Sales manager job description sample. General provisions of the job description of a sales manager
I approve ................................................
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(name of company)
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(job title)
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(Full name.)
“…..” …………………. 20…..
Job description
sales manager
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(name, enterprises, organizations)
1. General Provisions
1.1. The sales manager is hired and dismissed from her by order of the director of the enterprise.
1.2. A person with ………..……………… is appointed to the position of sales manager.
……………………………………………………………………………..……… education.
(education, specialty)
1.3. Experience in similar positions not less than ………….. years.
1.4. The Sales Manager reports directly to ….…………………..……….
1.5. The sales manager must be fluent in ………….……….......…………… language.
(English, German, etc.)
1.6. In his work, the sales manager is guided by:
- normative documents on the issues of the work performed;
- methodological materials related to the activities of the enterprise;
- the charter of the enterprise;
- labor regulations;
- orders and orders of the commercial director and the head of the wholesale department;
- this job description.
1.7. The sales manager must know:
- federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the constituent entities of the Russian Federation, municipalities, etc.;
- market conditions, pricing, taxation, marketing fundamentals;
- advanced domestic and foreign experience in the field of management;
- psychology and principles of sales;
- structure of enterprise management;
- range, classification, characteristics and purpose of the company's products;
- conditions of storage and transportation of products sold by the enterprise;
- methods of information processing using modern technical means, communications and communications, computer technology, existing forms of accounting and reporting;
- ethics of business communication;
- rules for establishing business contacts and conducting telephone conversations;
- The theory and practice of working with personnel and methods for assessing the business qualities of employees;
- the structure of the commercial service and the wholesale department;
- internal labor regulations.
2. Job responsibilities
The sales manager is responsible for:
- representation of the interests of the enterprise in relations with customers;
- search for potential customers;
- initial work with clients who applied for the first time, with subsequent transfer of the client to the appropriate territorial sales manager;
- conducting commercial negotiations with clients in the interests of the enterprise;
- prompt response to information received from customers and bringing it to the attention of the relevant lead sales manager and head of the wholesale sales department;
- analysis of customer needs for products sold by the enterprise;
- motivation of clients to work with the enterprise;
- monthly sales plan;
- analysis of statistical data on sales and shipments of the company's products;
- providing reports on the results of work;
- receiving, processing and processing customer orders;
- customer information support;
- informing customers about changes in the range and prices of the company's products;
- informing customers about promotions to stimulate demand;
- informing customers about the schedule for the receipt of finished products at the warehouse;
- coordination with the client of conditions, prices, schedule and method of delivery of products;
- transfer of applications for the delivery of products to customers in the logistics department;
- interaction with departments of the enterprise for the implementation of current tasks;
- participation in workshops;
- maintenance of working and reporting documentation;
- maintenance and up-to-date customer database;
- control of shipments of products and financial discipline of the client.
3. Rights
The sales manager has the right to:
- require management to ensure organizational and technical conditions and execution of established documents necessary for the performance of official duties;
- require the head of the department to assist in the performance of their duties and rights;
- make proposals for improving the work of the enterprise, within the limits of their official duties;
- request personally or on behalf of the management from the structural units and employees the reports and documents necessary for the performance of his duties.
4. Responsibility
The sales manager is responsible for:
- for the consequences of decisions taken by him that go beyond his powers established by the current legislation of the Russian Federation, the charter of the enterprise, other regulatory legal acts;
- for failure to perform (improper performance) of their official duties provided for by this instruction, within the limits determined by the current labor legislation of the Russian Federation;
- for committing an offense in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation;
- for causing material damage and damage to the business reputation of the enterprise - within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.
5. Working conditions
5.1. The mode of operation of the Sales Manager is determined in accordance with the Internal Labor Regulations established at the enterprise.
5.2. Due to production needs, the Sales Manager may be sent on business trips.
6. Other
This job description has been developed and approved in accordance with the provisions of the Labor Code of the Russian Federation and other regulations governing labor relations in the Russian Federation.
Agreed:
Head of the legal department
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familiar with job description
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The job description of a sales manager is main document defining the order and mechanism of its work. It reveals the existing requirements for candidates for the position, contains a list of the immediate job responsibilities of the employee, the functions performed. In addition, the rights of employees, the knowledge assessment system and the basic working conditions are determined.
The general provisions of the job description define following:
In addition, there is scroll what the specialist should be guided by in the performance of his duties:
- The procedure for organizing sales and marketing of the organization's products.
- Separate orders of the management, as well as the general provisions of the enterprise regarding the management of the sale of goods.
- Existing labor protection rules that are common to all organizations operating in the territory of the Russian Federation.
- Directly in the paragraphs of his job description.
An applicant who is accepted for a position must have such information:
- The list and content of laws and regulations relating to the regulation of the sale and sale of goods and services.
- Various materials that contain the rules and basic principles of marketing and increasing sales.
- The main methods of work carried out both personally by the manager and employees of his department.
- The principles of organizing office work, taking into account the characteristics of the direction of the company.
- Up-to-date information, including information obtained from foreign sources, on sales experience, analysis of activities and improvement of labor efficiency.
- Performance appraisal system.
- The procedure and form of reporting, the procedure for interaction in the course of the activities of the unit.
- The rules of the labor schedule of the organization.
Functions and job responsibilities
Main Functions that the sales manager must fulfill, as well as his official duties, according to the instructions, are:
- Development of methods and technologies for the implementation of sales of goods.
- Development and improvement of the main schemes for marketing products within the framework of the organization's activities.
- Organization of various events aimed at pre-sales activities, the main purpose of which is preparation for the start of sales of a new product or cooperation with a new counterparty.
- Creation of certain conditions that ensure the satisfaction of the current demand for certain products.
- Monitoring compliance with the existing items of business plans that are used in the process of conducting work activities.
- Compliance with the main conditions of contracts and agreements signed with customers and counterparties, if necessary, making changes on a bilateral basis, which are registered by an additional agreement to an existing one.
- The study of the market of goods, the sale of which the manager is engaged in. Such a function applies not only to the region in which the manager works - in his work he must necessarily use the results of neighboring regions and cities in order to be able to apply any methods and technologies in his activities.
- Anticipate growth and decline in sales depending on third-party factors and respond accordingly to such changes.
- Conduct an analysis of the activities of the company's competitors, especially specializing in the sale of similar products and goods.
- Collect and summarize information that indicates the volume of sales of products for a certain period of time, fluctuations both up and down, the reasons for such changes. In this regard, making proposals to higher management or taking actions within their competence.
- Analysis of the main trends in the commodity market, obtaining basic information regarding the demand forecast, as well as planned releases of goods and products by competing firms.
- Analysis of the basic needs of buyers, the study of the main factors influencing it, the division of statistics by major regions and zones.
- Development of schemes of actions aimed at carrying out various activities to increase the sales of a particular product. Such a function is performed both for a general increase in sales, and to prevent the planned decline in interest in the product.
- Development of measures to increase sales by using the most effective materials and methods, while using the best practices of competitors and other companies whose specific activity is also related to sales.
- Emphasis in the work on creating strong ties with large retail chains. Constant maintenance of relationships, holding promotions for regular counterparties, from which both the client and the organization in which the manager conducts his work benefit.
- Building relationships with various wholesale companies, analyzing cooperation opportunities, working out, together with other departments, the possible benefits from signing contracts with such counterparties.
- Identification of potential customers among existing legal entities and individuals and establishing business contacts with them.
- Negotiating with clients of any level, since even small retail in a certain amount brings companies their share of income.
- Active participation in the development of pricing for clients of various levels. Negotiating with clients in such a way as to extract the maximum benefit for your company in terms of the price of the goods, but, at the same time, provide the opportunity for cooperation on more favorable terms for the client than competitors can offer.
- Conducting direct negotiations on cooperation. During negotiations, a step-by-step discussion of such issues should take place: conveying to the client general information on the product or group of products that the organization wants to offer for sale, providing information about the main advantages of such products, possibly mentioning existing shortcomings, but in such a way that they were truthful, but at the same time did not scare the counterparty from cooperation. If the client has any doubts about the need to cooperate with the manager's organization, the skillful management of truthful information in order to convince the client of the opposite. Communicating to the consumer the main positive aspects of cooperation in general, what the client can expect in the future.
- Determination of the form of payment that will be used when paying for the delivered goods. In this case, both the wishes of the client and the capabilities of the company itself, of which the sales manager is an employee, are taken into account. In this case, a cash form of payment, non-cash, by checks, by an open account, using bank transfers can be used. Determination of the possibility of granting a deferred payment and the main conditions for repaying the debt (after a certain time, upon subsequent delivery, etc.).
- Development, both within its competence and together with other departments, of a system of discounts that are beneficial, first of all, to your company and those that can attract customers to cooperation.
- Organization of the main work and actions performed that precede the direct signing of the contract with the client. This may include working out the basic rights and obligations of one and the other parties, determining the ways and forms of fulfilling obligations, reconciling existing disagreements on the main points of the agreements. Analysis of documentation provided by counterparties for compliance with its main company standards, if necessary, request for additional papers.
- Participation in the direct conclusion of contracts with the possibility of subsequent management of the client and control over compliance by both parties with the points specified in the agreement.
- Control of counterparties entrusted to the manager for timely payment for the delivered goods. In the event that for some reason the counterparty does not pay for the delivery on time, taking appropriate measures to eliminate such a fact.
- Organization of the collection of information on data from the sale of goods both from customers with whom a cooperation agreement has only been concluded, and from those who have been supplied with goods for quite a long time.
- If necessary, support for the shipment of goods to customers, such activities are possible both at the initial stage of cooperation and throughout the entire period of work.
- Analysis of data on the quality of the supplied products, collection and generalization of information, if necessary, sending a claim to the manufacturer. It is possible to organize the return of goods that, for any reason, cannot be sold and used for their intended purpose.
- In case of any claims on the quality of goods, timely response to information in order to resolve the conflict as much as possible.
- Analysis and response to those events that impede the increase in demand for products.
- Control of all existing quality indicators for product packaging, rules of use.
- Reporting information to the client on the terms of sale of products, their storage and the main conditions of sale.
- Maintaining constant contacts with existing customers in order to avoid the outflow of counterparties.
- Creation of various information bases of the company's existing clients. Such data may be presented in tabular form and contain information about the address of the counterparty, basic details, including those that may be contained in payment documents, telephone numbers of managers and employees of counterparties who can be contacted regarding the resolution of various issues, the name of the head, leading experts. In addition, shipments of products made to a specific client, statistics on returns, the history of current payments, etc. are entered here.
- Renegotiation of contracts with contractors when it is impossible to prolong the current ones and the desire to continue cooperation.
- Ensuring participation in ongoing events (exhibitions, fairs) to increase the number of customers and increase sales.
- Participation in the conduct of advertising campaigns and, if necessary, coordination of the actions performed.
The sales manager is entitled to following:
- Obtaining information about internal changes in the work of the company that relate directly to the employee.
- Obtaining information about the availability of documents necessary for the work of the manager.
- Making suggestions to higher management on improving the principles of the company, as well as improving the sales scheme.
- Requesting, personally or through the manager, reporting information regarding counterparties maintained by the sales manager.
- The requirement to provide assistance in the performance of work duties.
The manager may be responsible for following:
- For the consequences of decisions made that were made within their own competence without additional approval by management.
- For failure to fulfill their official duties, determined by this instruction.
- For violating any laws and regulations in the course of their work, even if they were carried out to bring more profit to their company.
- For causing material damage to your organization by your actions in the performance of official duties.
- For the deterioration of the company's reputation, which led to a decrease in sales or an outflow of counterparties.
Reporting system
The applied system of reports on the work done by managers is aimed at monitoring their activities, which can be expressed in direct benefit, and exclusively in the work done. In particular, the reports may contain such information:
- Number of days worked.
- Late.
- The number of calls made by the manager. Both the overall indicator and those that led to a certain result are indicated.
- Meetings held with existing and potential customers that led to the conclusion of new contracts or an increase in sales volumes.
- The number of products delivered to counterparties, which are managed by a specific manager.
Peculiarities
Consider the main features of positions that also relate to the process of selling goods - senior manager and sales development specialist.
The main feature of the performance of labor duties will be overall control of all activities performed by middle managers.
Perhaps a senior manager will independently oversee some projects and manage large clients.
In general, the order of work in such a position is determined in accordance with the internal procedures of the company, the size of the sales department, as well as the overall structure of both the entire company and the individual division.
A senior manager may be held responsible for the mistakes of his subordinates, which arose due to an insufficient degree of control on his part.
Sales Development Specialist
Job responsibilities of a Sales Specialist can be narrower than a sales manager and concern not certain clients of the company, but any aspects of the company's work.
On the other hand, the organization also has the right to independently determine their job responsibilities. These may include both a separate analytical study, and the collection of certain information, generalization of data, etc.
This video provides additional information on compiling a job description for a sales manager.
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;
- labor regulations;
- 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 governing the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the constituent entities of the 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. Operating forms of 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 lead 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 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:
- acceptance and processing of customer orders, execution of necessary documents related to the shipment of products for the Firm's customers assigned to themselves, as well as for customers assigned to the relevant lead sales managers when they are out of the office;
- providing information support to clients;
- informing 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;
- 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 of the financial discipline of the client on the basis of documents received from the accounting department in wholesale trade and warning about the terms of payment.
4. RIGHTS
1. Raise the issue of increasing the amount of wages, payment for 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 ensure the organizational and technical conditions and execution of the 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 legislation of the Russian Federation.
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 to the business reputation of the Firm 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 of the Firm:
7. ADDITIONS AND CHANGES.
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Which paragraph has been changed |
New version of paragraph |
Employee's signature |
Date of change |
Who approved the change |
There is a myth that a manager who sells in a particular field is only obliged to sell a certain product. Initially, when this profession appeared, this was indeed the case, but this year the requirements, general provisions and job categories of the position have been changed. At the same time, the number of duties, rules and rights has somewhat expanded, regardless of the form and activity of an enterprise or its division.
What category of specialists does a sales manager belong to?
According to the job description, extracts, general rules and regulations, the employee belongs to the category of workers called specialist. If we consider the general provisions, then this employee can be fired or hired to a position only according to the execution of a special order of the director, which must be certified by the signature and seal of the enterprise.
Speaking about the hierarchy in production, it is worth noting that this type of manager, according to the job description, is obliged to obey the commercial director, clearly follow the instructions of a particular person and respond in time to the problems that have arisen.
The boundaries of responsibility are also determined directly by the head of the department or commercial director. The company, according to the Labor Code of the Russian Federation, must have a sample in several copies, which is available directly at the workplace of this manager, in a visible place for review at any time.
According to the rules and regulations, the manager who represents the interests of the company by selling the product and services is required to know the legislative acts and the legal code of the Russian Federation.
Job Responsibilities of a Sales Manager
The provisions and rights according to the job description include:
- Non-disclosure of company trade secrets;
- Maintaining and expanding the clientele, in addition, making adjustments to the behavioral model of some employees who are also associated with active or passive sales;
- Control over the implementation of sales of services or a product that the organization produces;
- Control over the shipment of goods;
- Search for potential customers in all kinds of places;
- Attracting old inactive customers with the help of special sales tools;
- Expanding the set of tools, both active and passive sales;
- Making cold calls to potential clients;
- Development of new projects that, one way or another, increase the efficiency of employees, and as a result, lead to a new level of the main enterprise and its branches;
- Implementation of material waste, as well as payments by buyers for the purchased goods;
- Drawing up and maintaining reports;
- Implementation and maintenance of employee motivation;
- Maintaining a sales plan;
- Preservation of a trusted secret.
At the request of the employer, the general provisions and job description of this category can be expanded and supplemented, according to the nature and activities of the company. An employee of this category has the right to supplement the instructions, as well as consult with the head of the company.
Rights
The sales manager has the right to:
- Safe working conditions and categories of goods that provide full-fledged work during working hours;
- Get special access to hidden information and trade secrets;
- Making decisions that are within the scope of his position in accordance with the rules and regulations;
- Negotiations with management regarding the creation of additional conditions to improve the efficiency of the labor process;
- Require information from employees if needed and improve workflow efficiency.
The specialist has the right to make decisions that, one way or another, will increase the result, as well as come up with new projects, the implementation of which will benefit the enterprise.
What can a sales manager be responsible for?
There are not only direct job responsibilities, obligations and norms according to the job description of the sales manager, but also the boundaries of responsibility. An employee of the relevant category is responsible for:
- For the quality of work performed at the enterprise;
- For failure to fulfill direct duties in accordance with their competence;
- For violation of the general work process;
- For making decisions that go beyond his competence;
- For violation of the schedule of exit during working hours;
- For non-compliance with labor discipline and offensive behavior;
- For revealing secrets.
This list is usually announced immediately upon admission to this vacancy.
Consequences of disclosure of trade secrets by a sales manager
The scope of job responsibilities of the category of a manager who carries out sales includes non-disclosure of company secrets. It could be:
- General composition of clients;
- New projects and developments of the company's employees;
- Maintenance of the general charter of the enterprise;
- The conditions under which the organization operates;
- production secret;
- Purchasing secret.
For not saving job data, an employee faces disciplinary responsibility, which includes either a reprimand from the company's management or dismissal under the corresponding category of the article.