Sir, I am now working as a regional sales manager or second-line manager in a pharma company. In all the interviews I faced, one question always put me in trouble - what is the role or job function of a second-line manager and what is the difference between the job function of an area sales manager and a regional sales manager. Please help me in this regard.
From India, Bhubaneswar
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From India, Bhubaneswar
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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) Disseminates company's strategies & information from top management to ABMs & MRs and vice versa.
4) More concentration on Planning, Organizing & Controlling but less on Leading, compared to ABM.
5) Less customer-focused than ABM.
6) Has the power to expand or identify new markets.
7) CFA management, KOL development, Resource allocation, etc.
ABM:
1) Lower management role, handling only MRs.
2) Does not set goals for the organization/dept but carries out the goals set by mid/top management.
3) Disseminates information from RBM to MRs and provides feedback to RBM.
4) More concentration on leading but less on all three, compared to RBM.
5) More customer-focused than RBM.
6) Gets prior permission to expand or identify new markets.
7) Distributor management, KOL management, Ensure proper utilization of resources allocated.
Regards,
RAVIKUMAR K
Regional ATEN Manager
Zydus Cadila
Coimbatore, TN.
From India, Coimbatore
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3RBM:
1) Middle management role, handling ABMs & MRs.
2) Responsible for setting goals for his region/dept.
3) Disseminates company's strategies & information from top management to ABMs & MRs and vice versa.
4) More concentration on Planning, Organizing & Controlling but less on Leading, compared to ABM.
5) Less customer-focused than ABM.
6) Has the power to expand or identify new markets.
7) CFA management, KOL development, Resource allocation, etc.
ABM:
1) Lower management role, handling only MRs.
2) Does not set goals for the organization/dept but carries out the goals set by mid/top management.
3) Disseminates information from RBM to MRs and provides feedback to RBM.
4) More concentration on leading but less on all three, compared to RBM.
5) More customer-focused than RBM.
6) Gets prior permission to expand or identify new markets.
7) Distributor management, KOL management, Ensure proper utilization of resources allocated.
Regards,
RAVIKUMAR K
Regional ATEN Manager
Zydus Cadila
Coimbatore, TN.
From India, Coimbatore
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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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From India, Kolkata
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Role of Regional Sales Manager (RSM)
The main role of the RSM is to ensure the regional target achievement of 100% month after month, both rupee-wise and product-wise, by developing the competency level of his Area Business Manager (ABM).
Role of Area Business Manager (ABM)
The role of the ABM is to ensure 100% district target achievement month after month by training and motivating his team members, i.e., Medical Representatives (MR), continuously.
Profitability and Team Focus
The RSM acts as an independent profit center for the company, aiming to minimize costs and maximize profitability. In contrast, the ABM focuses on product mix achievement and team stability.
With regards, Rasul/Cute Pharma Job Consultancy
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The main role of the RSM is to ensure the regional target achievement of 100% month after month, both rupee-wise and product-wise, by developing the competency level of his Area Business Manager (ABM).
Role of Area Business Manager (ABM)
The role of the ABM is to ensure 100% district target achievement month after month by training and motivating his team members, i.e., Medical Representatives (MR), continuously.
Profitability and Team Focus
The RSM acts as an independent profit center for the company, aiming to minimize costs and maximize profitability. In contrast, the ABM focuses on product mix achievement and team stability.
With regards, Rasul/Cute Pharma Job Consultancy
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(Fact Checked)-The user's reply regarding the difference in job functions between Area Business Managers (ABM) and Regional Business Managers (RBM) is generally accurate based on typical industry practices and roles. (1 Acknowledge point)