Job Responsibilities of a Sales Manager. Sales manager job description

When simply distributing goods between customers is no longer enough - you need to organize the process of selling this product, you should know that you need not just a seller, but a sales manager. Now we will understand the duties of a sales manager and the requirements that are put forward for this position, as well as consider the areas of business in which this profession plays a big role.

Profession sales manager, description

Sales in any company depend on many factors, but to a greater extent, they depend on the performance of sales managers. They affect sales volumes, company profits, customer satisfaction. Only they can link the entire sales chain, from the manufacturer to after-sales support.

If you like, the sales manager is a worker bee, whose duties include - to carry honey non-stop, more and more, but the requirements for such a bee are many! The ability to work with people and knowing your product are two things that not everyone can do. Those who believe that anyone can work as a sales manager are deeply mistaken, and there are several convincing arguments for this.

Sales manager job requirements

A person who works with the company's clients, represents it in the market of goods and services, acts as the face of the company, must have certain personal and professional quality And this is included in the basic requirements for the position. The employer often requires the candidate to meet certain personal and professional qualities.

Personal qualities

• Eloquence.
• Charm.
• Sociability.
• Purposefulness.
• Persistence.
• composure.
• Analytical thinking.

Professional quality

• Stress resistance.
• Sociability.
• Knowledge of sales techniques and customer focus.
• Knowledge of the basics of the psychology of communication.

Basic employer requirements

• Experience in sales (50% of cases).
• The presence of secondary or higher education (sometimes students)
• Ability to work at a computer (find information and process it, compose commercial offers, work in a CRM system, send letters to clients, etc.).
• Having a car or driving license vehicle(regional managers, in FMCG or in active sales).
• Having your own client base(rare, but sometimes required).
• Registration or certain citizenship.
• Passport, code, military ID, medical certificate and other documents depending on the requests of the employer.

Don't be embarrassed by such a rather large list of requirements for the position of a sales manager, it can be doubled, but now we will move on to business areas in which the profession of a sales manager is worth its weight in gold!

Where are sales managers needed?

The main directions are wholesale B2B or retail B2C, sale of goods or services.

The main areas for the sale of goods - 10:

1. (consumer goods products, household chemicals, etc.).
2. Home goods (furniture, interior items)
3. Electrical goods (electronics, Appliances, tool, etc.).
4. Clothes, shoes, accessories, personal care.
5. Sale of the industrial sector (raw materials, equipment).
6. Transport (sale of cars, special equipment and other vehicles).
7. Construction Materials.
8. Energy and fuel.
9. Medical goods.
10. agricultural sector.

Areas for the sale of services:

1. IT products (software and applications for business and everyday life).
2. Travel business.
3. Insurance and credit products (insurance companies, banks).
4. Recreation and entertainment (sports, entertainment centers, restaurants, recreation centers, etc.).
5. Construction and economic sphere (repairs, arrangement).
6. Advertising, design.
7. Real estate (sale or rent).

As you already understood, a sales manager will never be left without work, there will always be something to sell, but there are also responsibilities!

Key Responsibilities of a Sales Manager

Despite the fact that all salespeople perform similar tasks, there is a division of sales managers according to the specifics of their activities. Those who think that the words: seller, distributor, sales representative, sales manager are synonyms, they are greatly mistaken.

For example, a sales manager medical equipment, there will be slightly different responsibilities than a metal wholesaler. Let's take a closer look at the responsibilities of a sales manager with these features in mind.

This list of responsibilities can be called standard, regardless of the specifics of sales:

• Implementation of the sales plan (quantity and quality).
• Advising clients, both on the product itself and on the conditions of its purchase. The sales manager must be proficient in: establishing contact, identifying needs, presenting goods, offering, closing a deal. This can happen both in direct contact with the client in the store, and by phone.
• Concludes purchase and sale agreements with clients. The types of contracts and their complexity depend on the specifics of the goods, for example: furniture, windows, equipment, cars, raw materials, components, services, etc.
• Issues invoices, acts, invoices, and other documents accompanying the transaction - all this is the responsibility of the sales manager.
• Control: accounts receivable, cash and non-cash receipts, payments on invoices.
• Organization of delivery of goods to the buyer on time. Communication with companies delivering goods to the warehouse or directly to the customer, as well as the logistics department.
• Business trips, attendance of trainings and training seminars on sales are possible. How right?
• Conducting presentations and placement when a new product enters the market. Who, if not a sales manager, knows his product better? To study the novelty, to think over the manner of conveying innovations to potential buyer, be prepared for public speaking and filming, if necessary. Sometimes, new product exhibited in large shopping malls and you need to be prepared for a multi-thousand flow of people and active communication. Not all companies attract promoters, many want to see their professional employee next to your product.
• Coordination of activities of several departments, for example: logistics-accounting-importer-warehouse. At every stage of the sale, an occasional glitch can occur. The task of the sales manager is to keep his orders under control and, if anything, make timely decisions agreed with the client.
• Transfer of goods to the buyer and execution of accompanying documents. The item has arrived at the warehouse. It needs to be inspected, prepared for showing to the client, check the documents on acceptance - transfers: inspection report, checklist, transfer acceptance certificate.
• Instructions for use, if required by the specifics of the product. These include: any equipment, mechanisms, structures, compositions, etc. The sales manager must plain language, explain what and where it turns on, how it works, what cannot be done.

Responsibilities of a Senior Sales Manager

• Coordinating the work of sales managers.
• Replacing the manager during his absence.
• Development of measures to achieve the sales plan.
• Participation in events related to the promotion of the company's product.
• Maintaining the company's image.
• Work with VIP clients and participation in the resolution of disputes and conflict situations.
• Collection and processing marketing information necessary to achieve the required share of sales.
• Participation in the selection and training of sales staff.
• Compliance control.

Responsibilities of a Sales Manager

Standard list, plus:

• Handling incoming calls and requests.
• Working with directories and databases.
• Organization of sales, and delivery of goods in large quantities.
• Work with distribution data (organization of sales and distribution of goods). Production plans, warehouses, supply chains, orders. Manager working with a client wholesale sales can sell not only its own goods in stock, but also the goods of another supplier.
• Finding clients in the local and international market.
• Analysis of the sales market and new suppliers.
• Ability to negotiate at any level.

Responsibilities of a Regional Sales Manager

To the standard list of responsibilities, feel free to add:

• Selling your product in a certain region in accordance with the sales plan.
• Business trips and trips related to checking outlets.
• Trade network development.
• Regular reporting and sales planning.
• and assortment.
• Analysis of competitors.

Service Sales Manager Responsibilities

Unlike the sale of goods that can be touched after purchase, the sale of services differs in its intangible component, or rather, you do not immediately feel that you have bought. For example, a voucher or an insurance policy, a massage or English lessons. You are purchasing a benefit, not a tangible commodity. Therefore, the duties of a sales manager for services differ from the usual ones, but do not exclude them:

• Communicating the benefits and benefits of the service to the client.
• Formation and distribution of individual selling offers, including corporate clients.
• Conducting presentations and demonstrations of the benefits of the service.
• Conducting lengthy negotiations.

By the way, useful information on the sale of services such as.

Responsibilities of a Real Estate Sales Manager

• Search and familiarization with the object (house, apartment, plot, etc.)
• Preparation and verification of documentation for the sale, purchase, lease of real estate.
• Informing stakeholders and finding new clients.
• Showing the property to clients.
• Organization of both sale and purchase of an object in accordance with all legal norms of the legislation.
• Communication with other agencies.

Responsibilities of a Corporate Sales Manager

In addition to standard duties, also:

• Search for clients, both in the domestic market and in the external one.
• Making cold phone calls to expand your customer base using . Under a lying stone - water does not flow! You need to constantly look for new clients using the prepared database, and it doesn’t matter which method you use. How cold sales have changed, more.
• Making outbound visits to potential clients. Active sales - searching for interested parties and making deals with them. After a successful one, it's time to make a trip to the client with a commercial offer.
• Formation and communication to potential customers
• Participation in exhibitions and promotions.
• Participation in tenders and large projects.
• Outbound visits to top management large organizations, networking.

Conclusion

As you can see, the concept of a seller is very flexible. What a sales manager does can be safely called - organized sales. If you decide to become a sales manager, and you are not afraid of this list of job responsibilities and requirements, you may well be able to succeed in this interesting and lucrative craft. You can read about the advantages and disadvantages of the profession.

What do you think about the profession of a sales manager? Write your comments, your opinion is very important to us!

What are the duties of a sales manager and what requirements do employers have for these specialists? This profession can confidently be called one of the most sought after and available for employment. But at the same time, not everyone succeeds in effective trading and requires a complex of knowledge, skills, and even a certain temperament. We tell what companies expect from sales managers, what they write in their job description and also provide you with a sample of this document for download.

Sales manager job description attached to employment contract and contains a redundant list of functions, duties and rights of this specialist. Like any other instruction, it is not valid without an employment contract. The purpose of the document is to explain to the employee what the company expects from him, by what criteria he will evaluate his work and what rights he will provide to facilitate work. The instruction comes into force only after signing by the employee: the employer keeps one copy of the instruction marked “familiarized” and signed, the citizen takes the second copy for himself.

The structure of the document will be standard, without any differences from the instructions of other specialists. It will include the following sections:

• General provisions.
• Functions and responsibilities.
• Rights.
• Responsibility.

It is not necessary to write the requirements for education and professional skills in this document. It is assumed that if an organization hires a citizen and issues such instructions to him, his level of qualification completely suits her.

In the "General Provisions" write the full name of the position. For example, not "manager", but "sales manager". Here they indicate the immediate superior, the procedure for hiring (for example, “appointed to the position and removed from it by order of the general director). However, these are formalities. It is equally important to indicate in the first section what the employee should know: Russian legislation, rules for concluding contracts, the basics of marketing, the assortment of the store and the characteristics of products (goods, services). The section ends with a list of acts that guide the specialist in his work. This Russian laws, local regulations and directives from management.

The duties of a sales manager are detailed in the job description.

Job Responsibilities

Of key importance is the section describing the responsibilities of the manager - in fact, this document is compiled for the sake of it. The content is determined by the specifics of the company, but most of the provisions are typical. IN official duties includes:

• active sales;
• finding and attracting customers;
• presentation of the assortment to visitors outlet, advice and assistance with the choice of goods;
• cold and warm calls to potential buyers;
• registration of reporting documents;
• support of purchases and transactions;
• work with objections";
• dealing with problem customers and returns;
• implementation of the sales plan;
• travel on business trips;
• assistance in opening new outlets.

Of course, this is an approximate list - each employer will adjust functional responsibilities this category of specialists for their own purposes. Sales managers work in different conditions: someone sells by phone, others - "live", serving customers on the trading floor. Each direction requires specific knowledge and skills.

Even within the same organization, the content of the instructions for employees in similar positions may differ if there is a motivated reason for this. For example, specialists can be divided into 2 sectors: those working in the hall and selling by phone. One of the management team may be senior or responsible for working with wholesale buyers. All these nuances must be documented.

Sales manager rights

The next section deals with the rights of a sales manager. Here they write non-standard rights from Labor Code like paid vacation and social guarantees, and those that will help the specialist solve work problems. As a rule, the section "Rights" includes:

• receive information from management about work processes;
• get acquainted with the sales plan in a timely manner, as well as make proposals for its adjustment;
• propose changes to marketing policy company, as well as to optimize the workflow in general;
• sign contracts and cash documents when making transactions with clients;
• interact with structural divisions organizations to deal with business issues.

The employer has the right to give the specialist other rights, or, on the contrary, reduce their list. When preparing the list, one should proceed from the fact that the employee really needs to perform his duties. However, we should not forget that this section is largely formal and does not imply an exhaustive enumeration of rights - only key details.

Job Requirements for a Sales Manager

The "Requirements" section includes:

• financial responsibility for the property of the company;
• implementation of the sales plan;
• execution of instructions of the management, internal regulations;
• maintenance of service standards business communication and etiquette;
• keeping trade secrets;
• timely and accurate reporting;
• Prompt communication to management about emergency, emergency situations.

An analysis of vacancies on popular job search portals shows that most employers see a person with a secondary special or higher education and experience in trading. In some cases, experience requirements are specified: B2B, mobile connection, jewelry. The advantage will be the passage of specialized courses and trainings in sales.

Among personal qualities, sociability, self-confidence, a good memory, the ability to win over an interlocutor and multitasking are noted.

The understanding of the assigned tasks by the employee depends on the quality of the preparation of the job description of the manager.

Typical job description for a sales manager

In the previous sections, we looked at the approximate content of a sales specialist job description. This is a simple document consisting of only 4 sections. However, the effectiveness of the work of a specialist, his understanding of the tasks and expected functions depends on his high-quality training. It will be easier for the employer to control and evaluate work.

Creating a job description from scratch is quite difficult. More practical option - download type specimen below and adapt it to your needs. So, on the one hand, you will save time, and on the other hand, you will be able to create a document that is optimal for a particular situation.

Conclusion

Job responsibilities of a sales specialist are disclosed in a separate instruction. From this document, the specialist learns what functions the employer entrusts him with, what rights he gives and what requirements he imposes. The better the instruction is prepared, the easier it is for the parties to understand each other and start effective work.

1. GENERAL PROVISIONS

1. The sales manager belongs to the category of specialists.

2. A person with a higher (secondary) professional qualification and work experience in similar positions for at least six months is appointed to the position of a sales manager.

3. The sales manager is accepted and dismissed by order of the General Director on the proposal of the commercial director and the head of the wholesale sales department.

4. The sales manager reports directly to the head of the wholesale sales department.

5. In his activities, the sales manager is guided by:

• normative documents on the work performed;
• methodological materials related to relevant issues;
• the Charter of the Firm;
• rules work schedule;
• orders and orders of the commercial director and head of the wholesale department;
• this job description.

2. SHOULD KNOW.

1. federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of the subjects Russian Federation, municipalities, etc.

2. Fundamentals of pricing and marketing.

3. Assortment, classification, characteristics and purpose of products sold by the Firm.

4. Conditions of storage and transportation of products sold by the Firm.

5. Psychology and principles of sales.

6. Active Forms accounting and reporting.

7. Ethics of business communication.

8. Rules for establishing business contacts and conducting telephone conversations.

9. The structure of the commercial service and the wholesale department.

10. Rules for the operation of computer technology.

11. Internal labor regulations.

3. FUNCTIONS AND RESPONSIBILITIES

1 Organization and management of sales of the Company's products:

• search for potential customers;
• work with clients who applied for the first time, with the subsequent transfer of the client to the leading sales manager, depending on the territorial affiliation of the client;
• conducting commercial negotiations with clients in the interests of the Firm;
• prompt response to information received from customers and bringing it to the attention of the relevant lead sales manager and the head of the wholesale sales department;
• clarification of the needs of customers in the products sold by the Firm, and coordination of the order with the client in accordance with his needs and the availability of an assortment in the warehouse complex of the Firm;
• motivation of clients to work with the Firm, in accordance with approved sales promotion programs;

2 Planning and analytical work:

• drawing up a monthly sales plan;

• analysis of statistical data on sales and shipments of the Firm's clients;
• providing reports on the results of work in accordance with the regulations of the department and the Firm.

3 Sales assurance:

• receiving and processing customer orders required documents related to the shipment of products for the Firm's customers assigned to themselves, as well as for customers assigned to the respective lead sales managers when they are out of the office;
• providing information support to clients;
• implementation of informing customers about all changes in the range, increases and decreases in prices, promotions to stimulate demand, the time of arrival of products at the warehouse;
• final agreement with the client on conditions for prices, date of shipment and method of delivery of products;
• transfer of applications for the delivery of products to customers in the logistics department;
• participation in the development and implementation of projects related to the activities of the wholesale department;
• interaction with the Company's divisions in order to fulfill the assigned tasks;
• participation in workshops;
• maintenance of working and reporting documentation.
• maintaining up-to-date information about the client in the information system.

4 Control:

• control of shipments of products to customers;
• control financial discipline client on the basis of documents received from the accounting department in wholesale trade and notice of due dates.

4. RIGHTS

1. Raise the issue of increasing wages, wages overtime work in accordance with the provisions, documents and orders regulating the system of remuneration of employees of the Firm.

2. Report to the higher management on all identified deficiencies within their competence.

3. Make suggestions for improving the work related to the duties provided for in this job description.

4. Request personally or on behalf of management from structural units and employees reports and documents necessary for the performance of his duties.

5. Require the head of the department to assist in the performance of their duties and rights.

6. Require management to provide organizational and technical conditions and registration established documents necessary for the performance of official duties.

5. RESPONSIBILITY

1. For failure to perform (improper performance) of their official duties provided for by this instruction, within the limits determined by the current labor law RF.

2. For the commission of an offense in the course of carrying out its activities, within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

3. For causing material damage and damage business reputation Firms within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

6. REPORTING SYSTEM

1. The Sales Manager provides the following reports to the following officials of the Firm:

2. The sales manager performs the following operations with documents:

• signs:
• endorses:

3. The sales manager receives the following reports from the following officials Firms:

7. ADDITIONS AND CHANGES.

AGREED ________

AGREED_____________

The job description specifies the scope of duties and work that a person holding a certain position must perform. Job description in accordance with All-Russian classifier management documentation, or OKUD, OK 011-93 (approved by the Decree of the State Standard of December 30, 1993 No. 299) is classified as documentation on the organizational and regulatory regulation of the organization's activities. The group of such documents, along with the job description, includes, in particular, the internal labor regulations, the regulation on the structural unit, and the staffing table.

Is a job description required?

The Labor Code of the Russian Federation does not oblige employers to draw up job descriptions. Indeed, in an employment contract with an employee, his labor function should always be disclosed (work according to the position in accordance with staffing, profession, specialty, indicating qualifications or a specific type of work entrusted to him) (Article 57 of the Labor Code of the Russian Federation). Therefore, it is impossible to hold the employer liable for the lack of job descriptions.

At the same time, it is the job description that is usually the document in which the employee's labor function is specified. The instruction contains a list of the employee's job responsibilities, taking into account the peculiarities of the organization of production, labor and management, the rights of the employee and his responsibility (Rostrud Letter dated November 30, 2009 No. 3520-6-1). Moreover, the job description usually not only discloses the employee's labor function, but also provides qualification requirements, which are presented for the position held or the work performed (Letter of Rostrud dated November 24, 2008 No. 6234-TZ).

The presence of job descriptions simplifies the process of interaction between the employee and the employer on the content of the labor function, the rights and obligations of the employee and the requirements for him. That is, all those issues that often arise in relationships with both existing employees and newly hired employees, as well as with applicants for a certain position.

Rostrud believes that the job description is necessary in the interests of both the employer and the employee. After all, the presence of a job description will help (Letter of Rostrud dated 08/09/2007 No. 3042-6-0):

• objectively assess the performance of the employee during the period probationary period;
• justifiably refuse to hire (after all, the instructions may contain Additional requirements, Related business qualities employee);
• distribute labor functions between employees;
• temporarily transfer an employee to another job;
• evaluate the conscientiousness and completeness of the employee's performance of the labor function.

That is why the preparation of job descriptions in the organization is appropriate.

Such an instruction may be an appendix to the employment contract or be approved as an independent document.

How a job description is compiled

The job description is usually drawn up on the basis of qualification characteristics, which are contained in qualification directories (for example, in the Qualification directory of positions of managers, specialists and other employees, approved by the Decree of the Ministry of Labor of August 21, 1998 No. 37).

For employees who are hired according to the professions of workers, to determine their labor function, unified tariff and qualification reference books of work and professions of workers in the relevant industries are used. Instructions developed on the basis of such reference books are usually called production instructions. However, in order to unify and simplify internal documentation in an organization, instructions for working professions are often also referred to as job descriptions.

Since the job description is an internal organizational and administrative document, the employer is obliged to familiarize the employee with it against signature when hiring him (before signing the employment contract) (

A sales manager is a relevant profession today, related to ensuring the financial well-being of a company. The main task of a specialist is to sell goods and services to consumers, find new customers and maintain partnerships with them. The job description of a sales manager, which can be downloaded below, defines the range of his functional responsibilities.

Job description of a specialist

This document regulates the relationship between the employer and the hired employee, it contains the qualification requirements for the employee, a list of his rights, types of responsibility and other important points. The job description of the sales manager allows you to avoid disputes and disagreements regarding the performance of labor functions by an employee. Therefore, the preparation of the document must be taken as seriously and thoughtfully as possible. And all the wording should be clearly spelled out, double interpretation is unacceptable here.

The legislation does not establish a unified sample of a manager's job description. Employers have the right to develop it at their discretion and make changes depending on the working conditions of the employee. Responsibilities of sales managers in different organizations may vary.

The document must be approved by the head of the department and CEO. An employee performing the functions of a sales manager must familiarize himself with the provisions of the job description and sign it before starting work. The presence of the employee's signature in the document is a confirmation that he agrees with the labor duties assigned to him and will be responsible for their failure to fulfill them.

Sales manager job description

The standard job description for a sales manager consists of the following sections:

General provisions.

Job responsibilities of a manager.

• Responsibility.

  Other terms (if any).

How to write a job description

The job description of a sales manager (a sample can be used as the basis for compiling a similar document in your organization) is compiled as follows:

The title of the document is written at the top. Be sure to indicate the full title of the position for which the instruction is being drawn up.

In the upper right corner indicate information about the approval of the job description by the head of the company.

In the "General Provisions" section, they indicate: to whom the specialist is directly subordinate, what level of qualification he should have, who will perform his official duties during his absence, the procedure for appointing an employee to a position, what rules and regulatory document the sales manager should know and what he should be guided by during the performance of labor functions.

In the section "Job Responsibilities of a Sales Manager" list the functions that the employer assigns to the specialist holding this position. Job responsibilities largely depend on the specifics of the organization. But in any case, they should be described in as much detail as possible.

In the "Rights" section, they describe the powers that are granted to the manager for the effective implementation job duties. As a rule, this is an opportunity to increase professional qualification by attending training courses, master classes and other events, sending proposals to the senior management on improving the activities of the organization, interacting with other structural units on official issues, etc.

The "Responsibility" section contains a list of indicators for which the employee is responsible. Also in this section are listed violations, for the admission of which will be punished by the management of the organization.

In the final part of the job description, they put a mark on agreement with the responsible employee and a mark on familiarization. Here, the employee holding the position of sales manager needs to sign and date the document.

What are the Job Responsibilities of a Sales Manager?

In general, the labor functions of a manager can be divided into 4 groups:

Realization of products and services.

Sales planning and detailed market analysis.

Checking shipments of goods and settlements with buyers.

Carrying out activities aimed at increasing the level of sales and expanding the customer base.

The responsibilities of a sales manager may also include:

Finding clients and negotiating with potential clients.

Strengthening existing business connections companies.

Collecting information about potential customers, increasing the motivation of customers to cooperate with the company.

Maintaining a client base.

Receiving and processing orders.

Informing dealers and distributors.

Conclusion of contracts with buyers, paperwork, work with reporting.

Calculation of the expected profit from the sale of products.

Holding business meetings with potential clients whose goal is to conclude new contracts.

Collection and processing of information in order to optimize the sales process.

Development and implementation of projects related to the activities of the sales department.

Recruitment and training of sales personnel (sales agents, sales representatives, merchandisers, etc.).

A true professional will do everything possible to exceed sales targets. He will also make sure that customers are satisfied with the cooperation. In turn, to improve the quality of work, management should periodically send their employees to refresher courses, trainings, and master classes.