The hard work is over. Looking back on the work during this period, theoretical knowledge and professional level have been greatly improved. I think you need to write a work summary. How to write a work summary to give full play to its role? The following is my personal work summary of the regional manager. Welcome everyone to refer to it, I hope it will help you.

Personal Work Summary of Regional Manager 1 One year has passed in a hurry. During this year, I took the initiative to do my job in strict accordance with the company's requirements and safeguard the company's interests. I will report my work in the past year to the company leaders:

I. Overview of work

In 20xx, the whole economic situation was grim. I am not discouraged in the face of unfavorable environment. I am united with the district leadership team and lead all the staff Qi Xin to work together. As a regional manager, I resolutely implement the work objectives and requirements set by the head office in my work. Focusing on the work plan indicators issued this year and the actual needs of enterprise development, I am people-oriented, market-oriented, and supported by rules and regulations, leading regional employees to organize and implement the company's annual business plan.

(a) the implementation of scientific management, improve execution.

Scientific management is one of the important factors to promote the healthy and orderly development of enterprises. During my tenure, I mainly managed from the following aspects:

By means of scientific management, the assessment scheme of employees in the area has been improved, the personal responsibilities of employees have been refined, the work enthusiasm of employees has been fully mobilized, and the work ability of all employees has been improved to a certain extent.

Pay attention to management details and improve management efficiency. Clarify the person in charge of the connecting department between management links, put an end to buck passing, effectively plug management loopholes, give full play to management efficiency, respond quickly to sudden work, and conduct appropriate and effective real-time management at the first time to achieve the best results and improve management efficiency. Straighten out business processes and improve work efficiency. Organize relevant personnel to conduct business communication and coordination, improve the approval, invoicing and drug collection processes, and improve work efficiency.

(two) actively carry out various safety work to ensure safety in production without accidents.

Establish and improve the responsibility area system and responsibility system, people-oriented, pay attention to safety. After the project started this year, I signed the "Company Safety Responsibility Letter" with all employees on behalf of Civil Explosive Company, which clarified their respective responsibilities and made them clear to everyone. Regularly inspect the key safety areas in our district, find hidden dangers and rectify them at any time, carry out self-examination and self-correction activities, and strengthen safety management ideas. This year, the overall transformation of our reservoir area will be carried out to ensure safe use; Deepen and widen the flood discharge ditch to prevent geological disasters; Repair and level roads to improve transportation conditions; Warehouse personnel are required to standardize the loading and unloading process to ensure the safety of personnel and civil explosives.

Hold regular safety meetings for warehouse keepers, drivers and escorts to convey the spirit of company documents, establish crisis awareness, strengthen crisis management, do a good job in risk prevention, combine daily spot checks with key inspections, and urge the rectification and implementation of various potential safety hazards. Organize training and study in detail every week, and always put safety work before economic work. Therefore, targeted training should be given to employees in different positions and types of work, so as to promote employees' learning awareness, improve their working ability and improve the level of safety production management through written examination, spot check and question answering.

(3) Strengthen service quality, update service means and consolidate old customers.

This year, due to the sluggish market, few business expansion opportunities, and the entry of enterprises such as Liaoning Chengyuan and Gezhouba Yipuli, the competitiveness has increased. Enterprises are facing great challenges in consolidating old customers and attracting new customers. In order to ensure the sustainable development of various businesses of the enterprise, I carefully study the market dynamics, put forward reasonable suggestions to the enterprise in time, and consolidate the enterprise customer base through the continuous improvement and update of service means. Pay close attention to the user dynamics in the region, do a good job in maintenance services, and prevent further loss of users.

(four) to strengthen the construction of the staff, give full play to the enthusiasm and creativity of workers.

Employees are the masters of the enterprise. Without a good and stable workforce, it is empty talk to make the enterprise grow and develop. I attach great importance to the construction of the staff, and provide pre-job training and safety knowledge education for new employees, so that each employee has a standard in thought and action to ensure that the company's safety production does not have accidents. At the same time, according to the business situation of the enterprise, we will constantly improve and improve the labor protection and welfare benefits of employees, laying the foundation for the survival, development and economic benefits of the enterprise.

Second, personal professional quality construction

The company is constantly reforming, making new regulations, especially in the aspects of human resources and financial system, and further improving the work flow and plan. As the regional manager of the company, he must set an example and carry out the project work in an all-round way while complying with the company regulations. In order to improve my ability and quality, reassure leaders and satisfy customers, I must strengthen my study in business knowledge, safety management and marketing, and strive to make a breakthrough in language expression, coordination, organization and management, and the ability to complete work standards. If I want to break the routine and find a breakthrough, I must constantly improve myself and enrich myself through study, broaden my horizons and enrich my mind through study. Only by continuous learning can we improve our ability and quality and enhance our ability to do our job well.

As a regional manager, I adhere to the principle of being strict with myself and being sincere with others in the management of my unit. Always set an example for the employees of the unit, be serious and responsible for the work, consciously abide by the rules and regulations of the unit and establish a good leadership image. In my daily work and life, I pay great attention to caring for and helping the workers in this area. I have something to say, something to put on the table, doing nothing in front of them, taking the initiative to help them solve their real life difficulties, making everyone sincerely willing to talk to me and let me do difficult things, effectively ensuring the ideological stability of all the staff and forming a chess game. Everyone can focus on the interests of the company and the interests of the department, unite and cooperate, and accomplish various tasks well. Although this year's environment is very severe, the continuous downturn in the coal industry has led to a sharp decline in the civil explosion market. As the manager in charge of the district, I also do my best. While striving for a bigger market, I will strictly control the quality and safety, resolutely put an end to any accidents in our region, achieve zero accidents and zero casualties, and give employees a safe working environment. Only in this way can everyone work harder and work for the district.

Over the past year, due to the great changes in the market environment and working environment, more work needs to be greeted and sent, and the work that needs to be coordinated and contacted has also increased accordingly. In my work, I pay attention to summing up and exploring the work rules, and establish a harmonious relationship with other departments of the company in order to carry out my work. As the frontier sales area of the company, I pay attention to keep abreast of the market trends in my area and the drug use in various mining areas so as to handle anything at any time.

In this year's work, although I have made some achievements in my work, there are still some shortcomings. The company's benefit is not good. As the main area of the company, I also have an unshirkable responsibility.

First, the handling of some problems is not comprehensive and calm enough;

Second, the maintenance of customers is not enough, and it is impossible to grasp the customer's dynamics in a timely and comprehensive manner.

In the following work, I will further improve my understanding, emancipate my mind, renew my ideas, strive to develop new ideas and methods in my work, be brave in innovation, forge ahead with the times, do everything that a regional manager should do, and contribute to the overall completion of the company's sales tasks.

Summary of Personal Work of Regional Manager 2 In a blink of an eye, 20xx years have become a thing of the past and history, but we still remember the fierce competition last year. Although the weather in this industry is not cold, the recruitment banners floating in the street are enough to make people realize that the valve industry will be a Circus Maximus in 20xx, and the competition will be more intense. Marketing directors, sales managers, regional managers, and thousands of enterprises, large and small, are all competing for talents and markets. Everyone has personally felt the cruelty of the market and can only do nothing. Summary is to foster strengths and avoid weaknesses in the coming year and have a comprehensive understanding of yourself.

I. Completion of tasks

This year, the actual sales volume was 5 1 10,000, including 2 1 10,000 for ball valves in the first workshop, 0/0.2 million for butterfly valves and 0/0.8 million for others, which basically achieved the targets set at the beginning of the year.

Compared with last year, the number of conventional ball valves decreased, the eccentric hemisphere increased rapidly, and the forged steel ball valves increased slightly. However, the sales volume of butterfly valves is not ideal (planned150,000 or so), the sales volume of large-diameter butterfly valves (DN 1000 or more) is very small, and the soft sealing butterfly valves have a slight increase.

Generally speaking, the sales volume is normal, and the main engine factory grows rapidly, but the growth of the company's own products is not ideal, and the growth of the "Shuangda" brand is not ideal.

Second, customers report more situations.

For our production and sales-oriented enterprises, quality and service are our life. If these two aspects are not done well, the development and growth of enterprises is an armchair strategist.

1. Quality status: unstable quality, many returns. Such as XXX customer's ball valve, XXX customer's butterfly valve and so on. Quality problems occurred one after another and customers complained a lot.

2. Not paying enough attention to details, such as large welding scar, uneven surface, incorrect paint color, and handwheel falling off during delivery. Although it is a small problem, it affects the quality of the whole product and gives customers a bad impression.

3, delivery is not timely: inaccurate production cycle planning, improper production scheduling often leads to delay in delivery, but also human factors caused by the owner.

4. Freight: Many customers complain about freight, especially old customers, such as XXX and XXX, who say that it is more expensive than others. The same goods and the same means of transportation, the price today is different from yesterday.

5. Technical support problems: customers' questions are not answered or ambiguous, which leads to customers' complaints and misunderstanding of the company. XXX, XXX and others have all mentioned this problem. It's not a big problem, but it is not in harmony with the company's tenet of "customer first" and "customer is God".

6. Quotation: Because the internal price system of the company is not complete, different customer grades can't be reflected, and old customers and big customers can't appreciate the company's care and preferential treatment.

Third, the problems in sales.

After nearly two years of running-in, the sales department has merged into a lean, United and progressive team. Teamwork and cooperation, smooth communication and harmonious coexistence; Sales staff have mastered the necessary sales skills and strengthened the idea of serving customers; Skilled in business, able to stand alone, good at summing up problems in work and finding reasonable solutions. XXX is particularly prominent in this respect. The cooperation between relevant departments is getting smoother and smoother, and they can understand and support each other. The good aspects need to be carried forward, but there are also many problems.

1, employees' work enthusiasm is not high, and their autonomy is not strong. Talking at work, watching movies and playing games happen from time to time. The reasons are as follows: first, the system supervision is weak; Secondly, salespeople have low salaries and feel that they have done a lot, but compared with other departments, their salaries are low, which leads to psychological imbalance.

2. The awareness of organizational discipline is weak, and the phenomenon of being late for work and leaving early often occurs. This situation exists in all departments of the company, and the company should have a suitable attendance system. When something bad happens, only department leaders should take care of it, and company leaders should come forward to stop it.

3. The concept of delivery personnel: delivery personnel only regard delivery as a simple task, thinking that the goods will leave the factory, and there is no concept of serving customers. In fact, the care in details can make customers feel the service and sincerity of the company, such as the packaging and clear marking of goods, inform customers of the weight and arrival time of goods in time, and reduce the transportation cost for customers as much as possible.

4. The statistical work is not in place, and there are no finished or semi-finished statistical reports. Every time the sales department needs to ask the workshop about the inventory status of goods, it may cause the loss of sales opportunities and waste of manpower, and customers also doubt the efficiency of the company. Finished goods warehouse and semi-finished goods warehouse should bring reports regularly to inform the inventory situation, so as to prepare goods in time and inform customers of the specific production cycle.

5, sales, production, procurement and other processes are not well connected, often resulting in delivery delays and mutual responsibility, mutual blame.

6. Poor technical support, lack of tender drawings and sales drawings.

7. The responsibilities of the departments are unclear, and the cost has not been reversed, resulting in the sales staff having no time to actively win customers.

The above problems are only a small part of many problems, which also occur from time to time in the sales process. Although it will not affect the company's fundamentals, it may eventually bring great losses to the company's future development if it is not taken seriously.

Fourthly, the concept of company management.

After two years of development, our Shuangda company has advanced hardware facilities, perfect organizational structure and obvious progress in production management, and enjoys a high reputation in Wenzhou and even the valve industry. It should be said that as long as we have the right strategy, tactics and personnel, the prospect will be perfect.

Everyone knows that "management produces benefits", but it is not easy to manage enterprises well. I feel that the company pays more attention to emotional management and institutionalized management is not enough. Strictly speaking, the company should take institutionalized management as the basis and give consideration to emotional management in order to achieve the management effect. Take attendance as an example. Punch in every day, there is no penalty for being late and leaving early, and overtime is not rewarded. So what's the difference between punching in and not punching in? Another example is the negligence of employees, and no one criticizes and corrects it. Even if someone mentions it, it won't do. This is appeasement and connivance. In the long run, the company's interests will inevitably suffer.

The process determines the result, and the details determine the success or failure. A company's goal or a plan eventually deviates, often because some details are not put in place during the implementation process. Bosses have many good ideas, schemes and grand plans. Why didn't it bring obvious results in the end? For example, the warehouse report and cost accounting ordered by the company at the beginning of the year were said again and again at the meeting, but there was no result. Why is this because the decree is unreasonable and the enforcement is not enough? This is an important reason why domestic enterprises pay close attention to "execution" in recent years. Where does the executive 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 to the general manager or relevant person in charge regularly or irregularly, and report the progress. Leaders will also take the time to actively understand the progress and give guidance in their work.

2) Regular meetings can understand the cooperation status of various departments, offer suggestions and communicate with each other. There are too few regular meetings in the company, especially vertical communication. Employees don't understand their bosses' work plans and views on their work, and bosses don't understand their ideas and needs.

3) Regularly check the implementation of the plan or scheme for a period of time. The company regularly checks its implementation, whether it deviates from the plan, whether it should be adjusted, and arranges tasks for the next period of time.

4) Fair Incentive A fair incentive mechanism is needed to build a harmonious team and mobilize employees' intentions and enthusiasm. Otherwise, there will be conflicts between employees, uncoordinated work and no willingness to go to work. Personally, I think the salary in the sales department is low. Compare the treatment of sales staff in various valve factories in the big environment and the treatment of various departments in the small environment. Although the employees in the sales department are very dedicated, in fact, everyone has some opinions in their hearts. If the company thinks that the sales department is an important department, recognizes the hard work of salespeople and expects to keep those salespeople who can bring profits to the company, then I suggest adjusting the salary accordingly. After all, the loss of an employee is too great.

The other aspect is the management structure and employment of the company. Due to the particularity of the company's own structure, personnel management is prone to leapfrog management, multi-head management and excessive management. Leapfrog management easily leads to the loss of authority and intention of the department manager, and finally leads to discord between the leaders and employees in the department, and no one is responsible for the accident; Multi-head management easily makes employees unable to adapt to work and worry about work mistakes; Excessive management may cause employees to lose their creativity, and employees are not confident in themselves, making it difficult to cultivate independent talents.

The above is just my personal opinion, which is not necessarily correct, but I sincerely think about the future development of the company, and I wholeheartedly want to do a good job in the sales department and win some dignity for the company and myself. Please be careful.

The personal work summary of the regional manager is coming at the end of 3 XX. As a regional sales manager, he should produce a decent summary report. What kind of summary can satisfy the company leaders and guide the work in the coming year? The author believes that although there are many beautiful formatted summary reports, the key is to grasp two points: the summary should be objective, with both achievements and problems, and the essential reasons of the problems should be analyzed with data and facts; There must be a plan in the summary. The planned tasks should be decomposed and implemented, and there should be feasible methods to solve existing problems and find growth points.

I. Summary of annual market work

1. Overview of the situation

Objectively express the task completion and results, and speak with data.

For example, what is the sales target issued by the company this year, how many sales tasks have actually been completed, how many tasks have been overfulfilled or how many gaps have been left, how many consumers have reached per capita, what is the growth rate compared with last year, how much various economic expenses have been spent, and how much profit has been realized. What's the market share? How much is it increased compared with last year? What's the product rate? Is it increased or decreased? How about the dealer network, how many categories A, B and C are there, how about the sales team, and so on. Only big accounts and data that need to be explained in particular are reported, and there is no need to report detailed accounts, otherwise it will become a data analysis report.

2. Brief analysis

In view of the above facts (data), briefly analyze whether the reasons are caused by the industry situation, competing products, company policies or other reasons.

3. Special instructions

If successful experience is instructive to other markets of the company, it is necessary to express typical successful cases or experiences concisely and vividly, so that the company can publicize and boost morale or promote them in other markets. If there are obvious deficiencies or serious problems in regional market operation, it is necessary to deeply analyze the deficiencies and problems, such as network construction, sales team problems, new product development problems, consumer communication and startup problems. To find out the root cause of the problem, analyze which link the problem lies in, such as the delay in advertising promotion, which is a few percent.

Second, the work plan for next year

1, be comprehensive

The overall goal task is decomposed into sub-goals of each stage and region. Carry out the task to people (dealers and corresponding sales staff) and allocate various resources reasonably. Explain with tables and data, and strive to be meticulous, serious, comprehensive and accurate. Or it can be explained in detail in the form of an annex, but the year-end summary must be accompanied by next year's plan. If the company's habit is to write alone, it is enough to show a brief plan and main ideas in the report.

Step 2 get in position

Goals need to be supported by measures, what measures should be taken, what resources should be allocated and what goals should be achieved. First, to achieve certain goals, the expected goals should be separated and not confused. Otherwise, leaders will feel insecure, inadequate, uneasy, easily confused and mistake their ideals for reality.

3, there must be breakthroughs and highlights.

Breakthrough can generally start with the main problems that exist this year. The main problems this year have been clearly analyzed in the summary, and the company leaders have also seen them. They should focus on one problem. Although there may be thousands of market problems, as long as one major contradiction is solved, other contradictions will be solved. Strive to create new sales growth points and highlights through correct methods, rigorous thinking and accurate and effective measures.

Market, sales volume and brand still need to be accumulated, which can solve a major problem to a higher level in one year, and it is said that it has been done. If you write such a report in the second year, the leaders will believe you and get the support you deserve. This kind of market year-end summary report is the report that leaders are most willing to see, and it is also a kind of effectiveness report.

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