services (clinical/professional need ) with an objective of building long term professional relationship Customer Manager

Which Role is this ? Ensures regular & incremental business from these key customers with a regular follow up and right product promotion.

Customer Manager

Which Role is this ?

Ensures proper growth & development of his team members through on-the-job training
Coach

Which Role is this ?

Encourages & Motivates by demonstrating the desired behavior

Coach

Role & Responsibilities of DSM

Market Developer
Identifies opportunities & market potential Utilizes his market intelligence to identify the growth areas for the business Provides valid & timely feedbacks to Sales & Mktg. teams to devise a meaningful strategy for market development

Role & Responsibilities of DSM

Business Manager
Fights for market share, Protects margins & increases profitability Increases per man yield of each team members Focuses on selling a profitable product mix with optimum utilization of resources Ensures success of new product launches in his district

Role & Responsibilities of DSM

Marketing Supervisor
Ensures implementation of the companys marketing strategies to right customer with right inputs Ensures that team members have a well defined Customer list with updated profile Ensures Doctor selection on the basis of potential of each doctor to give business by thorough retail survey.

Role & Responsibilities of DSM

Customer Manager
Who fosters fruitful customer relations Identifies the key customers, (KOLs, Trendsetters, Brand Ambassadors) of his assigned district Provides KOLs need based specific services (clinical/professional need ) with an objective of building long term professional relationship Ensures regular & incremental business from these key customers with a regular follow up and right product promotion.

Role & Responsibilities of DSM

System Administrator
Ensures that all the systems work through disciplined implementation Maintains appropriate records and reports of each team members for reviewing the performance Conducts periodic performance reviews as a means to improve FSOs performance & guide him to the next level.

Role & Responsibilities of DSM

Coach & Mentor
Ensures proper growth & development of his team members through on-the-job training. 100% implementation of New FSO Induction process-The Glenamrk Way Observes & understands FSOs Strengths & the Areas of Development. Shares his knowledge & observations with FSO on timely basis & see how he responds to his feedback & inputs in terms of implementation. Encourages & Motivates by demonstrating the desired behavior.

Challenges to Overcome!
Inadequate understanding about Roles & Responsibilities between FSO & DSM Tendency to pass the blame on FSO Tendency to supervise people & not focusing on task Lack of empathy & understanding of the situations Inability to understand & change roles as per the situation Lack of goal clarity & improper analysis. Tendency to criticize people rather than to demonstrate & develop. Not appreciating good work at the right time. Some time too much of praise without proper thought.