Active sales manager: responsibilities, job description. Job Description for Sales Manager

19.10.2019

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 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 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.

This instruction applies to the sales manager and is developed in accordance with:

- “Qualification reference book for positions of managers, specialists and other employees.” Resolution of the Ministry of Labor and Social Development of the Russian Federation of August 21, 1998 No. 37 (as amended on 01/02/00).

1.1. The sales manager belongs to the category of specialists.

1.2. Appointment to the position of sales department manager and dismissal from it is made by order of the General Director of the plant;

1.3. The Sales Department Manager reports functionally and administratively to the General Director of the plant.

1.4. A person with a higher or secondary specialized education is appointed to the position of sales department manager;

1.5. Work experience in the field of sales.

1.6. The sales manager must know:

1.6.1. organizational and administrative documents of senior managers relating to the work of the sales department;

1.6.2.basics of pricing and marketing;

1.6.3.standards and technical specifications for products sold;

1.6.4.wholesale and retail prices for products;

1.6.5. the procedure for concluding contracts for the supply of products;

1.6.6.rules for preparing sales documentation;

1.6.7.standards for storage, transportation and shipment of products from the warehouse; psychology and principles of sales;

1.6.8.ethics of business communication;

1.6.9.procedure for responding to incoming complaints from consumers;

1.6.10.procedure for reporting on the work done;

1.6.11.methods of information processing using modern technical means of communication and communications, personal computers, internal labor regulations.

1.7.Working conditions

1.7.1. The work schedule of the sales department manager is determined in accordance with the internal labor regulations established by the company and the employment contract.

1.7.2. Due to production needs, the sales department manager may go on business trips (including local ones).

II. Job responsibilities

2.1. Organization and management of sales:

2.1.2. searching for potential clients;

2.1.3.conducting commercial negotiations with clients in the interests of the Firm;

2.1.4.prompt response to information received from clients and bringing it to the attention of the Head of the Department;

2.1.5. clarification of customer needs for products sold by the Company and coordination of the order with the client in accordance with his needs and the availability of assortment at the Company’s warehouse complex;

2.1.6.motivating clients to work with the Company.

2.2. Planning and analytical work:

2.2.1. drawing up a monthly sales plan;

2.2.2. analysis of statistical data on sales and shipments of the Company’s clients;

2.2.3. provision of reports on the results of work in accordance with the work regulations of the department and the Company.

2.2.4. providing marketing research of the provided market segment to study the demand for the company’s products, the price level of competitors, and prospects for the development of the sales market.

2.2.5.participation in drawing up forecasts for product deliveries to the warehouse.

2.3.Sales support:

2.3.1.reception and processing of customer orders, preparation of necessary documents related to the shipment of products for the Company’s clients assigned to themselves, as well as for clients assigned to the relevant department managers (when they are outside the office);

2.3.2. providing information support to clients;

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

2.3.4. final agreement with the client on the terms of prices, shipment date and method of delivery of products;

2.3.5.participation in the development and implementation of projects related to the activities of the wholesale sales department;

2.3.6.interaction with the divisions of the Company in order to fulfill assigned tasks;

2.3.7.participation in workshops;

2.3.8. maintaining working and reporting documentation.

2.3.9. maintaining active client data in the information system.

2.3.10.participation in the consideration of incoming claims and complaints from customers.

2.3.11.preparing responses to claims brought, timely filing of claims with consumers if they violate the terms of contracts.

2.4. Test:

2.4.1. ensuring planning of shipments of goods from the warehouse, reserving goods in the warehouse and timely removing them from the reserve;

2.4.2. ensuring timely receipt of funds for sold products;

III. Rights

The sales manager has the right:

3.1. Make proposals for improving work related to the responsibilities provided for in this job description.

3.2. Request personally or on behalf of management from structural divisions and employees reports and documents necessary to fulfill his official duties.

3.3. Require the manager to provide assistance in the performance of his official duties and rights.

3.4. Require management to provide organizational and technical conditions and prepare established documents necessary for the performance of official duties.

3.5. Enter into relationships with departments of third-party institutions and organizations to resolve operational sales issues that are within the purview of the sales department manager.

3.6. Represent the interests of the company in third-party organizations on issues related to the production activities of the sales department.

IV. Responsibility

The Sales Manager is responsible for:

4.1. Failure to fulfill one’s official duties as provided for in these instructions, within the limits determined by the current Labor legislation of the Russian Federation.

4.2. Ensuring the implementation of the monthly sales plan.

4.3. Conducting transactions and concluding contracts with organizations and individuals.

4.4. Execution of orders, instructions and instructions of the head and General Director of the company.

4.5. Disclosure of commercial information that is the property of the Company.

4.6. Causing material damage and damage to the business reputation of the Company.

4.7. Compliance with safety, fire and other rules that pose a threat to the activities of the enterprise and its employees.

4.8. Compliance with internal labor regulations and performance discipline.

Not every person can work as a sales manager, because to successfully perform the functions of this position, a person must have a number of specific skills and personal qualities.

In this article we will tell you what a typical job description for a sales manager looks like, and also present several different versions of this document.

In the first section of the instructions, the employer prescribes the qualification requirements for the applicant for the position.

A sales manager belongs to the category of specialists, and usually he reports directly to the head of the department or the commercial director of the organization, and is appointed and removed from the position only by order of the general director.

Often, employers require potential employees to have at least a secondary specialized education and 1 year of work, however, some companies hire people with no experience at all for the position of manager.

During the absence of an employee from the workplace, his functional duties and responsibilities are transferred to another official appointed by the general director of the company.

To successfully perform work tasks, a sales manager needs knowledge of:

fundamentals of economic, civil and labor legislation;
rules for concluding contracts;
individual sales plans;
marketing basics;
the range and characteristics of the goods sold;
the procedure for the supply of goods and provision of services;
rules for document preparation;
norms of business communication and etiquette;
reporting documents provided to the immediate supervisor;
fire protection, safety and labor protection standards.

In this case, the employee must be guided in his activities by:

own job description;
charter and governing documents of the enterprise;
instructions and instructions from management;
provisions of current legislation.

Job responsibilities: what a sales manager is entitled to and his responsibilities

Depending on the specifics of the enterprise and the characteristics of the product being sold, the list of job responsibilities of a manager may have its own nuances, but experts consider the following to be standard job functions:

collecting information about potential clients;
communication with potential clients and counterparties;
conducting negotiations with clients;
receiving and processing orders;
preparation of reporting documentation;
establishing customer needs for the company's products or services;
coordination with clients of the delivery procedure, payment for goods and their volumes;
drawing up regular reports on the implementation of sales plans and the supply of goods to contractors;
participation in events related to the work of the department;
monitoring the order of delivery of products to the company’s counterparties;
maintaining an information base for communications with clients;
exercising control over the amount and procedure for payment for goods;
advising clients on the rules of operation and characteristics of goods;
taking established measures to reduce receivables from counterparties;
analysis and addition of the customer information base;
studying competitors' proposals for goods and services.

The sales manager’s rights should also be specified in a separate section, including:

improving your own qualifications through participation in training events;
obtaining information about management decisions related to the work of the department;
independent decision-making within one’s own competence;
participation in the preparation of sales promotion events;
sending proposals to management to improve their activities and the work of the enterprise as a whole;
approval of documents within its own competence;
interaction with structural divisions of the enterprise on official issues;
refusal to perform direct job duties in the event of a threat to life or health;
putting forward requirements for management to create the conditions necessary for the performance of functional duties and the preservation of material assets;
informing management about shortcomings identified in the work of the enterprise and sending proposals for their elimination.

It is recommended to note the following as the employee's responsibilities:

fulfillment of sales plans;
implementation of programs to promote goods on the market;
quality of interactions with clients;
violation of the provisions of the company's governing documentation;
disclosure of confidential information;
consequences of independently made decisions;
violation of business communication standards;
causing harm to the company, its personnel, contractors and the state;
violation of internal regulations, labor discipline provisions, safety standards and fire protection.

Sales manager job description samples

Typical

Regional

Regional managers are often called territorial and regional sales managers, and their job descriptions look like this: https://yadi.sk/i/fCLCQO7F3TrPgp

Presenter

To find a sample instruction from a leading specialist, click here: https://yadi.sk/i/ti_HNBLo3TrPos

Senior Sales Manager

Assistant (assistant) sales manager

The labor functions of an assistant manager look like this: https://yadi.sk/i/kg3kWb753TrQWT

Fitness club

In sports clubs, sales managers work according to the following documents: https://yadi.sk/i/jRvy1Gjl3TrQi5

For wholesale

The work of wholesale sales managers is regulated by the following type of instructions: https://yadi.sk/i/PAOZvuIJ3TrR44

By retail

For corporate

To download instructions for a corporate sales manager, click here: https://yadi.sk/i/O1JdV3t13TrRHT

Sales of spare parts

When selling auto parts, managers are guided by documents like this: https://yadi.sk/i/cgJXF_s-3TrRNu

I CONFIRM:

[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 job responsibilities, rights and responsibilities of the sales manager [Name of the organization in the genitive case] (hereinafter referred to as the Company).

1.2. The sales manager is appointed and dismissed in accordance with the procedure established by 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 immediate manager] of the Company.

1.4. A person with secondary vocational education without any work experience requirements or secondary (complete) general education and work experience in sales structures of at least 1 year is appointed to the position of sales manager.

1.5. The Sales Manager is responsible for:

organizing work to ensure the functioning of the Company’s product sales management system;
safety of information (documents) containing confidential information (information constituting a trade secret of the enterprise);
for compliance with labor safety requirements and fire safety rules during work.

1.6. In practical activities, a sales manager should be guided by:

established procedure 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. A sales manager must know:

legislative and regulatory legal acts, methodological materials on organizing sales (insofar as they relate to its direct activities);
the procedure for interaction in the process of the unit’s activities;
technologies 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;
techniques and methods for processing correspondence;
organization of office work;
forms of documents for the acceptance and dispatch of the Company’s products and rules for their execution;
established reporting;
internal labor regulations;
rules and regulations of labor protection.

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

2. Job responsibilities

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

2.1. Know the technology of sales organization, planned and actually achieved sales figures at the moment, techniques, means and methods of sales, current and future (predicted) state of the sales market, consumer properties of products... (others - please indicate specifically).

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

2.3. Every month, no 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 planned 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, and regularly reflect the results of control in working documentation.

2.5. Select and effectively apply optimal sales techniques, tools and methods.

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

2.7. Manage contract work.

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

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

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

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

2.12. Carry out systematic monitoring of timely deliveries and payments.

2.13. Maintain accounting and other sales documentation in a timely and efficient manner.

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

2.15. Manage the preparation of promotional events (in your area).

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 the corporate training system.

2.18. Timely and fully process and submit reporting and other official documentation to the head of the unit (in addition to that specified in clause 2.8 of these instructions).

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:

3.1. Request and receive necessary materials and documents related to the manager’s activities.

3.2. Enter into relationships with departments of third-party institutions and organizations to resolve operational issues of production activities that are within the competence of the manager.

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, criminal) responsibility for:

4.1.1. Failure to carry out or improperly carry out official instructions from the immediate supervisor.

4.1.2. Failure to perform or improper performance of one’s job functions and assigned tasks.

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

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

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

4.1.6. Failure to ensure compliance with labor discipline.

4.2. The sales manager's performance is assessed by:

4.2.1. By the immediate supervisor - regularly, in the course of the employee’s daily performance of his labor functions.

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

4.3. The main criterion for assessing the work of a sales manager is the quality, completeness and timeliness of his performance of the tasks provided for in these instructions.

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. Due to production needs, the sales manager is required to go on business trips (including local ones).

I have read the instructions ___________/___________/ “____” _______ 20__

I APPROVED
CEO
Last name I.O.________________
"________"_____________ ____ G.

1. General Provisions

1.1. A sales manager belongs to the category of specialists.
1.2. A sales manager is appointed to the position and dismissed by order of the general director of the company.
1.3. The sales manager reports directly to the company's commercial director / head of the sales department / regional sales manager.
1.4. During the absence of the sales manager, his rights and responsibilities are transferred to another official, as announced in the order of the organization.
1.5. A person who meets the following requirements is appointed to the position of sales manager: education - higher or incomplete higher education, experience in similar work of at least one year.
1.6. The sales manager is guided in his activities by:
- legislative acts of the Russian Federation;
- The company’s charter, internal labor regulations, and other regulations of the company;
- orders and instructions from management;
- this job description.

2. Job responsibilities

2.1. Searches for potential clients.
2.2. Conducts commercial negotiations with clients.
2.3. Receives and processes customer orders and prepares necessary documents.
2.4. Finds out customer needs for products sold by the company and coordinates orders with the client in accordance with his needs and the availability of the range.
2.5. Motivates customers to work with the company in accordance with approved sales promotion programs.
2.6. Draws up a monthly sales plan.
2.7. Maintains reporting on sales and shipments to the company's customers.
2.8. Participates in the development and implementation of projects related to the activities of the sales department.
2.9. Maintains a client base.
2.10. Controls the shipment of products to customers.
2.11. Controls payment by customers for goods under concluded contracts.

3. Rights

3.1. Receive information, including confidential information, to the extent necessary to solve assigned tasks.
3.2. Submit proposals to management to improve your work and that of the company.
3.3. Require management to create normal conditions for the performance of official duties and the safety of all documents generated as a result of the company’s activities.
3.4. Make decisions within your competence.

4. Responsibility

4.1. For failure to perform and/or untimely, negligent performance of one’s official duties.
4.2. For failure to comply with current instructions, orders and regulations on maintaining trade secrets and confidential information.
4.3. For violation of internal labor regulations, labor discipline, safety and fire safety rules.