Role of First-Line Managers
The role of first-line managers is primarily supervisory in nature. They oversee the activities of medical representatives (M.R.s) and ensure that all company plans are implemented by grassroots workers, namely the M.R.s.
This role can only be effectively performed by first-line managers as they are frequently in close contact with M.R.s. Second-line managers cannot be with every M.R. every month, so they cannot ensure implementation by each M.R.
First-line managers are the implementers of the company's strategy; their job is to ensure that an M.R. implements the company's strategy in the field. They play a minimal role in planning.
Role of Second-Line Managers
Second-line managers and above fall under senior managers like Zonal Sales Managers (ZSM) or Sales Managers (SM). They play a key role in business planning, which is then supposed to be implemented by first-line managers and M.R.s.
So, the fundamental difference between first and second or third-line job functions is that the first-line managers are implementers, while second and third-line managers are heavily involved in planning; they do not just implement.
I will share more differences in my next writing. I hope this clears up some of the basics.
Regards,
Amar Bir Singh