These are the responsibilities of a manager. Job Description for Sales Manager. Job responsibilities. Manager's salary composition

And in trade, the popularity of such a profession as a sales manager is rapidly growing. Despite the specifics of this work, even students can do it. The profession of a manager opens up prospects for a person in terms of salary and career growth in the company.

Having gained sufficient experience in sales, a specialist has the opportunity to connect his further activities with technology, marketing or take a leadership position. The main tasks are to find out the needs of the buyer, contact existing customers and constantly look for new ones, as well as ensure the promotion of products to the market and the process of the product entering the field of use. If you are interested in obtaining this position and successfully working in this field, you need to outline the responsibilities of a sales manager for your resume. First of all, you need to familiarize yourself in detail with the nuances of the profession.

General characteristics of the activities of a sales manager

The need for specialized education for this job is a rather controversial issue. Perhaps specialized education is a decisive factor, but, on the other hand, character traits play an equally important role. Not only will good knowledge of products and customer needs help ensure career success, but also communication skills. You need to quickly navigate the situation, for example, if a product is out of stock, if possible, offer another, conclude profitable contracts, work with documents, negotiate with suppliers, track delivery conditions, discounts, etc. Sometimes the definition of this specialty does not seem very understandable, overly generalized and even confusing.

To present yourself as a worthy candidate for this position, you must first understand the key job functions, responsibilities of a sales manager for a resume in order to correctly compose it. Let's look at all this in more detail in the following sections.

Requirements for the profession

The sales manager carries out the following activities:

1. Searches for potential clients and conducts commercial negotiations.
2. Accepts customer orders and prepares documentation.
3. Identifies customer requirements for goods produced by the company, negotiates orders depending on the requirements and availability of these goods or services.
4. Stimulates sales and customer work with the company.
5. Develops a sales plan for each month.
6. Works with reporting documentation on sales and shipments to the company's clients.
7. Participates in the preparation and implementation of sales projects.
8. Performs work on the client base.
9. Monitors the shipment of goods to customers.
10. Monitors payments by customers under concluded contracts.

But, simply put, the common and most basic function of all representatives of the profession is the ability to sell effectively. You cannot do without knowledge of the market and the company, since the manager takes on half of the company’s responsibilities.

How to become a sales star? What do you need to be able to do and know?

Sales managers work in various fields: in banks, in the metal industry and telecommunications. There are several types of “sales people”. Regardless of their specifics, the main goal of a specialist is to conclude the largest number of transactions and ensure the maximum sales volume.

Professional trainings that can be found on the Internet will help you acquire the skills of a sales manager. Also, when considering the responsibilities of a sales manager for the resume you are about to write, keep in mind that selling any product requires:

• study demand, competitors, market opportunities;
• develop a product taking into account market requirements;
• search for potential clients and advertise;
• convince the client that your products are of the highest quality;
• enter into a contract;
• deliver products or provide services, as well as after-sales service;
• complete paperwork and work on sales growth strategies.

Typology of sales managers and their main functions

As already mentioned, there are several types of sales managers. Let's briefly describe them.

• Contact center operators. They check the availability of goods at the base and issue invoices.

• Storekeepers. They issue products from the warehouse, issue invoices and receive money.

• IT operators. They work with applications and have no communication with clients other than email.

• Cashiers. The main task of cashiers is to receive money for goods.

• Accountant or 1C operator. Draw up the necessary documents for products.

• Sales representatives. Take orders from store employees. These are the most qualified and experienced “sales people” (they are called super-managers).

• Sales consultants. Must have an understanding of clients' products or business activities and provide consultation.

When considering sales manager responsibilities for your resume, be sure to include your experience and functions as some type of “sales executive” (if you have such experience).

What do applicants need to consider? Job responsibilities of a sales manager in a resume with comments

Have you already decided on your choice of profession and settled on a specific example? Don't forget about the main rules. A resume is the “face” of a candidate for a position. In order to competently write a resume for a job, you need to indicate the specific skills that are required for the job. There are examples on the Internet of the correct formatting of this document. The responsibilities of a sales manager for a sample resume can be viewed here.

Egorova Olga Nikolaevna

Citizenship: Russia.

Phone: +7 (XXX) XXX-XX-XX.

Goal: applying for the position of sales manager.

Experience:

Spectr Plus LLC, Moscow.

Position: sales manager.

Responsibilities:

· search and attraction of clients;

· working with the client base and keeping it up to date;

· Negotiations with clients;

· drawing up commercial offers and concluding contracts;

· invoicing;

· search for contractors and interaction with them;

· drawing up sales plans;

· maintaining document flow in full;

· Drawing up reports on work results.

Wholesale sales manager: what is the essence of the job?

This is a person who works with ready-made clients without searching for them, dealers and distributors. To perform these functions, you need to know the market, business fundamentals and have experience working in a company.

The Wholesale Sales Manager Responsibilities for Resume are detailed in the form given below.

02.2012 — 11.2013 — LLC "...", St. Petersburg

Position: wholesale sales manager.

Responsibilities:

• large-scale trade for doing business;
• necessary modification of the product;
• processing orders with customers;
• implementation of the overall development strategy of the enterprise;
• receiving products, checking calculations;
• interaction with companies involved in the transportation of goods;
• activities to create and implement enterprise programs;
• participation in exhibitions.

The job responsibilities of a sales manager are determined by the specifics of the company in which he works. You can be involved in different fields if you have enough knowledge. For example, a “sales person” in the field of mechanical engineering must understand the intricacies of this industry.

Car sales specialist

This work requires knowledge of a sufficient amount of information about cars, auto parts, equipment and technology. Responsibilities of an automobile sales manager for a resume could be as follows:

1. Consulting clients by phone and in the showroom.
2. Negotiation.
3. Preparation of necessary documentation and conclusion of contracts.
4. Organizing a demonstration of machines in action, working on their preparation for delivery to the client, informing clients about various services (trade-in, special equipment).

The manager of a car dealership represents a certain brand of car; he must take into account the requirements and wishes of the buyer and work in accordance with them.

Purchasing a car is a multi-stage process that a specialist needs to clearly monitor in order to avoid difficulties in purchasing a new car from a client.

There are also many industries where a manager needs special knowledge, for example, a furniture sales manager cannot do without this knowledge.

Selling furniture: useful skills

Requirements for such specialists include developed artistic taste, responsibility and attention to detail, knowledge of furniture, preparation of documentation (invoices, reports), and computer skills.

So, let's summarize. What skills does the employee have in this field?

If you are considering being a candidate for this position, Furniture Sales Manager resume responsibilities should include the following:

• knowledge of cabinet furniture;
• drafting contracts;
• sales skills;
• creating a list of buyers;
• consulting customers by phone and when selecting products;
• processing of primary documentation;
• searching for clients;
• formation of a sales plan and their accounting;
• shipment of products;
• organization of payment under contracts.

A furniture sales specialist does not necessarily (but preferably) have a university diploma. If you have graduated from college or technical school, you can try yourself as a candidate for this position.

Although this is difficult, it is very interesting work.

Personal qualities important for professional activity

Sales manager resume responsibilities are not the only thing you need to consider when presenting yourself as a candidate for this job. You need to decide whether you have the personal qualities that will ensure a career in this field. It is recommended to try yourself in this position for those who are stress-resistant, sociable, have self-organization skills, clear diction, can instill their opinion in the client (“Our product is the best”), and conduct telephone conversations.

A good “sales person” is efficient, hardworking, capable of presentation and self-presentation (he represents both the product and himself well), and takes into account the needs of the client. The management profession is one of the most prestigious, but it has its drawbacks - sometimes it involves business trips and long working hours. We must remember that any specialty is a state of mind.

If you enjoy presenting products and selling, arm yourself with a well-written resume, take some training, and opportunities in this area are open to you. Good luck!

The main purpose of the job description of a sales manager is a detailed definition of the main responsibilities and qualification conditions of the seller, the procedure for subordinating the employee to management, his rights, responsibilities, as well as the rules for appointment and dismissal from his position. Despite the fact that a job description does not belong to the standard, mandatory documents of an enterprise, its presence allows, in the event of any disputes or disagreements, to identify or eliminate the guilt 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 drawing up job descriptions

There is no legally established concept of “job description”, therefore there is no unified, strictly established sample. Organizations can develop a document template at their discretion, and also change it depending on the employee’s working conditions 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 a document is drawn up for employees of one department, then in order to avoid duplication of the same functions, the document should be adjusted if necessary.

The main rule is that the job description must always be approved by the head of the department and the director of the enterprise, and also signed by the employee himself.

The sales manager’s signature will indicate that he agrees with the job responsibilities assigned to him, the rights granted and understands his responsibility. The standard job description consists of four sections:

• "General provisions"
• "Job Responsibilities"
• "Rights",
• "Responsibility",

Filling out the job description for a sales manager

First, at the top of the document in the middle, its name is written, indicating the position for which it is being compiled.
Further on the right you need to 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 signature line with a transcript.

Main part of the instructions

In the first section called "General provisions" you should indicate which category of employees the sales manager belongs to (worker, specialist, manager, technical staff, etc.), to whom he specifically reports (without indicating names), the qualifications that he must meet (specialization, education, additional courses) , required length of service and work experience.

Next, enter the person who will replace him during the period of absence from the workplace (also without specifying specific names), as well as the basis for the appointment or dismissal of the employee (for example, an order or order from the director of the enterprise).

Below you should list all the documents and rules that a sales manager, due to the specifics of his work, must be familiar with:

• basics of labor legislation,
• rules for concluding transactions and contracts,
• procedure for completing documentation,
• rules on 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 "Job Responsibilities" directly concerns the functions 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 completely and in detail as possible, from market research to reporting and employee participation in internal events.

In chapter "Rights" You need to describe in detail the rights of the sales manager, that is, the powers that he is given to perform his work as efficiently as possible. Here it is necessary to specify the possibility of improving 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 result in punishment from the management of the enterprise. It is advisable 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, a job description is necessary agree with the responsible employee. 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 information about the sales manager: his last name, first name, patronymic (in full), name of the organization, passport data (series, number, where, when and by whom it was issued), signature and date of review of the document. Finally, the job description should be submitted to the head of the organization for resolution.

Job Description for Active Sales Manager : In this job description for an active sales manager you will find a COMPLETE list of responsibilities, a training program, as well as a ready-made template for an active sales manager.

Job description of an active sales manager: what should an ideal candidate look like?

How to increase the amounts 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 cash.
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?

• implementation of personal material plans, plans for calls, meetings and conversion from them (KPI);
• active search for new customers and development of the existing client base;
• maintaining reports on work with the client in the reporting systems adopted by 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. This is also a completely definite personality type and character variation that has certain characteristics (which you need to pay attention to when hiring):

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

What skills should an active sales manager have?

1. cold calling skills;
2. knowledge of sales techniques and scripts;
3. business communications skills (from an ordinary employee of a client company to the top management of an organization);
4. skill in working with primary documentation (control of issuing and payment of invoices, shipments);

Active sales manager: some tips for selecting a candidate

An excellent salesperson is identified by his demeanor, the calm confidence of a professional, a relaxed but not provocative posture, the absence of “closed” facial expressions, and the ability to smile sincerely and appropriately. Even if your candidate has no professional experience, it doesn't matter. A salesperson is not so much a body of specific knowledge as a strong, confident character, mixed with ease of communication, the ability to persistently achieve goals and a high interest in personal material success. And the manager’s material achievements always mean high profits for the company.

How to train a sales manager from scratch?

As already 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 to work with the product and highlight its advantages can always be taught. A candidate from an industry not close to you, who has worked in it for more than 3 years, often represents an incomparably greater risk: the specialist is accustomed to a certain work algorithm and the specifics of the activity, and it is not easy for him to adapt to new realities. A salesperson with excellent experience and achievements in the field of wholesale trade is unlikely to get accustomed to selling luxury clothing. Adaptation is a matter of time, but it is this resource that is always of increased value when introducing a salesperson into a new team. I would like to send the newcomer “to the fields” as soon as possible, converting his experience into what he was brought in for - money.

Alternative job titles

In Russia and the countries of the former CIS, an active sales manager is usually called simply a salesman, “sales person” or “manager”. These words are most often used within the company within which the sales department operates.

What does an effective job posting for an Active Sales Manager look like?

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

I. General provisions

1. A sales manager belongs to the category of managers.
2. A sales manager must know:
   1. 2.1. Laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities.
   2. 2.2. Market economy, entrepreneurship and the basics of doing business.
   3. 2.3. Market conditions.
   4. 2.4. Assortment, classification, characteristics and purpose of goods.
   5. 2.5. Pricing methods, pricing strategy and tactics.
   6. 2.6. Fundamentals of marketing (the concept of marketing, the fundamentals of marketing management, methods and directions of market research, methods of promoting goods to the market).
   7. 2.7. Patterns of market development and demand for goods.
   8. 2.8. Theory of management, macro- and microeconomics, business administration.
   9. 2.9. Forms and methods of conducting advertising campaigns.
   10. 2.10. The procedure for developing business plans and commercial terms of agreements, agreements, contracts.
   11. 2.11. Psychology and principles of sales.
   12. 2.12. Techniques for motivating customers to make purchases.
   13. 2.13. Ethics of business communication.
   14. 2.14. Rules for establishing business contacts.
   15. 2.15. Fundamentals of sociology, psychology and labor motivation.
   16. 2.16. Foreign language.
   17. 2.17. Enterprise management structure.
   18. 2.18. Methods of information processing using modern technical means of communication and communications, computers.
3. Appointment to the position of sales manager and dismissal from the position is made by order
4. During the absence of the sales manager (business trip, vacation, illness, etc.), his duties are performed by a person appointed in the prescribed manner. This person acquires the corresponding rights and bears responsibility for the improper performance of the duties assigned to him.

II. Job responsibilities

Sales Manager:

1. Develops schemes, forms, methods and technologies for selling goods and promoting goods on the market.
2. Develops and organizes pre-sale activities to create conditions for the systematic sale of goods and meet customer demand for goods.
3. Monitors the development and implementation of business plans and commercial terms of concluded agreements, agreements and contracts, assesses the degree of possible risk.
4. Studies the goods market (analyzes demand and consumption, their motivation and fluctuations, forms of activity of competitors) and its development trends, analyzes market opportunities.
5. Organizes the collection of information about the demand for goods, the reasons for its changes (increase, decrease), analyzes the needs of customers.
6. Identifies the most effective sectors of the goods sales market, develops a set of measures to use the opportunities of the goods market.
7. Develops and ensures the implementation of measures to organize and create a sales 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).
8. Identifies potential and promising buyers of goods (wholesale and retail trade enterprises, other intermediaries, etc.) and establishes business contacts.
9. Conducts sales negotiations with customers in the following areas: providing general information about products and their properties; introduction of sales-relevant criteria for evaluating goods; eliminating doubts about the unfavorable properties of goods; informing about the demand for goods and consumer reviews of goods; identifying potential customer needs; etc.
10. Takes part in pricing, works through the psychological aspects of price negotiations, determines methods of justifying prices, determines forms of settlements under contracts (settlements under letters of credit, settlements by checks, collection settlements, settlements on an open account, bank transfers, trade credit, payment orders, etc. ), develops and applies discount schemes depending on various factors.
11. Organizes pre-contractual work (selection of the type of contracts: distribution, purchase and sale, etc.; determination of methods and forms of fulfillment of obligations, development of pre-contractual documentation, reconciliation of disagreements, analysis of buyer documentation, etc.) and concludes contracts (purchase and sale, supplies, etc. ).
12. Manages the organization of work on the delivery or shipment of goods to customers under concluded contracts.
13. Controls payment by customers for goods under concluded contracts.
14. Organizes the collection of information from customers about the requirements for the quality characteristics of goods (service life, rules of use, packaging, etc.), as well as the requirements for after-sales service.
15. Analyzes the reasons for customers sending claims and complaints under concluded contracts.
16. Creates and ensures constant updating of information databases 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.).
17. Maintains contact with regular clients and renegotiates contracts with them.
18. Analyzes sales volumes and prepares reports based on the results of the analysis for presentation to a senior official.
19. Organizes and manages events to create consumer demand for goods, stimulate sales, coordinates certain types of advertising campaigns, ensures the company’s participation in product presentations, fairs and exhibitions.
20. Takes part in solving issues of forming and changing the directions of development of the product range.
21. Recruits and trains sales personnel (sales representatives, sales consultants, merchandisers, sales agents, other employees), assigns tasks to subordinate employees and monitors their implementation.

III. Rights

The sales manager has the right:

1. Independently determine the forms of selling goods and establishing business relationships with customers.
2. Sign and endorse documents within your competence.
3. Get acquainted with the documents defining his rights and responsibilities for his position, criteria for assessing the quality of performance of official duties.
4. Request personally or on behalf of the immediate supervisor from heads of departments of the enterprise and specialists information and documents necessary to perform their job duties.
5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
6. Require the management of the trading enterprise to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

IV. Responsibility

The sales manager is responsible for:

1. For improper performance or failure to fulfill one’s job duties as provided for in this job description - within the limits established by the current labor legislation of the Russian Federation.
2. 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.
3. For causing material damage to the enterprise - within the limits established by the current labor legislation of the Russian Federation.

I approve...................................................

…………………………………………….
(name of company)

…………………………………………….
(job title)

………...….……………………………...
(Full name.)

“…..” …………………. 20….. g.

Job description
sales manager

………………………………………………………………………………..
(name, enterprise, organization)

1. General Provisions

1.1. A sales manager is hired and dismissed 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 for at least ………….. 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 activities, the sales manager is guided by:
- regulatory documents on the work performed;
- methodological materials related to the activities of the enterprise;
- the charter of the enterprise;
- labor regulations;
- orders and instructions from the commercial director and head of the wholesale sales department;
- this job description.

1.7. A sales manager must know:
- federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and the legal framework of the constituent entities of the Russian Federation, municipalities, etc.;
- market conditions, pricing procedures, taxation, marketing fundamentals;
- advanced domestic and foreign experience in the field of management;
- psychology and principles of sales;
- enterprise management structure;
- assortment, classification, characteristics and purpose of the enterprise’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, current forms of accounting and reporting;
- ethics of business communication;
- rules for establishing business contacts and conducting telephone conversations;
- theory and practice of working with personnel and methods for assessing the business qualities of employees;
- structure of the commercial service and wholesale sales department;
- internal labor regulations.

2. Job responsibilities

The sales manager carries out:
- representation of the interests of the enterprise in relationships with clients;
- search for potential clients;
- initial work with first-time clients, followed by 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 leading sales manager and head of the wholesale sales department;
- analysis of customer needs for products sold by the enterprise;
- motivating clients to work with the company;
- monthly sales plan;
- analysis of statistical data on sales and shipments of the company’s products;
- provision of reports on the results of the work;
- receiving, processing and processing customer orders;
- information support for clients;
- 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 receipt of finished products at the warehouse;
- agreement with the client on the terms, prices, schedule and method of delivery of products;
- transfer of requests for delivery of products to customers to the logistics department;
- interaction with departments of the enterprise to accomplish current tasks;
- participation in work meetings;
- maintaining working and reporting documentation;
- maintaining and maintaining an up-to-date customer database;
- control of product shipments and financial discipline of the client.

3. Rights

The sales manager has the right:
- demand from management to ensure organizational and technical conditions and execution of established documents necessary for the performance of official duties;
- demand from the head of the department assistance in the performance of his official duties and rights;
- make proposals for improving the work of the enterprise, within the limits of their job responsibilities;
- request personally or on behalf of management from structural divisions and employees reports and documents necessary to fulfill his official duties.

4. Responsibility

The sales manager is responsible for:
- for the consequences of decisions made by him that go beyond his powers established by the current legislation of the Russian Federation, the charter of the enterprise, and other regulatory legal acts;
- for failure to fulfill (improper performance) of their official duties provided for by these instructions, within the limits determined by the current labor legislation of the Russian Federation;
- for committing an offense in the process 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 work schedule 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

……………….…………… / ……….… "…..." ………………………20 …. g./>   (full name / signature)

I have read the job description

……………….…………… / ……….… "…..." ………………………20 …. g./>    (full name / signature)