Each company that occupies a strong position in a particular area seeks to promote its products to regional markets. For this, regional representative offices of the company (branches, retail outlets) are opened. The director of regional development coordinates the work of such representative offices and, in general, the promotion of the company's products (services) to the markets of the regions.
Actually, the priority task of this official is to increase sales by expanding the company's regional network.
Director of Regional Development: Responsibilities
The position of head responsible for regional development may also be referred to as director of network development. It includes the following responsibilities:
- implementation of the company's regional development strategy - designation of priority regions, development of plans and ways to enter a particular region;
- ensuring the opening of retail outlets (branches) of the company in the regions. At the same time, the director of regional development (St. Petersburg) is obliged to use financial and time resources as efficiently as possible;
- selection of the location of representative offices, organization of their work, determination of priority developments, budgeting, profitability management, control of activities;
- introduction of advanced technologies in regional offices, optimization of business models;
- creation of a system of interaction between the regions and the central office;
- formation of a positive image of the company in the regions;
- monitoring and analysis of the competitive environment, pricing, trends in the retail business, preparing recommendations for the owner of the company based on the data received;
- managing the work of the regional development department.
What should be the director of regional development?
Such a position as network development director in St. Petersburg requires a wide range of knowledge, skills, and practical experience. The candidate must have knowledge in the field of economics and finance, navigate the law, understand business processes in a particular field of activity, and be in control of the market situation. Of course, he must have experience in the field and experience in managerial work, including the organization of structural units from scratch.
The personal qualities of the applicant for the position include activity and initiative, a high level of responsibility, stress resistance, determination.
"ARES" will help you find the perfect candidate for the position of Development Director.
This job description has been translated automatically. Please note that automatic translation does not provide 100% accuracy, so there may be minor translation errors in the text.
Preface to job description
0.1. The document comes into force from the moment of its approval.
0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.3. Document approved: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.
0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.
1. General Provisions
1.1. The position "Director of the regional structural unit" belongs to the category "Leaders".
1.2. Qualification requirements - complete higher education in the relevant field of study (master, specialist). Postgraduate education in management. Possession of an air traffic controller certificate. Work experience in the professions of lower-level managers in the field of air traffic services - at least 5 years. Proficiency in English to the extent required.
1.3. Knows and applies:
- Air Code of Ukraine, Charter of UkSATSE (parent enterprise);
- Regulations on the use of the airspace of Ukraine;
- instructions, instructions, orders and other documents regulating the organization of work of the regional structural unit;
- laws, resolutions, orders, instructions, decisions and other regulatory legal acts of state authorities and local self-government governing the operation of enterprises;
- standards and recommendations of international civil aviation organizations on the organization of air traffic services;
- modern methods of management and management;
- the procedure for concluding and executing business contracts;
- domestic and world achievements of science and technology in the field of production;
- economics, organization of production, labor and management;
- methods and principles of management, marketing, commercial activities, tax affairs;
- ethics of business communication and negotiation.
1.4. The director of the regional structural subdivision is appointed to the position and dismissed by the order of the organization (enterprise/institution).
1.5. The director of the regional structural unit reports directly to _ _ _ _ _ _ _ _ _ _ .
1.6. The director of the regional structural unit manages the work of _ _ _ _ _ _ _ _ _ _ .
1.7. The director of a regional structural unit during his absence is replaced by a duly appointed person who acquires the appropriate rights and is responsible for the proper performance of the duties assigned to him.
2. Description of work, tasks and job responsibilities
2.1. Defines, formulates, plans, implements and coordinates all activities of the regional structural unit.
2.2. On behalf of Ukraeromovement (or the parent company), it carries out foreign economic activity to provide services to foreign business entities in the field of air traffic services.
2.3. Directs the activities of the staff to achieve high economic and financial results.
2.4. Organizes the production and economic activities of the regional structural unit based on the use of planning methods for regulatory materials, financial and labor costs, and the wide dissemination of best practices.
2.5. Ensures the implementation of accounting, tax and operational accounting and the preparation of accounting, tax, statistical reporting in accordance with the current legislation of Ukraine and the orders of Ukraerodvizheniya (parent company).
2.6. Plans, implements and coordinates the efficient and safe use of airspace and air traffic services in the area (zones) of responsibility of the regional structural unit and determines development directions for improving the airspace structure.
2.7. Resolves issues within the limits of the rights granted to him, entrusts the performance of certain organizational and economic functions to other officials: deputy directors, heads of air traffic services, heads of production departments and services of his unit.
2.8. Ensures compliance with the law, the active use of legal means to improve management, strengthen contractual discipline and accounting.
2.9. Represents a regional structural subdivision in relations with state institutions, organizations and individuals on the basis of the powers determined by the regulation and a separate order of Ukraerodvizheniya (parent enterprise).
2.10. Takes measures regarding the social development of the enterprise team, participates in the development, conclusion and implementation of the collective agreement, carries out work to strengthen labor and production discipline, promotes the development of creative initiative and labor activity of employees.
2.11. Carries out activities for the social protection of the company's staff.
2.12. Takes measures to provide the enterprise with qualified personnel.
2.13. Their training, retraining and advanced training, the best use of the knowledge and experience of employees, the creation of safe and favorable working conditions, compliance with the requirements of legislation on labor protection and the environment.
2.14. Knows, understands and applies the current regulatory documents relating to its activities.
2.15. Knows and fulfills the requirements of regulatory acts on labor and environmental protection, complies with the norms, methods and techniques for the safe performance of work.
3. Rights
3.1. The director of the regional structural unit has the right to take actions to prevent and eliminate the occurrence of any violations or inconsistencies.
3.2. The director of a regional structural unit has the right to receive all social guarantees provided for by law.
3.3. The director of a regional structural unit has the right to demand assistance in the performance of his duties and the exercise of rights.
3.4. The director of a regional structural unit has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision of the necessary equipment and inventory.
3.5. The director of the regional structural unit has the right to get acquainted with the draft documents relating to his activities.
3.6. The director of a regional structural subdivision has the right to request and receive documents, materials and information necessary for the performance of his duties and instructions of the management.
3.7. The director of a regional structural unit has the right to improve his professional qualifications.
3.8. The director of the regional structural unit has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.
3.9. The director of the regional structural unit has the right to get acquainted with the documents defining the rights and obligations of the position held, the criteria for assessing the quality of performance of official duties.
4. Responsibility
4.1. The director of the regional structural unit is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.
4.2. The director of the regional structural unit is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.
4.3. The director of a regional structural subdivision is responsible for disclosing information about an organization (enterprise/institution) that is classified as a trade secret.
4.4. The director of a regional structural unit is responsible for non-fulfillment or improper fulfillment of the requirements of the internal regulatory documents of the organization (enterprise/institution) and the legal orders of the management.
4.5. The director of a regional structural unit is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.
4.6. The director of a regional structural unit is responsible for causing material damage to an organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.
4.7. The director of the regional structural unit is responsible for the misuse of the granted official powers, as well as their use for personal purposes.
Currently, there is a steady trend of gradual and uniform development of regional markets. The position of the center, as a legislator of trade, is beginning to weaken. The financial development of the regions necessitates the struggle for segments of new markets.
For this purpose, enterprises open their regional representative offices and branches. The main leader of such work in the region is the regional manager (district sales manager / regional sales manager). By his status, he is usually equated with the commercial director in the region.
Its tasks include representing the interests of the parent company in the region in accordance with the approved development strategy of the latter, forming the market for the promoted product in the region, searching for new customers and partners, developing the distribution network, and coordinating financial flows associated with products sold in the region.
As a rule, a specialist with a higher economic education is invited to the position of a regional manager, who has at least three years of experience in senior positions, who knows the current state of the sale and purchase market in the region, who is able to see the prospects for market development, who has the talent of a leader and organizer.
The main tasks of the regional manager are: stimulating the demand for goods (services, works), designating the commercial strategy of the enterprise in the region, certifying sales representatives, searching for customers and partners, organizing marketing, clarifying the needs of the regional market.
REGIONAL MANAGER INSTRUCTIONS
I. General provisions
1. The regional manager belongs to the category of managers.
3. The regional manager must know:
3.1. Federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the regions (subjects of the Russian Federation, municipalities, etc.).
3.2. Market economy, entrepreneurship and business fundamentals.
3.3. Regional market, its conjuncture, features and specificity.
3.4. Pricing methods, pricing strategy and tactics.
3.5. Fundamentals of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research).
3.6. The theory of management, macroeconomics and microeconomics, business administration.
3.8. Assortment, classification, characteristics and purpose of the offered goods (services, works).
3.9. Conditions for storage and transportation of goods (provision of services, performance of work).
3.10. Principles of organizing trade in the region (rendering services, performing work).
3.11. Psychology and principles of sales (rendering services, performing work).
3.12. The procedure for developing business plans and commercial terms of agreements, contracts.
3.12. Development prospects and needs of regional consumers (buyers, clients).
3.13. Civil, trade and patent law, advertising law.
3.14. Fundamentals of organizing work to create demand and stimulate the sale of goods (rendering services, performing work) in the region.
3.15. Operating forms of accounting and reporting.
3.16. Ethics of business communication.
3.17. Rules for establishing business contacts.
3.18. Fundamentals of sociology, psychology and labor motivation.
3.19. Principles of management of regional divisions of the enterprise.
3.20. Methods of information processing using modern technical means of communication and communication, computer.
6. During the absence of the regional manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the appropriate rights and is responsible for the improper performance of the duties assigned to him.
II. Job Responsibilities
Regional Manager:
1. Collects information about the regional market (the number and profile of economic entities in the region, the population, the general price level and wage ratio, the main consumer demand, the activities of competitors in the region, etc.).
2. Analyzes information about the regional market and, based on the results of the analysis, develops a strategy for the presentation of goods (services, works) in the region.
3. Manages the financial and economic activities of the enterprise in the region (logistics, procurement and storage of raw materials necessary for production; sales of products (provision of services, performance of work) in the regional market; settlements for goods sold (services rendered, work performed) .
4. Ensures the implementation of advertising campaigns to promote goods (services, works) in the region, the implementation of PR campaigns to create a favorable image of the enterprise in the region, taking into account local specifics, organizes the presentation of goods (services, works) at regional exhibitions, fairs.
5. Develops sales plans in the region, programs to increase sales and coordinates their implementation.
6. Organizes and develops a distribution system in the region, searches for wholesale buyers (clients), partners (for joint development of the regional market).
7. Organizes seminars for potential partners in order to explain the company's policy for promoting goods and involving new partners in this process.
8. Organizes internal certification of regional partners in order to guarantee the quality of goods sold (manufactured), services provided, work performed, maintaining the image of the enterprise.
9. Organizes the work of sales representatives (offices of the company and independent specialists) in the region, coordinates merchandising in the region.
10. Coordinates the conclusion of economic and financial contracts with regional counterparties and controls the timeliness and quality of the fulfillment of contractual obligations; coordinates payments for goods sold (services rendered, work performed) and financial flows (to the central office of the enterprise, to the reserve of a regional division, etc.), work to expand direct and long-term economic ties.
11. Ensures the intended use of financial resources provided for work in the region, prepares and submits reports to the management of the enterprise in the following areas: demand for certain items of goods (services, works) and a list of goods (services, works) that are not marketable; sales volumes; financial and economic indicators of activity in the region; change in the position of the enterprise in the region after the first entry into the regional market, trends in its change; __________________________.
12. Coordinates its work with the central office of the enterprise (head enterprise), ensures the implementation of guidelines and orders from the management of the central office (head enterprise).
13. Represents and protects the interests of the enterprise in the region.
III. Rights
The regional manager has the right:
1. Submit proposals for adjusting the strategy for the development of a new region, developed by specialists from the central office (parent enterprise).
2. Manage the financial and material resources entrusted to him.
3. Sign and endorse documents within their competence.
4. Submit proposals for the promotion and presentation of new products to the regional market, for the development of new regional markets for consideration by the management of the central office (parent enterprise).
5. Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.
6. Request from the management and specialists of the central office (head office) information and documents necessary for the performance of his duties.
7. Require the management of the central office (parent enterprise) to provide organizational and technical conditions and draw up the established documents necessary for the performance of official duties.
IV. Responsibility
The Regional Manager is responsible for:
1. For improper performance or non-performance of their official duties provided for by this job description, H within the limits established by the current labor legislation of the Russian Federation.
2. For offenses committed in the course of their activities, H within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.
3. For causing material damage to the enterprise Ch within the limits established by the current labor and civil legislation of the Russian Federation.
Document type:
- Job description
Keywords:
- Economy
1 -1
Large business is increasingly developing in the network direction. Sales/service markets are growing, and with them the need for competent managers who can effectively set up the network.
Since the regional network development director has become one of the most sought-after personnel this year (statistics for the country, included in the top 10), it is the task of every future manager to deal with his area of work and prospects.
List of job responsibilities
What is the role of the regional director?
- Planning, organizing the development of branches in the regions of the developed area.
- Operational opening of new representative offices. Here - coordination of work on preparations for the opening.
- Ensuring that the overall brand development strategy is consistent with the regional expansion plan.
- Selection of premises, personnel, contractors for conducting business activities of regional offices. Development of an action plan to improve the skills of existing personnel.
- Analysis of the activity of the links of the network chain.
- Close cooperation with the heads of local departments and the top management of the company.
- Network reporting.
- Analysis of trends, conditions for expansion.
The set of functions may vary depending on the profile of the employer.
Rights and powers
Any staffing plan refers the director of regional development to leadership positions. What determines the wide range of its powers. Again, the list may change depending on the direction of the enterprise, the policy of its management, but usually administrator rights imply:
- Carrying out commercial activities on behalf of the company (planning, distribution of funds).
- Approval/certification of documents within the agreed limits of responsibility.
- Requests from local managers for information on the results of the work of the branch.
- Requests from the head office for funds, tools for work, contracts, other assets to ensure the effective operation of the network.
- Making proposals for optimizing the work of departments, recruiting/rotating staff, allocating resources.
Responsibility
Like any senior / middle manager, the regional director bears high responsibility for non-fulfillment or improper fulfillment of the tasks assigned to him, provided for by the internal regulations of the employer and the law. So, he is responsible for the quality of performance of official functions defined by the relevant document, offenses (own), causing damage to the employer.
The network manager works with all the resources of the enterprise - personnel, material, financial - therefore the level of his responsibility is high. Hence the high requirements for the experience / qualifications of a specialist accepted for such a post.
Qualification Requirements
What are these requirements?
- Higher education - economic or management. With us, future leaders (including regional ones) can take a course in personnel management, strategic and project management. Graduates of all specialties have the right to apply for the position of network development director (only the profile of the employer changes).
- Experience. Synergy students devote more than 50% of their time to practice and can get a job in their specialty from the first year. All our graduates are not only qualified managers, but also experienced applicants for reputable vacancies.
- Free computer skills.
- Skills of the remote organization of work of employees.
- Good knowledge of the theory of corporate / labor law.
Required personal qualities
Any leader must have high stress resistance, be responsible, be able to make quick decisions and establish the procedure for subordinates, objectively assess the capabilities of the wards. To these qualities, the network development director must add:
- readiness to constantly stay on business trips (collection, punctuality);
- ability to analyze information on the go and draw conclusions;
- skills of professional observation;
- the ability to remotely conduct an effective dialogue with personnel.
Income and demand for personnel
Broad powers, high responsibility, mobility - all this determines a decent income for a professional who is appointed to the position of regional director. According to data for 2017, in Moscow, the deputy head for network development receives from 80-90 thousand rubles. The salary of the director himself starts from 100-120 thousand / month.
The specifics of work in the regions (business trip or remote work) leaves a serious imprint: de facto, in all major cities of the country, there is an acute shortage of profile specialists who meet all the requirements. What determines the prospects for quick employment, the high value of the staff for management, and fair remuneration for their work.
The satisfaction of daily human needs is impossible without a market system. It is thanks to trade that people can sell and buy what they need at the moment. The origin of such a concept as “market relations” happened so many centuries ago that it is perceived as something completely settled. In fact, the market has nothing new to offer - this is what most people who are not knowledgeable in business think. However, it is in conditions of fierce competition that brilliant ideas are born. For successful operation, enterprises and organizations selling their products need the maximum possible coverage of the market, for this purpose, even the most slightly significant company in the state has an employee listed in the work book or contract as a “regional representative”.
Who are you?
Nowadays, it is not difficult to buy goods from the USA or Europe in Russia. Not every manufacturer is able to create a new enterprise on the territory of another state: the high cost, the peculiarities of the tax and legislative framework, standards and norms, the lack of suitable raw materials do not allow building factories around the world. But if the demand for a particular product is everywhere, then it must be satisfied. Then a regional representative comes to the aid of the buyer and the manufacturer - a hired employee who is the official and authorized representative of the company in front of customers in the territory entrusted to him.
The need for such specialists to be on staff is not only for overseas companies. At the local, regional level, it is impossible to achieve full-fledged cooperation with a large number of clients, unless some duties are shifted to a sales manager, agent (the regional representative may be called that).
Activities and responsibilities of the "regional"
This can be manifested in the wearing of branded insignia (accessories, clothes), the pronunciation of branded phrases during a greeting or farewell. Whatever level the company is at, it is unacceptable for its regional representative to appear at work in shales and shorts or a stretched T-shirt: business style in clothes is a guarantee of a serious attitude on the part of the client. The ability to negotiate, gently defend one's position and resolve a conflict situation are qualities that will be a good help for a career.
Not by bread alone
Trade is a complex field of activity, nevertheless, a huge number of people are employed in it. It is profitable, interesting and promising. It is difficult to find a more eventful job, in addition, such work is often well appreciated. Salaries of several thousand dollars for regional representatives are not an empty phrase. Large companies encourage their employees, develop them by organizing trainings and seminars, arranging corporate holidays (often extreme ones). Getting a job, although difficult, is quite possible even without a higher education. Experience in distribution, the ability to cooperate with people and a loose tongue, if not brought to the capital, then brought to the regional level.
Profession Development Director Job responsibilities of the Regional Development Director
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