Profession Director of Development. Head of Regional Sales Department

The development director is a top-level manager involved in qualitative change and promotion of the company in the market. In fact, the main task of the development director is to take the company to a higher level. The “high level” criterion can be profit, market share, turnover or any conditional parameters such as profit per 1 sq.m. or revenue per 1 employee. Also, the company’s growth parameters can be geographical coverage (in which cities the company is present), automation of activities, level of service, speed and uninterrupted production, and much more.

Often the development director is involved in the full management of some part of the company - production, sales, supply or logistics, regional development, finance, or all of these at once. If the company is small, then all these functions can be performed by the owner, general or commercial director.

Places of work

The position of development director is present only at large enterprises, because... they require more careful and meticulous management. In small companies, all development and management functions usually fall on the CEO or owner, as well as department heads.

Responsibilities of the Development Director

The main job responsibilities of the Director of Business Development include:

• External development of the company - opening branches, partnerships, entering new markets.
• Researching the market and competitors, searching for ideas for business development.
• Analysis and improvement of the company's business processes.
• Marketing management (events, promotions, sales, participation in exhibitions, product presentations, etc.) and sales.
• Management of product range, pricing, sales policy.
• Employee management (recruitment, training, motivation).

In rare cases, the functions of a development director include working with key clients, franchising, speaking at conferences and similar company PR, developing a company strategy and other tasks.

Requirements for a development director

The list of basic requirements for a development director includes:

• Strong management skills and experience leading people.
• Knowledge of the field - for example, in the restaurant business, metallurgy, oil and gas industry...
• Experience as a director (1 to 3 years) is often required.
• Experience in personal selling and negotiation skills.
• Confident PC skills (Office, 1C, MS Project, Visio).
• English for reading documentation.
• Leadership abilities, ability to work independently.

Sometimes the development director is required to have knowledge of some ERP or CRM systems, spoken English and experience working abroad, and a higher economic education.

How to become a development director

To become a development director, you “simply” need to be able to build a business (both from scratch and from a certain base). Such skills are undoubtedly acquired in practice - most often in the field of sales, advertising and marketing, because This is where active market research and work with clients takes place.

The profession of a development director involves management activities, so the candidate must be able to lead people, manage time (his own and that of his employees), count and save money, work with contracts and be able to negotiate. Therefore, any managerial position is quite suitable for a successful start.

Higher education is still secondary for a director, but good basic knowledge can be obtained by choosing a major in economics or law. An MBA or any mini-MBA program will provide more practical skills.

Development director salary

The salary of a development director greatly depends on the region and level of the company. For example, the salary range for a director with 3 years of experience varies from 70 to 200 thousand rubles per month. At the same time, the salary of a development director with more than 5 years of experience starts at 100 thousand rubles per month and is uncontrollably rising.

The average salary in the market is about 92 thousand rubles per month. Often bonuses and percentages of achieved results are attached to a fixed salary.

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
In many cities, representative offices of capital or foreign companies have been opened, whose activity is the sale of products in a particular 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 offices 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 the 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 require different approaches, and the leader, knowing psychology, must take all this into account, and talk to them differently, 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 areas, food products, 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 of a traveling 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 necessary among all their personal qualities, since the result often appears 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.

The director of a 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 involves the implementation of all types of activities to develop 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. Like sales managers, salaries usually consist of bonuses (or percentages) and a salary. Those looking for regional manager vacancies in Moscow should be prepared for frequent business trips. Most often, regional office managers spend most of their working time traveling. Processing is also common.

The histogram below shows the change in the average salary level of the profession Regional Director in Moscow:

Features of the profession of a regional director in Moscow

Most employers, when publishing job offers “regional manager required in Moscow,” indicate the need for impressive sales experience. And, best of all, as a branch employee. The ability to work on a computer and knowledge of standard office software packages is also required. Often the requirements include knowledge of the English language, at least at a basic level; more often, having your own car and driver’s license, and an established customer base. According to studies, employers most often prefer to hire regional sales managers for this position between the ages of 30 and 40, with a higher financial or economic education. And also with experience in team management and managerial work. The Regional Sales Director must be able to present the company's products in the best possible light, in the best possible way. 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, and communication skills.

Below is a ranking of similar vacancies by salary level in Moscow. Among similar professions, Director of Agriculture is considered the highest paid. According to our website, the average salary is 400,000 rubles. In second place is the Investment Director with a salary of 343,750 rubles, and in third place is the Director of the 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 tell you that you are on the right track. After all, on the pages of the employment site trud.com there is a maximum of current vacancies. Here you will find, if not all, then almost all current job offers.

In this regional manager job description, you will find a complete list of job responsibilities, training program, and a ready-made regional manager job advertisement template.

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 development plan in the region.
2. Search for business partners and buyers.
3. 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 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 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. Implementation of 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 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 the field of “Enterprise Management”;
• work experience (if you have a degree in the specialty, 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:

1. Legislation and regulations governing business 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 of potential clients and buyers.
7. Fundamentals of ethics of 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 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:

1. Training in effective management tools.
2. Familiarization with the main methods of motivating a team.
3. Training in the basics of regional market analysis, as well as strategic planning for the short and long term.
4. Introduction to business ethics.
5. Familiarization with the legislative framework that regulates the economic, business and personnel spheres of the enterprise.
6. Familiarization with document flow in the field of management.

Example of a regional manager job advertisement

A large international company invites a sales specialist to the position of regional manager.
We offer:
· full-time work in a friendly, young team;
· consistently high wages;
· 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:
· management of a staff of sales representatives;
· market analysis and development of strategic plans for the region;
· conducting 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 one time

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.

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

For this purpose, enterprises open their regional representative offices and branches. The main leader of such work in the region is the regional manager (district sales manager / regional sales manager). In terms of his status, he is usually equivalent to the commercial director in the region.

Its tasks include representing the interests of the parent enterprise in the region in accordance with the approved development strategy of the latter, forming a market for the promoted product in a given region, searching for new clients and partners, developing a distribution network, coordinating financial flows related to products sold in the region.

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

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

3.2. Market economy, entrepreneurship and the basics of doing business.

3.3. Regional market, its conditions, features and specifics.

3.4. Pricing methods, pricing strategy and tactics.

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

3.6. Theory of management, macro and microeconomics, business administration.

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

3.9. Conditions for storing and transporting goods (providing services, performing work).

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

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

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

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

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

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

3.15. Current 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 managing regional divisions of an enterprise.

3.20. Methods of information processing using modern technical means of communication and communications, computers.

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

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

3. Manages the financial and economic activities of the enterprise in the region (material and technical support, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; payments for goods sold (services provided, work performed) .

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 and fairs.

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

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

7. Organizes seminars for potential partners in order to explain the company’s policy on promoting goods and involving 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, and maintaining the image of the enterprise.

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

10. Coordinates the conclusion of economic and financial agreements with regional counterparties and monitors the timeliness and quality of fulfillment of contractual obligations; coordinates payments for goods sold (services provided, 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 economic relations.

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 individual items of goods (services, works) and a list of goods (services, works) that are not marketed; sales volumes; financial and economic performance indicators in the region; changes in the position of the enterprise in the region after the first entry into the regional market, trends in its changes; __________________________.

12. Coordinates its work with the central office of the enterprise (headquarters), ensures compliance with the guidelines and orders of the management of the central office (headquarters).

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

III. Rights

The regional manager has the right:

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

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

3. Sign and endorse documents within your competence.

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

5. Get acquainted with the documents defining his rights and responsibilities for his position, criteria for assessing the quality of performance of official duties.

6. Request from the management and specialists of the central office (headquarters) information and documents necessary to fulfill his official duties.

7. Require the management of the central office (headquarters) to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

IV. Responsibility

The regional manager is responsible for:

1. For improper performance or failure to fulfill one’s job duties as provided for in this job description, within the limits established by the current labor legislation of the 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 Ch within the limits established by the current labor and civil legislation of the Russian Federation.

Document type:

• Job description

Key words:

• Economy

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