Regional Manager
2 months ago
时间管理: 每月区域协访,与当地代表、地区经理一起工作10-15天,共同讨论市场发展、销售计划、解决实地一些问题。 每周至少50%时间同地区经理进行协访,并且对地区经理进行协访教导。 每月至少参加1-2次地区会议,并给予地区经理指导。 每季至少参加一次地区经理给代表所做的绩效评估并对地区经理给予反馈与指导。 每月同地区经理和区域市场经理进行生意回顾并讨论团队代表的报表,给予建议。 每月与中央市场部进行沟通,就大区相关问题进行讨论。 每月与大区商务经理、KA经理进行面对面沟通,就大区相关问题进行讨论。 每月与大区培训经理进行面对面沟通,就大区培训计划进行讨论。 每月至少同地区经理拜访重要客户10人。 每月检查代表/地区经理工作状况。 销售管理: 每半年根据公司下达的销售指标,根据指标分配程序及各地区销售情况,合理地将指标分配给地区经理。 根据地区经理所做的销售规划,每月进行跟踪,并及时修正、改进计划。 根据公司策略以及大区具体情况,制定出大区重点产品发育计划,并协助地区经理制定市场活动计划。 同商务部门加强合作,以保证销售渠道的畅通。 绩效发展: 每季初同每位地区经理进行一次全面绩效发展回顾及规划。(使用绩效发展及评估报告)。 每月同每位地区经理进行一次简要绩效评估。 财务管理: 每季初根据大区预算情况,按照预算费用管理程序及各地区销售情况、产品发育情况将预算分配给地区经理。 每月对费用进行分析和管理。 每季末对费用支出进行分析、总结。 培训与人员发展: 每季组织地区经理进行一次专业培训。 年初与直接下属讨论并制定个人的IDP (发展计划)。每半年根据下属绩效发展状况对下属提出相应建议。 协调HR招聘经理主导大区医药代表及地区经理的招聘工作 报表管理
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