After completing a year of work, you need to do a simple understanding and analysis of your work. The following is the "District Manager Personal Year-end Work Summary Sample 2019" compiled by me for your reference only. You are welcome to read it. Regional manager's personal year-end work summary sample 2019 (1)
Thousands of laws are returning to spring, and everything is beginning to renew its laws. As we bid farewell to the 20xx with outstanding achievements, we usher in the 20xx full of hope. In the past year, as a regional manager, under the correct leadership of my superiors and the strong support of my colleagues, I focused on key points, paid close attention to implementation, and completed my job well. I would like to make the following report on this year's work to you. Please comment and provide more valuable opinions.
1. Strengthen learning and grasp market trends
I know that regional managers shoulder major responsibilities. To become a qualified regional manager, I must have high professional qualities. Therefore, in my spare time, I often learn business knowledge and understand market dynamics to improve my sensitivity to market trends. At the same time, we carefully analyze the operation status of each site and promptly improve deficiencies in operation management to ensure that all fourteen sites can operate efficiently and stably. In addition, we tried coin-operated charging-related businesses, but due to insufficient early preparation and other influences, the business in this area was poor at seven sites. In order to avoid the impact on other main businesses, we finally decided to cancel this business.
2. Be dedicated to work and complete all tasks conscientiously
Since I started working, I have always adhered to the work attitude of "keep improving and being meticulous", doing everything with a high sense of responsibility, no matter how small or small it is. treat. In addition to doing a good job in the operation of each site, we also focus on the following tasks:
1. Do a good job in health inspections inside and outside the kiosk, keep the environment around the kiosk clean and tidy, and create a comfortable environment for everyone working environment.
2. Check the number of vehicles and carefully register the number of damaged vehicles.
3. Supervise the on-duty and off-duty status of administrators at noon or evening from time to time every week to further improve the management personnel's awareness of responsibility and on-the-job awareness.
4. According to the company's requirements, I worked hard to run advertisements, but due to the severe market situation and lack of personal experience, I was unable to complete this task.
3. Emphasize service quality and consolidate customer groups
Since 20xx, the competition situation in the xx industry has become increasingly severe. In order to ensure the smooth development of the company's various businesses, I put forward rational suggestions based on analyzing the current status of the industry and market trends, combined with the marketing situation of the site in charge. Among them, special emphasis is placed on service quality, optimizing service methods, and attracting more new customers while consolidating old customers, which has achieved good results.
4. Existing shortcomings
Although through everyone’s joint efforts, good regional sales performance has been achieved. However, in the face of an increasingly competitive market, I feel that there are still some shortcomings in our work: First, the business level of the sales team needs to be further improved; second, due to fierce competition among peers, the stability of the sales team is poor; third, the sales channel is relatively single. Not stable enough. As far as I am concerned, my professional level needs to be further improved, I lack the sense of innovation in my work, and sometimes I am not calm enough. Therefore, the advertising business is not doing well enough.
5. Work Plan
In response to the above issues, I plan to carry out the work in 20xx around the following points:
(1) Take the lead in learning and continuously improve Overall business level
At work, I must take the lead in learning relevant business knowledge, sales skills, and the company's rules and regulations to further improve the overall business level. At the same time, we should care about our colleagues at work, understand their demands, better solve practical problems for them, and enhance team cohesion.
(2) Clarify work goals and formulate work plans
Based on the work indicators issued by the company in 20xx and combined with market conditions, determine specific work goals and issue corresponding work plans. Focus on the work plan, make reasonable arrangements and scientific arrangements, and strive to successfully complete various tasks. Especially in the commercial advertising business, I must redouble my efforts, learn more from others’ good experiences and practices, innovate ideas, be bold and enterprising, actively coordinate, and strive to successfully complete monthly and annual tasks.
(3) Enhance the awareness of innovation and actively explore more markets
In order to seize more market shares, I must constantly enhance the awareness of innovation, use a development perspective and innovative ideas, Further stabilize existing sales channels, open up new sales channels, make sales methods more diversified, and lead everyone to jointly open up more markets. At present, I plan to run a canteen on Changjiang North Road and use this as an entry point to gradually introduce the company's products.
Finally, I would like to take this opportunity to sincerely say "thank you!" to all the leaders and colleagues who have given me care, help, and support in my work. Regional Manager's Personal Year-end Work Summary Sample 2019 ( 2)
In the blink of an eye, 20xx has become history, but we still remember the fierce competition throughout last year. Although the weather in this industry is not particularly cold, the recruitment banners floating everywhere on the street are enough to make people realize that the xx industry will be a big arena in 20xx, and the competition will become even more intense. Marketing directors, sales managers, regional managers, thousands of companies large and small are all competing for talents and markets. Everyone has personally felt the cruelty of the market in Chengdu, and they can only sit back and wait. The summary is to use strengths and avoid weaknesses in the coming year and have a comprehensive understanding of oneself.
1. Task Completion
The actual sales volume this year was xx million, including xxx million ball valves, xxx butterfly valves, and other xx million in the first workshop. The sales volume set at the beginning of this year has basically been completed. Target.
Conventional ball valve products have declined compared with last year, eccentric hemispheres have grown rapidly, and forged steel ball valves have slightly increased compared to last year; but butterfly valve sales are not ideal (the plan is to be around xx million), and large-diameter butterfly valves ( DN1000 and above) sales volume is very small, and soft seal butterfly valves have a small increase.
Generally speaking, sales volume is normal and OEM is growing rapidly. However, the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal either.
2. Customers report more cases
For our production and sales enterprises, quality and service are our lives. If we do not do well in these two aspects, the development of the enterprise will be Growth is just talk on paper.
1. Quality status: The quality is unstable, and there are many returns and exchanges. For example, xx customer's ball valves, xx customer's butterfly valves, etc. have experienced quality problems one after another, and customers have complained.
2. Insufficient attention to details: such as large weld scars, rough surfaces, wrong paint colors, handwheels falling during delivery, etc. Although it is a small problem, it affects the quality of the entire product and creates a bad impression on customers.
3. Untimely delivery: Inaccurate production cycle planning and improper production scheduling often lead to delivery delays. There are also delivery delays caused by human factors of delivery personnel.
4. Freight problem: There are many complaints from customers about the freight problem, especially old customers, such as xxx and others, who say that it is more expensive than others, and the same goods and the same means of transportation are used today and yesterday. Different prices.
5. Technical support issues: Customers’ questions are not answered or are vague, causing customers to complain and misunderstand the company. xxx and others have mentioned such problems. The problem is not big, but it is inconsistent with the company's purpose of "customer first" and "customer is God".
6. Quotation problem: Because the company’s internal price system is incomplete, different customer levels cannot be reflected, and old customers and large customers cannot appreciate the company’s care and discounts.
3. Problems in Sales
After nearly two years of running-in, the sales department has integrated into a capable, united and motivated team. The team has division of labor and cooperation, smooth communication and harmonious relationship between personnel; the sales staff have mastered certain sales skills and enhanced the idea of ??serving customers; they are relatively proficient in business, can take charge of themselves, and are good at summarizing problems at work , summarize, and find reasonable solutions. xx has done particularly well in this regard. The cooperation between relevant departments is also becoming increasingly smooth, and they can understand and support each other. The good aspects need to be continued and carried forward, but there are also many problems.
1. The staff are not enthusiastic about work and have low autonomy. Chatting at work, watching movies, playing games, etc. happen from time to time. The reasons are, firstly, weak system supervision, and secondly, sales staff receive low remuneration. They feel that they have done a lot, but their wages are low compared with other departments, resulting in psychological imbalance.
2. The awareness of organizational discipline is weak, and lateness for work and early departure from work often occur. This situation exists in various departments of the company. The company should have an appropriate attendance system. When bad phenomena occur, it should not only be managed by department leaders, but also company leaders should step in to stop them.
3. Conceptual issues of delivery staff: Delivery staff only regard delivery as a simple task, thinking that the goods leave the factory, and they lack the concept of serving customers. In fact, attention to detail can make customers feel the company's service and sincerity more, such as packaging and clear marking of goods, promptly informing customers of the weight and arrival time of the goods, minimizing transportation costs for customers, etc.
4. The statistical work is not in place, and there are no statistical reports for finished products or semi-finished products. Every time the sales department needs to ask the workshop about the inventory status of the goods, this may cause the loss of sales opportunities, waste of labor, and customers will also be disappointed. Doubt the company's efficiency. The finished product warehouse and semi-finished product warehouse should provide regular reports to inform the inventory status so that goods can be prepared in a timely manner and customers can be informed of the specific production cycle.
5. Sales, production, procurement and other processes are not smoothly connected, often causing delivery delays and shirking responsibility and blaming each other.
6. Technical support is not smooth, and there is a shortage of tender drawings and sales drawings.
7. Department responsibilities are unclear and inverted, resulting in sales department staff having no time to proactively win customers.
The above problems are only a small part of the many problems, and they are also problems that occur from time to time in the sales process. Although they will not affect the fundamentals of the company, if not taken seriously, they may ultimately bring problems to the future development of the company. heavy losses.
4. Thoughts on company management
After two years of development, our Shuangda company already has advanced hardware facilities, a complete organizational structure, and production management has also made significant progress. It is well-known in Wenzhou and even in the valve industry. It should be said that as long as we have the right strategies, tactics, and personnel, the prospects will be very bright.
"Management produces benefits", everyone knows this principle, but it is not easy to manage a company well. I feel that the company pays more attention to emotional management and not enough institutionalized management. Strictly speaking, companies should be based on institutionalized management and take into account emotional management, so as to maximize management results. Take attendance as an example. Cards are punched every day, but there are no penalties for arriving late or leaving early, and there are no rewards for working overtime. So what is the difference between punching in or not? It's better not to fight. Another example is that no one criticizes or corrects an employee for being lazy at work. Even if someone mentions it, nothing will happen in the end. This is appeasement and connivance. In the long run, the company's interests will inevitably be damaged.
The process determines the result, and the details determine success or failure. The reason why a company's goals or a plan eventually deviate is often caused by the imperfect implementation of certain details during the implementation process. The bosses have many good ideas, plans, and grand plans, but why do they not bring any obvious results in the end? For example, the warehouse report, cost accounting, etc. ordered by the company at the beginning of the year were mentioned over and over again during the meeting, but there was no result. Why? This means that the government decrees are unclear and the implementation is not strong enough.
This is an important reason why domestic enterprises have paid great attention to "execution power" in recent years. Where does execution power come from? Process control is the key! Complete process control is divided into the following four aspects:
1) Work report
Relevant personnel and departments report their work and progress to the general manager or relevant person in charge regularly or irregularly, Leaders also take the time to proactively understand the progress and provide guidance on work
2) Regular meetings
Regular meetings can understand the collaboration of various departments, provide suggestions and suggestions, and communicate with each other. communicate. The company has too few regular meetings, especially too little vertical communication. Employees do not understand the bosses’ work plans and views on their own work, and the bosses do not understand employees’ thoughts and needs.
3) Regular inspection
After a plan or plan has been implemented for a period of time, the company will regularly check its implementation to see if it deviates from the plan, whether to make adjustments, and arrange work tasks for the next period
4) Fair incentives
To build a harmonious team and mobilize employees' enthusiasm and initiative, a fair incentive mechanism is needed. Otherwise, it will cause conflicts among employees, lack of cooperation between employees, and lack of enthusiasm for work. In my personal opinion, I think the salary in the sales department is on the low side. For a large environment, compare the treatment of sales staff from various valve factories in the industry, and for a small environment, compare the treatment of various departments within the company. Although all employees in the sales department are very dedicated, in fact everyone has some opinions. If the company believes that the sales department is an important department, recognizes the hard work of the sales department employees, and hopes to retain those sales staff who can bring profits to the company, then I suggest that the salary should be adjusted accordingly. After all, the loss of an employee is a loss. Too big.
Another aspect is the company’s management structure and employment issues. Due to the particularity of the company's own structure, phenomena such as cross-level management, multi-head management and over-management are prone to occur in personnel management. Cross-level management can easily lead to the loss of prestige and enthusiasm of department managers. Finally, leaders and employees in the department are not harmonious, and no one takes responsibility for troubles. Multi-level management can easily make employees unable to adapt to their work and worry about work mistakes. Over-management can cause employees to lose their jobs. Creativity, employees are not confident in themselves, and it is difficult to cultivate unique talents.
The above is just my personal opinion, and may not all be correct, but I sincerely think about the future development of the company, and I want to do a good job in the sales department wholeheartedly, and strive for some dignity for the company and myself. Please ask all bosses They pour it. Regional manager's personal year-end work summary sample 2019 (3)
Time flies, and a year's work will become history in a blink of an eye. 20xx is about to pass. With the joint efforts of all employees, in With the comprehensive support and care of the company's leaders, in line with the purpose of serving customers, focusing on optimizing services, expanding the market and promoting health insurance, we serve and manage business from the perspective of customers' interests, improve the company's visibility and maximize benefits. Through solid efforts, the work in 20xx was successfully completed.
Actively implement a series of important instructions from provincial and municipal companies on the development of the company, keep pace with the times, work diligently, be pragmatic and seek results, strive for the first class, and lead the employees of the interactive department to focus on "based on reform and accelerating development" , sincere service, and improve efficiency" as the center, we have further changed our concepts, reformed and innovated. Facing the increasingly competitive insurance market, we have strengthened our core competitiveness and carried out diversified operations. Through hard work and hard work, the company has maintained a good development trend. , and made due contributions to the sustainable development of health insurance companies.
1. The interactive department is responsible for the work:
Now I will report the work of the xx interactive department and the certain interactive department in 20xx to the company leaders: Compared with previous years, the xxx business this year development is better. These are the major breakthroughs in business achieved through the joint efforts of all employees. As of x month x, 20xx, the premium achieved by xx Interactive Department *** is: xxxx million yuan. Among them, group insurance: xxx million yuan, bancassurance: xx million yuan, individual insurance: xx million yuan, renewal: xxx million yuan, special needs: xxx million yuan.
It is an improvement on last year's performance. This achievement cannot be achieved without the correct leadership of the superior company and the strong support of the employees of the interactive department.
2. Shortcomings in work:
Due to the myriad of tasks and the large number of tasks in charge, sometimes it is inevitable to make mistakes while busy. For example, sometimes the service is not timely, the statistical data is biased, etc. Sometimes I feel impatient at work, and sometimes I am eager for success, which affects the progress and quality of my work; I am still not able to handle some work relationships with ease. In the insurance sales market of Mei County, although the world is wide, the road to increase employees is very difficult. Therefore, the construction of the interactive team of XX and XX is now a big problem.
In short, over the past year, I have been strict with myself, self-denial, and used my own leadership to improve employees' awareness in thinking, and implemented strict system standards in action. Under my leadership, the employees of the Interactive Department Taking continuous development and construction as its own responsibility, taking "integrity first, stable operation, value first, and serving the society" as its business purpose, we are determined to reform, continue to innovate, and standardize operations, and have achieved great results.
The new year is coming, and the competition in the insurance market will become more intense. If the company wants to continue to maintain a good development momentum, it must further emancipate its mind, update its concepts, break through itself, and gradually increase the development of its team. and marketing efforts. In the new year, I will meet the challenges of the future with full passion and a hundredfold confidence, and take my job to a new level. I believe that under the correct leadership of the superior company and with the joint efforts of all employees, working together as one, working together, and working hard, our company will be able to create more brilliant achievements! Regional Manager's Personal Year-end Work Summary Sample 2019 (Four)
With the support of the company, xxx market (xxx) rapidly expanded sales channels and redeveloped the xx market that had been abandoned in the middle of the year. The sales task was completed, and the repayment increased by xxx during the same period. The work of the past year is summarized as follows:
1. Summary of this year’s work
1. Sales review
Due to the large number of small and medium-sized brands in the xx market, new brands such as xxx have entered terminal stores to seize share. Sales were in decline in both 20xx and 20xx. This year we were able to stop the decline and achieve xxx's growth, mainly due to two reasons: First, we took back the operating rights of xx. xx has been supplied and settled by dealers before. We provide promotional personnel and support for promotional activities, and dealers enjoy profits. Due to limited distribution operating funds, Wal-Mart's new stores are gradually increasing. Dealers have often been unable to meet Wal-Mart's order demand since the end of last year. At the same time, dealers have high profit requirements and basically have no sales support for the store, resulting in xx not paying enough attention to our brand. , providing less display or stacking support. These reasons directly affected the growth of sales. Negotiations with dealers began at the end of last year and the operating rights of xx were successfully recovered at the beginning of this year. After xx became a direct operation of the company, there were no more out-of-stock situations and increased promotional support for the store. xx directly increased sales by xx million yuan throughout the year.
On the other hand, the xx market has been redeveloped. The xx market was abandoned by the company due to dealer reasons the year before last. In June this year, we found a new dealer to cooperate with and restarted operations. In half a year, we directly increased sales by xx million yuan.
2. Operational analysis
According to the budget at the beginning of the year, the sales expense points in South China are xx and the profit indicator is xx.
Since we are based on terminal sales. Mainly, it is necessary to deploy a large number of promotional personnel, sales representatives and back-office personnel. Therefore, personnel wages have always remained high, hovering around xx, accounting for a large proportion of sales expenses. The South China market has not achieved profit targets for two consecutive years due to high costs.
In order to reduce sales expenses and increase operating profits, South China has mainly made adjustments in two aspects: first, optimizing personnel. The provincial office manager takes the lead and is also the regional manager, regional manager and part of the store management where the provincial office is located. The entire South China market directly reduces the number of sales representatives by 15; the number of warehouse managers, clerks, and cashiers in each provincial office is determined to be x, and cannot be increased at will. .
On the other hand, it has changed the way the store invests. Due to many years of terminal sales habits, as long as the goods are shipped and the sales reach x yuan, a salesperson will be assigned to the store, and the per capita output is extremely unreasonable. Adjustments were made this year to remove in-store sales promotion personnel whose output per store is less than x yuan. At the same time, we will increase investment in key retail stores such as xxxx and reduce sales expenses by increasing unit output. Through these two tasks, the per capita yield increased from xx million/person in 20xx to xx million/person, which directly reduced sales expenses.
3. Problems
Although sales in the South China market are growing, there are still major problems, especially in terms of unstable sales teams and insufficient sales channels.
The sales team is unstable. Due to the large number of daily chemical brands in the xx market, the entire South China market has an excess demand for daily chemical sales talents. In order to attract experienced sales personnel and obtain dealer information, some small and medium-sized brands often lure them with high salaries, leading to the loss of sales personnel of mature brands. At the beginning of this year, 8 senior regional managers were transferred from the Brother Market to the xx market. 4 of them switched jobs to similar small and medium-sized brands, and 1 resigned, which directly affected the work of the xx market.
The sales channels are not deep enough. With the current sales model of focusing on large-scale stores and protecting dealers’ profits, our products are sold in the first and second-level markets, and third- and fourth-level county-level markets and industrial zones are exported. It is difficult to see our products being sold in industrial areas. This is mainly because the products have been sold for many years and prices have become transparent. Distributors in third- and fourth-level county-level markets have small sales profit margins and have lost their enthusiasm for selling our products. However, we focus our energy and sales support on large retail stores in the first and second level markets, and have no investment and support for third and fourth level county-level distributors. However, many small and medium-sized brands have taken advantage of this opportunity to enter third- and fourth-level county-level markets and industrial zones. Industrial settlements have accelerated market development and increased sales investment, establishing a solid sales position.
4. Summary of experience
The most noteworthy sales result this year is that it accurately grasped the upward trend in sales of hair care products and increased the promotion of hair care products. The intensity has caused the sales of hair care products to directly increase by 120%, especially the sales ranking of 150ml hair conditioner in xxx, which has maintained the first place in the hair care category from May to November, with more bottles sold than bee flower conditioner.
2. For the promotion of hair care products, we mainly focused on the following aspects of sales terminals:
1. Produced a large number of in-store light boxes. From the beginning of the new year, retail stores with a business area of ??more than 5,000 square meters are required to produce an in-store advertising light box of no less than 1 or 5 square meters. For example, a 3-square-meter advertising light box for hair conditioner was released in the Hualian Store of Nanning Nationalities Palace.
2. A large number of trial packs are distributed free of charge in the store. From March to May this year, the entire x market distributed 1.2 million free trial packages of conditioner in front of retail stores or in-store. In the later period, terminal promoters often reported that many customers came to the terminal to buy because they felt good after trying the product.
3. Focus on promotions. Every month, key stores such as xxx arrange at least one DM promotion or in-store shelf promotion, which directly increases sales.
4. Training. The promoters were trained on hair care knowledge and conditioner sales knowledge in four phases, which strengthened the promoters' professional abilities and provided a theoretical basis for recommending hair care products to consumers.
3. Sales work plan for 20xx
1. Sales plan
The company requires that the xx market in 20xx will increase sales by xx compared with 20xx. According to the current xx market Based on the sales team situation and market status, xx market sets its own sales growth target as xx.
2. Work direction
In order to achieve overall xx growth, in addition to helping provincial offices with logistical support, several work priorities for next year are determined based on the actual situation of the South China market: /p>
① Stabilize the sales team.
At the end of this year, we communicated with the company's human resources department. In order to standardize employment and retain excellent sales personnel, all sales personnel and promotion supervisors in the South China market will be included in the company's social insurance personnel, and they will pay three golds; inter-provincial transfers Employees in the xx market can enjoy family leave 4 times a year, with each trip lasting 9 days (including the Spring Festival), and reimbursement of round-trip travel expenses; for the xx market, considering the higher consumption level, the basic salary of all employees will be increased by xx; training opportunities will be provided, Every quarter, two outstanding regional managers are selected to attend a short-term marketing management training class at Sun Yat-sen University to improve the overall quality of the regional managers and increase their sense of belonging to the company.
② Sales channels will be lowered, focusing on supporting the third and fourth-level county-level markets. Each province sets a certain sales volume. If the average monthly sales volume within a year reaches the set standard, sales expenses and personnel support will be provided. Third- and fourth-level county-level markets or industrial zones where migrant workers gather with large sales volume can directly convert distributors into company dealers and provide dealers with policy support. For example, county-level markets in Guangxi with an average monthly sales volume of 30,000 can invest in two promoters and promotional products; Xiaolan Town in Guangdong directly converts distributors into company dealers.
③Design exclusive products for the ka store. The sales volume of the South China KA store accounts for 45% of the overall sales volume, which is a larger share. In the second half of this year, xxx will be exclusively available in different promotional packaging combinations, and the sales results will be better. Practice has proved that the appearance of product combinations in KA stores in a different way from other sales channels is beneficial to sales. First, because they are sold in promotional packages without increasing the retail price, they can directly increase sales; on the other hand, because the products sold by KA There is a certain distinction between products sold through other sales channels, which can maintain the price system to a certain extent and protect the profits of other sales channels and dealers.
In 20xx, we will communicate with the company's marketing department and KA management department to continue to design special promotional clothing for KA stores. For stores like Wal-Mart that do not require barcode fees, we will customize exclusive products that are not sold through other channels. Rapidly increase sales volume through promotional packaging segmentation, and protect profits from other sales channels through certain product segmentation.
I will take personal responsibility as the manager of the Guangdong Provincial Office and lead the entire group to achieve the planned goals with practical actions.