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sir i am now working as a regional sales manager or second line manager in a pharma company, sir in all the interview i faced , one question always put me in trobule that is what is the role or job function of second line manager and what is difference between the job function of area sales manager and regional sales manager . please help me in this regards.
thanks
tapan

From India, Bhubaneswar
Difference in job function of ABM & RBM :

RBM :

1) Middle management role, handling ABMs & MRs.
2) Responsible for setting goals for his region/dept.
3) Disseminate company's strategies & information from top management to ABM & MRs and vice-versa.
4) More concentration in Planning, Organizing & Controlling but less in Leading, compared to ABM.
5) Less customer focused than ABM.
6) Having power to expand or identifying new markets.
7) CFA management, KOL development, Resource allocation, etc.

ABM :

1) Lower management role, handling only MRs.
2) Do not set goals for organization/dept but carrying out the goals set by mid/top management.
3) Disseminate information from RBM to MRs and provide feedback to RBM.
4) More concentration on leading but less on all 3, compared to RBM.
5) More customer focused than RBM.
6) Get prior permission to expand or identifying new market.
7) Distributor management, KOL management, Ensure proper utilization of resource allocated.

Regards,

RAVIKUMAR K
Regional ATEN Manager
Zydus Cadila
Coimbatore, TN.

From India, Coimbatore
1. RSM IS THE PROFIT CENTER HEAD 2. RSM IS A BRIDGE BETWEEN HO MANAGEMENT & LOCAL MANAGEMENT 3.ANALYZE THE SALES, FORECASTING THE SALES AND ACCORDINGLY AVAILABLE THE STOCKS IN CFA, CFA MANAGEMENT
From India, Kolkata
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