爱汇范文网 > 人事资料 > 薪酬制度 > 《区域经理的薪酬制度》正文

区域经理的薪酬制度

爱汇范文网【薪酬制度】 编辑:郭娟娟 发布时间:2017-06-20 13:38:43

  区域经理负责公司在每一个区域的生意发展和组织建设工作,下辖若干个客户经理和当地销售代表,向市场经理汇报。以下是小编为你整理的区域经理的薪酬制度,希望能帮到你。

区域经理的薪酬制度

  区域经理的基本能力

  随着市场经济的深入发展,营销已深入社会各行各业,如今言必谈“营销”。越来越多的行业、组织在构建自己的营销网络,越来越多的销售区域经理加入到营销人的行列。从事营销工作十余年来,深深感到一个科学的营销组织结构设置的重要性,而其中人的问题,高素质营销队伍的建设显得尤为重要,特别是市场一线销售区域经理的基础素质,对完成公司销售目标有直接的意义,对培养企业核心竞争力至关重要。

  一个优秀的区域销售经理必须具备四大基础能力:营销策划能力、渠道拓展能力、团队领导能力、公共关系能力。

  营销策划

  作为一名优秀的销售区域经理,首先要具备优秀的营销策划能力。

  营销是围绕目标消费者的需求为中心的销售服务体系。

  销售区域经理首先是一个宏观构想者,一个战略规划者,其次是公司营销战略与区域特色结合的执行者,站在一个城市、省区、大区的战略高度,“胸有成竹,运筹帷幄”。

  中国市场之大、之复杂,不是一个公司市场战略部门能面面俱到,销售执行过程中,需要销售区域经理结合本地特色科学处理相关的营销问题,研究、调整营销策略。销售区域经理应该是一个民俗文化专家、商圈研究专家、地理通,了解行政区划沿革,了解政经大事。

  销售区域经理是公司决策的前哨站,一个有思维的区域经理必须具备优秀的营销策划品质,而不是一个简单的销售执行者。从品牌战略、产品研发、传播手段等方面要有清醒的认识与了解,当年三株公司曾提出必须取得公司初级企划员资格才能担任营销子公司经理职务,体现了营销队伍建设与营销管理的远见,高素质的营销队伍成就当年的营销神话。

  渠道拓展

  销售渠道的拓展能力是销售区域经理必备的基础能力。

  销售区域经理在市场一线的主要任务就是疏通渠道,把产品摆在消费者面前。中国市场的复杂性,各地市场发育的不平衡,决定了销售渠道建设的本地化思考,而不是千篇一律。

  无论大区代理制、小区域代理制、子公司直销制、办事处管理制、专卖店直营制等等,必须结合本地化恰如其分的理性思考,找到最恰当的渠道拓展机制,这样才能把市场做深、做细、做透。

  一个营销公司的渠道拓展机制可以多种机制共存,关键是能否与本地市场的特点及市场发育阶段的有效结合,必要的是加强有效价格规划与管理,用价格的杠杆平衡市场、管理市场。

  所以,销售区域经理必须具备销售渠道拓展的宏观规划能力与执行力。营销是一门有艺术的科学,要学会“弹钢琴”,渠道拓展的艺术性发挥显得更为重要,结合本地特点,发挥阶段优势,层层推进,步步为营。

  团队领导

  销售区域经理是区域营销工作的首席执行官,团队领导力是销售区域经理一个重要的能力。

  俗话说“将强强一片,将熊熊一窝”,一个优秀的区域销售经理带领的是一支骁勇善战的团队,否则就一盘散沙,溃不成军,面对激烈的市场竞争无所作为。

  营销组织管理如军队组织管理的严密性,高素质、协调性、执行力、快速反应能力给销售区域经理提出了更高的要求。考核一个优秀的销售区域经理,团队领导力是一个重要的指标。

  销售区域经理不仅要自己以身作则,严格要求,还得注重团队整体素质的培养,注重整个团队素质与执行能力的提高。培养随时能替代自己的后备力量或者向公司输送优秀的人才,是优秀的区域销售经理的责任,也是考量区域经理团队领导力的一个重要方面。

  核心凝聚力是团队领导能力的具体体现,销售区域经理要懂得发挥团队整合优势,才能打胜仗,才敢打硬仗,只有“我能”不行,要“全能”。

  公共关系

  销售区域经理是公司派驻当地市场的首席代表,公共关系能力是必要的基础能力。

  营造好适合营销工作开展的“塑料大棚”,营销工作才能在“温室”里更好的“生根、发芽、茁壮成长”,抵御“雨雪风暴”。

  在市场竞争的恶劣环境中,来自消费者、合作者、竞争者、当地政府主管机构等不同的需求与矛盾,销售区域经理往往是个“消防员”,在公共关系的事务中处理着不同的矛盾与危机。案例表明,许多公司的公关危机来自于区域销售经理的处理不当,引发公司的全面危机,直至发生品牌灾难性事故。

  公共关系能力是区域销售经理的一个必要能力,不仅是“消防员”,更应该是“预防员”。凡事“预则立,不预则废”,区域经理必须主动公关,营造好经营的“塑料大棚”,保障营销工作的正?。

  销售区域经理的四大基础能力也是销售区域经理的四项基础工作,即:发动你的营销策划思维,拓展你的销售服务渠道,管理好你的团队,建好“塑料大棚”。

>>>下一页更多精彩“区域经理的薪酬制度”

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