Job description of a field sales manager. Job description and job responsibilities of a sales manager. Active sales manager: responsibilities

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, to keep the sales volume at 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

Job responsibilities sales manager look like this:

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.
Keeping records on work with current clients and incoming requests.
Consulting on assortment and technical parameters goods (services).

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.
Skills active sales.

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 the field of sales.
Basic design skills 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 get skills professional seller- to find a job and undergo training in the course of work. This is common in the labor market.

Sales manager salary

How much a sales manager gets 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. Wage sales manager ranges from 12,000 to 250,000 rubles, and average salary 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.

Job responsibilities sales manager seem to boil down to one thing - to sell. But in fact, a significant part of the sales work time is spent on paperwork- documents, invoices, reports, control, and job description of a sales manager necessarily includes all these tasks. Take our sample sales manager's job description as a basis and customize it for your company.

Job description sales manager
(Job description of a sales manager)

APPROVED
General director
Surname I.O. ________________
"________"_____________ ____ G.

1. General Provisions

1.1. The sales manager belongs to the professional category.
1.2. The sales manager is appointed and dismissed by order general director companies.
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 a sales manager, his rights and responsibilities are transferred to another official, which is announced in the order for the organization.
1.5. A person who meets the following requirements is appointed to the position of a sales manager: education - higher or incomplete higher, experience of similar work from a year.
1.6. The sales manager is guided in his activities by:
- legislative acts of the Russian Federation;
- Company Charter, Internal Labor Regulations, other company regulations;
- orders and orders of the management;
- this job description.

2. Job responsibilities of a sales manager

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

3. Rights of a sales manager

The sales manager has the right to:
3.1. Receive information, including confidential information, to the extent necessary to solve the assigned tasks.
3.2. Submit proposals to the management to improve their work and the work 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 their competence.

4. Responsibility of the sales manager

The sales manager is responsible for:
4.1. For non-fulfillment and / or untimely, negligent fulfillment of their duties.
4.2. For non-compliance with applicable instructions, orders and preservation orders trade secrets and confidential information.
4.3. For violation of the internal labor regulations, labor discipline, safety and fire safety regulations.

There is a myth that a manager who sells in a particular field is only obliged to sell a certain product. Initially, when this profession appeared, this was indeed the case, but this year the requirements, general provisions and job categories of the position have been changed. At the same time, the number of duties, rules and rights has slightly expanded, regardless of the form and activity of a particular enterprise or its subdivision.

What category of professional does a sales manager belong to?

According to the job description, extracts, general rules and the regulations, the employee belongs to the category of employees called the specialist. If we consider the general provisions, then this employee you can be dismissed or accepted for a position only in accordance with the execution of a special order of the director, which must be certified by the signature and seal of the enterprise.

Speaking about the hierarchy in production, it is worth noting that given type According to the job description, the manager is obliged to obey the commercial director, clearly follow the instructions of a specific person and respond in time to the problems that have arisen.

The boundaries of responsibility are also determined directly by the head of the department or Commercial Director... In the company, according to labor code RF, there should be a sample in several copies, which is available directly at the workplace of this manager, in a visible place for review at any time.

According to the rules and regulations, the manager who represents the interests of the company by selling the product and services is obliged to know the legislative acts and the legal code of the Russian Federation.

Job responsibilities of a sales manager

The provisions and rights according to the job description include:

Non-disclosure of the company's commercial secrets;
Maintaining and expanding the client base, in addition, making adjustments to the behavior model of some employees, which are also associated with active or passive sales;
Control over the implementation of sales of services or a product that is produced by this organization;
Control over the shipment of goods;
Search for potential clients in all sorts of places;
Attracting old inactive customers using special sales tools;
Expanding the set of tools, both active and passive sales;
Making cold calls to potential clients;
Development of new projects that, in one way or another, increase the efficiency of employees, and as a result, lead to a new level of the main enterprise and its branches;
Material waste, as well as payments of buyers for the purchased goods;
Drawing up and keeping records;
Implementation and maintenance of employee motivation;
Maintaining a sales plan;
Keeping confidential secrets.

At the request of the employer, the general provisions and job descriptions of this category can be expanded and supplemented, according to the nature and activities of the company. An employee of this category has the right to supplement the instructions, as well as consult with the head of the company.

Rights

The sales manager has the right to:

Safe working conditions and categories of goods that ensure full-fledged work during working hours;
Get special access to hidden information and trade secrets;
Making decisions that fall within the scope of his position in accordance with the rules and regulations;
Negotiations with the management about the creation additional conditions to improve the efficiency of the labor process;
Demand information from employees, if necessary, and improve the efficiency of the workflow.

The specialist has the right to make decisions that, in one way or another, will improve the result, as well as come up with new projects, the implementation of which will benefit the enterprise.

What can a sales manager be responsible for?

There are not only direct job responsibilities, obligations and norms according to the job description from the sales manager, but also the boundaries of responsibility. An employee of the corresponding category is responsible:

For the quality of the performed job performance at the enterprise;
For failure to fulfill direct duties in accordance with their competence;
For violation of the general workflow;
For making decisions that are outside the scope of his competence;
For violation of the exit schedule during working hours;
For non-observance of labor discipline and abusive behavior;
For divulging a secret.

This list is usually announced immediately upon application for this vacancy.

Consequences of the disclosure of trade secrets by a sales manager

The scope of the job responsibilities of the category of the manager who implements the sales includes the non-disclosure of the company's secrets. This could be:

The general composition of clients;
New projects and developments of the company's employees;
Maintaining the general charter of the enterprise;
The conditions under which this organization operates;
Production secrecy;
The secret of the purchase.

For failure to preserve official data, an employee faces disciplinary liability, which includes either a reprimand from the company's management, or dismissal under the relevant category of the article.

The person who protects the interests of the company on a daily basis, conducting commercial negotiations with potential clients, - the main breadwinner of the "family". Ultimately, the fate of the organization and all its employees depends on sales.

The well-known Russian manager Maxim Batyrev tells about how to achieve high results in this difficult work, and even get pleasure from it, in the bestseller "45 tattoos are on sale". We share ideas from the book.
Other books by Maxim:

Each of us is a seller of joy

Every salesperson's job is to energize people, give them joy and inspiration. Bring your customers a good mood, radiate light - this is an integral part of your profession, and it needs to be trained separately.

A sincere smile works wonders!

Most products and services do improve the lives of customers, which means you need to be happy about what you are doing. If the client does not become happier from your products, then you need to think ten times: are you selling, and are you doing that?

A seller who is not very well versed in his product, but enjoys this world and sparks through life, in the end still works more successfully than a dull and grumpy expert.

They are greeted by clothes

The seller should at least look personable. It doesn't matter if he sells apartments, 3D printers, cosmetics, computer programs or axes for lumberjacks.

Regardless of the field of activity or the region in which you work, it is always more pleasant for customers to interact with people in fresh ironed shirts, with trimmed nails and clean shoes.

The level of trust is higher for those who look good.

If you put on a suit, it will be psychologically easier for people to put their hard-earned money into your hands. If only simply because such appearance gives you status and solidity.

We sell the client's future lifestyle

Selling is the exchange of a client's money for a better future with your goods and services. That is, thanks to the product that you offer, a person will feel more beautiful, smarter, more status, more competent, stronger, richer; his life will become a little more interesting; relationships are more harmonious; work is easier and more convenient ...

Tell the client about it! How much more comfortable he will be in a tailored suit. How his health will improve if he buys a subscription to the fitness center. What kind of eyes will beloved women look at him when he runs a marathon at a running school (or at her beloved men, when she visits all SPA procedures).

How much more comfortable it will be for him in a new car.

An important addition: do not lie and do not promise what is known to be unrealizable. You must be responsible for your words. This is the only way to get a "client for life", and at the same time provide yourself with enthusiastic reviews and recommendations.

The sale starts after the first "no"

The seller must deal with doubts and objections that are born in the head of the client. No one will ever immediately after the presentation of your excellent products and services take out a wad of money from the safe and happily shove it into your pocket.

People should have doubts, and they express them in the form of objections: “Expensive,” “No money,” “The director does not want to buy anything,” “Come after the crisis,” and so on. But this is not a reason to give up right away.

Take objections as clues. "I already use the services of your competitors" means "I do not see a fundamental difference between your products and those of your competitors." “My husband refuses to pay such a lot of money for cosmetic procedures” is translated as “I don’t know what arguments can be used in a conversation with my husband so that he would allocate money from the family budget for your wonderful SPA-salon”. Etc.

Consider that any objection is a request: "Dear seller, please explain to me ..."

Fight and go to the end. Continue the dialogue, try to defend the reliability and benefits of your proposal. Sometimes you want to believe the client and after the first objection let him go home! But you can't.

Best Improvisation - Prepared Improvisation

The quality of a salesperson is determined by his ability to juggle many learned speech modules called scripts. Of course, a person who monotonously mumbles a memorized text about his products or services does not inspire confidence, without changing his facial expression and without showing any emotions. But prepared phrases are perceived in a completely different way when the seller paints them with expressiveness and really believes in the client's benefits.

Many people criticize scripts, believing that they limit the flight of creative thought. But only the actor who masterfully owns the studied role can improvise well on stage. It's the same with sales.

The seller's teeth should bounce off the answers to the most likely questions and objections. Then, at the right time, he will be able to clearly state the arguments, and not mumble: "Uh ... well, this is ... how is it ..."

Preparation is a salesperson's best friend

Always prepare to negotiate. What kind of client? What does he do? What is known about him? What is the background of the issue? Internet and social media help you.

The fight is won before it starts.

Why is this stage so necessary? Firstly, if you take the trouble to learn something about the client, then your professionalism will cause at least respect for him. Secondly, by preparing for a meeting, sellers, in fact, create a scenario for themselves, according to which negotiations can develop, and increase their chances of influencing what happens.

Give it a try. It always works!

Not all clients will decide to give you money right after your visit, no matter how brilliant your presentation may be and no matter how confidently you show the product.

If the client thinks for a long time, give him the opportunity to work with you for free and evaluate the benefits of the product on his own. In this case, you will have good reason come or call once a week and get feedback.

Transfer of the product to trial operation - The best way win the customer's heart.

After a couple of months of working with you, the client will finally form an attitude towards the product. Of course, the probability of rejection is still high, but then you will at least be sure that the person makes the choice consciously. He tried it, was convinced that he didn’t like it, - he rejected the offer. Or, on the contrary, he decided for himself that he was irrevocably in love with you and your services.

Even if you failed to sell the product, just tell the client this phrase: “You can always count on me if you have any questions. And I would be grateful if you would recommend me as a specialist to your friends or acquaintances. " And then give me a couple of additional business cards.

Neither a great product, nor a unique line of services, nor your great company will play the same role as you. You are the person whom the client already knows a little, you are the person who may be liked by his friends, and, most importantly, you are the one who is able to help them. This is the key.

We need a client's solution. Anyone!

There are people who cannot make a decision due to various circumstances. Someone is afraid to take responsibility, someone is endlessly trying to weigh the pros and cons, and so on. In sales, these are the hardest clients. They don't say yes, but they don't give a categorical refusal either.

You may have several dozen potential buyers at work who are “thinking” or waiting for something. And there are no sales. In this case, you just need to get a solution from each of them.

If a person refuses to cooperate, that's good too! Because a negative result is much better than no result. You can pause working with that client, switch to someone else, and make better use of your time.

Each manager is, first of all, a person. In the book, Maxim Batyrev gives the rules for interacting with the world, family, and oneself - and all the successes and difficulties add up to a picture of how to remain yourself in any situation and step ever higher up the ladder of self-development and career.

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 the management, his rights, responsibilities, as well as the rules for appointment and dismissal from his position. Despite the fact that the job description does not apply to the standard, mandatory documents of the enterprise, its presence allows, in the event of any disputes and disagreements, to identify or cancel the fault of both the employee and the employer, which is why it should be taken as seriously and thoughtfully as possible. ...

Files

Rules for drawing up a job description

There is no legally enshrined concept of “job description”, therefore, there is no unified, strictly established sample. Organizations can develop a document template at their discretion, as well as change it depending on the employee's working conditions and other parameters.

It should be noted that the job responsibilities of sales managers may vary slightly from company to company, but the fundamentals should always be the same.

The wording in the job description must be written in detail and clearly, without the possibility of double interpretation. If the document is drawn up for employees of one department, then in order to avoid duplication of the same functions, the document should be corrected 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 signature of the sales manager will indicate that he agrees with what is entrusted to him labor duties granted by the rights and understands its 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, it is written with its name indicating the position for which it is being drawn up.
Further on the right, you need to leave a few lines for the 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 line for signature, with a decryption.

The main part of the instruction

In the first section titled "General Provisions" it should be indicated to which category of employees the sales manager belongs (worker, specialist, manager, technical staff, etc.), to whom he reports specifically (without specifying names), the qualifications he must meet (specialization, education, additional courses) , required seniority and work experience.

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

Below you need to list all the documents and rules with which the sales manager, due to the specifics of the work, must be familiar with:

fundamentals of labor legislation,
rules for concluding transactions and contracts,
the procedure for drawing up documentation,
labor protection and internal regulations, etc.

Also here you need to designate specific documents and regulations, on which this category of specialists should rely in their work.

Second section "Job responsibilities" concerns directly the functions that are entrusted 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 are given to him for the most efficient execution of his work. Here it is necessary to register the possibility of an increase 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" defines those violations that may be punished by the management of the enterprise. It is desirable to indicate them in detail. If necessary, specific sanctions and penalties can be introduced into this part of the document, which will follow for certain violations.

Finally, the job description is necessary agree with the responsible employee... Here you need to enter his position, organization name, last name, first name, patronymic, and also sign with a decryption.

Below you should indicate the data about the sales manager: his last name, first name, patronymic (in full), the name of the organization, passport data (series, number, where, when and by whom it was issued), signature and date of familiarization with the document. At the end, the job description should be transferred to the head of the organization for resolution.