The Role of the Manager

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• The Role of the Manager
• COURTSEY
• Dr. Fatima Beena

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• We cannot do todays job with yesterdays
  methods and be in business tomorrow
• --- Nelson Jackson

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• A Group of Donkeys lead by a lion can defeat a
  group of lions lead by a donkey
• ---Socrates

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Main Purpose of the Managers Job

• To achieve and exceed the Assigned objective by
  ensuring that each and every member of the team
  achieves and / or surpasses
• his / her respective objective.

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A Good Manager has..

• the capability to get people of ordinary
  ability to perform in an extraordinary manner!

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5 Differences

• Worker
• Works alone
• Does the work
• Like a player in the team
• Is lead and Managed
• Responsibility
• Single

• Manager
• Works with others
• Develops people/customers
• Like a coach and a counsel Pitches in as player
  when needed.
• Is the Leader/Manager according to the condition
• Responsibility Various

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Key Responsibilities

• Ensuring achievement of assigned Teams and
  individual team members objectives
• Decision Making
• Ensuring his objectives achievement covering up
  deficit of anyone in his team.
• Focus on Brands / New Products
• Distribution Channel Management
• Timely Reporting and Feedback
• Developing Team Members
• Market Development
• Market Intelligence
• Strong Customer Focus
• Planning, Monitoring Controlling
• Appraising Reviewing
• Necessary course corrections

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Key Activities

• Strong Customer Focus
• Right product for the right customers
• Frequency of visits
• Servicing
• Trouble shooting
• Retention and multiplication of customers
• Tracking of Customers

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Planning, Monitoring and controlling

• Objective setting
• Assigning the responsibilities as per the
  resources
• Alternative steps in case of crisis
• Monitoring of Progress/Key Customers

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Key Activities

• Ensuring follow up of every subordinates
  responsibilities.
• Ensure follow up on payments
• Ensure Liquidation of stocks
• Ensure Order generation

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Key Activities

• Ensuring at Distributors Level
• Inventory Check
• Payment follow up
• Catering to Retailer
• Liquidation of short expiry / non moving products
• Settlement of Claims
• Successful of Operation of bonus offers
• New Product availability at retailer level
• LOC NOC of products

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Key Activities

• At the Retail Level
• Tracking of new and established products
• Retail survey to track the demand of Companys
  and competitors products
• Retail survey to validate the customer coverage
• Right product, Right customer focus approach
• Tracking of Key Retailers
• Ensure order booking and its supply

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Key Activities

• Reporting
• Weekly Reports on time
• Specialty Coverage Analysis
• Sales Promotion Proposal / Report cum Expenses
  Statement
• Subordinates Coverage format-Self Analysis
• Campaign Sales Meeting follow up.
• Record of Leaves
• Sales Diary

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Key Activities

• Feedback
• On inputs
• On competitors
• Regarding strategies
• On emerging trends
• To subordinates on performance
• To superiors on any important developments

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Key Activities

• Market Development / Market Intelligence
• Gather information from distributors / retailers
  to know the actual market potential
• Focused approach
• Rural coverage
• Distributors appointment
• Customer contact programmes
• Tracking Competitors

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Key Activities

• Development Team Members
• Review of Team members performance identifying
  key areas for improvement
• Improving his/her knowledge / skill levels
• Coaching
• Training
• Improving his / her personality
• Motivating

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Key Activities

• Review and Appraising
• Performance
• Agreed action plans
• Market potential
• Consistency in sales
• Coverage of territory
• Coverage of Key customers
• Growth in Sales
• Maturity
• Market knowledge
• Reporting

• Focus on Power Products
• Monitoring the Sales
• Right Customer Focus

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Key Skills

• Analytical Skills
• Technical Skills
• Communication Skills
• Selling Skills
• Planning Skills
• Reviewing Skills
• Managerial Skills
• Interpersonal relationship
• Skills

• Negotiating Skills
• Administrative Skills
• Interviewing Skills
• Counseling Skills
• Forecasting Skills
• Leadership Skills

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Key Performance Parameters

• Targets
• Field Work inputs
• Implementation of strategies
• Implementation of learning
• Knowledge
• Team Performance

• Development of Subordinates
• Market Development
• Reporting Discipline
• Distribution Management
• Maintenance and analysis of Data
• Self Development

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Profile

• Team Leader
• Decision Maker
• Coach
• Role Model
• Problem Solver
• Strategist
• Knowledge Resource
• Good Communicator
• Mediator
• Counselor
• Motivator
• Negotiator
• Positive Thinker
• Hard Worker
• Honest
• Listener

• Observer
• Fair
• Achiever
• Adaptable
• Enthusiastic

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A Good Manager will..

• always succeed in getting more output and better
  results from his team members
• and they will deliver this willingly!

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Managers Ineffective v/s Effective

• Ineffective Manager
• Appeaser
• Bully
• Caddy
• Despondent
• Excavator
• Favoritism
• Gutter Inspector
• Hindsight

• Effective Manager
• Advisor
• Benefactor
• Cheer Leader
• Decisive
• Example Setter
• Fair
• Generous
• Honest

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Managers Ineffective v/s Effective

• Insecure
• Jealous
• Know-all
• Loner
• Manipulator
• Nag
• Opinionated
• Pillion Rider
• Quashes new ideas

• Innovator
• Judicious
• Knowledge Resource
• Leader
• Motivator
• Negotiator
• Open minded
• Perseverant
• Quality Conscious

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Managers Ineffective v/s Effective

• Reactive
• Subjective
• Trumpet Blower
• Unfair
• Vengeful
• Whiner
• Xcuse Master
• Yesterdays hero
• Zombie

• Receptive
• Strategist
• Transparent
• Understanding
• Vibrant
• Winners Mind Set
• Xperimenter
• Youthful
• Zestful