What does the job description of the sales manager look like?

One of the main divisions of the commercial organization is the sales department, because it is he who is responsible for the amounts of profit.

And, of course, a lot depends on who will become the chief of such an important department.

It should be a person competent, professional, responsible, able to work, not devoid of creativity and other positive qualities.

The head of the company when hiring a new employee is obliged to tell him, what is the job description of the head of the sales department and give him the opportunity to familiarize himself with the text of the document.

This will help to avoid many misunderstandings in the future.

What is the job description and why is it for the sales manager?

The first day at work is difficult for everyone.

You are a beginner who does not know anything yet and does not understand, does not know the team and does not quite know what exactly is the work. In addition, you are constantly in doubt about what you can do and what - you can not.

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You can, of course, explain to a specialist orally his rights, responsibilities, level of responsibility and stuff, but why should every new employee repeat the same thing?

It is much easier to compose the job description once and to acquaint all the successive specialists with it.

Job description is a document that regulates the rights and duties of an employee.

This is a kind of self-instruction manual for a new employee, which will allow him not to make unpardonable mistakes, which can lead to fines or dismissals.

Job description of the head of the sales department:

It is formed in accordance with the requirements of the individual company.

Despite the fact that it is an official document, its development is not the government of the country, but the management of the company. So you can form the requirements for the employee, meeting the needs of the enterprise.
serves as a guide to his actions.

Simply put, the employee, who has not yet had time to settle in the new place, having read the instruction, immediately understands what exactly he is to do, who and how will evaluate the success of the work, what duties to perform, etc.
Allows to conduct qualitative selection of applicants for the position.

You know exactly which specialist you are looking for. At the interview, it's enough just to ask the candidate if they will be able to carry out the duties specified in the instructions.
Gives an opportunity to evaluate the work of the manager.

The document clearly indicates which work results the worker should demonstrate. If there are no corresponding results, this is the reason for discontent on the part of the chief.
Minimizes misunderstanding between the manager and the subordinate.

The head of the sales department will not be able to say that he did not know that it was necessary to do this and that, if these requirements are in the instruction manual. Just like the director of the company will not be able to demand from his subordinates impossible, because you can always make a reference to the service instructions.

Job description of the head of the sales department - the employee's desk book

It is not worth frivolous to treat the job description.

If you are a newcomer to a company, then your career should begin with reading the text of this document.

As I said, the text of the instruction does not have to be the same for all companies, but since the rights, duties and responsibilities of specialists at different firms are similar, the content of the official paper will not be too different.

What is human resources management: 4 components

1) General theses of the job description of the sales department

The general theses of the instructions of the head of sales department are:

The recruitment of a specialist and his dismissal is carried out by the head of the company, who will be supervised by the person heading the department of trade.
Many tasks are put before the employee, but the main one is the sale of the products.
During the illness, leave or absence of a supervisor in the workplace for another reason, the supervisory function is performed by the deputy.
The main in the sales department can only be an adult person that has a profile diploma and worked for a similar position for 5 years or more.
boss must manage a number of documents:

1.	legislative base of the Russian Federation, the Ukraine or any other country where the activity is conducted
2.	Charter Organization
3.	Internal Rules
4.	Orders superiors
5.	Job Description

2) Level of knowledge and duties of the head of the sales department

It is impossible to take such a responsible place of the first person caught.

Candidates are subject to rigorous selection and only the person who possesses the professional knowledge that is listed in the official papers gets the place:

1.	Civil and financial legislation regulating business activities related to sales of
2.	Features of the structure of the enterprise
3	Business Development Prospects
4.	Fundamental Principles of Financial and Commercial Planning
5.	Market Economy, Entrepreneurship and Bio Fundamentals
6.	Features of the profile market
7.	Methods, strategy and pricing tactics
8.	Fundamentals of formation of prices for profile goods
9.	Laws of market development and demand for goods
10.	The theory of management and management of the team
11	Basics of Advertising Campaigns, Promotion of
Shares 12.	Procedure for Developing Commercial Proposals and Terms of Agreements, Contracts, Contracts
13.	Psychological Basis and Principles of Sales of
14.	Te
15.	Ethics of business communication
16.	Business networking skills
17.	Methods of working with information, features of modern technical means of communication, PC skills and various software

Mandatory terms of employment contract: 10 requirements

The duties of the head of the sales department are quite a lot and they should all be listed in the instructions:

To realize the products that the company produces.
Set a price policy and discounts.
Monitor the activities of their subordinates.
Develop ways to expand the client base.
To form cooperation on mutually beneficial terms between the company and its customers.
Regulate payments for products of customers and partners, avoid debt.
To increase own qualification and qualification of their subordinates.
Organize exhibitions and other events that promote more active trading of goods.
Control the correctness of all documentation.
Report to the board of the company about the tasks performed, etc.

The list of information required by the head of the trade department, and a number of his duties in the instructions may be different. It all depends on what goals you set for the specialist.

3) Rights of the sales manager indicated in the job description

It is not true that the head of the sales department has only debts, but there are no liberties.

According to the job description, the head of the sales department has the right to:

Formation of official duties and control over their fulfillment by their subordinates.
Making proposals that improve the work of the company and contributed to making more profit.
Decision making, which are in the area of responsibility of the manager.
Independent planning of the work day, without disrupting the work schedule.
Participation in events that will benefit the development of the company.
Drawing up a variety of papers for internal use of your department.
Interaction between other departments for better functioning of the enterprise.
Timely payment of their labor.
The privileges and rewards that are listed in the contract, and which all employees are entitled to enjoy.
Signature of documents relating to the sale of goods to the client.

Motivation of

personnel 4) What is the responsibility of the sales manager, according to the job description?

The area of responsibility of the chief, the head of sales, is huge. It is with you will be asked for profit. It is you who will be reproached if the incomes are less than expected.

If the head of the trading department:

disclose trade secrets,
does not follow the instructions and orders of the management,
violates the work discipline,
does not perform its duties well,
demonstrates poor sales figures,

, it is unlikely that it will stay in the company for a long time.

Nobody needs stupid employees.

Please read the section of the service manual concerning your responsibility:

Before acquaint someone with the job description, you need to select

for a competent person. A head of sales department was needed for a large enterprise engaged in the production of shoes. The experienced boss of the enterprise was going to retire in a couple of months and with the support of the owners, he was preparing a man for his place.

Naturally, interviews with candidates were held by both. The first director played the future director, the current leader remained in the shadow, but had the right to vote.

Unbreached almost boss, one of the candidates for the position of the head of the sales department was struck on the spot. Intelligent, educated, charming, he confidently juggled with numbers and promised almost golden mountains. And he promised that he believed.

Without five minutes the director of the company almost made the decision, but in time changed his mind and realized that it would be necessary to consult the "old bison" - after all, the experience of the bigger one and it was he who led the bankrupt factory into the top 10 national producers.

When the candidate for the post was sent home with the standard wording: "We'll call you," an interesting conversation took place:

The old director: Take whatever you want, but not this empty bell.
Young: Well, how is it? He's the best!
Old: What are you doing? !Blinded? !With him, apart from talking, there will not be any sense!
Young: I do not understand you.

Outplacement: how to dismiss people correctly?

The old man had to explain to the young man that the candidate he liked had five basic signs of a bad sales manager:

Self-confidence.

How can you not yet know the amount of work that you have to do without knowing the state of affairs, promise to increase sales by 100%?Yes, no normal specialist will do this.
Eccentric behavior.

The head will have to conduct quite a lot of negotiations with partners and potential clients. Eccentricity is appropriate in creativity, but not in business.
Abundance of diplomas.

Here, it would seem that this is bad, because a person learns, improves? But most of these diplomas are from sharashkin offices. There are two options: either he is a fool who pays money to charlatans, or is a liar who has printed these diplomas from Internet.
Accurate versatility.

"I can do everything - at least wash the floors, even lead the accounting department," the candidate said. In fact - this is a sign of a bad specialist who knows only a little, but really does not know how to do anything.
Criticism of the previous manual.

Half the interview, the candidate told what a bad leadership he had before, how he was not appreciated there and how he wished them bankruptcy for it. Just imagine that he will talk about us?

What should the sales manager do?

The answer to this question in the following video:

A young boss with the old arguments agreed and they, having come to a consensus, took on the position of chief of a less bright, but more professional and responsible candidate. He was handed job description of the head of the sales department .