What a contract manager should know. Sales manager job description, sales manager job description, sales manager job description sample. Types of sales managers

A sales manager is one of the most popular professions, because it is this specialist who, in fact, ensures the financial well-being of the company. The main task of such a manager is to sell the company's goods and services, expand the circle of customers and maintain partnerships with them. The sales specialist spends most of his working time in negotiations (telephone or personal).

Places of work

The position of a sales manager is in any company, firm or organization dealing with one or another type of trading activities... Sometimes employers are looking for a specialist in a specific area of work right away, and then the following positions are found in vacancies:

car sales manager (auto parts);
window sales manager;
sales manager for equipment, machinery;
real estate sales manager;
furniture sales manager;
service sales manager, etc.

However, despite the specifics of the product being sold, the essence of the work of a specialist in the sales department is always the same - to sell the product, keep the sales volume at a high level and, if possible, also increase it.

History of the profession

Sales managers have been around for almost as long as trading itself. At all times they were called differently: merchants, itinerant traders, barkers, shop assistants ... But from the name the essence of what a sales manager does does not change - to sell goods and find new customers.

Responsibilities of a sales manager

The job responsibilities of a sales manager are as follows:

Increase in sales in your sector.
Search and attraction of new clients (processing of incoming applications, active search for clients, negotiations, conclusion of contracts).
Maintaining relationships with the established clientele.
Reporting on work with current clients and incoming requests.
Consulting on the assortment and technical parameters of the product (service).

This is a general list of what a sales manager does. In addition, depending on the field of activity, the functions of a sales manager may also include the following items:

Acceptance of goods and maintenance of their display in sales areas.
Conducting presentations and trainings on new products and company promotions.
Participation in exhibitions.

Requirements for a sales manager

Employers require the following from a job seeker who wants to become a sales manager:

Higher education (sometimes incomplete higher education).
Russian citizenship (not always, but in most cases).
Knowledge of PCs, office programs and 1C, the ability to work with electronic catalogs.
Active selling skills.

Additional requirements put forward by employers:

The presence of a driving license of category B (sometimes also the presence of a personal car).
Experience in sales.
Skills in the preparation of basic commercial documents (contracts, invoices, invoices, invoices, etc.)

Some employers specifically stipulate that in addition to the necessary skills, the sales manager must also have a pleasant appearance, but this is more the exception than the rule.

Sales Manager Resume Sample

How to become a sales manager

The skills of a sales manager can be mastered by people with any education. A sales manager needs, first of all, communication skills and understanding of sales processes. The principles of sales can be understood in just a couple of days. It will take some more time to overcome the first fears (call a stranger, hold a meeting, respond to objections and other things).

The easiest way to acquire the skills of a professional salesperson is to find a job and receive training on the job. This is common in the labor market.

Sales manager salary

How much a sales manager receives depends on the specifics of the company's activities, on the specifics of the manager's own work, on the region of residence and, above all, on the fulfillment of the sales plan. The salary of a sales manager ranges from 12,000 to 250,000 rubles, and the average salary of a sales manager is about 40,000 rubles. I would like to repeat myself and say that earnings significantly depend on sales skills and the achieved result.

The job description of a sales manager is main document determining the order and mechanism of its work. It discloses the existing requirements for candidates for a position, contains a list of the employee's direct job responsibilities, functions performed. In addition, workers' rights, knowledge assessment system and basic working conditions are determined.

General Provisions job description define following:

In addition, there is scroll what a specialist should be guided by when performing his job duties:

The procedure for organizing sales and marketing of the organization's products.
By separate orders of the management, as well as general provisions enterprises dealing with the management of the sale of goods.
The existing labor protection rules, which are common to all organizations operating in the territory of the Russian Federation.
Directly by the points of his job description.

The applicant who is being hired must have such information:

List and content of laws and regulations related 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 by the employees of his department.
The principles of organizing office work, taking into account the peculiarities of the direction of the company's work.
Up-to-date information, including information obtained from foreign sources, on sales experience, analysis of activities and increasing labor efficiency.
A system for evaluating the work performed.
The procedure and form for submitting reports, the procedure for interaction in the process of the unit's activities.
Labor regulations of the organization.

Functions and duties

Main functions to be performed by the sales manager as well as his job responsibilities, according to the instructions, are:

Development of methods and technologies for the sale of goods.
Development and improvement of the main schemes for the sale of products within the framework of the organization.
Organization of various events aimed at pre-sale actions, the main purpose of which is to prepare for the start of sales of a new product or cooperation with a new contractor.
Creation of certain conditions that ensure the satisfaction of the current demand for certain products.
Monitoring compliance with the existing items of business plans, which are used in the process of conducting business activities.
Compliance with the basic conditions of contracts and agreements signed with clients and counterparties, if necessary, making changes in a bilateral manner, which are registered by an additional agreement to the existing one.
Study of the market of goods, the sales of which the manager is engaged in. Such a function applies not only to the region in which the manager works - during his work, he must necessarily use the results of neighboring regions and cities for the possibility of applying any methods and technologies in his activities.
Predict sales growth and decline depending on third-party factors and respond accordingly to such changes.
Analyze the activities of the firm's competitors, especially those specializing in the sale of similar products and goods.
Collect and summarize information that indicates the volume of sales of products for a certain period of time, fluctuations both up and down, the reasons for such changes. In this regard, making proposals to higher management or taking actions within their competence.
Analysis of the main trends in the sales market of goods, obtaining basic information regarding the forecast of demand, as well as the planned releases of goods and products by competing firms.
Analysis of the basic needs of buyers, the study of the main factors affecting it, the division of statistics by major regions and zones.
Development of schemes of actions aimed at carrying out various measures to increase the sale of a particular product. This function is performed both for an overall increase in sales and to prevent the planned decline in interest in the product.
Development of measures to increase sales by using the most effective materials and methods, while using the best practices of competitors and other companies whose specific activities are also related to sales.
Focus on building strong relationships with large retail chains... Continuous maintenance of relationships, holding promotions for permanent counterparties, the benefits from which both the client and the organization in which it conducts labor activity manager.
Building relationships with various wholesale companies, analyzing cooperation opportunities, working out, together with other departments, the possible benefits of signing contracts with such counterparties.
Identification among existing legal and individuals potential clients and establishing business contacts with them.
Negotiating with clients of any level, since even small retail in a certain amount brings firms their share of the income.
Active participation in the development of pricing for clients of various levels. Conducting negotiations with clients in such a way as to extract the maximum benefit for their company in terms of the price of the goods, but, at the same time, to ensure the possibility of cooperation on terms more favorable for the client than competitors can offer.
Conducting direct negotiations on cooperation. During the negotiations, a step-by-step discussion of such issues should take place: bringing to the client general information on the product or group of products that the organization wants to offer for sale, presenting information about the main advantages of such products, perhaps mentioning the existing shortcomings, but in such a way that they were truthful, but at the same time did not deter the counterparty from cooperation. If the client has any doubts about the need to cooperate with the manager's organization, skillful management of truthful information in order to convince the client otherwise. Communicating to the consumer the main positive aspects of cooperation in general, what the client can expect in the future.
Determination of the form of calculation that will be used when paying for the delivered goods. In this case, both the wishes of the client and the capabilities of the company itself, of which the sales manager is an employee, are taken into account. In this case, cash settlement can be used, non-cash, by checks, by an open account, using bank transfers. Determination of the possibility of granting a deferred payment and the main conditions for repayment of the debt (after a certain time, upon subsequent delivery, etc.).
Development, both within the limits of its competence, and together with other departments of the system of discounts, beneficial, first of all, to your company and those that can attract customers to cooperation.
Organization of the main work and performed actions that precede the direct signing of the contract with the client. This may include working out the basic rights and obligations of one and the second party, determining the methods and forms of fulfilling obligations, reconciling existing disagreements on the main points of agreements. Analysis of the documentation provided by counterparties for compliance with its basic company standards, if necessary, request for additional papers.
Participation in the direct conclusion of contracts with the possibility of subsequent management of the client and control over compliance by both parties with the points specified in the agreement.
Control of the contractors entrusted to the manager for timely payment for the delivered goods. In the event that, for some reason, the counterparty does not pay for the delivery on time, take appropriate measures to eliminate this fact.
Organizing the collection of information on data from the sale of goods, both customers with whom a cooperation agreement has only been concluded, and those for whom the delivery of goods has been carried out for quite a long time.
If necessary, accompanying the shipment of goods to customers, such activities are possible both at the initial stage of cooperation, and throughout the entire period of work.
Analysis of data on the quality of supplied products, collection and generalization of information, if necessary, sending a claim to the manufacturer. It is possible to organize the return of goods, which for some reason cannot be realized and used for their intended purpose.
In case of any claims for the quality of goods, timely response to information in order to maximize the settlement of the conflict.
Analysis and response to those events that hinder the increase in demand for products.
Control of all existing quality indicators for product packaging, rules of use.
Delivering information to the client on the terms of the sale of products, their storage and the main terms of sale.
Maintaining constant contacts with existing clients in order to avoid the outflow of counterparties.
Creation of various information bases existing clients of the company. Such data can be presented in tabular form and contain information about the address of the counterparty, basic details, including those that may be contained in payment documents, phone numbers of managers and employees of counterparties, with whom you can contact about solving various issues, full name of the manager, leading experts. In addition, the shipments made to a specific customer, statistics on the implementation of returns, the history of current payments, etc. are entered here.
Renewal of contracts with counterparties in case of impossibility of prolongation of current ones and desire to continue cooperation.
Ensuring participation in events (exhibitions, fairs) to increase the number of customers and increase sales.
Participation in advertising campaigns and, if necessary, coordination of actions performed.

The sales manager has the right to following:

Obtaining information about internal changes in the work of the company that directly affect the employee.
Obtaining information on the availability of documents required for the manager's work.
Making suggestions to the higher management to improve the principles of the company, as well as to improve the sales scheme.
Requesting personally or through the head of the reporting information concerning the counterparties, which are kept by the sales manager.
Request for assistance under implementation job responsibilities.

The manager may be responsible for following:

For the consequences of decisions made that were made within their own competence without additional approval from the management.
For non-fulfillment of their official duties determined by this instruction.
For violation of any legislative and regulatory acts in the course of their work, even if they were performed to bring their company more profit.
For causing material damage to his organization by his actions in the performance of official 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 or exclusively in the work done. In particular, reports may contain such information:

The number of days worked.
Late.
The number of calls made by the manager. Specified as general indicator, and those that led to a certain result.
Meetings with existing and potential clients, which led to the conclusion of new contracts or an increase in sales volumes.
The number of products delivered to counterparties maintained 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 of all actions which are performed by middle managers.

Perhaps the senior manager will independently oversee some projects and lead large clients.

In general, the procedure for performing work in such a position is determined in accordance with the internal procedures of the company, the size of the sales department, and overall structure both the entire company and a separate division.

The senior manager can be held accountable for the mistakes of his subordinates, arising from a lack of control on his part.

Sales Development Specialist

Job responsibilities of a specialist in the sales department can be narrower than the sales manager and do not touch certain clients firm, but any aspect of the company's work.

On the other hand, the organization also has the right to independently determine them. job duties... These may include both the separate conduct of analytical studies, and the collection of certain information, generalization of data, etc.

This video presents Additional Information on the preparation of a job description for a sales manager.

The job description specifies the scope of duties and work that must be performed by the person occupying a certain position... Job description in accordance with All-Russian classifier management documentation, or OKUD, OK 011-93 (approved by the Resolution of the State Standard No. 299 dated 30.12.1993) is referred to the documentation on organizational and regulatory regulation of the organization's activities. The group of such documents, along with the job description, includes, in particular, the internal labor regulations, the provision on structural unit, staffing table.

Is the job description mandatory?

The Labor Code of the Russian Federation does not oblige employers to draw up job descriptions. Indeed, in an employment contract with an employee, his labor function should always be disclosed (work according to the position in accordance with staffing table, profession, specialty indicating qualifications or the specific type of work entrusted to him) (Article 57 of the Labor Code of the Russian Federation). Therefore, it is impossible to hold the employer accountable for the lack of job descriptions.

At the same time, it is the job description that is usually a document in which the employee's labor function is specified. The instruction contains a list of the employee's job duties, taking into account the specifics of the organization of production, labor and management, the rights of the employee and his responsibility (Letter from Rostrud dated 30.11.2009 No. 3520-6-1). Moreover, the job description usually not only discloses the labor function of the employee, but also sets out the qualification requirements that apply to the position held or the work performed (Rostrud Letter dated November 24, 2008 No. 6234-TZ).

The presence of job descriptions simplifies the process of interaction between the employee and the employer on content issues labor function, the rights and obligations of the employee and the requirements for him. That is, all those questions that often arise in relationships with both existing employees and newly hired ones, as well as with applicants for a certain position.

Rostrud believes that the job description is necessary in the interests of both the employer and the employee. After all, the presence of a job description will help (Letter of Rostrud dated 09.08.2007 No. 3042-6-0):

objectively assess the employee's performance during the period probationary period;
reasonably refuse to hire (after all, the instructions may contain additional requirements related to the business qualities of the employee);
to distribute labor functions between employees;
temporarily transfer the employee to another job;
evaluate the conscientiousness and completeness of the employee's job function.

That is why the preparation of job descriptions in the organization is advisable.

Such an instruction can be attached to labor contract or be approved as an independent document.

How the job description is drawn up

The job description is usually based on qualification characteristics, which are contained in qualification reference books (for example, in the Qualification reference book of positions of managers, specialists and other employees, approved by the Resolution of the Ministry of Labor dated 21.08.1998 No. 37).

For workers who are hired in the professions of workers, to determine their labor function, uniform tariff and qualification reference books of work and professions of workers in the relevant industries are used. The instructions developed on the basis of such reference books are usually called production instructions. However, in order to unify and simplify internal documentation in the organization, instructions for blue-collar occupations are often also referred to as job descriptions.

Since the job description is an internal organizational and administrative document, the employer is obliged to familiarize the employee with it against signature when hiring him (before signing an employment contract) (

Manager is a very popular and demanded position. Not a single enterprise, firm or organization today can do without a manager. This profession has existed for as long as commodity-money relations. At all times, their main task has been and is attracting customers, successful sales, maintaining the status of an enterprise.

Manager - a specialist with a wide profile

Manager - a leader holding a permanent position in an organization that operates in market conditions... He is endowed with certain powers in the field of making management decisions on issues of departments or the organization as a whole. The manager is hired labor force, attracted on specific conditions for the implementation of activities. The main reference point for him is the plan and the amount of resources at his disposal. The main job responsibilities of a manager are to make decisions and make efforts to implement them.

Perhaps, today the most demanded is the middle-level manager - middle management. This includes a sales manager, customer service, recruiting and many others. People are very interested, and at the same time, it is not clear what kind of officials and functional responsibilities manager? What are the advantages of this profession? And should you choose it?

Necessary qualities

First of all, it is worth knowing that a manager is a managing person who possesses professional knowledge on the organization and management of production, has higher education... He knows how to plan personal work, that is, to set goals and determine ways to achieve them, to set priorities. The manager can conduct business negotiations, identify factors of unproductive work and apply measures to eliminate them.

To date, a list of requirements for a modern manager has been developed:

Mental capacity. These include creative creative thinking, the ability to give adequate assessments.
Attitude towards others. That is, he must be able to work in a team, be sociable, benevolent, respect each person in the company, regardless of social status and positions.
Personal traits. That is, strive for success, have internal motivation, a hobby.
Attitude towards work. The initiative in making decisions must come from the manager, must be receptive to the loads, capable of delegating, and organized.

A full-fledged and fruitful work of a manager directly depends on several factors. This is the environment in the team, working conditions, rational organization of the workplace. It is important to be able to get out of conflict situations, to be patient.

Leads the workflow. At the same time, he uses computers, communications, ensures the systematic release of products, focusing on production plan and supply agreements.
Identifies and masters technical innovation, advanced experience, methods of labor productivity growth.
Is developing calendar charts for the production and release of products, while focusing on the plan.
Makes a daily record of how the activity is progressing. This is the control of the availability and condition of products, the development of the daily rate according to the plan, ensuring the rational use of transport.
Draws up, takes into account, regulates the execution of orders.

Head of department

The job of a department manager is quite interesting and intense. A person in this position must be active, quick in decision-making, and responsible. It is important to be able to update sales strategies, motivate employees, and be optimistic.

The duties of the department manager are as follows:

Corrects production and delivery schedules, develops and implements standards for operational planning.
Controls the entire manufacturing process... Fills in technical documents with his own hand, monitors the availability of tools, materials, products, transport, loading equipment, prepares equipment for new products.
Warns and, if possible, eliminates any disturbances during the production process.
Organizes activities to improve planning, introduce more modern and modernized technology, communication facilities.
Supervises the working process at the warehouse, department workers, dispatching units.
Conducts a systematic inventory.

Project manager: job responsibilities and obligations

Customer satisfaction is the main goal in the work of a manager. Searching for orders, sponsors, executors - all this is the responsibility of the project manager. Job responsibilities are mainly in the planning of activities, management of the reserve, the ability to take risks. Also his work includes:

Market analysis: studying the competitive environment, collecting information about consumers, their preferences and desires.
Searching for new and maintaining old relationships with customers.
Development of strategic plan, control of its implementation.
Active promotion of activities in social networks.
Project management, activities from start to finish.
Working with mail - receiving, processing and responding to letters, technical documentation.

Account Manager

Perhaps this is the most sociable position in management activities... Daily communication with customers, their service, building relationships - all these are the main functions of a manager. It is extremely important to interest a person, to offer the product or service that will fully satisfy his needs.

Job responsibilities of the client manager:

Friendly communication with clients, well-developed speech.
Knowledge of the product or service being manufactured.
Attracting new customers and maintaining old ones.
Maintaining a mailbox. This is a systematic distribution of notifications, a response to letters.
Communication with clients through communications: receiving calls, communicating in Skype, etc.
Ability to find an approach to each client, to provide them with everything they need. If the product is out of stock - find an analogue.

HR manager

A recruiter is a specialist with a wide range of responsibilities. Its main task is the selection of personnel for the company. This person should be able to competently draw up questionnaires, ask correct questions, provide consulting services, be self-controlled and impartial. The HR manager's job responsibilities are as follows:

The profession of a manager will always be relevant and necessary. Its great advantage is the ability career growth, and, therefore, getting a decent wages... It is important not only to know the job responsibilities of a manager, but also to be able to apply it to the benefit of the company.

Working with clients involves a range of actions aimed at creating a positive impression from the client of the company and its services or goods. Working with clients leads to ultimate goal- attracting profit to the company. That is why it is important to timely regulate the duties and responsibilities of the account manager.

The name of the specialty "customer service manager" speaks for itself. A specialist, whose job responsibilities include contact with a client, and, accordingly, his search, attraction to the company, full support during the contact - this is a customer service manager.

The profit of the company and its image depend on his work.

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It is the account manager that is responsible for the attitude towards the company, for the desire of clients to return to the services of a particular company, for recommendations and feedback from clients to their environment about the experience of working with the organization.

Responsibilities and rights of the manager

The functionality of the account manager is quite wide and depends on the professional orientation of the company in which he works, organizational structure enterprises and other factors. Generally, the responsibilities and rights of the client manager can be formulated as follows:

The account manager searches for clients through the use of different channels... Analyzes the market of services provided by the company, identifies target audience company and each specific product or service. Monitors competitors.
The specialist attracts potential clients to his company, forms an interest in it. This is done through calls, meetings, advertising campaigns, presentations and other actions leading to the final goal.
Processes inbound traffic of interest to the organization. Clarifies the needs of customers with a formed interest in the company... Examines the reasons for contacting his company.
Account manager makes a deal... Sells a product or service, monitors the receipt of the product or service by the client in full and within the agreed time frame. Prepares the necessary documents.
The account manager creates a positive image of the company in the eyes of clients... He takes all the necessary actions so that the client next time buys a product or service again from him and his company.
The manager has the right to use the resources of the enterprise to achieve professional goals... For high-quality work, a specialist must have skills, know the theory of sales, understand the products and services offered by the company, be competitive in comparison with specialists of this level of other companies. In light of this, the specialist has the right to count on periodic training at the expense of the employer.

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Depending on the specialization of the organization for which the sales manager works, the functions may be broader or more limited.

The maximum requirements for the range of work performed by a specialist are spelled out in his job description.

The job description of the account manager can be downloaded

What is a job description for an account manager and what is such a document for?

The job description is a set of duties and powers of an employee in a detailed description. Each action of the manager that he must perform, the rights that he can use and responsibility for violation of these points are described in it.

The obligation to fulfill the job description is prescribed in the employment contract.

The job description of an account manager describes all the steps an employee needs to take to work with a client. It includes items on finding a client, on documentary work, on the entire cycle of transaction support.

What kind of clients are there and how to establish contact with them?

The employee's rights specific to this position are reduced to training opportunities, methods and opportunities for obtaining information, communications with company departments.

The instructions for work are necessary for the manager to understand his functionality, authority and responsibility.... The instructions reflect step by step the whole principle of the manager's work.

Responsibility clauses are for the manager an algorithm of work to achieve the required result. Over the course of time, the employee's list of obligations may increase, and then changes and additions are made to the job description.

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Also, the instruction is needed to clearly determine whether or not the manager is performing his functions.

Based on the job description, the head of the manager sees the employee's compliance with the position.

Who prepares the job description and when?

A job description is drawn up for both employed and vacant staff positions. It is not compiled for each employee, but for the position as a whole.

Depending on the structure of the organization, the development of the job description of the account manager may be carried out by enterprise personnel department, legal department, Head of Customer Service Department... The subtleties of the profession required business qualities, the duties and necessary rights are known and understood to a greater extent by the head of this department.

Due to this, the instruction drawn up by other departments in mandatory must agree with him.

The job description should be approved by the head of the enterprise or the director of the organization, based on the goals facing his employees, the principles and capabilities of the company.

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The main sections and requirements for the design of the instructions

The job description looks standard and includes five general sections:

General Provisions. The first paragraph indicates all general issues related to the position: the purpose of this document, the procedure for appointment to the position, subordination of the staff unit, qualification requirements, documents mandatory for study and execution, and others .
Job responsibilities. It describes step by step what a manager should do: does his position involve searching for clients, making calls to clients, meeting, traveling on a business trip. Preparation of documentation, presentation of goods, review of product testing and other actions provided for by the specifics of the organization.
Rights. A list of actions that an employee can take to successfully achieve the set goals is displayed. The client-manager has the right to count on professional training, can make decisions within his competence, make proposals to improve the quality of client service, and others.
Service communications. The section describes the relationship of the manager with the divisions and departments of the company, which are aimed at obtaining the best result. The method of communication, the timing of responses to inquiries, the time of submission of applications and other necessary aspects of interaction are described.
A responsibility... The types of responsibility for non-compliance with the job description are prescribed with references to legislation.

It is these sections that are the necessary skeleton of the instruction. Based on them, the manager understands what the employer expects from him, and the manager evaluates his work.

However, the instruction can be supplemented with other clauses, allowing for more specific work and assessment. For example, a separate clause introduces "the procedure and criteria for attestation of an employee", "mode of work", "the competencies necessary for an employee."

The job description is drawn up on the company letterhead with the details. The name of the organization, the assigned number, date and city of signing are indicated. The title of the document is necessarily reflected - "Job description".

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The document is approved by the signature of the head of the organization and, after review, is signed by the employee. In case of making changes, it is necessary to read and sign the employee again.

The nuances of drawing up a job description in the field of services and sales

The account manager is the person who conveys the image of the company. Therefore, in the job description, it is important to clarify how the manager should introduce himself when he calls, how he should dress, what tools the employee can use to resolve conflict situations.

For a sales account manager, knowledge of the product being sold is required, the ability to demonstrate it strengths, knowledge of the theory of sales. All this should be reflected in his job description.

A customer service manager in the service sector will be successful and effective if the client contacts him and his company again. That is, the manager's task is not so much to find a client, but to form the client's need for the services of a particular company.

In addition to communication skills, the manager must know the basics of advertising and be able to properly design a customer loyalty program. These nuances are also reflected in terms of responsibilities and rights in the job description of the account manager.

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A high-quality and detailed job description is the key to a successful professional relationship between an employer and an employee.

If you want to learn more about the profession of a customer service manager, then watch this video: