某品牌饮料营业所经理和主任岗位职责-49页

营业所经理和主任的职责,目标,理解营业所经理和主任日常管理工作的内容和如何分配时间,内容,管理者的角色经理/主任的工作职责时间管理,营业所管理者的角色,策划者 - 计划 - 实施 - 评估,营业所管理者的角色,指导者 - 指导 - 支持 - 开发（发展）,营业所管理者的角色,沟通者 - 接受信息 - 处理信息 - 发送信息,营业所管理的重要内容,领导 必须确保你的队伍知道要在市场上取得成 功，他们必须做什么，并懂得怎么去做培训 培训下属是发展的重要手段跟进 在建立了针对工作表现及市场业绩的可行 可操作的标准之后检查和落实的必要段,确保你的小组用恰当的方法，在规定时间内完成任务。,销售/经理主任的工作职责,营业所经理的职责,职责：销售计划的制定及保障完全的执行不断寻找市场机会沟通,评估及培训下属并建设团队合作应收账管理,营业所经理的职责,职责：成本控制/团队效率部门沟通投诉处理资源管理,营业所经理的职责,销售计划的制定及保障完全的执行制定分渠道,分线路的计划控制每日,每个SKU的销售执行保障服务政策的实施,制定分渠道,分线路的计划,区域经理,“月度工作计划”,“每月销售计划/回顾报告”,“每周滚动销售计划”,“每周工作计划/报告”,制定分渠道,分线路的计划,制定分渠道,分线路的计划,制定分渠道,分线路的计划,制定分渠道,分线路的计划,营业所经理的职责,不断寻找市场机会-产品-渠道-促销活动-执行-客户(包括101质量)-竞争对手,营业所经理的职责,沟通,评估及培训下属并建设团队合作透过ACS沟通现时的活动及下属的执行面对面沟通销售计划及执行情况评估下属的能力培训下属的业务/合作/管理能力,营业所经理的职责,成本控制/团队效率拜访,活跃客户数/人销量/人单点销量,一次订单量车辆使用率送货量/车差旅,应酬,汽车,装卸,破损等费用,营业所经理的职责,部门沟通-供应链的质量(内部调拨,产品质量)-结算部门的未结算货单,营业所主任的职责,营业所主任的职责,提高所有产品的铺货率市场计划执行3.建立新线路及调整现有线路4. 控制线路中各步骤,营业所主任的职责,5. 根据标准衡量,评估执行工作6.改善现有销售线路的效率7. 培训,指导下属,营业所主任的职责,提高所有产品的铺货率跟踪并保障所有产品的铺货率设定各不同SKU的活跃客户目标分析,跟踪不活跃客户,营业所主任的职责,市场计划执行运用 ACS 执行每个市场计划保障合理使用广告用品,营业所主任的职责,建立新线路及调整现有线路-定期按线路制定线路图-确保所有客户资料/路线手册的准确性-按实际在线路中增加新客户,调整长期不成交客户-为各类型的客户执行服务政策(拜访频率,拜访日期)-根据销量,线路时间等平衡线路,营业所主任的职责,控制线路中各步骤按“线路跟踪”的要求执行跟线检查(详见“线路跟踪”模块)追踪业代在办公室,路途及售点内的每个动作,直营预销员,Total Working Hours 11 hours 16 minutesCommute Time = 24 minutesCalls per Day = 40Cases per Day = 39(每天销量),Office,End of,Home,Work,Field,Arrival,Day,From,7:32,7:56,8:17,17:00,19:12,Start,Leave for,Activities,直营预销员在售点的时间,Activity,Total Min,Min/Outlet,Account Development,I/Outlet - Communication (Sales),152.86,3.92,I/Outlet - Promotion activity,24.95,0.64,Subtotal,177.81,4.56,Merchandising,I/Outlet - Stocking warm,32.33,0.83,I/Outlet - POS set-up,22.55,0.58,I/Outlet - Stock inventory/rotation,18.64,0.48,I/Outlet - Check outside adv.,3.43,0.09,I/Outlet - Stocking cold,2.56,0.07,I/Outlet - Travel with prod.,0.57,0.01,I/Outlet - POS cleaning,0.33,0.01,Subtotal,80.41,2.06,Misc,I/Outlet - Paper work,32.89,0.84,I/Outlet - Communication (Non-Sales),23.46,0.60,I/Outlet - Waiting,9.55,0.24,I/Outlet - Travelling,8.81,0.23,I/Outlet - Telephone,5.66,0.15,I/Outlet - Park/Move vehicle/Bike,1.95,0.05,I/Outlet - Personal Time,1.93,0.05,I/Outlet - Misc,1.84,0.05,Subtotal,86.10,2.21,I/Outlet - Order generation,15.10,0.39,Total In Outlet,359.42,9.22,Activities,直营预销员在途,在办公室的时间,Activity,Total Min,In Office AM,I/Off AM - Paper work/POP,7.63,I/Off AM - Travelling,3.53,I/Off AM - Meeting (General),6.61,I/Off AM - Misc,1.53,I/Off AM - Communication(Non-Sales),0.81,I/Off AM - Personal time/Breakfast,0.46,I/Off AM - Waiting,0.38,I/Off AM - Vehicle/Bike Check,0.29,I/Off AM - Telephone,0.21,Subtotal,21.44,In Office PM,I/Off PM - Meeting (General),46.71,I/Off PM - Paper work,31.39,I/Off PM - Communication(Sales),13.15,I/Off PM - Misc,7.17,I/Off PM - Order Entry,5.82,I/Off PM - Travelling,5.43,I/Off PM - Communication(Non-Sales),3.27,I/Off PM - Telephone,1.76,I/Off PM - Personal time/Meal,1.03,I/Off PM - Waiting,0.40,Subtotal,116.14,Total In Office,137.58,On Route Out of outlet,Travel - Between Outlet,95.54,Travel - From last outlet,17.43,Travel - To First Outlet,10.52,Travel - Misc,2.06,Travel - To Gas/fill,0.15,Subtotal,125.70,O/Outlet - Personal/Break Time,50.51,Total Out of outlet,176.21,Activities,营业所主任的职责,培训,指导下属培训和现场辅导以帮助业代改善服务质量(参照“线路检查”模块)今天问题,今天解决(利用在办公室时间指导业代)对下属员工表现进行评估,主任在售点的时间,Activity,Total Min,Min/Outlet,Account Development,S-I/Outlet - Communication (Sales),30.95,1.06,S-I/Outlet - Promotion activity,0.11,0.00,Subtotal,31.06,1.06,Misc,S-I/Outlet - Travelling,8.06,0.28,S-I/Outlet - Waiting,4.41,0.15,S-I/Outlet - telephone,2.99,0.10,S-I/Outlet - Communication (Non-Sales),2.39,0.08,S-I/Outlet - Personal Time,0.65,0.02,S-I/Outlet - Misc,0.37,0.01,S-I/Outlet - Paper work,0.06,0.00,Subtotal,18.92,0.65,Monitoring,S-I/Outlet - Communication (business),45.11,1.54,S-I/Outlet - Paper work,19.79,0.68,S-I/Outlet - Check merchandising,14.77,0.50,S-I/Outlet - Merchandising,10.49,0.36,S-I/Outlet - Check Availability,6.19,0.21,S-I/Outlet - Coaching,2.53,0.09,S-I/Outlet - handle customer complain,2.19,0.07,S-I/Outlet - Confirm Inventory,0.37,0.01,S-I/Outlet - Confirm delivery Note,0.20,0.01,Subtotal,101.63,3.47,Total In Outlet,151.62,5.18,In field coaching,营业所主任的职责,根据标准衡量,检查评估执行工作各线路的销售进度按生动化标准实施所有业代按规定服务政策拜访每家客户送货到达市场资源的有效投放,营业所主任的职责,调整,改善销售的效益及线路的效率 效率:避免浪费拜访成功率单点销量/一次订单量在途时间,服务时间拜访次序/频率人均销量,In-Outlet Times Are Based On Trade Channels,营业所主任的