2 analysis of the job description of a sales manager. Functional and job responsibilities of the manager

»In this article we offer the job description of the manager for active sales.

Job description for active sales manager

1. General Provisions

1.1. An active sales manager belongs to the sales department and reports directly to the head of the sales department.

1.2. The main task of the Active Sales Manager is to increase the company's sales volume.

1.3. A person who has at least secondary education, completed an appropriate internship, with at least six months of work experience is appointed to the position of an Active Sales Manager.

1.4. An active sales manager is appointed and dismissed by order of the Director on the recommendation of the Head of the Sales Department.

1.5. In his activities, the Active Sales Manager is guided by:

- regulatory documents on the work performed;

- methodological materials related to relevant issues;

- the charter of the Enterprise;

- labor regulations;

- orders and orders of the head of the sales department;

- this job description.

2. Must know

2.1. Basic rules (operating procedures);

2.2. Organization structure;

2.3. Business fundamentals, rules and principles of sales;

2.4. Internal labor regulations;

2.5. Rules and regulations of labor protection, safety and fire protection;

2.6. Psychology, ethics of business communication, rules for establishing business contacts and conducting telephone conversations;

2.7. A computer program installed in an organization to manage the process of providing services;

2.8. Assortment, classification, characteristics and purpose of the products sold.

3. Job responsibilities

3.1. Receiving incoming calls.

3.2. Processing applications.

3.3. Cold calls.

3.4. Negotiating with clients.

3.5. Conducting meetings with clients.

3.6. Transfer of requests to the logistics department and the supply department.

3.7. Control of payment of invoices.

3.8. Control of shipments.

3.9. Shipment of goods.

3.10. Shipment planning (day, week, month).

3.11. Implementation of the sales plan.

3.12. Scheduling tasks (day, week, month).

3.13. Analyzing statistics of commercial work with clients and responding to changes.

3.14. Document flow (account, specification, approval protocol).

3.15. Work in 1C (maintaining a database, filling out a client card, processing applications).

3.16. Filling out reports (day, week, month).

3.17. Participation in workshops.

3.18. Making a sales forecast (day, week, month).

3.19. Interaction with other departments.

4.1. Raise the issue of overtime pay in accordance with the provisions, documents and orders governing the remuneration system for employees of the Enterprise.

4.2. Report to higher management on any identified deficiencies within their competence.

4.3. Make suggestions for improving the work related to the responsibilities provided for by this job description.

4.4. Require management to assist in the performance of their duties and rights.

4.5. Require management to ensure organizational and technical conditions and formalize the established documents necessary for the performance of official duties.
5. Responsibility

5.1. The active sales manager bears disciplinary responsibility for the quality and timeliness of the fulfillment of the duties and orders assigned to him.

5.2. An active sales manager bears disciplinary responsibility for his violation of the rules and regulations established in the Company's personnel regulations, corporate culture regulations and other internal documents and orders governing labor relations between employees and the Enterprise.

5.3. An active sales manager is financially responsible for the safety of the property entrusted to him for the sale and operation of property and other material values \u200b\u200band funds.

5.4. The active sales manager is responsible, according to the current legislation, for:

Violations of the rules and regulations governing the financial and economic activities of the Company.

Acceptance for execution and execution of documents for operations that contradict the legislation, approved regulations and documents.

For material damage and damage to the business reputation of the Company.

6. Final provisions

6.1. The present Job description compiled in two copies, one of which is kept by the Company, the other - by the employee.

6.2. The Tasks, Duties, Rights and Responsibilities of the Active Sales Manager can be clarified in accordance with the changes in the Structure, Tasks and Functions of the company.

6.3. Changes and additions to this Job Description are made by order of the Director of the Enterprise.

Director

________________________

__________________________

(signature) (surname, initials)

"___" ___________20__

I have read the instructions: _________________________

How popular is a sales specialist?

In the modern world, the position of a sales manager is considered promising and popular, because it is such an employee who takes care of the financial stability of the company. The responsibilities of a sales manager are numerous, but his main tasks are selling the company's goods and services, working with clients and partners. The sales manager negotiates to achieve the goals set for him, works in the office with a computer and documents, goes to meetings, communicates on the phone. This position is in demand: it is in almost every firm or company that is engaged in any type of trading activity. Note that, depending on the direction of the company's activities, the functional responsibilities of the sales manager and his work will differ. So, you can be a sales manager for windows, real estate, equipment, cars and auto parts, furniture, services and others. This list is endless, since today a huge number of product groups are sold in different spheres of life. At the same time, despite the specifics of the product, the essence of the work of such a manager remains unchanged: to sell, to keep sales at a certain level or increase them, to ensure the availability of clients, partners and regular customers.

A bit of history

Sales manager is a very ancient profession. In fact, it appeared with the advent of trade, but such people at different times were called differently: traders, merchants, barkers, and so on. In the modern world, they began to be called sales managers, but again the essence remained the same - to sell a product, to find customers.

Key responsibilities of a sales manager

So, in most cases, a sales employee performs the following duties:

• Increases sales.
• Seeks and attracts clients, concludes contracts with them.
• Maintains relationships with regular partners and clientele.
• Prepares and maintains reports on his work.
• Provides consultations on goods and services.
• Accepts goods and supports their display in retail premises.
• Conducts presentations of new products and promotions, takes part in exhibitions.

The instructions of the sales manager, as mentioned above, differ depending on the specific company and the product being sold.

Requirements for job seekers

A person who wishes to become a sales manager must have a university degree. In some cases, an incomplete higher education in the specialty "Management" or "Advertising" is allowed. In addition, you must be able to work with a computer, navigate office programs and quickly learn how to work with various new programs. Active selling skills are encouraged. Very often, employers indicate requirements such as having a driver's license (less often - having a personal car), experience in sales, and skills in working with documents in advertisements for the search for employees. In general, if a person who comes for an interview looks ready to develop and learn new things and at the same time meets the basic requirements, he will definitely be given a chance to prove himself. The main thing is to fulfill the functional duties of a sales manager with high quality and work for the good of the company.

JOB DESCRIPTION

_________ № ___

(date) (number)

Sales manager

1. GENERAL PROVISIONS

1.1. The sales manager is a professional.

1.2. The sales manager is hired and dismissed by the order of the general director on the proposal of the commercial director and the head of the sales department.

1.3. The sales manager reports directly to the head of the sales department.

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

- regulatory documents and methodological materials on the work performed;

- the charter of the organization;

- the internal labor regulations of the organization;

- orders and orders of the commercial director and the head of the sales department;

1.5. A person who has a higher (secondary) vocational education in management or a higher (secondary) vocational education of another profile and additional training in the field of theory and practice of management is appointed to the position of a sales manager. A candidate for the position of a sales manager must have at least six months of experience in similar positions.

1.6. A sales manager should know:

- federal laws and regulations governing the conduct of entrepreneurial and commercial activities, including the legislation of the subjects of the Russian Federation, municipalities;

- the basics market economy, market conditions, features and specifics of the market of the corresponding region;

- fundamentals of entrepreneurship and business, rules and principles of sales;

- basics of taxation;

- assortment, classification, characteristics and purpose of the products sold;

- conditions of storage and transportation of products;

- psychology, ethics of business communication, rules for establishing business contacts and conducting telephone conversations;

- the procedure for developing business plans, commercial agreements, contracts;

- the structure of the commercial service and sales department of the organization;

- rules for working with a computer and the operation of office equipment.

2. OFFICIAL RESPONSIBILITIES

Sales Manager:

2.1. Organizes and controls the sales process.

2.2. Searches for potential customers.

2.3. Works with first-time clients, with their subsequent transfer to the leading sales manager, depending on the territorial affiliation of the client.

2.4. Conducts commercial negotiations with clients in the interests of the organization.

2.5. Reacts promptly to information from customers and brings it to the attention of the relevant lead sales manager and head of sales.

2.6. Finds out the needs of customers in the products sold by the organization, coordinates orders with the customer in accordance with his needs and the availability of assortment in the warehouse of the organization.

2.7. Motivates customers in accordance with approved sales promotion programs.

2.8. Draws up a monthly sales plan.

2.9. Analyzes statistics of sales and shipments of goods to customers of an organization.

2.11. Accepts and processes customer orders, prepares required documentsrelated to the shipment of products to the organization's customers.

2.12. Informs customers about all changes in the assortment, increases and decreases in prices, promotions to stimulate demand, the time of arrival of products at the warehouse.

2.13. He finally agrees with the client the conditions regarding prices, dates of shipment and methods of delivery of products.

2.14. Submits applications for the delivery of products to customers to the logistics department.

2.15. Participates in the development and implementation of projects related to the activities of the sales department.

2.16. Interacts with other departments of the organization in order to fulfill assigned tasks.

2.17. Participates in workshops.

2.18. Maintains working and reporting documentation.

2.19. Maintains up to date customer data in the organization's infobase.

2.20. Controls the shipment of products to customers.

The sales manager has the right to:

3.1. Raise a question to the management about increasing the size of wages, paying for overtime work in accordance with the legislation and regulations governing the system of remuneration of employees of the organization.

3.2. Submit proposals to the management to improve their work, improve working conditions.

3.3. Request, personally or on behalf of management, from structural divisions and employees, reports and documents necessary for the performance of official duties.

3.4. Require the head of the sales department to assist in the performance of their duties and the exercise of rights.

3.5. Require management to provide the organizational and technical conditions necessary for the performance of official duties.

4. LIABILITY

The sales manager is responsible for:

4.1. Failure to perform (improper performance) of their duties provided for by this instruction, within the limits determined by the current labor legislation of the Russian Federation

4.2. Committing offenses in the course of their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

4.3. Infliction of material damage and damage to the business reputation of the organization - within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

The job description was developed in accordance with the order of the general director from the date, month, year. No. __.

____Head of HR department___ _________ _______________

(head of structural unit) (signature) (decryption of signature)

With this job description

familiarized. I got one copy

and undertake to keep _______ in the workplace _______________

(signature) (decryption of signature)

_______

Legal advisor __________ _______________

(visas of legal officials) (signature) (transcript of signature)

_______

__________________________ __________ ________________

(legal officer) (signature) (transcript of signature)

The functions of a sales manager differ from company to company.

It is only the management of the company that decides how effective it is to load a manager who masterfully communicates with clients by issuing invoices. And the manager who makes the decision.

To put everything on the shelves, I suggest that the manager identify the functions that the manager will perform during the interview. And the manager should clearly request these responsibilities. Then you can avoid many breakups before passing the probationary period and latent dissatisfaction with the work.

In order for the manager and the sales manager to understand the responsibilities in the same way, fix them on paper. Let it be a job description or work instruction. It is best to list all responsibilities in as much detail as possible.

Main job responsibilities of a sales manager

I give as an example job dutiesthat I encountered. But I'm sure this is not the whole list of things that can be assigned to a sales manager.

• Search and filling of the database (DB) for making cold calls.
• Cold calls to clients from prepared databases.
• Participation in exhibitions, forums.
• Initial negotiations with clients.
• Preparation of an initial commercial proposal.
• Conducting a presentation of a product or service to a client.
• Formation of an application for a technical solution together with the customer and transfer of the application to the technical department.
• Expert assessment of a technical solution and the formation of alternative technical solutions with the customer.
• Coordination with the customer and financial services of individual prices.
• Preparation of a business case for the client's profitability to assess the possible border of the discount.
• Coordination with the customer and the company's lawyers of the contract for the supply / provision of services.
• Ensuring the signing of an agreement with the customer.
• Ensuring that the accounting department and the archive receive the original contract.
• Prepayment invoices.
• Securing payment from clients.
• Preparation of an order for the start of production of goods or provision of services.
• Extracting primary documents and ensuring their signing by the client.
• Ensuring the receipt of signed documents from the customer.
• Receiving claims from the customer for the quality of goods or services and transferring claims to the required department (depending on the type of claim).
• Ensuring the delivery of goods to the client or work at the client's facility.
• Providing monthly payments by the client.
• Providing monthly delivery of primary documentation to and from the client.
• Dealing with accounts receivable.
• Filling the CRM system at any event at the client's.
• Filling in daily reports on the number of calls.
• Filling out reports on meetings with clients.
• Preparation of information for the marketing department about the degree of customer satisfaction with the goods or services of the company.
• Preparation of proposals for the marketing department to reform goods and services.
• Receiving commercial offers from competitors.
• Planning sales volumes for future periods.
• Preparing data for calculating the commission.
• Preparation of presentation and handouts, etc.

In some companies, the job of a sales manager is reduced to two or three points, while the rest of the functions are assigned to specially trained people. This is the optimal situation when the sales manager is only concerned with negotiations with clients and signing contracts. All other functions of the so-called back office are performed by female students. They will be much more effective in the role of a clear and accurate executor, and they can also perform unskilled work.

Getting the sales manager to write out invoices, control deliveries, is like hammering in nails with a microscope. But the complete elimination of the manager from the production process or the provision of services is also not the most the best waybecause the manager sells things that the company will never produce or deliver.

The company's management is always faced with a dilemma: either release the manager from all side functions, or save money on the back office and load the sales manager with organizing responsibilities. There is no universal solution, the approach is determined by the level of market development. If there are many new clients on the market, it makes sense to concentrate the manager's efforts on finding them. Further service can be transferred to other managers. If the market is dense enough, and there is fierce competition for each client, it makes sense to reduce the load on the client search manager and concentrate his work on providing quality service.

Job description for active sales manager : in this Active Sales Manager Job Description, you will find the COMPLETE list of responsibilities, training program, and a ready-made Active Sales Manager template.

Active Sales Manager Job Description: What should the ideal candidate look like?

How to increase the amount accumulated in your company's accounts? How to expand your market share and gain a positive reputation in the eyes of existing and potential customers?
A team of sales professionals will help you achieve these ambitious goals, acting as a kind of "locomotive" of your business, the main resource for converting your product into real real money.
An active sales manager is one of the most honest and transparent professions, allowing the specialist himself to manage his income, and the head of the company to soberly assess the usefulness of each employee, calculating his actual material contribution to the well-being of the company.

What should be the job responsibilities of an active sales manager?

• fulfillment of personal material plans, plans for calls, meetings and conversion from them (KPI);
• active search for new customers and study of the existing customer base;
• reporting on work with a client in the reporting systems adopted in the company (CRM);
• reporting to the head of the department, feedback.

What does an ideal salesperson look like?

A sales manager is not just a professional choice. It is also a completely definite personality structure and a variation of character that has certain characteristics (which must be paid attention to when hiring):

• openness in communication;
• persistence;
• conflict-free;
• the ability to find compromise solutions;
• the ability to quickly find contact with any person;
• the ability to tolerate failures.

What skills should an active sales manager have?

1. the skill of making cold calls;
2. possession of sales techniques and scripts;
3. business communications skill (from an ordinary employee of the client company to the top management of the organization);
4. skill of working with primary documentation (control of invoicing and payment of invoices, shipments);

Active Sales Manager: Some Tips for Candidate Selection

An excellent salesperson is betrayed by his demeanor, calm confidence of a professional, relaxed but not defiant posture, lack of "closed" facial expressions, ability to smile sincerely and appropriately. Even if your candidate has no professional experience, it doesn't matter. The seller is not so much a collection of specific knowledge as a solid, confident temperament, mixed with ease of communication, the ability to persistently achieve set goals and a high interest in personal material success. And the material achievements of a manager are always a high profit for the company.

How to train a sales manager from scratch?

As stated, lack of experience is not always a problem when hiring the right candidate. If we are not talking about a product that requires specific knowledge, then the skills of working with a product, highlighting its advantages can always be taught. A candidate from an industry that is not close to you, who has worked in it for more than 3 years, often presents an incomparably greater risk: a specialist is accustomed to a certain algorithm of work and to the specifics of activities, and it is not easy for him to adapt to new realities. Salesperson with excellent experience and track record wholesale trade is unlikely to take root in the sale of luxury clothing. Adaptation is a matter of time, but it is this resource that is always of increased value when a salesperson is introduced to a new team. I would like to send the newcomer to the field rather, converting his experience into something for which he was attracted - into money.

Alternative job titles

In Russia and the countries of the former CIS, an active sales manager is usually referred to simply as a seller, "salesman" or "manager". These words are most often used within the company, within which the sales department functions.

What does an effective active sales manager job post look like?

Briefly about the company:
- achievements;
- years of work;
- the number of employees;
- plans and development forecasts;
- explanation of the need to search for employees (expansion of staff, opening a new direction).
Duties:
- selection, sorting of the base of potential customers according to specified standards;
- negotiations with the top management of the enterprise;
- maintaining relationships with existing customers;
- document management (invoices, contracts, shipping documents).
Requirements:
- Experience of active sales from 1 year;
- Desire and ability to earn;
- Ability to work in multitasking mode;
- instant learning;
- confident computer user;
- knowledge of English is desirable;
- knowledge of the radio components market (example) is desirable, but not necessary.
We guarantee:
- lack of an upper level of earnings;
- average income at the level of 30,000 - 55,000 rubles (example);
- sales trainings;
- a close-knit young team;
- completely white wages.