A sales manager is one of the most popular professions, because it is this specialist who, in fact, ensures the financial well-being of the company. The main task of such a manager is to sell the company's goods and services, expand the circle of customers and maintain partnerships with them. A sales specialist spends most of his working time in negotiations (telephone or personal).
Places of work
The position of a sales manager is in any company, firm or organization engaged in one or another type of trading activity. Sometimes employers immediately look for a specialist in a specific area of work, and then the following positions are found in vacancies:
- car sales manager (auto parts);
- window sales manager
- equipment sales manager;
- real estate sales manager;
- furniture sales manager
- service sales manager, etc.
However, despite the specifics of the goods being sold, the essence of the work of a sales specialist is always the same - to sell the goods, keep the sales volume at a high level and, if possible, also increase it.
History of the profession
Sales managers have been around for almost as long as sales have existed. At all times, they were called differently: merchants, itinerant traders, barkers, clerks in shops ... But the essence of what a sales manager does does not change from the name - to sell goods and find new customers.
Responsibilities of a sales manager
The job responsibilities of a sales manager are as follows:
- Increasing sales in your sector.
- Search and attraction of new clients (processing of incoming applications, active search for clients, negotiations, conclusion of contracts).
- Maintaining relationships with established clientele.
- Keeping records of work with current clients and incoming requests.
- Advising on the range and technical parameters of goods (services).
This is a general list of what a sales manager does. In addition, depending on the field of activity, the functions of a sales manager may also include the following items:
- Reception of goods and maintenance of its display in the trading floors.
- Conducting presentations and trainings on new products and promotions of the company.
- Participation in exhibitions.
Sales manager requirements
From an applicant who wants to become a sales manager, employers require the following:
- Higher education (sometimes - incomplete higher education).
- Citizenship of the Russian Federation (not always, but in most cases).
- Knowledge of PC, office programs and 1C, ability to work with electronic catalogs.
- Active sales skills
Additional requirements put forward by employers:
- The presence of a driver's license category B (sometimes also the presence of a personal car).
- Experience in sales.
- Skills in preparing basic commercial documents (contracts, invoices, invoices, invoices, etc.)
Some employers specifically stipulate that in addition to the necessary skills, a sales manager must also have a pleasant appearance, but this is more the exception than the rule. 
sales manager resume sample
How to become a sales manager
The skills of a sales manager can be mastered by people with any education. A sales manager needs, first of all, communication skills and an understanding of sales processes. The principles of sales can be understood in just a couple of days. It will take some more time to overcome the first fears (call a stranger, hold a meeting, answer objections and other things).
The easiest way to become a professional salesperson is to get a job and receive on-the-job training. This is common in the labor market.
Sales manager salary
How much a sales manager receives depends on the specifics of the company's activities, on the specifics of the work of the manager himself, on the region of residence and, above all, on the implementation of the sales plan. The salary of a sales manager ranges from 12,000 to 250,000 rubles, and the average salary of a sales manager is about 40,000 rubles. I would like to repeat and say that earnings significantly depend on sales skills and the result achieved.
1. GENERAL PROVISIONS.
1.1. Real job description defines official duties, rights and responsibility sales manager.
1.2. The sales manager belongs to the category of specialists.
1.3. 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 sales department.
1.4. The Sales Manager reports directly to the Head of Sales.
1.5. A person who has a higher (secondary) professional education in the specialty "management" or a higher (secondary) professional 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. In his work, the sales manager is guided by:
- regulatory documents and methodological materials on the issues of the work performed;
- the charter of the organization;
- internal labor regulations of the organization;
- orders and orders of the commercial director and head of the sales department;
- this job description of the sales manager.
1.7. The sales manager must know:
- federal laws and by-laws regulating the conduct of entrepreneurial and commercial activities, including the legislation of the constituent entities of the Russian Federation, municipalities;
- Fundamentals of pricing and marketing;
- fundamentals of a market economy, market conditions, features and specifics of the market of the respective region;
- basics of entrepreneurship and business, rules and principles of sales;
- basics of taxation;
- range, classification, characteristics and purpose of 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 operating office equipment.
1.8. The Sales Manager reports directly to _____________________.
1.9. During the period of temporary absence of the sales manager, his duties are assigned to ______________.
2. JOB DUTIES.
The duties of a sales manager include:
2.1. Organization and management of sales:
Search for potential clients;
- work with clients who applied for the first time, with their subsequent transfer to the lead sales manager, depending on the territorial affiliation of the client;
- conducting commercial negotiations with clients in the interests of the organization;
- prompt response to information coming from customers and bringing it to the attention of the relevant lead sales manager and head of the sales department;
- finding out the needs of customers in the products sold by the organization, coordinating the order with the client in accordance with his needs and the availability of an assortment in the warehouse of the organization;
- motivation of customers in accordance with approved sales promotion programs.
2.2. Planning and analytical work:
Drawing up a monthly sales plan;
- analysis of statistical data of sales and shipments of the organization's customers;
- Providing reports to the lead sales manager and head of the sales department based on the results of work.
2.3. Sales assurance:
Reception and processing of customer orders, preparation of necessary documents related to the shipment of products for the organization's customers assigned to the sales manager, as well as for customers assigned to the relevant lead sales managers when they are out of the office;
- 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 of the conditions regarding prices, dates of shipment and methods of delivery of products;
- transfer to the logistics department of applications for the delivery of products to customers;
- participation in the development and implementation of projects related to the activities of the sales department;
- interaction with other departments of the organization 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 database of the organization's clients.
2.4. Control:
Shipments of products to customers;
- financial discipline of the client on the basis of documents received from the accounting department in trade.
3. RIGHTS.
3.1. The sales manager has the right to:
Raise a question before the management about increasing the amount of wages, payment for overtime work in accordance with the law and the provisions governing the system of remuneration of employees of the organization;
- submit proposals for the management to improve their work, improve working conditions;
- request personally or on behalf of management from structural units and employees reports and documents necessary for the performance of official duties;
- require the head of the sales department to assist in the performance of their duties and the exercise of rights;
- require management to ensure the organizational and technical conditions necessary for the performance of official duties.
4. RESPONSIBILITY.
4.1. The sales manager is responsible 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;
- committing offenses in the course of their activities;
- within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation;
- 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.
AGREED:
| Supervisor structural unit: |
________ (signature) |
_______________ (FULL NAME) |
"____" _______ ____G. |
| Boss legal department: |
________ (signature) |
_______________ (FULL NAME) |
"____" _______ ____G. |
|
Sales Manager familiar with the job description: |
________ (signature) |
_______________ (FULL NAME) |
"____" _______ ____G. |
sales manager(.doc, 86KB)
I. General provisions
- The sales manager belongs to the category of managers.
- The sales manager must know:
- 2.1. Laws and normative legal documents regulating the implementation of entrepreneurial and commercial activities.
- 2.2. Market economy, entrepreneurship and business fundamentals.
- 2.3. Market conjuncture.
- 2.4. Assortment, classification, characteristics and purpose of goods.
- 2.5. Pricing methods, pricing strategy and tactics.
- 2.6. Fundamentals of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research, ways to promote products on the market).
- 2.7. Patterns of market development and demand for goods.
- 2.8. The theory of management, macro- and microeconomics, business administration.
- 2.9. Forms and methods of conducting advertising campaigns.
- 2.10. The procedure for developing business plans and commercial terms of agreements, agreements, contracts.
- 2.11. Psychology and principles of sales.
- 2.12. Technique to motivate customers to buy.
- 2.13. Ethics of business communication.
- 2.14. Rules for establishing business contacts.
- 2.15. Fundamentals of sociology, psychology and labor motivation.
- 2.16. Foreign language.
- 2.17. Enterprise management structure.
- 2.18. Methods of information processing using modern technical means of communication and communication, computer.
- Appointment to the position of a sales manager and dismissal from the position is carried out by order
- During the absence of a sales manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the appropriate rights and is responsible for the improper performance of the duties assigned to him.
II. Job Responsibilities
Sales Manager:
- Develops schemes, forms, methods and technologies for selling goods, promoting goods on the market.
- Develops and organizes pre-sale activities to create conditions for the systematic sale of goods, satisfying customer demand for goods.
- Controls the development and implementation of business plans and commercial terms of concluded agreements, agreements and contracts, assesses the degree of possible risk.
- Studies the market of goods (analyzes demand and consumption, their motivation and fluctuations, forms of activity of competitors) and trends in its development, analyzes market opportunities.
- Organizes the collection of information about the demand for goods, the reasons for its change (increase, decrease), analyzes the needs of buyers.
- Identifies the most effective sectors of the goods sales market, develops a set of measures to use the opportunities of the goods market.
- Develops and ensures the implementation of measures to organize and create a distribution network for goods (development and construction of channels for the movement of goods to consumers; building relationships with wholesale and retail trade enterprises, other intermediaries; development of dealer relations).
- Identifies potential and prospective buyers of goods (wholesale and retail trade enterprises, other intermediaries, etc.) and establishes business contacts.
- Conducts sales negotiations with buyers in the following areas: presentation of general information about goods and their properties; the introduction of criteria for evaluating goods that are significant for the sale; elimination of doubts about the unfavorable properties of goods; informing about the demand for goods and consumer feedback on goods; identification of potential needs of buyers; etc.
- Participates in pricing, works out the psychological aspects of price negotiations, determines ways to justify the price, determines the forms of settlements under contracts (settlements by letter of credit, settlements by checks, settlements of collection, settlements by open account, bank transfers, trade credit, payment orders, etc.). ), develops and applies discount schemes depending on various factors.
- Organizes pre-contractual work (selection of the type of contracts: distribution, sale, etc.; determination of methods and forms of fulfillment of obligations, development of pre-contractual documentation, reconciliation of disagreements, analysis of buyers' documentation, etc.) and concludes contracts (purchase and sale, deliveries, etc.). ).
- Manages the organization of work on the delivery or shipment of goods to buyers under concluded contracts.
- Controls payment by buyers of goods under concluded contracts.
- Organizes the collection of information from buyers about the requirements for the quality characteristics of goods (service life, rules of use, packaging, etc.), as well as requirements for after-sales service.
- Analyzes the reasons for the buyers to send claims, reclamations under the concluded contracts.
- Creates and ensures constant updating of information bases about buyers (organizational and legal forms, addresses, details, telephone numbers, names of managers and leading specialists, financial condition, purchase volumes, sales volumes, timeliness and completeness of fulfillment of obligations, etc.).
- Maintains contact with regular customers, renegotiates contracts with them.
- Analyzes sales volumes and prepares reports on the results of the analysis for presentation to a higher official.
- Organizes and manages events to form consumer demand for goods, stimulate sales, coordinates certain types of advertising campaigns, ensures the participation of the enterprise in product presentations, fairs and exhibitions.
- Takes part in solving the issues of forming and changing the directions of development of the product range.
- Carries out the selection and training of sales personnel (sales representatives, sales consultants, merchandisers, sales agents, other employees), determines tasks for subordinate employees and monitors their implementation.
III. The rights
The sales manager has the right to:
- Independently determine the forms of selling goods and establishing business relationships with buyers.
- Sign and endorse documents within their competence.
- Get acquainted with the documents that define his rights and obligations in his position, the criteria for assessing the quality of performance of official duties.
- Request personally or on behalf of the immediate supervisor from the heads of enterprise departments and specialists information and documents necessary for the performance of their duties.
- Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
- Require the management of the trade enterprise to ensure the organizational and technical conditions and execution of the established documents necessary for the performance of official duties.
IV. Responsibility
The sales manager is responsible for:
- For improper performance or non-performance of their official duties provided for by this job description - within the limits established by the current labor legislation of the Russian Federation.
- For offenses committed in the course of their activities - within the limits established by the current administrative, criminal and civil legislation of the Russian Federation.
- For causing material damage to the enterprise - within the limits established by the current labor legislation of the Russian Federation.
The main purpose of the job description of a sales manager is a detailed definition of the main duties and qualifications of the seller, the procedure for subordinating the employee to the management, his rights, responsibilities, as well as the rules for appointment and dismissal from his position. Despite the fact that the job description does not apply to the standard, mandatory documents of the enterprise, its presence allows, in the event of any disputes and disagreements, to identify or cancel the fault of both the employee and the employer, which is why its preparation should be taken as seriously and thoughtfully as possible .
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Rules for compiling a job description
There is no legislatively fixed concept of “job description”, therefore, there is no unified, strictly established sample of it. Organizations can develop a document template at their discretion, as well as change it depending on the working conditions of the employee and other parameters.
It should be noted that in different companies the job responsibilities of sales managers may differ slightly, but the basic provisions should always be similar.
The wording in the job description must be written in detail and clearly, without the possibility of double interpretation. If the document is drawn up for employees of one department, then in order to avoid duplication of the same functions, if necessary, the document should be adjusted.
The main rule is that the job description must always be approved by the head of the unit and the director of the enterprise, and also signed by the employee himself.
The signature of the sales manager will indicate that he agrees with the labor duties assigned to him, the rights granted to him and understands his responsibility. The standard job description consists of four sections:
- "General Provisions",
- "Responsibilities"
- "The rights",
- "Responsibility",
Completing the Sales Manager Job Description
First, at the top of the document in the middle, its name is written indicating the position for which it is being drawn up.
Further on the right, you must leave a few lines for approval of the job description by the head of the organization. Here you need to enter his position, company name, last name, first name, patronymic, and also leave a line for signature, with a transcript.
Main part of instructions
In the first section titled "General Provisions" it should be indicated which category of employees the sales manager belongs to (worker, specialist, manager, technical staff, etc.), to whom he is specifically subordinate (without naming), the qualifications to which he must correspond (specialization, education, additional courses) required experience and experience.
Next, a person is entered who will replace him during his absence from the workplace (also without specifying specific names), as well as the basis for appointing or dismissing the employee from office (for example, an order or order of the director of the enterprise).
Below you need to list all the documents and rules with which the sales manager, due to the specifics of the work, must be familiarized:
- fundamentals of labor law,
- rules for concluding transactions and contracts,
- documentation procedure,
- labor protection and internal regulations, etc.
Also here it is necessary to identify specific documents and regulations on which this category of specialists should rely in their work.
Second section "Responsibilities" relates directly to the functions that are assigned to the sales manager. Depending on the enterprise and its type of activity, they may be different, but they should always be described as fully and in detail as possible, from market research to reporting and employee participation in internal events.
In section "The rights" it is necessary to describe in detail the rights of the sales manager, that is, the powers that are granted to him for the most efficient performance of his work. Here it is necessary to prescribe the possibility of increasing the professional level, interaction with the management of the enterprise and employees of other departments, as well as the initiatives expected from the employee.
Fourth section "Responsibility" determines those violations that may be punished by the management of the enterprise. It is desirable to indicate them in detail. If necessary, this part of the document can include specific sanctions and penalties that will follow for certain violations.
Finally, the job description is necessary agree with the responsible officer. Here you need to enter his position, name of the organization, last name, first name, patronymic, and also put a signature with a transcript.
Below you should indicate the details of the sales manager: his last name, first name, patronymic (in full), name of the organization, passport details (series, number, where, when and by whom issued), signature and date of familiarization with the document. In conclusion, the job description should be submitted for resolution to the head of the organization.
