Why do you need a regional representative? Who is a regional representative? See what “regional representation” is in other dictionaries

A regional representative or sales agent is one of the most sought-after professions in various companies. And this is absolutely no coincidence: the work of a regional or sales representative is, in fact, quite tiring both from a physical and psychological point of view and requires a lot of perseverance, stress tolerance and excellent interpersonal skills.

If you think that you have all of the above qualities and want to try to prove yourself to be such a highly active worker, then our advice will not be superfluous for you.

So, who is a regional representative?

A regional or sales representative is, first of all, an agent who conducts business. We can say that this is a freelancer whose task is to engage in procurement or sales or carry out various types of transactions for potential clients or the company he represents.

In recent years, the role of regional representatives has increased significantly. This is especially true for companies that use various systems and channels aimed at attracting the end consumer. Such a specialist may work for a specific company or act on behalf of one specific person. Sometimes a sales agent works for several companies or people at the same time.

What knowledge do you need to have to work as a regional representative?

Typically, a sales or regional representative performs work related to a specific branch of trade, having and applying knowledge about a specific group of products. This could be the sale of seeds - in this case, it would be nice for the regional representative to have knowledge in the field of agronomy. And if he represents a computer equipment manufacturer, then knowledge in the field of electronics will be very useful.

What salary does a regional representative receive?

His remuneration is interest or commission, the amount of which directly depends on sales volumes. Less commonly, it is a fixed rate plus additional interest, bonuses and other incentives.

No similar articles

In this regional manager job description, you will find a complete list of job responsibilities, training program, and a ready-made regional manager job advertisement template.

Regional manager is a young and quite promising profession. It appeared in connection with the financial development of the regions and the need to open regional representative offices and branches of the enterprise.

This position is needed to represent the interests of the organization in the region and perform three important tasks:

1. Drawing up a strategic development plan in the region.
2. Search for business partners and buyers.
3. Analysis of consumer activity in the region.

The position of regional manager in a company may have other alternative titles, for example:

• Regional Sales Manager;
• Regional Business Development Manager;
• Regional Development Manager.

Job responsibilities of the regional manager according to the job description:

1. Study and analysis of consumer demand, as well as collection of information about the financial capabilities of consumers in the assigned territory (income level) and the activities of the company’s competitors.

2. Analysis of the data obtained about the market in the region and development of strategic plans to promote the goods and services of the enterprise.

3. Carrying out calculations of funds received from the sale of goods.

4. Implementation of marketing policy in the region.

5. Development of plans to increase income in the assigned territory.

6. Search for business partners and clients.

7. Organizing conferences to attract new business partners and promote products on the regional market.

8. Management of sales representatives, analysis of their work and control of training.

9. Coordination of contractual activities in the field of finance, economics and business issues of the enterprise in the region.

10. Reporting to management on the following issues:

• the level of demand for the company's goods and services;
• list of illiquid goods;
• characteristics of sales volumes, as well as financial and economic indicators of the enterprise in the region.

11. Monitoring the implementation of instructions from senior management.

12. Providing and protecting the interests of the organization in the assigned area.

Requirements for a candidate for the position of regional manager:

• higher education in “Enterprise Management”;
• work experience (if you have a degree in the specialty, not required) of two years or postgraduate training in the specialty “Management”;
• determination;
• active life position and leadership qualities;
• Computer proficiency at the level of a confident user.

Skills that a regional manager must have:

• ability to collect and analyze information;
• the ability to set clear and precise tasks for subordinates and achieve their implementation;
• ability to forecast demand and project effectiveness;
• ability to conduct negotiations, conferences and seminars, persuade and achieve goals.

When starting work, a regional manager must know:

1. Legislation and regulations governing business and commercial activities;
   
2. Specifics of the regional market.
3. Fundamentals of management and marketing, economics, administrative law and labor code.
4. The range of goods of the enterprise, their classification and consumer characteristics.
5. Organizational principles of trade and pricing.
6. Consumer perspectives and needs of potential clients and buyers.
7. Fundamentals of ethics of business correspondence and communication.
8. Accounting and reporting in the field of management.
9. Psychological aspects of sales.

In this case, the question arises about training a future specialist “from scratch.” How and where to do this? An approximate training program for a regional manager is described below.

How to quickly train a regional manager

• First, you need to choose with whom the training will be carried out. Specialist training can be carried out by:
  trainings, seminars, conferences;
• specialist invited by the company;
• an experienced mentor from among the company’s specialists.

Whatever method and form of training is chosen, the main specialist training program should consist of the following stages:

1. Training in effective management tools.
2. Familiarization with the main methods of motivating a team.
3. Training in the basics of regional market analysis, as well as strategic planning for the short and long term.
4. Introduction to business ethics.
5. Familiarization with the legislative framework that regulates the economic, business and personnel sphere of the enterprise.
6. Familiarization with document flow in the field of management.

Example of a regional manager job advertisement

A large international company invites a sales specialist to the position of regional manager.
We offer:
· full-time work in a friendly, young team;
· consistently high wages;
· official employment and social package.
Our requirements:
· higher education in the specialty “Enterprise Management”;
· up to two years of experience in sales;
· developed leadership and communication skills;
· determination;
· responsibility.
Your responsibilities:
· management of a staff of sales representatives;
· market analysis and development of strategic plans for the region;
· conducting business negotiations with partners
We are ready to consider capable and ambitious candidates without work experience. We guarantee quality training and support.

How to post a job ad
on more than 40 sites at once

In order for a candidate for the position of regional manager to be found as quickly as possible, the most effective way is to place your ad on the maximum number of specialized platforms on the topic of work and vacancies. Such as:

However, registering manually on each of them will be very tedious and time-consuming. Therefore, it will be easier and faster to do this through a special online service. Jcat .

What amenities does this service provide:

• Management of vacancies on all sites in 1 personal account. That is, to update, extend or remove vacancies from publication, you need to do only 1 action and the changes will take effect immediately on all sites.
• Responses and resumes from all job sites in one list. Select candidates and conduct interviews. Save your work history for the vacancy in your personal account. The status system will allow you to quickly find the right candidate.
• Answers to candidates in 1 click. You can use built-in templates for candidate responses or create your own.
• Tracking candidates at every stage of the HR funnel. Dividing candidates into groups: “New”, “Think”, “Telephone interview”, “Interview”, “Job offer”, “Hired” - will allow you not to lose the candidate at any stage.

Purpose of the position: Achieving planned sales volumes in the assigned territory

1. General provisions

1.1. Name of structural unit: Representation

1.2. Reports to (manager position): Regional Manager

1.3. Is the manager (positions of direct subordinates): No

1.4. Replaces (positions performed by the employee, in their absence): No

1.5. Deputy (positions that perform the functions of an employee in his absence): No

2. Job responsibilities

2.1. Regularly, according to the route sheet, visits each client, in accordance with the approved scheme, in order to place an order for the next delivery and track the remaining goods.

2.2. Controls the dispatch of the order to the retail outlet, on time, in terms of product sales volume, nomenclature, completeness and quality.

2.3. Monitors the status of accounts receivable for its clients and promptly informs management about possible payment delays, as well as other factors affecting the client’s solvency.

2.4. If necessary, collects cash for the delivered goods.

2.5. Promptly responds to customer complaints regarding the quantity and quality of goods supplied in accordance with the supply agreement.

2.6. Identifies the causes of violations of contract terms, takes measures to eliminate them and prevent these causes.

2.7. During the reporting period, visits all retail outlets (active and potential) in the area of ​​responsibility.

2.8. Conducts a constant search for new clients and enters into supply agreements with them.

2.9. Consults clients on consumer product characteristics that help meet the needs of end customers.

2.10. Reports to immediate management about all changes in market conditions identified in the process of work and collects marketing information if necessary.

2.11. Conducts motivation programs for sub-distributors/key clients aimed at increasing quantitative and qualitative distribution

3. Administrative work

3.1. Budgeting: no

3.2. Planning: daily, weekly, monthly.

3.3. Reporting: daily, weekly, monthly.

3.4. Personnel work: no

3.5. Document development: no

3.6. Keeps information and databases up to date: contact persons and their management, features of retail outlets, exact addresses, telephone numbers, operating hours.

4. Has the right to make decisions on issues

4.1. Financial: no

4.2. Selecting partners: searching for new clients

4.3. Document endorsement: no

5. Documents regulating the work

5.1.External documents: Legislative and regulatory acts.

5.2. Internal documents: Civil Code Standards, Branch Regulations, Job Description, Internal Labor Regulations, Work Standards for Wholesale and Retail Employees.

6. Criteria for assessing labor efficiency

6.1. Execute weekly and monthly planning activities on time for which he is responsible.

6.2. Carrying out quality weekly and monthly planning activities for which he is responsible.

6.3. Executes the scope of weekly and monthly planning activities for which he is responsible.

6.4. Satisfaction of internal customers.

6.5. Satisfaction of external customers.

7. Interaction, exchange of information

7.1.Receives information

	Supplier	Issues	Form	Periodicity
	Regional Manager	Plans, tasks	Meeting agenda	Monthly
			Meeting agenda	Weekly, as needed
		Data on overdue receivables		Weekly
		Planned promotions, changes in work	Meeting agenda	Weekly, as needed
		Routes, price list, accompanying documentation	Report (Excel)	Weekly
		Results of collaboration	Report (Excel)	According to the joint work schedule
		Results of legal examination of contracts submitted for approval; coordination of claims and lawsuits against counterparties regarding their violation of contractual obligations	Service memo	As needed
		Data on the implementation of the sales plan	Report (Excel)	Daily

7.2. Transmits information

	Destination	Issues	Form	Periodicity
	Regional Manager	Daily report	Approved Form	Daily
		Application for POSM	Service memo	Monthly
		Report on subdistributors' inventory balances		Weekly
		Quantitative distribution report; on sales of sub-distributors/key customers by channels		Monthly
		Product supply agreements		As needed
	Distributor / Subdistributor		By mobile phone or on letterhead	Daily

8. Qualification requirements

8.1. Education: higher, incomplete higher, specialized secondary

8.2. Special training, permits: license category B

8.3. Skills: Negotiation

8.4. Work experience: at least 1 year in the food market

8.5. Lore:

• Progressive forms and methods of trade and sales;
• The procedure for concluding sales and purchase agreements and preparing the necessary documents;
• Conditions for concluding commercial transactions and methods of bringing goods to consumers;

Instructions agreed:

Head of Motivation Department ________________________________________________

Head of Branch Office _____________________________________________

Block Executive Director ________________________________________________

I have read the instructions:

Full name, date, signature

____________________________________________________________ ______________________________________________________________________________________________

Currently, in the Russian media you can often find advertisements with the following content: “Regional agents required). The pay is high." Naturally, almost all young people dream of getting a job as a sales agent. Why? Yes, if only because for several years now, a regional representative has been one of the most sought-after professions on the Russian labor market. Consider the question “Who are the regional representatives?” in more detail.

Profession of the 21st century

As a rule, most companies eventually face the problem of entering other markets. If, for example, you have a well-established business in the Krasnodar Territory, then in order to increase profits you begin to think about how to organize a branded outlet in the Rostov Region or Stavropol Territory, for example.

It should be noted that each region in Russia is unique and specific, and this must be taken into account when expanding the geography of entrepreneurship. However, not all businessmen dare to expand their business in other areas, because they are overcome by a simple feeling of fear that something will go wrong. It is at the beginning of the implementation of a strategy to enter sales markets in other regions that serious mistakes are made. Companies that know how to properly organize their business, in order to reduce financial risks, advertise that they need regional representatives. Of course, preference is given to those candidates who thoroughly know the specifics of a particular subject of the Russian Federation.

So, who are the regional people who are involved in developing sales of the parent company’s products in the region? To run a successful business, they open a branch in another city.

Responsibilities

We have decided who the regional representative is. The responsibilities assigned to him are as follows: he must be able to create and expand in a particular region, organize the supply of goods to the consumer, negotiate, conclude contracts, organize presentations and promotions to support sales.

In addition, the sales agent must monitor the correctness of the document flow and monitor the timely receipt of payments. He must also have information about the activities of competitors in the product market. This is what a regional representative does, whose responsibilities are quite extensive.

Requirements

Strict requirements are imposed on sales agents. As already noted, first of all, candidates who thoroughly know the market situation in a particular region are considered. Preference is given to men aged 30 to 40 years. Working as a regional representative requires experience in setting up a business and managing a team. Naturally, a person who wants to become a sales agent must have a higher education, since it is important for him to have a professional understanding of economics, marketing, management and business administration. In addition, the chances of getting a job as a sales representative will increase significantly if a person has a category “B” driver’s license and a car.

Skills

And, of course, a regional sales representative must have certain skills.

We are talking about communication skills, mobility, the ability to correctly express one’s thoughts, and resistance to stress. Organizational skills are not the least important here.

Of course, he must know how to dress and have a pleasant appearance.

The importance of the profession

Experts in the field of commerce note that the regional representative of the company is perhaps the key link in the sales chain. He has a 100% understanding of the specifics of selling goods in a particular region and guarantees in the company that it has a positive effect on the development of production and establishing contact between the manufacturer and the consumer.

Career growth

If we talk about the career growth of a sales agent, then a full-time sales representative, with the right approach, can reach the level of a regional director and develop a network under his control with a more detailed territorial gradation.

Salary

The income of a regional representative, as a rule, depends on the volume of goods he sold in a given period of time.

In some cases, a sales agent receives a fixed salary, which averages from 20,000 to 30,000 rubles.

Things to remember

If you have firmly decided to become a regional representative, then you should think carefully about some things. First of all, you need to decide which industry interests you most. After this, you can begin to analyze available vacancies or independently offer yourself as a potential regional manager to companies that operate in the industry that interests you. It would not be amiss to formalize partnerships with manufacturers, while regulating the issues of remuneration. Then you need to thoroughly study the product offered for sale, analyze its technical characteristics and other features.

One way or another, sales agents are in demand in a wide variety of sectors of the economy, so finding an interesting niche for yourself today is not difficult, the main thing is your desire.

Conclusion

Summing up, we can state the fact that conquering a new territorial sales market is not an easy procedure that also requires a certain amount of time.

Of course, it is associated with financial risks, but in most cases, opening a branch in another city is the only correct decision in terms of doubling profits. The main problem that companies face is the search for experienced, purposeful, ambitious employees who have achieved high results in promoting goods in the regional market. Unfortunately, finding such people today is not an easy task, and if you do not yet possess the above qualities, then you have something to strive for.