What is the difference between the job function of ASM and RSM in a pharma company?

Sir, I am now working as a regional sales manager or second-line manager in a pharma company, sir in all the interviews I faced, one question always put me in trouble is what is the role or job function of a second-line manager and what is the difference between the job function of area sales manager and regional sales manager. Please help me in this regard.

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.

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

1.The Main role of RSM is to ensure the regional target achievement 100% month after month rupeewise and productwise by developing competency level of his ABM whereas the role of ABM is to ensure 100% district target achievement month after month by training , motivating his team members .i.e MR continously .

RSM is an independant profit center for company as he will have to minimize the cost and maximise the profitability for the company. where as ABM is to focus on product mix achievement and team stability.

with Regards,
Rasul/Cute Pharma job consultancy