home Training Responsibilities of a Building Materials Sales Manager General provisions of the job description of a sales manager. Acceptance of incoming applications

Responsibilities of a Building Materials Sales Manager General provisions of the job description of a sales manager. Acceptance of incoming applications

APPROVE:

[Job title]

_______________________________

[Name of company]

_______________________________

_______________________/[FULL NAME.]/

"______" _______________ 20___

JOB DESCRIPTION

sales manager

1. General provisions

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

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

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

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

1.5. The Sales Manager is responsible for:

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

1.6. AT practical activities The sales manager should be guided by:

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

1.7. The sales manager must know:

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

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

2. Job responsibilities

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

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

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

2.3. On a monthly basis, 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 planning period, distribute and bring the sales task to the attention of subordinates.

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

2.5. To carry out the selection and effective application of the best methods, means and methods of sales.

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

2.7. Manage contract work.

2.8. On a monthly basis, not later than a certain date, submit to the head of the department a report on the work done in the prescribed form and give the necessary explanations for the reporting indicators.

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

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

2.11. Consult partners on all issues related to the consumer properties of the products offered, the terms of the sales agreement.

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

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

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

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

2.16. Maintain liaison with colleagues in the department to ensure maximum efficiency his activities.

2.17. Constantly improve your professional level in the system of corporate training.

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

When need-to-know the sales manager may be involved in the implementation of their official duties overtime in the manner prescribed by law.

3. Rights

The sales manager has the right to:

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

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

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

4. Responsibility and performance evaluation

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

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

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

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

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

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

4.1.6. Failure to enforce labor discipline.

4.2. Sales manager evaluation is carried out:

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

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

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

5. Working conditions

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

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

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

How in demand is a sales manager?

AT modern world the position of a sales manager is considered promising and popular, because it is such an employee who cares about the financial stability of the company. The duties of a sales manager are numerous, but his main tasks are the sale of goods and services of the company, work with customers and partners. The sales manager negotiates to achieve the goals set for him, works in the office with a computer and documents, goes to meetings, talks on the phone. This position is in demand: almost every firm or company that is engaged in any type of trading activity has it. Note that depending on the direction of the company's activities, both the functional duties of the sales manager and his work will differ. So, you can be a sales manager for windows, real estate, appliances, cars and auto parts, furniture, services and more. This list can be continued indefinitely, since today a huge number of product groups are sold in various spheres of life. At the same time, despite the specifics of the product, the essence of the work of such a manager remains unchanged: to sell, to keep sales at a certain level or increase them, to ensure the presence of customers, partners and regular customers.

A bit of history

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

Key Responsibilities of a Sales Manager

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

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

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

Job applicant requirements

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

Job description sales manager is main document defining the order and mechanism of its work. It reveals the existing requirements for candidates for the position, contains a list of the immediate job responsibilities of the employee, the functions performed. In addition, the rights of employees, the knowledge assessment system and the basic working conditions are determined.

The general provisions of the job description define following:

In addition, there is scroll what the specialist should be guided by in the performance of his duties:

The procedure for organizing sales and marketing of the organization's products.
Separate orders of the management, as well as the general provisions of the enterprise regarding the management of the sale of goods.
Existing labor protection rules that are common to all organizations operating in the territory of the Russian Federation.
Directly in the paragraphs of his job description.

An applicant who is accepted for a position must have such information:

The list and content of laws and regulations relating to the regulation of the sale and sale of goods and services.
Various materials that contain the rules and basic principles of marketing and increasing sales.
The main methods of work carried out both personally by the manager and employees of his department.
The principles of organizing office work, taking into account the characteristics of the direction of the company.
Up-to-date information, including information obtained from foreign sources, on sales experience, analysis of activities and improvement of labor efficiency.
Performance appraisal system.
The procedure and form of reporting, the procedure for interaction in the course of the activities of the unit.
The rules of the labor schedule of the organization.

Functions and job responsibilities

Main Functions that the sales manager must fulfill, as well as his official duties, according to the instructions, are:

The sales manager is entitled to following:

Obtaining information about internal changes in the work of the company that relate directly to the employee.
Obtaining information about the availability of documents necessary for the work of the manager.
Making suggestions to higher management on improving the principles of the company, as well as improving the sales scheme.
Requesting, personally or through the manager, reporting information regarding counterparties maintained by the sales manager.
Request for assistance in the implementation job duties.

The manager may be responsible for following:

For the consequences of decisions made that were made within their own competence without additional approval by management.
For failure to fulfill their official duties, determined by this instruction.
For violating any laws and regulations in the course of their work, even if they were carried out to bring more profit to their company.
For causing your actions material damage his organization in the performance of his duties.
For the deterioration of the company's reputation, which led to a decrease in sales or an outflow of counterparties.

Reporting system

The applied system of reports on the work done by managers is aimed at monitoring their activities, which can be expressed in direct benefit, and exclusively in the work done. In particular, the reports may contain such information:

Number of days worked.
Late.
The number of calls made by the manager. Both the overall indicator and those that led to a certain result are indicated.
Meetings held with existing and potential customers that led to the conclusion of new contracts or an increase in sales volumes.
The number of products delivered to counterparties, which are managed by a specific manager.

Peculiarities

Consider the main features of positions that also relate to the process of selling goods - senior manager and sales development specialist.

The main feature of the performance of labor duties will be general control all actions performed by middle managers.

Perhaps a senior manager will independently oversee some projects and manage large clients.

In general, the order of performance of work in such a position is determined in accordance with the internal procedures of the company, the size of the sales department, as well as overall structure both the entire company and individual departments.

A senior manager may be held responsible for the mistakes of his subordinates, which arose due to an insufficient degree of control on his part.

Sales Development Specialist

Job responsibilities of a Sales Specialist can be narrower than a sales manager and concern not certain clients of the company, but any aspects of the company's work.

On the other hand, the organization also has the right to independently determine their job responsibilities. These may include both a separate analytical study, and the collection of certain information, generalization of data, etc.

This video presents Additional Information writing a job description for a sales manager.

Job description and job responsibilities of a sales manager.

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) vocational education in the specialty "management" or a higher (secondary) vocational 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 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 business and commercial activities, including the legislation of the subjects Russian Federation, municipalities;
- Fundamentals of pricing and marketing;
- basics market economy, market conditions, features and specifics of the market of the corresponding 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 business communication, rules for establishing business contacts and conducting telephone conversations;
- the procedure for developing business plans, commercial agreements, contracts;
- structure 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 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 to management about increasing wages, payment overtime work in accordance with the legislation and regulations 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 the management from structural divisions 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 ( improper performance) 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:

1. GENERAL PROVISIONS

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

2. A person with a higher (secondary) professional qualification and work experience in similar positions for at least six months is appointed to the position of a sales manager.

3. The sales manager is accepted and dismissed by order Director General on the proposal of the commercial director and the head of the wholesale department.

4. The sales manager reports directly to the head of the wholesale sales department.

5. In his activities, the sales manager is guided by:

normative documents on the work performed;
methodological materials related to relevant issues;
the Charter of the Firm;
labor regulations;
orders and orders of the commercial director and head of the wholesale department;
this job description.

2. SHOULD KNOW.

1. federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including the legislation and legal framework of the constituent entities of the Russian Federation, municipalities, etc.

2. Fundamentals of pricing and marketing.

3. Assortment, classification, characteristics and purpose of products sold by the Firm.

4. Conditions of storage and transportation of products sold by the Firm.

5. Psychology and principles of sales.

6. Operating forms of accounting and reporting.

7. Ethics of business communication.

8. Rules for establishing business contacts and conducting telephone conversations.

9. The structure of the commercial service and the wholesale department.

10. Rules for the operation of computer technology.

11. Internal labor regulations.

3. FUNCTIONS AND RESPONSIBILITIES

1 Organization and management of sales of the Company's products:

search for potential customers;
work with clients who applied for the first time, with the subsequent transfer of the client to the lead sales manager, depending on the territorial affiliation of the client;
conducting commercial negotiations with clients in the interests of the Firm;
prompt response to information received from customers and bringing it to the attention of the relevant lead sales manager and head of the wholesale sales department;
clarification of the needs of customers in the products sold by the Firm, and coordination of the order with the client in accordance with his needs and the availability of an assortment in the warehouse complex of the Firm;
motivation of clients to work with the Firm, in accordance with approved sales promotion programs;

2 Planning and analytical work:

drawing up a monthly sales plan;

analysis of statistical data on sales and shipments of the Firm's clients;
providing reports on the results of work in accordance with the regulations of the department and the Firm.

3 Sales assurance:

receiving and processing customer orders required documents associated with the shipment of products for the Firm's clients assigned to themselves, as well as for clients assigned to the respective lead sales managers when they are out of the office;
providing information support to clients;
informing customers about all changes in the assortment, increases and decreases in prices, promotions to stimulate demand, the time of arrival of products at the warehouse;
final agreement with the client on conditions for prices, date of shipment and method of delivery of products;
transfer of applications for the delivery of products to customers in the logistics department;
participation in the development and implementation of projects related to the activities of the wholesale department;
interaction with the Company's divisions in order to fulfill the assigned tasks;
participation in workshops;
maintenance of working and reporting documentation.
maintaining up-to-date information about the client in the information system.

4 Control:

control of shipments of products to customers;
control of the financial discipline of the client on the basis of documents received from the accounting department in wholesale trade and notice of due dates.

4. RIGHTS

1. Raise the issue of increasing the amount of wages, payment for overtime work in accordance with the provisions, documents and orders regulating the system of remuneration of employees of the Firm.

2. Report to the higher management on all identified deficiencies within their competence.

3. Make suggestions for improving the work related to the duties provided for in this job description.

4. Request personally or on behalf of management from structural divisions and employees reports and documents necessary for the performance of his duties.

5. Require the head of the department to assist in the performance of their duties and rights.

6. Require management to ensure the organizational and technical conditions and execution of the established documents necessary for the performance of official duties.

5. RESPONSIBILITY

1. For failure to perform (improper performance) of their official duties provided for by this instruction, within the limits determined by the current labor legislation of the Russian Federation.

2. For the commission of an offense in the course of carrying out its activities, within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

3. For causing material damage and damage to the business reputation of the Firm within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

6. REPORTING SYSTEM

1. The Sales Manager provides the following reports to the following officials of the Firm:

2. The sales manager performs the following operations with documents:

signs:
endorses:

3. The sales manager receives the following reports from the following officials Firms:

7. ADDITIONS AND CHANGES.

Which paragraph has been changed	New version of paragraph	Employee's signature	Date of change	Who approved the change

AGREED ________

AGREED_____________