Functional and job responsibilities of a manager. Sales manager: job responsibilities, functions and skills

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 upon submission commercial director and head of the wholesale 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 regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of entities 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 maintaining 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 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 associated with the shipment of products for the Firm's clients assigned to themselves, as well as for clients assigned to the respective 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 divisions 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.

Every manager or entrepreneur has had to recruit sales managers at least once. Even if you do not contain in your staffing any personnel, you are likely to work with independent sales agents who act as sales professionals. After all, sales are what interests every businessman without exception, it is a guarantee of a positive balance and stable profits.

So, what functions should be entrusted to the manager who will deal with sales? What needs to be checked when hiring a sales manager, what qualities should he demonstrate? What should a salesperson do besides selling directly? Read about it in this article.

Initially, we note that your sales manager must do what you write in the job description. You can download a sample from reputable sites on the Internet. job description, you can put in everything that you consider important, you can exclude what you will never need. In any case, the instruction is a kind of contract between the entrepreneur and the employee. By signing the job description, the employee agrees that he will do everything that is recorded in it. Therefore, carefully draw up this document, first draw for yourself the entire sales scheme at your enterprise, and in accordance with it, write down all the functions of a sales specialist.

Qualities of a sales manager that will increase your profits

1. Ability to learn, to analyze information, technical literacy

Anyone can learn product information and tell it clearly without hesitation. But this is not enough for today's sales. Now both the product and services are becoming quite complex, and one cannot do without special skills in analyzing the properties of the object of sale. If earlier the client could only say - "I will buy - I will not buy", now more and more often he provides his own set of requirements for the product. And the manager must make him just such an offer, understand what the client wants, whether it is possible to comply with his conditions technically, whether it is possible to offer the client a technical alternative with a similar set of options.

To achieve such mastery, a sales manager must learn easily, read a lot, understand even complex technical diagrams product production. Ongoing training can go a long way in helping a sales manager achieve high sales. In order to motivate managers to educate and research the product, many companies constantly conduct attestations, testing knowledge about the product. Immediately explain to managers that this is not a way to fire a particular specialist, but a method of sharing knowledge about the subject that is being sold.

2. Ability to communicate positively and effectively

In order to successfully sell goods to customers of the most different levels, social statuses, ages and interests, it is necessary to be able to communicate with different people. If a manager works in the b2b sector, then the need for these skills increases exponentially! Business customers need not only what they are told about the product, competently and qualified, but also individual approach in respect of individual interests. To do this, the manager must be able to prepare for a meeting with a demanding client, develop a conversation plan, outline the goals of the negotiations, tasks, as well as stages in the order of leading the conversation to desired result. To do this, each manager must be able to collect information about a potential buyer, about his needs and needs, even about family affairs, hobbies, and interests before the meeting.

In addition, the manager must competently keep a diary of his meetings, and it is best to do this electronically, in any CRM program. Such programs perfectly adapt to the tasks of any production, you can add any sections and items to them. The entire customer base, data on goods and services, assortment, prices, invoice forms, etc. are entered into such a program. Access to sections can be limited, for example, the entire customer base can be visible only to commercial and general directors. The main thing is that such a program has a clear interface so that even non-advanced users can work in it.

3. Business literacy

Each sales manager should be able to write a business letter, compose a response to a request, register it, compose a competent commercial offer, collection of receivables. In addition, the manager must be able to work with email, with other programs to exchange information. Copying, scanning, printing, text formatting, and more should all be on the sales manager's list of skills.

4. Legal literacy

Each sales manager is required to work with contracts, acts, invoices and other documents. Clients often make their own amendments to contracts, and the manager must promptly accept or reject them. The manager, as a rule, can draw up a protocol of disagreements, having coordinated it with his supervisor. After that, he controls the signing of the contract and the implementation of all its clauses. Of course, the manager does not need to know all the legislation of the Russian Federation in full, but all the nuances of contractual work should be thoroughly studied by him.

5. Knowledge of accounting documentation

A good sales manager does not need any bookkeeping for his transactions. He knows how to issue an invoice, an invoice, issue an invoice, sales receipt, act of reconciliation, and much more. If unified accounting programs are used, then even a beginner can handle the documentation. If the company has a paper document flow, then the skills of working with accounting documents are very important, and when hiring such an employee, it is necessary to find out the level of knowledge of accounting documentation.

When applying for a job, you should ask about your experience in solving difficult and non-standard tasks. It is also important to have a systematic approach to work, logical chains when communicating with clients. But the work experience in numerical terms of years will tell you much less information about the employee. Let the applicant tell you about his best projects, about the working day, about accounting and reporting systems, let him show his notes, even just in his work notebook. On them you can see systems approach or lack thereof at work.

A resume can also tell a little about the applicant. But a personal conversation, reasoning about any specific situation(case), real business proposals for cases - will most clearly show how professional the employee is. In addition, only in a personal conversation can you find out whether it is suitable this person to work in your team. Relationships are very important in every production, and especially in the structure of sales. Therefore, put the ability to live calmly and loyally in a team in the first place, because only in a team can you achieve the highest success.

What are the main responsibilities of a sales manager

1. The main task is to increase sales, obtain most orders and maximum financial profit. As a rule, a manager is assigned a certain territorial sector for work, and it is in this sector that one should achieve an increase in profits, an increase in the number of clients, etc.
2. Search for new clients, interviews with them, receiving orders and paperwork.
3. Maintenance of accounting and reporting documents.
4. Working with existing customers, sending out offers, expanding the average bill.
5. Conducting consultations on service, on new products, on the availability of assortment lines.

Additional functions of sales managers

1. Receipt of goods and products
2. Display control on the sales floor
3. Participation in exhibitions and conferences
4. Carrying out product presentations
5. Organization of trainings and master classes
6. Preparation for tenders, collection of documents
7. Study of competitive offers and market conditions
8. Accounting for the work of sales representatives, from drawing up plans to accounting for gasoline consumption
9. Development of schemes and techniques for finding new customers, attracting new segments of the target audience
10. Control of payment under contracts, in compliance with deadlines
11. Preparation of all documentation in case of cross-checks
12. Conducting business correspondence, conducting business telephone conversations, signing contracts
13. Participation in the assessment commercial work, analysis economic activity the entire enterprise and the sales department in particular
14. Development and compilation of routes for sales representatives
15. Drawing up contracts and making adjustments and amendments depending on changes in conditions, assortment, prices, etc.
16. Formation of proposals according to the indicators of the development of the plan by sales representatives
17. Formation and maintenance of the client base, constantly replenishing it
18. Controlling the return of invoices and other documents, signed assets, etc.
19. Issuance of powers of attorney various kinds activities
20. Search and formation of data groups of various directions, analysis of results and development of proposals for strategies
21. Control of after-sales service of their customers

What Additional Skills Should a Sales Manager Have?

A sales manager must be able to work much more than 8 hours a day, more than five days a week. And this work time he must organize on his own, without anyone's commanding hand. He himself decides how much and where to work, the main thing in his work is the final result. In addition, the manager cannot be inactive, not energetic, not interesting person. He is constantly learning, developing, striving for new heights and goals. And he must do all this creatively, because in modern world there is almost no "war" of goods, but a very bright "war" of sales managers. They buy from someone who is more interesting, who is more active, more convincing. And it is very important at this moment - to work not like everyone else, to be different from others.

The job description is necessary to regulate labor relations. It is developed by department heads. Approved by the director of the organization.

The manager's job description establishes the procedure for subordinating an employee, appointing and dismissing him from his post. The document spells out the requirements for knowledge, education, skills of the employee, his rights, functional duties, responsibility. A number of provisions of the instruction may differ depending on the specialization of the manager.

Manager job description template

Regional Manager

The regional manager establishes and manages the activities of the sales network for the company's products and services. The main tasks of the official:

1. Search for business partners.

2. Preparation of solutions to increase sales of the company's products and services.

3. Control of pricing, compliance with sales partners of customer service standards, compliance with quality standards for products and services.

2. Participation in the implementation of the marketing strategy for the company's products and services on the territory of representative offices.

3. Training of entrusted personnel in the ways of negotiating, selling, concluding contracts.

5. Participation in the development of standards for the conduct of the company and the dealer network.

APPROVE:

[Job title]

_______________________________

_______________________________

[Name of company]

_______________________________

_______________________/[FULL NAME.]/

"______" _______________ 20___

JOB DESCRIPTION

sales manager

1. General Provisions

1.1. This job description defines and regulates the powers, functional and official duties, rights and responsibilities of the sales manager [Name of organization in genitive case] (hereinafter referred to as the Company).

1.2. The sales manager is appointed to the position and dismissed from the position in accordance with the procedure established by the current labor legislation by order of the head of the Company.

1.3. The sales manager belongs to the category of specialists and reports directly to [name of the position of the direct manager] of the Company.

1.4. A person with an average professional education without presenting requirements for work experience or secondary (full) general education and at least 1 year of experience in marketing.

1.5. The Sales Manager is responsible for:

• organization of work to ensure the functioning of the Company's product sales management system;
• safety of information (documents) containing confidential information (information constituting a commercial secret of the enterprise);
• for compliance with labor safety requirements, rules fire safety in progress.

1.6. In practice, the sales manager should be guided by:

• the established order of work (sales organization technology);
• local acts of the enterprise on sales management issues;
• rules of labor protection and safety, ensuring industrial sanitation and fire protection;
• this job description.

1.7. The sales manager must know:

• legislative and regulatory legal acts, teaching materials on the organization of sales (as far as it relates to its direct activities);
• the procedure for interaction in the course of the activities of the unit;
• technology of work performed by the department;
• basics of business communication;
• advanced (foreign and domestic) experience in the field of sales in the profile of their work;
• receptions and methods of processing correspondence;
• organization of office work;
• forms of documents for receiving and sending the Company's products and the rules for their execution;
• established reporting;
• internal labor regulations;
• labor protection rules and regulations.

1.8. During the period of temporary absence of the sales manager, his duties are assigned to [deputy position].

2. Job responsibilities

The sales manager is required to perform the following labor functions:

2.1. To know the technology of sales organization, planned and actually achieved sales figures, techniques, means and methods of sales, current and prospective (forecasted) state of the sales market, consumer properties of products ... (other - specify specifically).

2.2. Organize the sales of the Company's products in accordance with the sales plan or marketing organization technology and ensure the achievement of established sales targets.

2.3. On a monthly basis, not later than a certain date, submit to the head of the department a draft sales plan for the coming month, before the start of the planning period, distribute and bring the sales task to the attention of subordinates.

2.4. Exercise effective control over the consumption of all types of available resources, their reliable and timely accounting, regularly reflect the results of control in the working documentation.

2.5. Make choices and effective application optimal techniques, means and methods of sales.

2.6. Systematically analyze the state of the sales market (in its own and related areas), based on the results of the analysis, submit proposals to the head of the department aimed at optimizing sales work.

2.7. Manage contract work.

2.8. On a monthly basis, no later than a certain date, submit to the head of the department a report on the work done in the prescribed form and give the necessary explanations for the reporting indicators.

2.9. Establish, maintain, strengthen and develop by all accessible ways mutually beneficial business contacts with partners.

2.10. Lead the preparation of negotiations, personally participate in the negotiation process with the most important categories of partners.

2.11. Provide advice to partners on all issues related to consumer properties offered products, the terms of the sales contract.

2.12. To systematically control the timeliness of deliveries and payments.

2.13. Timely and accurately maintain accounting and other sales documentation.

2.14. Ensure that the customer base is kept up to date.

2.15. Manage the preparation of promotional events (in their direction).

2.16. Maintain interaction with colleagues in the department in order to ensure maximum efficiency of its activities.

2.17. Constantly improve your professional level in corporate training.

2.18. Timely and fully work out and submit to the head of the unit reporting and other official documentation (in addition to that specified in clause 2.8 of this instruction).

In case of official necessity, the sales manager may be involved in the performance of his official duties overtime in the manner prescribed by law.

3. Rights

The sales manager has the right to:

3.1. Request and receive necessary materials and documents relating to the activities of the manager.

3.2. Engage in relationships with departments of third-party institutions and organizations to resolve operational issues production activities within the manager's purview.

3.3. Represent the interests of the enterprise in third-party organizations on issues related to its professional activities.

4. Responsibility and performance evaluation

4.1. The sales manager bears administrative, disciplinary and material (and in some cases, provided for by the legislation of the Russian Federation, also criminal) responsibility for:

4.1.1. Non-fulfillment or improper fulfillment of official instructions of the immediate supervisor.

4.1.2. Failure or improper performance of labor functions and the tasks assigned to him.

4.1.3. Unlawful use of the granted official powers, as well as their use for personal purposes.

4.1.4. Inaccurate information about the status of the work entrusted to him.

4.1.5. Failure to take measures to suppress the identified violations of safety regulations, fire and other rules that pose a threat to the activities of the enterprise and its employees.

4.1.6. Failure to enforce labor discipline.

4.2. Sales manager evaluation is carried out:

4.2.1. Direct supervisor - regularly, in the course of the daily implementation by the employee of his labor functions.

4.2.2. Attestation Commission of the enterprise - periodically, but at least once every two years based on the documented results of the work for the evaluation period.

4.3. The main criterion for evaluating the work of a sales manager is the quality, completeness and timeliness of his performance of the tasks provided for by this instruction.

5. Working conditions

5.1. The sales manager's working hours are determined in accordance with the internal labor regulations established by the Company.

5.2. In connection with the production need, the sales manager is obliged to travel to business trips(including local values).

Familiarized with the instruction ___________ / ____________ / "____" _______ 20__

How in demand is a sales manager?

In the modern world, the position of a sales manager is considered promising and popular, because it is such an employee who cares about the financial stability of the company. The duties of a sales manager are numerous, but his main tasks are the sale of goods and services of the company, work with customers 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 available 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, both the functional duties of the sales manager and his work will differ. So, you can be a sales manager for windows, real estate, appliances, cars and auto parts, furniture, services and more. This list can be continued indefinitely, since today a huge number of product groups are sold in different areas vital activity. 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 presence of customers, partners and regular customers.

A bit of history

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

Key Responsibilities of a Sales Manager

So, in most cases, the sales manager performs the following duties:

• Increases sales.
• Searches for and attracts clients, concludes agreements with them.
• Maintains relationships with regular partners and clients.
• Prepares and maintains reports on their work.
• Provides advice on products and services.
• Accepts goods and maintains their display in retail premises.
• Conducts presentations of new products and promotions, takes part in exhibitions.

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

Job applicant requirements

A person who wishes to become a sales manager must have higher education. In some cases, incomplete higher education in the specialty "Management" or "Advertising" is allowed. In addition, it is necessary to be able to work with a computer, navigate in office programs and quickly learn how to work with various new programs. Active sales skills preferred. Very often, in job search advertisements, employers indicate requirements such as having driving license(less often - the presence of a personal car), experience in sales, skills in working with documents. In general, if a person who comes for an interview looks ready to develop and learn new things and at the same time corresponds to basic requirements He will definitely be given a chance to prove himself. The main thing is to qualitatively fulfill the functional duties of a sales manager and work for the benefit of the company.