Who is a regional director. Regional representative of the company: duties, job description and necessary skills

In this Regional Manager Job Description, you will find a complete list of official duties, training program, and ready template job postings for a regional manager.

The regional manager is a young and quite promising profession. It appeared in connection with the financial development of the regions and the need to open regional representative offices and branches of the enterprise.

This position is needed to represent the interests of the organization in the region and perform three important tasks:

1. Drawing up a strategic plan for development in the region.
2. Search for business partners and buyers.
3. Analysis of consumer activity in the region.

The position of a regional manager in a company may have other alternative titles, for example:

• Regional Sales Manager;
• Regional business development manager;
• Regional Development Manager.

Job responsibilities of the regional manager according to the job description:

1. The study and analysis of consumer demand, as well as the collection of information about the financial capabilities of consumers in the assigned territory (income level) and the activities of the company's competitors.

2. Analysis of the obtained data on the market in the region and the development of strategic plans for the promotion of goods and services of the enterprise.

3. Carrying out calculations of funds received from the sale of goods.

4. Carrying out a marketing policy in the region.

5. Development of plans to increase income in the assigned territory.

6. Search for business partners and clients.

7. Organization of conferences to attract new business partners and promote products on the regional market.

8. Management of sales representatives, analysis of their work and control of training.

9. Coordination of contractual activities in the field of finance, economics and economic issues of the enterprise in the region.

10. Reporting to management on the following issues:

• the level of demand for the goods and services of the company;
• list of illiquid goods;
• characteristics of sales volumes, as well as financial and economic performance of the enterprise in the region.

11. Monitoring the implementation of the instructions of the higher management.

12. Providing and protecting the interests of the organization in the assigned area.

Requirements for a candidate for the position of regional manager:

• higher education in the direction of "Enterprise Management";
• work experience (in the presence of education in the specialty is not required) from two years or postgraduate training in the specialty "Management";
• purposefulness;
• active life position and leadership qualities;
• computer skills at the level of a confident user.

Skills a Regional Manager Should Possess:

• ability to collect and analyze information;
• the ability to set clear and precise tasks for subordinates and achieve their implementation;
• ability to predict the demand and efficiency of projects;
• the ability to conduct negotiations, conferences and seminars, to convince and achieve goals.

Before starting work, the regional manager must know:

1. Legislation and regulations governing entrepreneurial and commercial activities;
   
2. specifics of the regional market.
3. Fundamentals of management and marketing, economics, administrative law and labor code.
4. The range of goods of the enterprise, their classification and consumer characteristics.
5. Organizational principles of trade and pricing.
6. Consumer perspectives and needs potential clients and buyers.
7. Fundamentals of Ethics business correspondence and communication.
8. Accounting and reporting in the field of management.
9. Psychological aspects of sales.

In this case, the question arises of preparing a future specialist from scratch. How and where to do it? An approximate regional manager training program is described below.

How to quickly train a regional manager

• First you need to choose who will be trained with the help of. Specialist training can be carried out:
  trainings, seminars, conferences;
• specialist invited by the company;
• an experienced mentor from among the specialists of the enterprise.

Whatever method and form of training is chosen, the main specialist training program should consist of the following steps:

1. Training in effective management tools.
2. Familiarization with the basic methods of team motivation.
3. Training in the basics of regional market analysis, as well as strategic planning for the near and long term.
4. Acquaintance with the ethics of business relationships.
5. Familiarization with the legislative framework that regulates the economic, economic and personnel sphere of the enterprise.
6. Acquaintance with document management in the field of management.

Regional manager job posting example

Large international company invites a specialist in the field of sales to the position of regional manager.
We offer:
Full time work in a friendly, young team;
stable high wages;
official employment and social package.
Our requirements:
Higher education in the specialty "Enterprise Management";
· Experience in sales up to two years;
Developed leadership and communication skills;
purposefulness;
· responsibility.
Your responsibilities:
staff management sales representatives;
· market analysis and development of strategic plans for the region;
holding business negotiations with partners
We are ready to consider capable and ambitious candidates without work experience. We guarantee quality training and support.

How to post a job posting
on more than 40 sites at a time

In order to find a candidate for the position of a regional manager as quickly as possible, it is most effective to place your ad on the maximum number of specialized sites on the topic of work and vacancies. Such as:

However, registering manually on each of them will be very dreary and time-consuming. Therefore, it will be easier and faster to do this through a special online service. jcat .

What are the benefits of this service:

• Manage jobs across all sites in 1 personal account. That is, to update, extend or remove vacancies from the publication, you need to do only 1 action and the changes will take effect immediately on all sites.
• Responses and resumes from all job sites in one list. Select candidates and conduct interviews. Save the history of work on the vacancy in your personal account. The status system will allow you to quickly find the right candidate.
• Answers to candidates in 1 click. You can use the built-in candidate response templates or create your own.
• Tracking candidates at every stage of the HR funnel. Dividing candidates into groups: “New”, “Think”, “Telephone interview”, “Interview”, “Job offer”, “Employed” - will allow you not to lose a candidate at any of the stages.

The director of the regional representative office is one of the key positions in the sales department of a company that is developing in the regions. The work of the regional director is very responsible, it provides for the implementation of all types of activities for the development of the company's representative office in the form of a new branch. The heads of the regional representative office usually do not complain about their income, however, it must be taken into account that the salary will most likely depend on the regional prospects in terms of sales of goods or services. As with sales managers, wages usually consist of bonuses (or percentages) and rates. Those who are looking for vacancies for a regional manager in Moscow should be prepared for frequent business trips. Often most the heads of the regional representation spend their working time on the road. Recycling is also not uncommon.

The histogram below shows the change in the level of the average wages Professions Regional Director in Moscow:

Features of the profession of a regional director in Moscow

Most employers, when posting job offers “required a regional manager in Moscow”, indicate the need for impressive sales experience. And, best of all, as a branch employee. Mandatory is the requirement of the ability to work at a computer, to know the standard package of office programs. Often among the requirements and knowledge in English, at least at a basic level, more often - the presence of your own car and driver's license, an accumulated customer base. According to studies, employers most often prefer to hire regional sales managers at the age of 30 to 40 years old, with a higher financial or economic education. As well as with experience in team management, managerial work. The regional sales director must be able to present the company's products in the most favorable light, in at its best. Among the personal qualities that will greatly help the director of the regional representative office in Moscow and other cities, we note analytical skills, self-control, stress resistance, mobility, organizational skills, communication skills.

Below is a rating of similar vacancies by salary level in Moscow. Among similar professions, the director is considered the highest paid Agriculture. According to our website, the level average salary is 400,000 rubles. In second place is the Investment Director with a salary of 343,750 rubles, and in the third place is the Director of a branch company with a salary of 190,000 rubles.

If you are looking for job offers as a regional development manager in Moscow, then we can say that you are on the right track. Indeed, on the pages of the employment site trud.com - a maximum of current vacancies. Here you will find, if not all, then almost all current job offers.

The satisfaction of daily human needs is impossible without a market system. It is through trade that people can sell and buy what they need on this moment. The origin of such a concept as “market relations” happened so many centuries ago that it is perceived as something completely settled. In fact, the market has nothing new to offer - this is what most people who are not knowledgeable in business think. However, it is in conditions of fierce competition that brilliant ideas are born. Enterprises and organizations selling their products for successful functioning the maximum possible coverage of the market is necessary, for this purpose, even the most slightly significant company there is an employee in the state who is listed in work book or contract as a "regional representative".

Who are you?

Nowadays, it is not difficult to buy goods from the USA or Europe in Russia. Not every manufacturer is able to create a new enterprise on the territory of another state: the high cost, features of the tax and legislative framework, standards and norms, the lack of suitable raw materials do not allow the construction of factories around 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 the manufacturer - a hired employee who is the official and authorized representative of the company in front of customers in the territory entrusted to him.

The need for such specialists to be on staff is not only for overseas companies. At the local, regional level, it is impossible to achieve full-fledged cooperation with a large number of customers, unless some duties are shifted to a sales manager, agent (a regional representative may be called that).

Activities and responsibilities of the "regional"

This can be manifested in the wearing of branded insignia (accessories, clothes), the pronunciation of branded phrases during a greeting or farewell. No matter what level the company is at, it is unacceptable for its regional representative to appear at work in shales and shorts or a stretched T-shirt: business style in clothes is a guarantee of a serious attitude on the part of the client. Ability to negotiate, gently defend your position and settle conflict situation- qualities that will be a good help for a career.

Not by bread alone

Trade is a complex field of activity, nevertheless, a huge number of people are employed in it. It is profitable, interesting and promising. It is difficult to find a more eventful job, in addition, such work is often well appreciated. Salaries of several thousand dollars for regional representatives are not an empty phrase. Large companies encourage their employees, develop them by organizing trainings and seminars, arranging corporate holidays (often extreme ones). Getting a job, although difficult, is quite possible even without higher education. Experience in distribution, the ability to cooperate with people and a loose tongue, if not brought to the capital, then brought to the regional level.

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

To this end, enterprises open their regional offices and branches. The main leader of such work in the region is the regional manager (district sales manager / regional sales manager). By his status, he is usually equated with the commercial director in the region.

Its tasks include representing the interests of the parent company in the region in accordance with the approved development strategy of the latter, the formation of a market for the promoted product in the region, the search for new customers and partners, the development distribution network, coordination of financial flows associated with products sold in the region.

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

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, clarifying 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 normative legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and legal framework regions (subjects Russian Federation, municipalities, etc.).

3.2. market economy, entrepreneurship and basics of doing business.

3.3. Regional market, its conjuncture, features and specificity.

3.4. Pricing methods, pricing strategy and tactics.

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

3.6. The theory of management, macro- and microeconomics, business administration.

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

3.9. Conditions for storage and transportation of goods (provision of services, performance of work).

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

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

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

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

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

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

3.15. Operating 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 management of regional divisions of the enterprise.

3.20. Information processing methods using modern technical means communication and connection, computer.

6. During the absence of the regional manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in in due course. This person acquires the appropriate 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 economic entities in the region, population, general price level and wage ratio, main consumer demand, competitors' activities in the region, etc.).

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

3. Manages the financial and economic activities of the enterprise in the region (logistics, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; settlements for goods sold(services rendered, works performed).

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

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

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

7. Organizes seminars for potential partners in order to clarify the company's policy to promote products and involve 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, maintaining the image of the enterprise.

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

10. Coordinates the conclusion of economic and financial contracts with regional counterparties and controls the timeliness and quality of the fulfillment of contractual obligations; coordinates payments for goods sold (services rendered, 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 business ties.

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

12. Coordinates its work with the central office of the enterprise (head enterprise), ensures the implementation of guidelines and orders from 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. Submit proposals for adjusting the strategy for the development of a new region, developed by specialists from the central office (parent enterprise).

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

3. Sign and endorse documents within their competence.

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

5. Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.

6. Request from the management and specialists of the central office (head office) information and documents necessary for the performance of his duties.

7. Require the management of the central office (head office) to provide organizational and specifications and design established documents necessary for the performance of official duties.

IV. Responsibility

The Regional Manager is responsible for:

1. For improper performance or non-performance of their official duties provided for by this job description - within the limits established by the current labor law 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 - within the limits established by the current labor and civil legislation of the Russian Federation.

1.1 This job description defines functional responsibilities, rights and responsibilities of the regional manager.

1.2 The regional manager belongs to the category of managers.

1.3 The regional manager is appointed to the position and dismissed in accordance with the procedure established by the current labor legislation by order of the director of the enterprise on the proposal of the commercial director.

1.4 Relationships by position:

1.4.1	direct submission	commercial director
1.4.2.	Additional submission	−
1.4.3	Gives orders	Department employees
1.4.4	The employee replaces	person appointed by the director of the enterprise
1.4.5	The employee replaces	−

1. Regional Manager Qualifications:

2.1.	Education	Higher professional (economic)
2.2	experience	At least 3 years of experience in trade management; 5 years
2.3	knowledge	Laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the regions (ARC) Market economy, entrepreneurship and business fundamentals. Regional market, its conjuncture, features and specificity. Pricing methods, pricing strategy and tactics. Fundamentals of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research). The theory of management, macro- and microeconomics, business administration. Assortment, classification, characteristics and purpose of the offered goods (services, works). Conditions for storage and transportation of goods (provision of services, performance of work). Principles of organizing trade in the region (rendering services, performing work). Psychology and principles of sales (rendering services, performing work). The procedure for developing business plans and commercial terms of agreements, contracts. Development prospects and needs of regional consumers (buyers, clients). Civil, trade and patent law, advertising law. Fundamentals of organizing work to create demand and stimulate the sale of goods (rendering services, performing work) in the region. Operating forms of accounting and reporting. Ethics of business communication. Rules for establishing business contacts. Fundamentals of sociology, psychology and labor motivation. Principles of management of regional divisions of the enterprise. Methods of information processing using modern technical means of communication and communication, computer.
2.4	skills	−
2.5	Additional requirements	additional training in management and marketing

1. Documents regulating the activities of the regional manager

3.1 External documents:

Legislative and regulatory acts relating to the work performed.

3.2 Internal documents:

Charter of the enterprise, Orders and instructions of the director of the enterprise (commercial director); Regulations on the sales department, Job description Regional Manager, Internal Rules work schedule.

1. Responsibilities of the Regional Manager

Regional Manager:

4.1. It collects information about the regional market (the number and profile of economic entities in the region, the population, the general price level and wage ratio, the main consumer demand, the activities of competitors in the region, etc.).

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

4.3. Manages the financial and economic activities of the enterprise in the region (logistics, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; settlements for goods sold (services rendered, work performed).

4.4. 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, fairs.

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

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

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

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

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

4.10. Coordinates the conclusion of economic and financial contracts with regional counterparties and controls the timeliness and quality of the fulfillment of contractual obligations; coordinates payments for goods sold (services rendered, 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 business ties.

4.11. 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 certain items of goods (services, works) and a list of goods (services, works) that are not marketable; sales volumes; financial and economic indicators of activity in the region; change in the position of the enterprise in the region after the first entry into the regional market, trends in its change.

4.12. Coordinates its work with the central office of the enterprise (head enterprise), ensures the implementation of guidelines and orders from the management of the central office (head enterprise).

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

1. Regional manager rights

The regional manager has the right:

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

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

5.3. Sign and endorse documents within their competence.

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

5.5. Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.

5.6. Request from the management and specialists of the central office (head office) information and documents necessary for the performance of his duties.

5.7. Require the management of the central office (parent enterprise) to ensure the organizational and technical conditions and execution of the established documents necessary for the performance of official duties.

1. Responsibilities of the Regional Manager

The Regional Manager is responsible for:

6.1. For improper performance or non-performance of their official duties provided for by this job description - within the limits determined by the current labor legislation of Ukraine.

6.2. For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of Ukraine.

6.3. For causing material damage - within the limits determined by the current labor and civil legislation of Ukraine.

1. Conditions of work of the regional manager

The mode of operation of the regional manager is determined in accordance with the Internal Labor Regulations established in the enterprise.

1. Terms of payment

The terms of remuneration of the regional manager are determined in accordance with the Regulations on remuneration of personnel.

9 Final provisions

9.1 This Job Description is made in two copies, one of which is kept by the Company, the other by the employee.

9.2 Tasks, Responsibilities, Rights and Responsibilities can be specified in accordance with the change in the Structure, Tasks and Functions structural unit and workplace.

9.3 Changes and additions to this Job Description are made by order CEO enterprises.

Head of structural unit
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AGREED:
Head of the legal department
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Familiarized with the instructions:
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