Understanding the Role of Second Line Managers in Pharma: How Do They Differ from First Line Managers?

Can anybody help me in understanding the job function of the Second Line Manager in the Pharma Industry? What is the difference between the job function of the First Line Manager and Second Line Manager?

In the pharmaceutical industry, Medical Representatives (MRs) are the frontline staff. They report to the Area Sales Manager (ASM), who is the first-line manager. The ASM, in turn, reports to the Regional Sales Manager (RSM) or Zonal Sales Manager (ZSM), who are second-line managers. According to the line hierarchy, they are the second-tier managers.

Anupam

Role of a Second-Line Manager

The job of a second-line manager is to lead and manage the region's sales, first-line managers, Key Opinion Leaders (KOLs), Key Business Leaders (KBLs), trade, market share, growth, stock management, placement of representatives and managers, and identifying new markets and potential customers, etc.

He should have good communication skills—both oral and written—as well as strong decision-making abilities.