What does a territorial director do? Search for a regional development director

Currently, there is a steady trend of gradual and uniform development of regional markets. The position of the center as a trade legislator is beginning to weaken. The financial development of regions necessitates competition for segments of new markets.

For this purpose, enterprises open their regional representative offices and branches. The main leader of such work in the region is the regional manager (district sales manager / regional sales manager). In terms of his status, he is usually equivalent to the commercial director in the region.

Its tasks include representing the interests of the parent enterprise in the region in accordance with the approved development strategy of the latter, forming a market for the promoted product in a given region, searching for new clients and partners, developing a distribution network, coordinating financial flows related to products sold in the region.

As a rule, a specialist with a higher economic education, who has at least three years of experience in management positions, knows the current state of the purchase and sale market in the region, is able to see the prospects for market development, and has the talent of a leader and organizer, is invited to the position of regional manager.

The main tasks of the regional manager are: stimulating the need for goods (services, works), designating the commercial strategy of the enterprise in the region, certifying sales representatives, searching for customers and partners, organizing marketing, and identifying the needs of the regional market.

REGIONAL MANAGER INSTRUCTIONS

I. General provisions

1. The regional manager belongs to the category of managers.

3. The regional manager must know:

3.1. Federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of regions (subjects of the Russian Federation, municipalities, etc.).

3.2. Market economy, entrepreneurship and the basics of doing business.

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

3.4. Pricing methods, pricing strategy and tactics.

3.5. Fundamentals of marketing (the concept of marketing, the fundamentals of marketing management, methods and directions of market research).

3.6. Theory of management, macro and microeconomics, business administration.

3.8. Assortment, classification, characteristics and purpose of the goods (services, works) offered.

3.9. Conditions for storing and transporting goods (providing services, performing work).

3.10. Principles of organizing trade in the region (providing services, performing work).

3.11. Psychology and principles of sales (providing services, performing work).

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

3.12. Development prospects and needs of regional consumers (buyers, clients).

3.13. Civil, trade and patent legislation, advertising legislation.

3.14. Fundamentals of organizing work to create demand and stimulate the sale of goods (provision of services, performance of work) in the region.

3.15. Current forms of accounting and reporting.

3.16. Ethics of business communication.

3.17. Rules for establishing business contacts.

3.18. Fundamentals of sociology, psychology and labor motivation.

3.19. Principles of managing regional divisions of an enterprise.

3.20. Methods of information processing using modern technical means of communication and communications, computers.

6. During the absence of the regional manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the corresponding rights and bears responsibility for the improper performance of the duties assigned to him.

II. Job responsibilities

Regional Manager:

1. Collects information about the regional market (number and profile of business entities in the region, population, general price level and wage ratio, basic consumer demand, activities of competitors in the region, etc.).

2. Analyzes information about the regional market and, based on the results of the analysis, develops a strategy for presenting goods (services, works) in the region.

3. Manages the financial and economic activities of the enterprise in the region (material and technical support, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; payments for goods sold (services provided, work performed) .

4. Ensures the implementation of advertising campaigns to promote goods (services, works) in the region, the implementation of PR campaigns to create a favorable image of the enterprise in the region, taking into account local specifics, organizes the presentation of goods (services, works) at regional exhibitions and fairs.

5. Develops sales plans in the region, programs to increase sales volumes and coordinates their implementation.

6. Organizes and develops a distribution system in the region, searches for wholesale buyers (clients), partners (for joint development of the regional market).

7. Organizes seminars for potential partners in order to explain the company’s policy on promoting goods and involving new partners in this process.

8. Organizes internal certification of regional partners in order to guarantee the quality of goods sold (manufactured), services provided, work performed, and maintaining the image of the enterprise.

9. Organizes the work of sales representatives (company offices and independent specialists) in the region, coordinates merchandising in the region.

10. Coordinates the conclusion of economic and financial agreements with regional counterparties and monitors the timeliness and quality of fulfillment of contractual obligations; coordinates payments for goods sold (services provided, work performed) and financial flows (to the central office of the enterprise, to the reserve of a regional division, etc.), work to expand direct and long-term economic relations.

11. Ensures the targeted use of financial resources provided for work in the region, prepares and submits reports to the management of the enterprise in the following areas: demand for individual items of goods (services, works) and a list of goods (services, works) that are not marketed; sales volumes; financial and economic performance indicators in the region; changes in the position of the enterprise in the region after the first entry into the regional market, trends in its changes; __________________________.

12. Coordinates its work with the central office of the enterprise (head enterprise), ensures compliance with the guidelines and orders of the management of the central office (head enterprise).

13. Represents and protects the interests of the enterprise in the region.

III. Rights

The regional manager has the right:

1. Make proposals for adjusting the strategy for the development of a new region, developed by specialists from the central office (head office).

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

3. Sign and endorse documents within your competence.

4. Submit proposals for the promotion and introduction of new products to the regional market, for the development of new regional markets, for consideration by the management of the central office (head enterprise).

5. Get acquainted with the documents defining his rights and responsibilities for his position, criteria for assessing the quality of performance of official duties.

6. Request from the management and specialists of the central office (headquarters) information and documents necessary to fulfill his official duties.

7. Require the management of the central office (head enterprise) to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

IV. Responsibility

The regional manager is responsible for:

1. For improper performance or failure to fulfill one’s job duties as provided for in this job description, within the limits established by the current labor legislation of the Russian Federation.

2. For offenses committed in the course of their activities, within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.

3. For causing material damage to the enterprise Ch within the limits established by the current labor and civil legislation of the Russian Federation.

Document type:

• Job description

Keywords:

• Economy

1 -1

Currently, in the Russian media you can often find advertisements with the following content: “Regional agents required). The pay is high." Naturally, almost all young people dream of getting a job as a sales agent. Why? Yes, if only because for several years now, a regional representative has been one of the most sought-after professions on the Russian labor market. Consider the question “Who are the regional representatives?” in details.

Profession of the 21st century

As a rule, most companies eventually face the problem of entering other markets. If, for example, you have a well-established business in the Krasnodar Territory, then in order to increase profits you begin to think about how to organize a branded outlet in the Rostov Region or Stavropol Territory, for example.

It should be noted that each region in Russia is unique and specific, and this must be taken into account when expanding the geography of entrepreneurship. However, not all businessmen dare to expand their business in other areas, because they are overcome by a simple feeling of fear that something will go wrong. It is at the beginning of the implementation of a strategy to enter sales markets in other regions that serious mistakes are made. Companies that know how to properly organize their business, in order to reduce financial risks, advertise that they need regional representatives. Of course, preference is given to those candidates who thoroughly know the specifics of a particular subject of the Russian Federation.

So, who are the regional people who are involved in developing sales of the parent company’s products in the region? To run a successful business, they open a branch in another city.

Responsibilities

We have decided who the regional representative is. The responsibilities assigned to him are as follows: he must be able to create and expand in a particular region, organize the supply of goods to the consumer, negotiate, conclude contracts, organize presentations and promotions to support sales.

In addition, the sales agent must monitor the correctness of the document flow and monitor the timely receipt of payments. He must also have information about the activities of competitors in the product market. This is what a regional representative does, whose responsibilities are quite extensive.

Requirements

Strict requirements are imposed on sales agents. As already noted, first of all, candidates who thoroughly know the market situation in a particular region are considered. Preference is given to men aged 30 to 40 years. Working as a regional representative requires experience in setting up a business and managing a team. Naturally, a person who wants to become a sales agent must have a higher education, since it is important for him to have a professional understanding of economics, marketing, management and business administration. In addition, the chances of getting a job as a sales representative will increase significantly if a person has a category “B” driver’s license and a car.

Skills

And, of course, a regional sales representative must have certain skills.

We are talking about communication skills, mobility, the ability to correctly express one’s thoughts, and resistance to stress. Organizational skills are not the least important here.

Of course, he must know how to dress and have a pleasant appearance.

The importance of the profession

Experts in the field of commerce note that the regional representative of the company is perhaps the key link in the sales chain. He has a 100% understanding of the specifics of selling goods in a particular region and guarantees in the company that it has a positive effect on the development of production and establishing contact between the manufacturer and the consumer.

Career

If we talk about the career growth of a sales agent, then a full-time sales representative, with the right approach, can reach the level of a regional director and develop a network under his control with a more detailed territorial gradation.

Salary

The income of a regional representative, as a rule, depends on the volume of goods he sold in a given period of time.

In some cases, a sales agent receives a fixed salary, which averages from 20,000 to 30,000 rubles.

Things to remember

If you have firmly decided to become a regional representative, then you should think carefully about some things. First of all, you need to decide which industry interests you most. After this, you can begin to analyze available vacancies or independently offer yourself as a potential regional manager to companies that operate in the industry that interests you. It would not be amiss to formalize partnerships with manufacturers, while regulating the issues of remuneration. Then you need to thoroughly study the product offered for sale, analyze its technical characteristics and other features.

One way or another, sales agents are in demand in a wide variety of sectors of the economy, so finding an interesting niche for yourself today is not difficult, the main thing is your desire.

Conclusion

Summing up, we can state the fact that conquering a new territorial sales market is not an easy procedure that requires a certain amount of time.

Of course, it is associated with financial risks, but in most cases, opening a branch in another city is the only correct decision in terms of doubling profits. The main problem that companies face is the search for experienced, purposeful, ambitious employees who have achieved high results in promoting goods in the regional market. Unfortunately, finding such people today is not an easy task, and if you do not yet possess the above qualities, then you have something to strive for.

Satisfying daily human needs is impossible without a market system. It is thanks to trade that people can sell and buy what they need at the moment. The origin of such a concept as “market relations” occurred so many centuries ago that it is perceived as something completely established. In fact, the market cannot offer anything new - this is what most people ignorant in business think. However, it is in conditions of fierce competition that brilliant ideas are born. For successful operation, enterprises and organizations that sell their products need the maximum possible market coverage; for this purpose, even the most even the most significant company has an employee on its staff who is listed in the work book or contract as a “regional representative.”

Who are you?

Nowadays, buying goods from the USA or Europe in Russia does not present any difficulty. Not every manufacturer is able to create a new enterprise on the territory of another state: the high cost, the peculiarities of the tax and legislative framework, standards and norms, and the lack of suitable raw materials do not allow the construction of factories all over the world. But if the demand for a particular product is everywhere, then it must be satisfied. Then a regional representative comes to the aid of the buyer and manufacturer - a hired employee who is the official and authorized representative of the company to clients in the territory entrusted to him.

It is not only overseas companies that need such specialists on staff. At the local, regional level, it is impossible to achieve full cooperation with a large number of clients unless some responsibilities are transferred to a sales manager or agent (a regional representative can be called that).

Activities and responsibilities of the “regional”

This can manifest itself in wearing branded insignia (accessories, clothing), and uttering branded phrases when greeting or saying goodbye. Whatever the level of the company, it is unacceptable for its regional representative to appear at work in flip-flops and shorts or a stretched T-shirt: business style in clothing is a guarantee of a serious attitude on the part of the client. The ability to negotiate, gently defend your position and resolve a conflict situation are qualities that will be a good help for your career.

Not by bread alone

Trade is a complex field of activity, yet it employs a huge number of people. It is profitable, interesting and promising. It is difficult to find a more eventful job, and, moreover, such work is often well appreciated. Salaries of several thousand dollars for regional representatives are not an empty phrase. Large companies encourage their employees, engage in their development, organizing trainings and seminars, and organizing corporate vacations (often extreme). Although it is difficult to get a job, it is quite possible even without a higher education. Experience in distribution, the ability to cooperate with people and a loose tongue, if they don’t bring you to the capital, will bring you to the regional level.

"I affirm"

CEO.

Companies "" .

___________________

"___"_________200__ g

I. General provisions

1. The Head of the Regional Sales Department belongs to the category of Managers.
2. A person with a higher education and professional experience in the field of sales of at least 3 years is appointed to the position of Head of the Regional Sales Department.
3. Appointment to the position of Head of the Regional Sales Department and dismissal from it is made by order of the General Director of the Enterprise on the recommendation of the Commercial Director.
4. The head of the Regional Sales Department must know:
4.1. The main legislative and regulatory acts regulating the activities of companies in the wholesale and retail trade of food products.
4.2. Current financial and business practices in this area.
4.3. Requirements of federal and local authorities regarding the rules of trade organization.
4.4. State and prospects for the development of food markets.
4.5. Methods for studying demand for goods of the Enterprise's product ranges.
4.6. Methods and procedures for developing long-term and current sales plans.
4.7. Methods and technology of wholesale trade in food products and the provision of related services (delivery, order completion, etc.).
4.8. Standards and technical specifications for food products.
4.9. Rules for concluding and executing contracts for the supply of products.
4.10. Procedure for settlements under contracts.
4.11. The “database”, as well as other software used by the Company to support the trading process.
4.12. Organization of accounting of sales operations and preparation of reports on the implementation of the implementation plan.
5. The Head of the Regional Sales Department reports directly to the Commercial Director or his deputy and carries out the instructions of the General Director.
6. During the absence of the Head of the Regional Sales Department (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner by the Commercial Director. The specified person acquires the corresponding rights and is responsible for the proper performance of the duties assigned to him.

II. Objectives of the position

1. Organizes and personally manages the implementation of an aggressive regional sales policy, strives to expand the Company’s presence in regional sales markets.
2. Ensures the achievement of the targets set by Management in terms of the share of the regional market of Russia, in terms of sales volumes and margins.
3. Ensures the maintenance and development of the existing regional Client base, as well as the search and attraction of new regional Clients.
4. Organizes the management of the existing network of branches, ensures the opening of new branches and further development of the network.
5. Does not allow excess and/overdue accounts receivable from both regional Clients of the Moscow office and Clients of branches.

III. Job responsibilities

Head of Regional Sales Department:
1. Manages the Regional Sales Department of the Company, coordinates the activities of the Customer Sales Group and the Branch Network Development and Management Group.
2. Based on the task of achieving the Department’s target indicators set by the Management, it monthly plans its sales volumes, the development of its active Client base, and creates a long-term plan for opening new branches.
3. Assigns regions to Department Managers and Branches of the Company, assigns Clients who came on their own, and, if necessary, reassigns Clients.
4. Based on company-wide plans and plans of the Department, sets targets for Managers in terms of sales volumes, development of the Client base and priority product groups, and seeks from Managers the unconditional fulfillment of assigned tasks.
5. Organizes the collection of information about existing and potential customers, their needs, monitors the reflection of information about potential, new and existing Customers in Customer Cards and in the computer Database, as well as the effective use of this information in the sales practice of the Department.
6. Monitors the preparation and conclusion of contracts for the supply of products to regional Clients and branches, while ensuring that Department employees comply with the work technology established in the Company.
7. Takes measures to ensure compliance with all terms of concluded contracts on the part of the Company “” in terms of order completion, delivery, unloading of goods, settlements and claims work. 8. If necessary, personally goes on pre-arranged business trips for negotiations with the largest Clients (potential dealers) and inspections of the work of existing dealers and/or branches.
9. In case of occurrence, agrees on special delivery conditions, if necessary, in consultation with the Commercial Director of the Company.
10. Ensures compliance with price discipline.
11. Does not allow the withdrawal of goods from sale (reservation of goods) without sufficient grounds.
12. Ensures, in accordance with the procedure established by the Enterprise, checking the reliability and creditworthiness of Clients - potential debtors of both the Moscow office and branches.
13. Monitors the timely receipt of money for shipped products and the status of accounts receivable for both regional Clients of the Moscow office and branch Clients.
14. With the help of subordinate employees, collects and systematizes all available information about competitors, always tries to keep abreast of all changes in the market, and is always ready to adequately respond to the actions of competitors.
15..Participates in work to adjust the assortment, purchase volumes and prices.
16. If necessary, ensures the conduct of promotional events, organizes work to stimulate sales, develop and implement discount and bonus programs, and other sales promotions.
17. Ensures quality customer service from employees of its Department.
18. Sets bonus goals and calculates the bonus part of remuneration for Department employees in accordance with the procedure established at the Enterprise.
19. Organizes the ongoing interaction of its Department with other departments included in the Commercial Service, as well as with departments included in the Services of the General, Financial and Executive Directors.
20. Forms cost estimates for the Department, guarantees the correctness of the data contained in them, as well as control over their implementation.
21. Prepares all reporting forms established for the Department, controls the accuracy of the information contained in them, confirms (endorses) their accuracy.
22. Ensures proper accounting, maintenance and storage of documentation in his Department (databases, contracts, powers of attorney, etc.).
23. Ensures the timely execution by all employees of the Department, without exception, of orders, orders, instructions, etc. issued at the Enterprise.
24.Maintains good working relationships within the workforce.
25. Develops proposals for improving the organizational and personnel structure of the Department, measures for the professional development of employees, and increasing their motivation.
26. Carries out work to prevent theft by employees of the Department.
27. Ensures the regime for maintaining trade secrets by employees of the Department.
28. Carry out official assignments from his immediate supervisor and direct superiors.

IV. Rights of the head of the department

The Head of the Regional Sales Department has the right to:
1. Act on behalf of the Enterprise, represent the interests of the Enterprise in relations with other organizations, state and local authorities on issues of organizing sales.
2. Get acquainted with the draft decisions of the Enterprise Management regarding the procurement and sales of products.
3. Submit proposals for improving the activities of the Regional Sales Department for consideration by the Enterprise Management.
4. Interact with the heads of all structural divisions of the Enterprise.
5. Request personally or on behalf of the Enterprise Management from the heads of departments and specialists information and documents necessary to fulfill their official duties.
6. Sign and endorse documents within your competence.
7. Submit for consideration by the Commercial Director proposals on the appointment, relocation and dismissal of employees of the Regional Sales Department; proposals to encourage them or to impose penalties on them.

V. Responsibility

The Head of the Regional Sales Department is responsible for:
1. For improper performance or failure to fulfill one’s job duties provided for in this job description - within the limits determined by the current labor legislation of the Russian Federation.
2. For causing material damage - within the limits determined by the current labor and civil legislation of the Russian Federation.
3. For errors made in the process of organizing sales, which led to failure to meet the Department's targets established by the Management - within the limits of the variable part of the salary.

VI. Criteria for evaluation

VII. Final provisions

1. This Job Description is drawn up in two copies, one of which is kept by the Company, the other by the employee.
2. Tasks, Responsibilities, Rights and Responsibilities of the Head of the Regional Sales Department can be clarified in accordance with changes in the Structure, Tasks and Functions of the Commercial Service.
3. Changes and additions to this Job Description are made by order of the General Director of the Enterprise.

Commercial Director _________________________
(last name, initials)

"___" ___________200__

I have read the instructions: __________________________
(last name, initials)

"___" ___________200__

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This job description has been automatically translated. Please note that automatic translation is not 100% accurate, so there may be minor translation errors in the text.

Preface to the job description

0.1. The document comes into force from the moment of approval.

0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.

0.3. The document has been approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.

0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.

1. General Provisions

1.1. The position "Regional Development Manager" belongs to the "Managers" category.

1.2. Qualification requirements - complete higher education in the field of training "Management" (master's, specialist) without requirements for work experience; or complete higher education (master's, specialist), work experience in the specialty - at least 2 years and postgraduate education in the direction of "Management".

1.3. Knows and applies in practice:
- current legislation, regulations and other guidance materials regulating the production, economic and financial and economic activities of the region;
- the main factors of Ukraine’s foreign economic policy and methods of its implementation;
- prospects for technical and economic development of the region;
- the procedure and methods for developing and approving programs, long-term and current plans for production and sales of products;
- fundamentals of economics and management;
- methods of forecasting and modeling demand, creating a competitive range of products, determining optimal sales volumes;
- organization of foreign trade activities of regional enterprises;
- domestic and world achievements of science and technology in relevant industries and the experience of leading enterprises;
- ethics of business communication and negotiations;
- procedure and deadlines for reporting;
- computer facilities;
- organization of production, labor and management;
- basics of labor legislation.

1.4. The regional development manager is appointed and dismissed by order of the organization (enterprise/institution).

1.5. The Regional Development Manager reports directly to _ _ _ _ _ _ _ _ _ _ .

1.6. The Regional Development Manager leads the work of _ _ _ _ _ _ _ _ _ _ .

1.7. During his absence, the Regional Development Manager is replaced by a person appointed in accordance with the established procedure, who acquires the appropriate rights and is responsible for the proper performance of the duties assigned to him.

2. 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.

3. Rights

3.1. The Regional Development Manager has the right to take action to prevent and correct any violations or inconsistencies.

3.2. The regional development manager has the right to receive all social guarantees provided for by law.

3.3. The regional development manager has the right to demand assistance in the performance of his duties and rights.

3.4. The regional development manager has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision of the necessary equipment and inventory.

3.5. The regional development manager has the right to get acquainted with draft documents relating to his activities.

3.6. The regional development manager has the right to request and receive documents, materials and information necessary to fulfill his job duties and management orders.

3.7. The regional development manager has the right to improve his professional qualifications.

3.8. The regional development manager has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.

3.9. The regional development manager has the right to familiarize himself with documents defining the rights and responsibilities of the position held, and criteria for assessing the quality of performance of official duties.

4. Responsibility

4.1. The regional development manager is responsible for failure to fulfill or untimely fulfillment of the duties assigned by this job description and (or) failure to use the granted rights.

4.2. The regional development manager is responsible for non-compliance with internal labor regulations, labor protection, safety precautions, industrial sanitation and fire protection.

4.3. The regional development manager is responsible for disclosing information about the organization (enterprise/institution) that is a trade secret.

4.4. The regional development manager is responsible for non-fulfillment or improper fulfillment of the requirements of internal regulatory documents of the organization (enterprise/institution) and legal orders of management.

4.5. The regional development manager is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.

4.6. The regional development manager is responsible for causing material damage to the organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.

4.7. The regional development manager is responsible for the misuse of granted official powers, as well as their use for personal gain.