Roles & Responsibilities of DSM

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

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

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.

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.

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.

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.

Roles & Responsibilities of DSM

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Roles & Responsibilities of DSM

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Roles & Responsibilities of District Sales Manager

You as an individual play many Roles

Every role has a set of responsibilities.

Which Role is this ?

Identifies opportunities & market potential

Which Role is this ? Fights for market share

Which Role is this ?

Which Role is this ?

Encourages & Motivates by demonstrating the desired behavior

Role & Responsibilities of DSM

Role & Responsibilities of DSM

Role & Responsibilities of DSM

Role & Responsibilities of DSM

Role & Responsibilities of DSM

Role & Responsibilities of DSM

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