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Roles & Responsibilitiesof

District Sales Manager

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Role is the behavior

expected of, or attributed

to, someone occupying a

given position in a social

or business unit.

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Rolesof aDSM

BusinessManager

MarketingSupervisor

Customer

Manager

SystemAdministrator

Coach &

Mentor

MarketDeveloper

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You

Husband/WifeSon/Daughter

Friend FSO/BE

You as an individual play many Roles

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ActionActionAction Action

Role

Responsibility Responsibility

Every role has a set of responsibilities.

Every responsibility is fulfilled through a set ofactions.

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Which Role is this ?

Identifies opportunities &

market potential

Market Developer

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Which Role is this ?

Utilizes FSOs market

intelligence to identify the growth

areas for the business

Market Developer

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Which Role is this ?

Fights for market share

Business Manager

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Which Role is this ?

Increases per man yield of each

team members

Business Manager

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Which Role is this ?

Ensures implementation of the

companys marketing strategies

to right customer with rightinputs

Marketing Supervisor

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Which Role is this ?

Ensures that all the systems work

through disciplined

implementation

System Admistrator

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Which Role is this ?

Maintains appropriate records

and reports of each team

members for reviewing theperformance

System Administrator

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Which Role is this ?

Provides KOLs need based

specific services

(clinical/professional need ) withan objective of building long term

professional relationship

Customer Manager

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Which Role is this ?

Ensures proper growth &

development of his team

members through on-the-jobtraining

Coach

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Which Role is this ?

Encourages & Motivates by

demonstrating the desired

behavior

Coach

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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

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Role & Responsibilities of DSM

Business Manager

Fights for market share,

Protects margins & increases profitabilityIncreases per man yield of each team

members

Focuses on selling a profitable product mixwith optimum utilization of resources

Ensures success of new product launches in

his district

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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 welldefined Customer list with updated profile

Ensures Doctor selection on the basis of

potential of each doctor to give business bythorough retail survey.

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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 productpromotion.

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Role & Responsibilities of DSM

System AdministratorEnsures 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.

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Role & Responsibilities of DSM

Coach & Mentor

Ensures proper growth & development of his team membersthrough on-the-job training.

100% implementation of New FSO Induction process-TheGlenamrk Way

Observes & understands FSOs Strengths & the Areas ofDevelopment.

Shares his knowledge & observations with FSO on timelybasis & see how he responds to his feedback & inputs interms of implementation.

Encourages & Motivates by

demonstrating the desired behavior.

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Challenges to Overcome!

Inadequate understanding about Roles & Responsibilitiesbetween 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.