Every company that holds a strong position in a certain area strives to promote its products in regional markets. For this purpose, regional representative offices of the company (branches, retail outlets) are opened. The director of regional development coordinates the work of such representative offices and, in general, the promotion of the enterprise’s products (services) to regional markets.
Actually, the priority task of this official is to increase sales volume by expanding regional network companies.
Regional Development Director: Responsibilities
The position of the manager responsible for regional development may also be called network development director. It involves performing the following duties:
- implementation of the company's regional development strategy - designation of priority regions, development of plans and methods of entering a specific region;
- ensuring the opening retail outlets(branches) of the company in the regions. At the same time, the director of regional development (St. Petersburg) is obliged to spend financial and time resources as efficiently as possible;
- selection of the location of representative offices, organization of their work, determination of priority developments, budgeting, profitability management, activity control;
- introduction of advanced operating technologies in regional offices ah, business model optimization;
- creation of a system of interaction between regions and the central office;
- formation of a positive image of the company in the regions;
- monitoring and analysis of the competitive environment, pricing, trends in retail business, preparation based on the data received, recommendations for the owner of the company;
- management of the regional development department.
What should a regional development director be like?
A position such as network development director in St. Petersburg requires a wide range of knowledge, skills, and experience practical activities. The candidate must have knowledge in the field of economics and finance, be familiar with the legislation, understand business processes in a specific field of activity, and be familiar with the market situation. Of course, he must have experience in his field and experience in management work, including organizing structural units from scratch.
The personal qualities of a candidate for a position include activity and initiative, a high level of responsibility, resistance to stress, and determination.
"ARES" will help you find a candidate who is ideal for the position of development director.
Large businesses are increasingly developing in the network direction. Sales/service markets are growing, and with them the need for competent managers who can effectively organize the operation of the network.
Since the regional network development director has become one of the most sought-after personnel this year (national statistics are in the top 10), understanding his field of work and prospects is the task of every future manager.
List of job responsibilities
What are the responsibilities of a regional director?
- Planning, organizing the development of branches in the regions of the developed area.
- Prompt opening of new representative offices. Here is the coordination of work to prepare for the opening.
- Ensuring Compliance overall strategy brand development plan for regional expansion.
- Selection of premises, personnel, contractors for management economic activity regional branches. Development of an action plan to improve the skills of existing personnel.
- Analysis of the activities of network chain links.
- Close cooperation with heads of local departments and top management of the company.
- Reporting on network operation.
- Analysis of trends, conditions for expansion.
The range of functions may vary depending on the employer's profile.
Rights and powers
Any staffing plan assigns the regional development director to leadership positions. Which determines the wide range of his powers. Again, the list may change depending on the focus of the enterprise and the policies of its management, but usually administrator rights require:
- Implementation commercial activities on behalf of the company (planning, distribution of funds).
- Endorsement/certification of documents within the agreed liability limits.
- Requests from local managers for information on the results of the branch’s work.
- Requests from the head office for funds, work tools, contracts, and other assets to ensure the effective operation of the network.
- Making proposals to optimize the work of departments, selection/rotation of personnel, distribution of resources.
Responsibility
Like any senior/middle-level manager, the regional director bears high responsibility for failure to perform or improper performance of the tasks assigned to him, as provided for by the employer’s internal regulations and the law. So, he is responsible for the quality of execution job functions, defined by the relevant document, offenses (own), causing damage to the tenant.
A network manager works with all the resources of an enterprise - human, material, financial - therefore his level of responsibility is high. Hence high demands to the experience/qualification of a specialist hired for such a post.
Qualification Requirements
What are these requirements?
- Higher education – economic or managerial. With us, future managers (including regional ones) can take a course in personnel management, strategic, project management. Graduates of all specialties have the right to apply for the position of network development director (only the employer’s profile changes).
- Experience. Synergy students devote more than 50% of their study time to practice and can get a job in their specialty from the first year. All our graduates are not only qualified managers, but also experienced applicants for reputable vacancies.
- Computer fluency.
- Skills for remote organization of employee work.
- Good knowledge of corporate/labor law theory.
Required personal qualities
Any leader must have high resistance to stress, be responsible, be able to quickly make decisions and establish procedures for the actions of subordinates, and objectively assess the capabilities of their wards. To these qualities the network development director should add:
- willingness to constantly travel on business trips (compensation, punctuality);
- ability to analyze information on the fly and draw conclusions;
- professional observation skills;
- ability to remotely conduct effective dialogue with personnel.
Income and demand for personnel
Broad powers, high responsibility, mobility - all this determines the decent income of a professional who is appointed to the position of regional director. According to data for 2017, in Moscow, the deputy head of network development receives from 80–90 thousand rubles. Wages the director himself starts from 100–120 thousand/month.
The specifics of working in the regions (travel or remote) leaves a serious imprint: de facto in all major cities The country is experiencing an acute shortage of specialized specialists who meet all the requirements. What determines the prospects for quick employment, high value personnel for management, fair payment for their work.
This job description has been automatically translated. Please note that automatic translation is not 100% accurate, so there may be minor translation errors in the text.
Preface to the job description
0.1. The document comes into force from the moment of approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. The document has been approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.
1. General provisions
1.1. Position "Regional Director" structural unit" belongs to the category "Managers".
1.2. Qualification requirements- complete higher education corresponding field of training (master, specialist). Postgraduate education in management. Possession of an air traffic controller certificate. Work experience in the professions of lower-level managers in the field of air traffic services is at least 5 years. Knowledge English language to the extent provided for by the established requirements.
1.3. Knows and applies in practice:
- Air Code of Ukraine, Charter of Ukraerorukh (parent enterprise);
- Regulations on the use of Ukrainian airspace;
- manuals, instructions, orders and other documents regulating the organization of work of the regional structural unit;
- laws, regulations, orders, directives, decisions and other regulatory legal acts of authorities state power And local government regulating the activities of enterprises;
- standards and recommendations international organizations civil aviation on the organization of air traffic services;
- modern methods management and management;
- the procedure for concluding and executing business contracts;
- domestic and world achievements of science and technology in the field of production;
- economics, organization of production, labor and management;
- methods and principles of management, marketing, commercial activities, tax affairs;
- ethics business communication and negotiations.
1.4. The director of a regional structural unit is appointed and dismissed by order of the organization (enterprise/institution).
1.5. The director of the regional structural unit reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The director of the regional structural unit manages the work of _ _ _ _ _ _ _ _ _ _ .
1.7. During absence, the director of a regional structural unit is replaced by a person appointed in accordance with the established procedure, who acquires the corresponding rights and is responsible for the proper performance of the duties assigned to him.
2. Characteristics of work, tasks and job responsibilities
2.1. Defines, formulates, plans, implements and coordinates all types of activities of the regional structural unit.
2.2. On behalf of Ukraerodvizheniya (or the parent enterprise) carries out foreign economic activity for the provision of services to foreign business entities in the field of air traffic services.
2.3. Directs the activities of personnel to achieve high economic and financial results.
2.4. Organizes the production and economic activities of the regional structural unit based on the application of planning methods regulatory materials, financial and labor costs, widespread dissemination of best practices.
2.5. Provides accounting, tax and operational accounting and preparation of accounting, tax, statistical reporting in accordance with the current legislation of Ukraine and the orders of the Ukrainian Aerodynamics (the parent company).
2.6. Plans, implements and coordinates the effective and safe use airspace and air traffic services in the area (zones) of responsibility of the regional structural unit and determines the directions of development to improve the structure of the airspace.
2.7. Resolves issues within the limits of the rights granted to him, entrusts the performance of certain organizational and economic functions to others officials: deputy directors, heads of air traffic services, heads of production departments and services of their division.
2.8. Ensures compliance with the law, active use of legal means to improve management, strengthen contractual discipline and accounting.
2.9. Represents the regional structural unit in relations with government agencies, organizations and individuals on the basis of the powers determined by the regulations and a separate order of the Ukraerodvizhenie (the parent enterprise).
2.10. Takes action regarding social development the collective of the enterprise, participates in the development, conclusion and implementation of a collective agreement, carries out work to strengthen labor and production discipline, promotes the development of creative initiative and labor activity of employees.
2.11. Carries out activities on social protection enterprise team.
2.12. Takes measures to provide the enterprise with qualified personnel.
2.13. Their training, retraining and advanced training, the best use of the knowledge and experience of workers, the creation of safe and favorable conditions labor, compliance with labor protection legislation and environment.
2.14. Knows, understands and applies current regulations relating to his activities.
2.15. Knows and complies with the requirements of regulations on labor protection and environmental protection, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The director of the regional structural unit has the right to take actions to prevent and eliminate cases of any violations or inconsistencies.
3.2. The director of a regional structural unit has the right to receive all provided for by law social guarantees.
3.3. The director of a regional structural unit has the right to demand assistance in the execution of his job responsibilities and exercise of rights.
3.4. The director of a regional structural unit has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.
3.5. The director of a regional structural unit has the right to familiarize himself with draft documents relating to his activities.
3.6. The director of a regional structural unit has the right to request and receive documents, materials and information necessary to fulfill his official duties and management orders.
3.7. The director of a regional structural unit has the right to improve his professional qualifications.
3.8. The director of a regional structural unit has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.
3.9. The director of a regional structural unit has the right to familiarize himself with documents defining the rights and responsibilities of the position held, and criteria for assessing the quality of performance of official duties.
4. Responsibility
4.1. The director of a regional structural unit is responsible for failure to fulfill or untimely fulfillment of the duties assigned by this job description and (or) failure to use the granted rights.
4.2. The director of a regional structural unit is responsible for non-compliance with internal rules labor regulations, occupational health, safety, industrial sanitation and fire protection.
4.3. The director of a regional structural unit is responsible for the disclosure of information about an organization (enterprise/institution) related to a trade secret.
4.4. The director of a regional structural unit is responsible for non-fulfillment or improper fulfillment of internal requirements regulatory documents organization (enterprise/institution) and legal orders of management.
4.5. The director of a regional structural unit is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. The director of a regional structural unit is responsible for causing material damage to an organization (enterprise/institution) within the limits established by current administrative, criminal and civil legislation.
4.7. The director of a regional structural unit is responsible for the unlawful use of granted official powers, as well as their use for personal purposes.
In this Regional Manager job description, you will find a complete list of job responsibilities, training program, and ready-made template advertisements for the vacancy of a regional manager.
The regional manager is 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:
- Drawing up a strategic development plan in the region.
- Search business partners and buyers.
- Analysis of consumer activity in the region.
The position of 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. Study and analysis of consumer demand, as well as collecting 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 data obtained about the market in the region and development of strategic plans to promote the goods and services of the enterprise.
3. Carrying out calculations of funds received from the sale of goods.
4. Carrying out marketing policy in the region.
5. Development of plans to increase income in the assigned territory.
6. Search for business partners and clients.
7. Organizing 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 business issues of the enterprise in the region.
10. Reporting to management on the following issues:
- the level of demand for the company's goods and services;
- list of illiquid goods;
- characteristics of sales volumes, as well as financial and economic indicators operation of the enterprise in the region.
11. Monitoring the implementation of instructions from senior 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 “Enterprise Management”;
- work experience (if you have an education in the specialty is not required) of two years or postgraduate training in the specialty “Management”;
- determination;
- active life position and leadership qualities;
- Computer proficiency at the level of a confident user.
Skills that a regional manager must have:
- ability to collect and analyze information;
- the ability to set clear and precise tasks for subordinates and achieve their implementation;
- ability to forecast demand and project effectiveness;
- ability to conduct negotiations, conferences and seminars, persuade and achieve goals.
When starting work, a regional manager must know:
- Legislation and regulations governing business and commercial activities;
- Specifics of the regional market.
- Fundamentals of management and marketing, economics, administrative law and labor code.
- The range of goods of the enterprise, their classification and consumer characteristics.
- Organizational principles of trade and pricing.
- Consumer Perspectives and Needs potential clients and buyers.
- Basic Ethics business correspondence and communication.
- Accounting and reporting in the field of management.
- Psychological aspects of sales.
In this case, the question arises of training a future specialist “from scratch.” How and where to do this? An approximate training program for a regional manager is described below.
How to quickly train a regional manager
- First, you need to choose with whom the training will be carried out. Specialist training can be carried out by:
trainings, seminars, conferences; - specialist invited by the company;
- an experienced mentor from among the company’s specialists.
Whatever method and form of training is chosen, the main specialist training program should consist of the following stages:
- Education effective tools management.
- Familiarization with the main methods of motivating a team.
- Training in the basics of regional market analysis, as well as strategic planning for the near and long term.
- Introduction to business ethics.
- Familiarization with legislative framework, which regulates the economic, business and personnel spheres of the enterprise’s activities.
- Familiarization with document flow in the field of management.
Example of a regional manager job advertisement
Large international company invites a sales specialist to the position of regional manager.
We offer:
· full-time work in a friendly, young team;
· stable high pay labor;
· official employment and social package.
Our requirements:
· higher education in the specialty “Enterprise Management”;
· up to two years of experience in sales;
· developed leadership and communication skills;
· determination;
· responsibility.
Your responsibilities:
· staff management sales representatives;
· market analysis and development of strategic plans for the region;
· carrying out 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 ad
on more than 40 sites at once
In order for a candidate for the position of regional manager to be found as quickly as possible, the most effective way is to place your ad on the maximum number of specialized platforms on the topic of work and vacancies. Such as:
However, registering manually on each of them will be very tedious and time-consuming. Therefore, it will be easier and faster to do this through a special online service. Jcat .
What amenities does this service provide:
- Management of vacancies on all sites in 1 personal account. That is, to update, extend or remove vacancies from 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 your work history for 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 built-in templates for candidate responses or create your own.
- Tracking candidates at every stage of the HR funnel. Dividing candidates into groups: “New”, “Think”, “ Telephone interview", "Interview", "Job offer", "Hired" - will allow you not to lose the candidate at any stage.
A territorial manager is a person who is responsible for one or several regions at once, which include a certain number of cities where the company operates. If a company has representative offices in different cities, it must have a territorial manager on its staff.
General characteristics of the profession
Representative offices of capital cities have been opened in many cities, or foreign companies, whose activity is the sale of products in a specific region.
Specifics of the position of territorial manager
The position of a territorial manager is introduced if the company in this region will be represented by only one employee (territorial manager), or not to exceed 4 people providing contacts between points of sale and distributor companies. The sales staff is subordinate to the territory manager. For example, foreign pharmaceutical companies opening their representative office in Russia, hire individuals, living in these regions, who completely organize the movement and distribution of goods in this region.
Functional responsibilities.
The responsibilities of the territory manager include:
organization and control of personnel activities in the assigned territory;
profit planning, ensuring the fulfillment of planned indicators (company management sets distribution goals and sales plans for each city separately to the territorial manager);
maintaining effective relationships between the company and distributors/key customers;
Regular market monitoring and sales accounting;
planning and organizing activities to promote brands;
organizing the necessary measures to improve the company’s activities in the assigned territory.
Based on market monitoring, a strategy is developed for future sales of the company’s products, in the implementation of which the manager is directly involved. In this regard, it is constantly necessary to conclude contracts. Also, the manager is obliged to monitor the range of products, their constant availability in the warehouse, and exercise control over pricing policy and inventory balances.
What should a territorial manager be able to do and know?
Any leader must master the basics of psychology. How you communicate with your employees ultimately determines what you get out of it. Young people and adults are motivated by different factors; they need different approaches, and the leader, knowing psychology, must take all this into account, and talk to them in different ways, and set tasks differently, but at the same time, so that the results are equally successful.
Also, a territorial manager must know his territories: what is the market volume in each region, how the market has changed over several years, and analyze the activities of competitors. A territory manager must be able to forecast sales volumes in each specific region.
Professional and personal qualities
Key requirements for the candidate
Availability of higher education;
Experience with computer programs;
Sales experience; As a rule, it should be at least 3 years, since the employee must have a good understanding of the specifics of the company’s activities, strategy and pricing tactics, as well as have experience in connecting distributors.
Knowledge of the market for the products you need to work with ( technical direction, food, etc.);
Leadership experience.
Some companies require someone to speak a foreign language.
Just as often, there is a requirement to have a driver's license. In the event that the work is traveling in nature.
Passing a medical examination is mandatory.
Personal qualities of a territorial manager
The main personal qualities can be identified:
responsibility,
self-organization,
communication skills
attentiveness,
initiative,
presentability,
ability to negotiate.
Work schedule and wages
Typically the work schedule is five days. Most companies pay for meals. It should be noted that the remuneration of most employees in commerce directly depends on sales volumes. That is, a large share of optimism is needed among all of them. personal qualities, since the results often appear after a long time. This defines the work style of such employees as very efficient, focused not so much on the process, but on the result.
Benefits of work
Working as a territorial manager provides good prospects: it provides you with irreplaceable experience, a chance for career growth and the opportunity to earn a decent salary.
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