Responsibilities of a Home Appliance Sales Manager Active sales manager: duties, job description. Basic requirements for a sales manager

If you want to lead modern market in the field of sales, then you will have to put in a lot of effort. To achieve this difficult task, teamwork not just one, but a whole team of specialists.

You will learn:

What are the main responsibilities of being a Sales Manager?
How to check how well a manager is doing his job.
What responsibilities should a wholesale or active sales manager handle?

What are the main responsibilities of a sales manager?

Sales Manager - a specialist whose main responsibility is the sale of goods. If in the past products were sold directly from the hands of the manufacturer to the hands of the consumer, today this chain has expanded significantly due to the fact that a large number of intermediaries have appeared.

They are needed for the supply of goods to specific addresses of customers, according to applications that include the exact amount of the required goods, the frequency with which the goods must be delivered to consumers, and other conditions. Thanks to the work of intermediaries, the customer always receives his product at the right time.

The sales manager, in accordance with his job responsibilities, must work so that the buyer, having once made a choice in favor of the product of his company, the next time again decides to purchase products from the same organization, and not from a competitor.

The Sales Specialist is responsible for communicating with resellers, assuring them that there is a demand for the product and that sales will continue to be consistently good. Specializations that affect the activities and nature of the duties of managers can vary significantly. It depends on the specifics of the sales.

If we turn to the generalized classification of sales objects, we can distinguish some specializations of the sales manager:

sale of services;
sale of consumer goods;
sale of industrial type products.

Every company that sells any product or service needs a specialist who performs the duties of a sales manager who specializes in a particular area.

In practice, it turns out that sales managers working in serious companies rarely have contact with specific consumers. Most often, their duties are in interaction with distributors. The exception is organizations specializing in the sale of expensive and large goods.

In small companies selling some type of product or service, sales managers will negotiate directly with the end customer or intermediaries about the sale of their firm's product.

KPI example for sales managers

Give up the usual assessment of the work of the staff, so that salesmen fulfill KPIs not out of fear of getting a fine, but out of a desire to make a profit. How to achieve this, learn from the article of the electronic magazine "Commercial Director".

A sales manager who knows his business well will understand that turnover indicators cannot be maintained at the proper level, only by making “cold” calls to buyers from his client base, not to mention achieving their positive dynamics. Here it is required to have a broader view of the market: to understand the peculiarities of changes and development of the market, to take into account the wishes and preferences of end consumers, to be interested in price dynamics, new products of the main competing companies.

To sales manager job responsibilities include, among other things, the search and systematization of important data regarding the level of sales and perception of the product by the end consumer. In addition, it is important for such a specialist to be able to analyze information comprehensively, compare and compare various indicators and parameters, and make informed decisions based on the results of the study.

Sometimes in a company, the duties of a sales manager consist of only a few positions, the rest of the tasks are distributed among other employees. The best option is when the sales manager is exclusively engaged in working with potential or existing buyers and is responsible for concluding contracts.

All other tasks (bureaucratic, administrative, organizational) are solved by employees specially hired for this purpose, who will be able to quickly and efficiently cope with these duties, as well as take on unskilled work.

Expanding a sales manager's responsibilities to such tasks as issuing invoices, controlling deliveries, and other administrative activities is like trying to hammer nails with a microscope.

If a sales manager is completely deprived of duties related to the production process or the implementation of services, this will also not be the best solution, since as a result such an employee may start selling something that his company will never produce or supply.

What are the Job Responsibilities of a Sales Manager?

If we are talking about serious enterprises, then the duties of a sales manager are not only to work with clients, but also to search and process sales data, develop a company strategy, draw up all the necessary papers for already successfully completed transactions.

A sales manager usually works in an office. The nature of his daily activities depends on the type of duties: it can be both telephone conversations and specific steps to sell the goods.

Working in any position in a company's sales department contributes to the overall efficiency and effectiveness of the entire department. The sales manager is no exception, he bears some responsibility for the success of the company in the market as a whole, regardless of what type of duties are assigned to him.

Main responsibilities sales managers are conventionally divided into 4 groups.

Responsibility for the implementation of sales of the company's products: increasing the level of sales, expanding the client base, striving to obtain the maximum benefit from each sales segment.
Planning, analysis of market data.
Sales.
Checking shipments of products and settlements with consumers.

In addition to these large four sections, there are some narrower specializations that affect the job responsibilities of a sales manager. it additional functions:

expanding and updating the customer base, conducting negotiation processes, maintaining contacts with customers and partners on the Internet, processing telephone requests and calls;
establishing relationships with potential buyers, strengthening existing business contacts through the organization of convenient and attractive factors for customers: discounts, promotions, gratitude calls, letters;
the duties of a sales manager according to the job description include: direct contact with customers who come to the office, work on the road to potential buyers and negotiate on their territory;
increasing the level of sales in their sector, interaction with customers. Formation of customer loyalty through attention to them and provision advantageous offers for the company's products;
increasing the motivation of customers to cooperate with the company, collecting information about potential customers;
counseling and Information support clients;
informing dealers and distributors;
conclusion of contracts with legal entities and individuals, execution of documents, work with reporting on concluded contracts;
receiving products and checking their quality, as well as controlling the display of products in retail outlets;
daily data collection pricing policy, control of expiration dates (duties of the sales manager);
carrying out calculations of profit expected in accordance with the sales plan;
assessment of the level of potential of all outlets for the sale of products;
organization of educational events, trainings;
advertising support at exhibition events, demonstration of new products from the company, holding promotions and events, attracting new consumers;
interaction with suppliers, business meetings aimed at increasing the number of contracts;
collection, processing and systematization of various data to optimize the sales process;
monitoring of competing companies, calculation of prices for products and the level of possible discounts;
delivery of funds to the cash desk of the company within predetermined terms, collection;
regular reports (once a month) on percentage indicators and work performed.

It often happens that a company loses some of its customers due to the careless and irresponsible performance of their duties by managers. Guarantee effective development organization is the careful and high-quality work of all departments of the company. For example, the job responsibilities of a sales manager in the retail trade sector household appliances or food will be as follows:

responsibility for participation in exhibitions, organization of product tasting;
holding master classes dedicated to products and their novelties;
control over the display of products on commercial equipment;
support and verification of the work of merchandisers.

The list of duties of a sales manager is determined by the direction of the company. Each company has its own job descriptions containing a list of responsibilities. That is, the manager's range of actions is defined: cold calls, negotiations, work with information on the market, or, for example, work on the road. The above tasks are basic, but in reality there are many more.

It is very useful for a company if managers periodically improve their skills at various training events, courses, and trainings. Finding customers is one thing, keeping them for a long time is another. A real professional in his field, selling a product, will definitely follow whether the client was satisfied with his purchase or not.

An effective sales manager will strive to exceed targets, defined by management companies.

Sample list of rights of a sales manager

How to determine what functional responsibilities of a sales manager to entrust to an employee

In order to determine how much work a particular sales manager can withstand and what kind of duties to entrust him, be guided by the following three methods.

Method 1: Compare Your Goals to Your Current Performance

Compare the performance of a novice manager with that of an experienced manager. It is necessary to determine the average indicator of one employee according to the numbers that came out at each stage of the funnel. Based on the received data, turn on specific tasks in the responsibilities of a sales manager.

Method 2: Do your own analysis

On the initial stage formation of the sales department, you can try to immerse yourself in the process of activity of a sales manager.

Spend one day as if you were acting as an implementation specialist. This will be a kind of experiment: on the direct experience of working in this position, you will be able to understand much better what should be included in the scope of duties of a sales manager in accordance with the specifics of your company.

At the end of the experiment, multiply the results of your work by an efficiency indicator equal to 0.7: ordinary employees, as a rule, work less efficiently than the manager or owner of the company.

Method 3. Make a guess, create a working day map for sales managers

This method will not be accurate, however, it has the right to exist. Assume that each manager call takes about 3 minutes on average. Calculate how many calls per hour, and then per day, one specialist is able to make. Enter the resulting indicator in his duties. An efficient manager can make 160 calls in an 8-hour working day.

The working day card will help you check your calculations. When each employee fills out their working day card, you will see how much time the manager has for making calls and meetings and how much time is left for other work duties: preparing and sending a commercial offer, paperwork, personal matters.

In this way, you can better understand which tasks should be included in the sales manager job description and which should not.

Expert opinion

How to check the ability of a sales manager to fulfill their duties

Maxim Gorbachev,

co-owner of Gorstka company, sales trainer-consultant, Moscow

Tatyana Modeeva,

General Director of Acsour, St. Petersburg

Employees should be interviewed: either in writing or orally. This can be done by the head of the sales department or a personnel specialist. And the responsibility for the final control is more reasonable to take on the CEO. He can conduct it with the help of a written report, which will reflect the answers of employees, including new ones. Questions may be as follows.

What types of equipment would you offer to customers who already use this and that?
How exactly does this product differ from its counterparts on the market?
Under what conditions is the product allowed to be used? How can the consumer find out about this?
How can the product be packaged?
How long can the product be delivered to the customer if it is in stock (when delivered to order, if the product is out of stock)?
What solution would you find in a situation where a customer wants to purchase a certain product, with a specific request for a feature set, and the product is currently out of stock?

The answers of the sales manager should show not only his awareness of all the characteristics of the goods or services that he sells, but also an understanding of the priorities of the company's policy, the characteristics of demand. Check how new employee copes with the duties of an implementation specialist, it is possible in three to four weeks.

Active Sales Manager: Responsibilities and Requirements

How to increase profits, replenish the company's accounts? How to increase your presence in the market, how to create a positive image for current and future customers?

A close-knit team of sales professionals can achieve such high goals, who will take on the role of the “locomotive” of your company and will be the main resource for converting your product into real money.

An active sales manager is an honest and transparent professional activity, which allows the specialist himself to control his profit, and the manager of the company - to understand the value of each employee, realizing what material contribution, in fact, he makes to the welfare and success of the company.

Key Responsibilities of a Sales Manager

The main responsibility of a sales manager is to communicate with buyers, work with objections, and answer questions from potential buyers. He must not miss a single client.
The duties of a specialist engaged in active sales also include the presentation and demonstration of goods at exhibitions and other events. Often the demand for a whole segment of the product depends on how the manager presents his product. The specialist must understand well for whom he is presenting the product, what type of buyers this product is aimed at.
The sales manager takes full responsibility for organizing meetings with new clients.
In addition, his duties include negotiating the details and terms of the transaction. The manager must be able to name an adequate price for the situation and the client, if necessary, decide on a discount.
The duties of an active sales manager include collecting, analyzing and structuring information about potential customers.
The duty of the sales manager is to communicate with product suppliers, which includes discussing the conditions for the supply of goods, prices and other details.
A professional manager must be able to deal with document management (for example, know how to draw up a contract correctly).
The sales manager prepares reports on the work carried out with a frequency for each week or each month.
A competent sales manager has the ability to quickly and accurately calculate the cost of goods in each case for any client, depending on the purchase amount and the quantity of products purchased.
The duties of a sales manager also include a detailed and detailed study of the market in order to understand what conditions are offered by competitors in order to avoid luring buyers.

A sales manager is not only a profession, but also a special warehouse of personality and character, which has certain characteristics (it is important to pay attention when hiring), such as:

openness in communication;
perseverance;
the ability to avoid conflict situations;
the ability to find a compromise;
the ability to quickly find contact with any person;
failure tolerance.

An active sales manager must have certain skills:

making cold calls;
possession of sales techniques and scripts;
business communications (from an ordinary employee of the client company to the top management of the organization);
work with primary documentation (control of billing and payment of invoices, shipments).

A good salesperson can be identified by his demeanor, calmness, self-confidence, looseness, free, but not defiant plasticity of movements. Facial expressions and gestures are open, the smile is sincere and natural. Even if a candidate for the post of sales manager has little or no experience in the profession, this is not a problem.

A good seller is distinguished not only by the presence of any specific knowledge. What is important is firmness and confidence, combined with the ability to communicate easily and naturally, the ability to achieve goals and objectives in material terms, and to effectively cope with the range of duties assigned to him. material success managers guarantee profits and the company itself as a whole.

Expert opinion

At the interview, it is necessary to ask additional questions about the responsibilities at the previous job

Alexey Slobodyanyuk,

owner and CEO of Astra Group

Once I had the opportunity to conduct an interview with a candidate for the position of sales manager. He indicated in the questionnaire that until that moment he had worked at the previous place for three years. But, as it turned out, his tasks were not active sales, but working on the phone on incoming calls and advising clients on issues related to the company's products.

Experience may vary. Be sure to ask additional questions about what exactly the job responsibilities of the candidate at the previous place of work were. Ask the applicant to talk about the sales techniques that he used, describe his normal working day, what tasks he faced and how he solved them.

What Should a Sales Manager Do?

The wholesale manager is a sought-after profession. To carry out high-quality work, a specialist with experience and the gift of persuasion is needed. The duties of this specialist are slightly different from the tasks of an active sales manager, since here it is necessary not only to organize deliveries, but also to increase their number in a short time.

We are no longer talking about telephone conversations; to work with promising distributors, a personal meeting is required, sometimes more than one.

However, such efforts are rewarded: at least one established contact with a distributor company will already mean respect for the seller from management and a possible promotion.

Manager wholesale sales must:

find new potential consumers, replenish the company's customer base, maintain a corporate information system;
to promote the sale of the company's products, to form consumer demand;
to disseminate information about the company's products among customers and potential buyers: to talk about the qualities and advantages of products, about new products, opportunities and methods of use, etc.;
every day to study the goods that the company sells, regarding the range, quantity, terms of sale, current prices;
communicate with customers, provide them with relevant information;
to negotiate with clients: present and potential, to take on the duties of an intermediary in the process of concluding commercial agreements and contracts for the supply of company goods;
work with customer orders in accordance with the norms and rules adopted by the company, carry out active wholesale sales;
resolve issues related to the delivery of goods within the agreed time frame, work with operators to comply with them;
control the completeness of customer payments for the delivered goods, take measures to timely identify and eliminate receivables, notify your boss in writing about delays in payments, indicating the reasons;
inform customers about the company's product range;
fulfill the sales plan, increase their growth;
motivate customers to cooperate with the company, focusing on sales promotion programs approved by the company;
create payment schedules for purchased company products, inform the senior operator in a timely manner sales department. As necessary, accept payments from customers on an independent basis, hand over the received funds to the cash desk of the company in accordance with the deadlines that are fixed in the regulatory documents of the company;
as necessary to work on the road, on business trips;
collect data on the market segment in which the company's products are presented, conduct market research and study competitors, identify major trends and predict further market development;
analyze the state of the market, based on the results obtained, develop an advertising strategy for positioning the company's products and plan sales volumes;
draw up plans (operational and prospective) for the sale of products, engage in assortment and financial planning;
process statistical data on sales and shipments of products;
work with information on the rating of competing companies among clients;
timely provide analytical and other necessary reports on the implementation of the plan;
participate in workshops;
coordinate the work of sales representatives, conduct trainings to study the company's products, their qualities and features, conduct presentations on new company products;
interact with sales representatives in terms of market conditions, due to difficulties in selling goods, acquiring new potential clients;
monitor the activities of sales representatives for compliance with customer service standards, the implementation of instructions and instructions from the company's management;
maintain the level of qualification necessary to perform the duties of a sales manager;
conduct correct work with confidential information, observe commercial secrets;
carry out all the instructions of the direct manager and management of the company.

Regional Sales Manager: Responsibilities and Recruitment Challenges

Regional manager is a young profession with many perspectives. It arose due to the growth of the financial well-being of the regions and the need to create branches large companies who could represent at the regional level.

This position is necessary for positioning the interests of the company at the regional level and solving three main tasks:

creation of strategic planning for the development of the company at the regional level;
establishing contacts with new business partners and clients;
processing of data on the activity of regional consumers.

There are various options for how a regional manager of a company can be called:

regional sales manager;
regional business development manager;
regional development manager.

Responsibilities of the Regional Manager

Studying the characteristics of consumer demand, collecting data on the level of income of buyers and competing companies.
Work with the collected information about the regional market, strategic planning advertising and promotion of products and services offered by the company.
Calculation of funds received from the sale of products.
Work on improving the marketing regional policy.
Planning actions to increase profits in the assigned territory.
Establishing relationships with new clients and business partners.
Attraction of new partners and implementation of advertising policy in the region with the help of conferences.
Supervision and training of sales representatives.
Control contract work on the topics of finance, economics, business issues of the company in the region.
Providing reports to the company's management on the following indicators: the level of consumer demand for the company's products and services; list of illiquid products; sales figures, financial and economic data on the company's activities in the region.
Monitoring the implementation of instructions from senior management.
Representation and protection of the interests of the organization in the region.

The regional manager must have certain skills:

the ability to find and process information;
the ability to formulate clear and precise instructions for employees, to achieve their implementation;
the ability to predict demand and calculate the effectiveness of projects;
the ability to organize and conduct negotiations, conferences and seminars, to convince and achieve goals.

The profession of regional sales manager today is in the top 10 most demanded positions. When looking for a suitable candidate for this position, HR professionals face two main problems:

the applicant has a higher education in the specialty "Enterprise Management", however, there is absolutely no work experience in this area, there are no necessary skills and abilities;
the applicant has excellent leadership, organizational and analytical skills, a great desire to work as a software specialist, but does not have the appropriate education.

In these cases, we are talking about the possible preparation of a future sales manager. First, it is necessary to determine who exactly will conduct the training. There are the following options:

send a beginner to study at trainings, seminars and conferences;
invite a specialist on behalf of the company who will train a new manager;
training will be conducted by an experienced employee of the company.

Quite often, companies go to the extent of preparing a future manager to work on their own. This is the best option, because it saves time (training usually takes 2 weeks) and money. It also happens that the company is ready to pay training courses for the future manager.

Why do you need an assistant sales manager and what are his responsibilities

Positions such as sales assistant or assistant exist in a company to assist the manager in the performance of his duties. As a rule, assistants solve two main tasks:

control orders;
"unload" the manager, performing routine work, and thus allow him to concentrate on solving more important tasks.

Sometimes assistants are engaged not only in their own separate stage of the sales process, but also partially duplicate the duties of sales managers. They are required to have professionalism and knowledge, just like sales managers.

Based on this, requirements are formed for the qualities that employees should show. trading companies: sociability, enthusiasm, the ability to clearly and clearly formulate one's thoughts orally and in writing, reasonableness, the gift of persuasion, independence, organization, discipline, purposefulness. Both autonomous and team work skills are welcomed.

The Assistant or Assistant Sales Manager performs the following duties.

Organization and creation of a network for the sale of goods (under the control of the sales manager).
Collecting information regarding the demand for the company's products, finding out the reasons for its increase or decrease.
Attracting buyers (wholesale and retail trade enterprises, other intermediaries), establishing business contacts.
Establishing contacts with clients or a group of clients (on behalf of the sales manager).
Negotiating with customers on the terms of the sale of goods, the provision of related services.
Development of documents necessary for signing the contract.
Conclusion of contracts (for sale or supply) on behalf of the company.
Organization of delivery or shipment of products to customers in accordance with the concluded contracts.
Control of payments made by clients according to concluded contracts.
Monitoring compliance with the deadlines for fulfilling the terms of contracts.
Collection of information from consumers:

About wishes for product quality (service life, rules of use, packaging, etc.);

About wishes for after-sales service of products;

About volumes and rates of sales of goods to final consumers.

Accounting for consumer complaints regarding the execution of concluded contracts.
Finding out the causes of violations of the terms of contracts, taking measures to eliminate and prevent them.
Active participation in events to create demand for products: promotions, presentations, fairs, exhibitions.
Collection, systematization, inclusion in electronic bank consumer information data.
Preparing performance reports, and analytical references(on behalf of the sales manager).
Execution of official orders of the sales manager in functional areas.

How do the leaders of the company see the duties of a sales manager

Consider what job responsibilities of a sales manager are important for company management.

What wishes does the director have for the duties of a sales manager? A stable level of sales of products without special costs for this. Directors see such professionals as mini-enterprises that will lay the golden eggs for the company. Of course, this is a joke, but there is also some truth in it: any manager dreams of a multifunctional specialist who can not only sell goods, but also conduct market research, optimize the product itself, etc.

What are the functional responsibilities of a sales manager are important for the head of the sales department? Most often, the heads of sales departments come from ordinary managers who were more active and better than other salespeople, so they understand exactly how to work in order to succeed in this position.

maintaining a customer database;
accounting of meetings, calls;
reports on each sale;
statistics, graphs, etc.

By these parameters, he judges the quality of the manager's work, as well as how much time the specialist spends working in the office, how much time his phone is in silence.

For the rest of the company, the salespeople of the organization are something secondary, created to meet their needs and wishes.

The accounting department believes that the duties of a sales manager include maintaining all primary documentation. Production workers believe that the main job responsibility of a sales manager is to prepare all terms of reference and search for the most optimal solutions to the problems and questions of the buyer.

Lawyers believe that the sales manager should mainly deal with the negotiation of contracts with clients.

Marketing needs data about where the customer heard about the company, what they think about the latest promotion, and therefore they expect the sales manager to get exactly this data.

Sales professionals themselves often believe that they occupy a leading role in the enterprise or one of the main ones. They see it as their main responsibility to communicate with customers, which consists in presenting the products that were created by the manufacturers, at the prices that the marketing agreed upon, using the database that the head of the department created, etc.

What competencies should an employee have in order to perform the duties of a sales manager with high quality?

Quality 1. Technical competencies

Sometimes selling requires specialized technical knowledge. The manager must not only have excellent information about the company's product and its scope, but also be able to give competent advice to potential buyers, and sometimes offer alternative options. Therefore, it is important for a sales specialist to constantly develop and improve. Large firms Conduct regular technical reviews. To do this, a commission of specialists is created, which checks the level of knowledge of the manager about each product of the company and the areas of its use.

Quality 2. Communicative competencies

Ability to work and sell to customers with very different job levels. it required condition to work as a manager of the b2b sector. The duties of such a specialist also include the process of preparing meetings of managers, planning conversations, which includes goals, stages and tasks. To do this, the sales manager always needs to carefully analyze the data about the customer himself and his needs, wishes and preferences.

Quality 3. Office competencies

Today, the sales process most often begins with the stage of electronic correspondence and ends with it. Development and distribution of a commercial offer, contact with debtors - all this requires a responsible approach to one's duties.

Quality 4. Legal competencies

The duties of the sales manager include working with contracts and negotiating terms with the client. Almost every company has its own sample contracts. It happens that the client wants to change something in the contract or draw up his own. In this case, the manager prepares a protocol of disagreements, coordinates it with the head of the department.

The contract is signed by the manager indicating his initials, which indicates that he takes responsibility for the transaction and the fulfillment of all the agreed conditions. This specialist must be legally savvy for competent and high-quality work.

Quality 5. Accounting competencies

An experienced and professional salesperson himself oversees all the documentation that accompanies the sales process: from invoices to shipping documents and reconciliation acts. If these documents are issued with electronic programs, the manager must have primary knowledge in the field of accounting.

Expert opinion

When working in a large area, logistics competencies are important for a sales manager

Andrey Nechaev,

Commercial Director, ATI Plant, St. Petersburg

The basics of logistics are essential, especially where the sales area is large. Given that our clients are located all over Russia, logistics seriously affects the selling price of goods. Transport costs in our company should not exceed 5-10% of the order value. The duties of the sales manager include independent determination of the type of transport during shipment, depending on the delivery time and customer preferences. Shipments of small consignments (up to 5 tons of cargo) are carried out by the sellers themselves.

If we are talking about more voluminous and large-sized orders delivered by road or rail container, the sales manager contacts the transport and warehousing service. Logistics specialists control the quality of the delivered goods, conduct practical training for sellers, during which sales managers are introduced to the logistics system and its features (how the delivery is calculated, how the mode of transport is chosen, what shipping schemes are), pricing policy, etc. d.

Expert opinion

Competency assessment is the best method for checking manager's abilities

Yuri Bogopolsky,

vice president of the National Association of Top Managers highest qualification– management experts, St. Petersburg

It is not easy to find a professional top manager, for this you need to have special skills. The head of the company should keep this in mind and gradually assess the competence and professionalism of the candidate for the post of sales manager. The personal characteristics of the candidate, his communication skills, the ability to communicate in business are important. Except professional qualities and skills, a significant role is played by the system of values of a person, his life guidelines.

Competency assessment is the most optimal and convenient way to check the professional level of a top manager. It consists in questions that are asked to the applicant. They must be thought out in advance and aimed at obtaining an objective result.

The manager should pay attention to precisely those competencies of the future manager that help him apply the acquired knowledge in practice, integrate the existing experience into life and work, successfully cope with the duties assigned to him - this will be the key to the effective and productive activity of the future sales manager .

Employee development: how to educate professionals

What must be remembered Sales Manager to carry out their duties in a quality manner.

1. There are no unimportant clients and customers.

All clients and customers are equally worthy of respect and attention, regardless of their age, weight, skin color and character.

2. Constant self-improvement.

3. The sales manager must have unique "chips" in working with clients.

It can be anything: a personally signed card, birthday gifts, invitations to dinners and lunches, spending time together, bonuses and discounts. It is important that your activities as a sales manager are different from others and increase customer loyalty to your company.

4. You need to be able to listen.

It is important to understand that the need to communicate with a pleasant interlocutor who can calmly listen to all your problems and doubts is very high today, and people are willing to pay money for the opportunity to satisfy it, including the sales manager, if he knows how to listen.

5. Self-confidence.

In sales, it is very important to have unshakable faith in yourself and your abilities. Without this, nothing will come of it. The implementation manager must have a resilient character and perseverance, perseverance and patience.

6. You need to become an expert on the proposed service or product.

A manager who wants to preserve his own dignity and individuality will never simply impose his product on the buyer. A talented and successful specialist will always be able to creatively approach the performance of his duties and solve professional problems.

Common sales manager mistakes

1. Negative attitude towards life.

It is necessary to do a deep and serious inner work to learn sincere love for people and an optimistic attitude towards life. You can seek help from a psychologist or work on your own, but none professional training won't teach you that.

2. Internal tightness.

There are no closed and unsociable sales managers. A person with such qualities will definitely not cope with his official duties. It is worth understanding and seeing that the circle of your potential customers is incredibly wide: relatives, neighbors, friends, former colleagues, acquaintances from their favorite pastimes, random fellow travelers.

3. Weakness.

One of the main qualities required by the manager in sales, stress resistance. It is possible and necessary to develop this quality in a variety of ways, such as sports, meditation, field trips.

4. Lack of purpose.

A sales manager must be able to show not only perseverance in working with intractable customers, but also the ability to find a non-standard approach to such people. The duties of such a specialist require patience, the ability to work long and purposefully with difficult clients.

5. Lack of ambition.

Successful fulfillment of the duties of a sales manager is impossible without the desire to constantly develop and the ambitious desire to become the best.

O common mistakes sales manager who interferes with sales, says the practitioner:

Information about experts

Maxim Gorbachev, co-owner of Gorstka company, sales trainer-consultant, Moscow. Maxim Gorbachev has two higher educations - legal and psychological. He has accumulated solid experience in the distribution and sales of consumer and industrial goods. Among the clients are Gazprom, Rostelecom, ABBYY, Siemens Russia, Sony. Author of a number of books on sales, including "Kickback: A Special Technique for Customer Attraction", "Exploitation sales staff"(both - together with D. Tkachenko; M .: Vershina, 2008), "Intelligence technologies in sales" (together with D. Tkachenko and A. Khodarev; M .: Vershina, 2008), "How to conduct sales training" (together with D. Tkachenko, Moscow: Vershina, 2009).

Tatyana Modeeva, CEO of Acsour, St. Petersburg. Field of activity: accounting services, personnel office work and calculation wages, advising on tax and labor law. Form of organization: LLC. Territory: head office - in St. Petersburg; branches - in Moscow, Arkhangelsk, Veliky Novgorod, Kaliningrad, Murmansk, Petrozavodsk, Pskov, Smolensk. Number of employees: 165. Annual turnover: 3 million US dollars. Key clients: GNLD, Tata Steel, Tele2, Woodward.

Alexey Slobodyanyuk, owner and CEO of Astra Group. Graduated from Chisinau Technical University specialization "Translator with German language” and “Design Engineer”. He also has an MBA diploma in the specialization "Developmental management and patterns of development of organizations" and RANEPA. In active sales since 1998. In this position since 2009. Astra Group is a company founded in 2009. Specializes in conducting seminars and trainings on the analysis of companies' activities, the formation of development strategies, and so on. Among the clients are Sberbank, Gazprom, Beeline, Rosgosstrakh, Hitachi, CROC, Synergy, VTB-24, Home Credit, MMB-Bank, Softline, Simplex and others.

Andrey Nechaev, Commercial Director, ATI Plant, St. Petersburg. Andrey Nechaev graduated from the St. Petersburg Academy of Refrigeration and food technology and Saint Petersburg University of Engineering and Economics. From 1995 to 1997, he held the position of marketing manager at Zavod ATI, from 1997 - marketing director, from 2000 - commercial director. ATI Plant was founded in 1913. It produces brake products, sealing, heat and electrical insulating materials. Staff - more than 500 employees. Among the clients: Gazprom, KamAZ, Lukoil, Norilsk Nickel, Russian Railways, Rosneft, Severstal.

Yuri Bogopolsky, Vice-President of the National Association of top managers of the highest qualification - management experts, St. Petersburg. management consultant industrial enterprise- plant, service, workshop, section; on the organization of world-class production - World Class Manufacturing (WCM); implementation lean manufacturing("Lean Production"), LIN-technologies; practitioner manager; personal career - to the general director of a group of factories; engineer, candidate of economic sciences.

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1. General Provisions

1.1. The sales manager belongs to the category of specialists.
1.2. The sales manager is appointed to the position and dismissed from it by order of the general director of the company.
1.3. The sales manager reports directly to the company's commercial director / head of sales / regional sales manager.
1.4. During the absence of the sales manager, his rights and obligations 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;
- Charter of the company, Rules of internal work schedule, others regulations companies;
- orders and directives of the management;
- this job description.

2. Job responsibilities

2.1. Searches for potential clients.
2.2. Conducts commercial negotiations with clients.
2.3. Accepts and processes customer orders, draws up the necessary documents.
2.4. Clarifies 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. Creates a monthly sales plan.
2.7. Maintains reports on sales and shipments to the company's customers.
2.8. Participates in the development and implementation of projects related to the activities of the sales department.
2.9. Manages the client base.
2.10. Controls shipments of products to customers.
2.11. Controls payment by buyers of goods under concluded contracts.

3. Rights

3.1. Receive information, including confidential information, to the extent necessary to solve the assigned tasks.
3.2. Provide management with suggestions for improving their work and the work of the company.
3.3. Require management to create normal conditions for the implementation official duties and safety of all documents generated as a result of the company's activities.
3.4. Make decisions within your competence.

4. Responsibility

4.1. For non-performance and / or untimely, negligent performance of their duties.
4.2. For non-compliance with current instructions, orders and orders for the preservation of trade secrets and confidential information.
4.3. For violation of the internal labor regulations, labor discipline, safety and fire safety rules.

The job description of a 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 general provisions enterprises related to 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:

Development of methods and technologies for the implementation of sales of goods.
Development and improvement of the main schemes for marketing products within the framework of the organization's activities.
Organization various events, aimed at pre-sales activities, the main purpose of which is preparation for the start of sales of a new product or cooperation with a new counterparty.
Creation certain conditions to meet the current demand for certain products.
Monitoring compliance with the existing items of business plans that are used in the process of conducting work activities.
Compliance with the main terms and conditions of contracts and agreements signed with clients and counterparties, if necessary, making changes on a bilateral basis, which are registered additional agreement to an already existing one.
The study of the market of goods, the sale of which the manager is engaged in. Such a function applies not only to the region in which the manager works - in his work he must necessarily use the results of neighboring regions and cities in order to be able to apply any methods and technologies in his activities.
Anticipate growth and decline in sales depending on third-party factors and respond accordingly to such changes.
Conduct an analysis of the activities of the company's competitors, especially 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 demand forecast, as well as planned releases of goods and products by competing firms.
Analysis of the basic needs of buyers, the study of the main factors influencing it, the division of statistics by major regions and zones.
Development of schemes of actions aimed at carrying out various activities to increase the sales of a particular product. Such a function is performed both for a general 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 activity is also related to sales.
Emphasis in the work on creating strong ties with large retail chains. Constant maintenance of relationships, holding promotions for regular counterparties, from which both the client and the organization in which he conducts his business benefit labor activity manager.
Building relationships with various wholesale companies, analyzing cooperation opportunities, working out, together with other departments, the possible benefits from signing contracts with such counterparties.
Identification among existing legal and individuals potential customers and establishing business contacts with them.
Negotiating with clients of any level, since even small retail in a certain amount brings companies their share of income.
Active participation in the development of pricing for clients different levels. Negotiating with clients in such a way as to extract the maximum benefit for your company in terms of the price of the goods, but, at the same time, provide the possibility of cooperation on more favorable terms for the client than competitors can offer.
Conducting direct negotiations on cooperation. During negotiations, a step-by-step discussion of such issues should take place: reporting to the client general information for a product or a group of products that the organization wants to offer for sale, providing information about the main advantages of such products, possibly mentioning existing shortcomings, but in such a way that they are truthful, but at the same time do not scare the counterparty from cooperation. If the client has any doubts about the need to cooperate with the manager's organization, skillful management true information for the purpose of persuading 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 payment 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, a cash form of payment, 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 repaying the debt (after a certain time, upon subsequent delivery, etc.).
Development, both within its competence and together with other departments, of a system of discounts that are beneficial, first of all, to your company and those that can attract customers to cooperation.
Organization of the main work and actions performed 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 other parties, determining the ways and forms of fulfilling obligations, reconciling existing disagreements on the main points of the agreements. Analysis of documentation provided by counterparties for compliance with its main 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 counterparties 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, taking appropriate measures to eliminate such a fact.
Organization of the collection of information on data from the sale of goods both from customers with whom a cooperation agreement has only been concluded, and from those who have been supplied with goods for quite a long time.
If necessary, support for 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 the supplied products, collection and generalization of information, if necessary, sending a claim to the manufacturer. It is possible to organize the return of goods that, for any reason, cannot be sold and used for their intended purpose.
In case of any claims on the quality of goods, timely response to information in order to resolve the conflict as much as possible.
Analysis and response to those events that impede the increase in demand for products.
Control of all existing quality indicators for product packaging, rules of use.
Reporting information to the client on the terms of sale of products, their storage and the main conditions of sale.
Maintaining constant contacts with existing customers in order to avoid the outflow of counterparties.
Creation of various information bases of the company's existing clients. Such data may 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, telephone numbers of managers and employees of counterparties who can be contacted regarding the resolution of various issues, the name of the head, leading experts. In addition, shipments of products made to a specific client, statistics on returns, the history of current payments, etc. are entered here.
Renegotiation of contracts with contractors when it is impossible to prolong the current ones and the desire to continue cooperation.
Ensuring participation in ongoing events (exhibitions, fairs) to increase the number of customers and increase sales.
Participation in the conduct of advertising campaigns and, if necessary, coordination of the actions performed.

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. Specified as total score, and those that led to a certain result.
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 overall control of all activities performed by middle managers.

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

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

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 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.

Today, an active sales manager is just a salesperson working according to the instructions of the employer. What does he usually do? Communicates with buyers - clients, concludes sales contracts, knocks out debts, runs after debtors, builds up a client base, works for a percentage of the transaction. He is an employee of the enterprise, bringing money. Today, without a manager, nowhere, he is the most important, and at the same time the most defenseless. To whom to write off unpaid debts? To the manager. But nothing that the deal was approved by a financial consultant and security service? Answer: I didn’t call on time, I overlooked it, I didn’t report it to management.

Why do businesses need salespeople?

Today's business cannot be imagined without a profession called active sales manager. In different organizations, the names may be different, from sales manager to sales representative. The essence is the same - sales to existing customers in the database of the enterprise and the search for new ones.

It would seem that there is a product that takes its rightful place on the market. Otherwise, why is it needed at all? Marketers worked, conducted research on similar products, determined the price category, organized advertising company, potential buyers looked, "felt" - no sales. What's wrong with the product? Why is the analogue higher in price and worse in quality? They began to check, call, it turns out that there are well-established supply channels, discount systems, payment deferrals, and just human relationships, when you don’t want to change anything, everything suits you.

How to break this "vicious" (from the point of view of the manufacturer or the new seller) circle? And here begins the painstaking work of an active sales manager to attract buyers to “their side”. Not everything is so difficult, but not smooth either!

Personal qualities of a sales manager from the point of view of business leaders

The ability to learn. What for? Otherwise, how can you sell if you do not know the advantages of the product. The product (its qualitative characteristics) requires initial development.
Ability to speak fluently (not tongue-tied). An active sales manager should talk coherently (so that it “bounces off the teeth”) about the product (service) being sold.
External data: special representativeness is not important, you need the ability to win over.
Work experience. In any area. Awareness of the need to become a professional "salesman" must be formed.

AT successful companies business leaders themselves conduct interviews with candidates, because only the active sales manager working with clients brings the company money - the rest spend. As soon as top management begins to understand this postulate, the staff turnover at the enterprise immediately stops.

Active Sales Manager: Responsibilities

Passive sales assume that the client himself has matured before the purchase and does not need to be motivated by anything. Active sales are needed in order to deploy the client from the "foreign threshold" and bring him to his company. All actions that take place between these two events are the duties of a manager.

The study of the sold product (service) in terms of its position in this market segment.
Studying the potential circle of buyers.
Working with an existing client base.
Establishing contacts with potential clients accessible ways: cold - on the phone, warm - at a meeting.
Conclusion of sales contracts developed by the lawyers of the employing company.
Making a deal.
Payment tracking.
Work on collecting debts from clients working with deferred payment.

Active sales manager: job description as a document

Any company-employer seeks to clearly articulate the responsibilities of its employees. The active sales manager works according to pre-worked out requirements, drawn up in the document "Job Description". This is exactly the document, because when applying for a job, it is signed on the one hand by the employer, on the other - by the employee.

Violation of the requirements leads to sad consequences in the form of fines, and then to dismissal: the wording may be different, the essence is the same - failure to fulfill official duties.

So what should an active sales manager do in a company? The employee's instruction is developed, as a rule, by the head of the sales department, corrected by the personnel manager and signed by the authorized head.

The composition of the job description for the manager of active sales

Basic provisions:

The categorization of the employee is determined (usually a manager is classified as a specialist).
Requirements for education and work experience are indicated.
The person making the appointment of the active sales manager is determined.
Subordination is established, both direct and in the absence of a leader.
The range of documents that should guide the active sales manager in his work is determined. As a rule, this is the charter of the enterprise, internal regulations, various orders and orders of the management.

What is the regulation of knowledge by profession?

The active sales manager must know:

Laws of the Russian Federation defining commercial activity.
Pricing procedure.
Fundamentals of Marketing.
Assortment list of products (services) of the enterprise-employer.
Accepted company reporting forms.
The structure of the enterprise.

Manager's direct functions

Search for clients (expansion of the client base).
Conduct of negotiations.
Development of conditions (within the regulated framework) of the contract, execution (conclusion).
Receiving customer orders, processing and further transfer to the delivery service.
Maintaining the client on payments, on the timing of the acceptance of new applications, informing about marketing events.
Work with the reporting accepted in firm.

Ability to communicate with the company's management on issues: remuneration, identified shortcomings, making proposals for improving work.
Possibility of requiring the assistance of management in work (according to the prescribed duties).

The active sales manager is responsible for: failure to perform his job duties in accordance with the instructions signed by him, for offenses in working time under the Criminal Code and the Civil Code of the Russian Federation, for material damage caused to the company.

How to get a job

The hiring process is always associated with the passage of an initial interview in the personnel department, a secondary interview with the head of the sales department (or a representative of the company's management). Before talking about employment at the initial stage, the candidate should understand all the complexities of these negotiations and requirements.

What initially characterizes a person applying for the position of “active sales manager”? A resume that is well-written and correct.

Usually the look of an employee of the personnel department is "cling": the presence higher education, passing sales trainings, listing not only the places of previous work, but also an indication of the successes achieved. A plus may be the presence of a driver's license, a mention of the possibility of business trips and work after hours (irregular working hours). Welcome for this profession (for some reason) the absence of children.

An undesirable link may be work in procurement at a previous job.

Manager salary structure

Typically, the employee is presented with the following options:

Salary and percentage of sales.
Percentage of sales.
Percentage of sales, penalty for untimely receipt of money from the client.

An active sales manager's motivation based on salary and percentage of sales is most preferable - there is always a steady income, albeit a small one. The percentage under this scheme can be tied to the previous month (sales need to be increased), not all companies pay for stability (repeating the result of the previous month).

If a manager works only on a percentage of sales, he must be ready for a very active search for clients, at first - to develop his client base. Then make sure that customers do not go to others. In the case of good interest, earnings can be consistently high, but you need to “plow” a lot.

Usually, companies do not mention fines for late receipt of money from customers (they are afraid to frighten off an employee), in this case the fine is always unexpected and extremely painful.

If a client from the category of debtors falls into non-payers (this happens with a deferred payment), and all the services of the company cannot claim this money, then the manager can be forced to pay the debt. The amounts of transactions, as a rule, are large, and the salary is small. The question is, how long will the manager pay the client's debt?

Human qualities necessary for the profession

The applicant for this position must have different talents:

The ability to find a common language.
Ease of communication.
Ability to make quick decisions.
Learnability.
Persistence.
Lack of shyness.
Work according to the rule: "Never offer what you do not know, first study."

If the candidate meets all these requirements - he can hope for success.

The job responsibilities of a sales manager are approved at the local level and depend on the specifics of a particular organization that hires him, although this position is contained in the all-Russian classifier. In practice, there are various positions whose responsibilities include the implementation of the company's product. They are subject to approximately the same requirements in terms of business and professional qualities. Consider the features of the job description of the manager of the sales department, which regulates their functional responsibilities.

All-Russian classifier of professions of workers, positions of employees and tariff categories, approved by the Decree of the State Standard of December 26, 1994 No. 367, contains several positions to which the position in question can be attributed:

24051 trade manager;
24057 manager (in commercial activities);
24068 manager [in subdivisions (services) for marketing and sales of products].

Depending on the specifics of the duties of a sales specialist, his position may belong to one of the categories, but the closest in terms of functional duties sales manager in the modern sense is the latter.

A different typology of companies selling specialists has not been established at the legislative level, but it is present in theory and is applied in practice by business entities. There are various criteria by which the position in question can be classified:

Depending on the territorial coverage of activities:

zonal;
regional;
territorial, etc.

The specified gradation is individual and is set individually in each company. A territorial manager in one company can cover one city or district with its activities, in another - a subject of the Federation, in a third - several regions at once.

By level of position (and responsibility):

head of the company's product sales department;
senior manager;
implementation officer;
his assistant.

The job descriptions of a senior sales manager for the main range of duties do not fundamentally differ from others. Differences may relate to the level of responsibility and leadership functions.

By type of sale:

active sales manager;
passive sales specialist

Differences in the functions of "salesmen" by active and passive type are the level of participation in attracting customers. In the first case, the employee himself takes measures to find clients, calls potential clients, attends seminars and exhibitions, etc. Passive ones involve communication with a client who is already ready to buy the company's product.

How to communicate with clients:

direct sales (personal contacts with clients);
telephone;
electronic.

By number of sales:

wholesale;
retail.

This criterion does not affect the differences in the content of the job description of a wholesale and retail manager in terms of their main functional duties.

Required Qualities

Requirements for the professional and personal qualities of a sales manager are included in the job description of this employee. The quality and quantity of the company's product sold depends largely on their observance. To necessary qualities include the following:

knowledge of the legislation regulating the issues of their activities (labor, civil in terms of the execution and content of sales transactions, corporate and economic law, etc.);
possession of various sales methods that can be applied in a particular enterprise in the position held;
experience in the field of sales of goods, involving knowledge of the relevant market, competitors (suppliers of a similar product), range of potential customers;
knowledge of the product, its advantages and disadvantages;
business communication skills;
skills in applying psychology in communicating with potential clients;
possession foreign language(if there are potential buyers among foreigners);
activity and good communication skills;
motivation;
the ability to convince;
learning and creativity.

The specific list of personal skills of an employee is different depending on the activities of the company and the specifics of the sale of the product (wholesale, "cold", direct, etc.).

There was no single professional standard in our country for employees of this category, since special education until recently educational establishments didn't give. Therefore, each company has developed and is developing its own requirements for job seekers of sales managers.

Manager's Responsibilities

The main responsibilities of an employee of the sales department are approximately identical, regardless of the characteristics of the enterprise and the position of the employee. They are subject to inclusion in the job description of a sales specialist and must be strictly followed by the employee. Duties include:

collection of information about persons who are potential customers of the company (for example, for manufacturers of food packaging, these will be manufacturers food products and retail chains that pack them), including the name, contacts, information about the head and purchasing manager, etc .;
conducting business negotiations through personal meetings and telephone connection, shipping commercial offers by fax, e-mail and regular mail;
accepting orders for a product manufactured by the company;
collection and compilation of statistical information;
drawing up reports;
maintaining and editing the client base;
control and release of goods;
sending the necessary documentation to the counterparty (contracts, invoices, waybills, certificates of work performed, etc.);
signing an agreement with the head of the company;
study of similar products of competitors, forms and methods of their work;
advising potential clients and existing contractors;
participation in marketing research and etc.

There are other duties that depend on the specifics of the position held. The duties of a senior sales manager or the head of the relevant division of the firm may include directing the activities of subordinate sales employees. The duties of a senior manager may include mentoring and supervising the work of line managers and trainees.

The job description of a regional manager may additionally include the obligation to coordinate the activities of branches and representative offices of the company in the territory of a certain region (or territorial zone).

Job description

The employee functionality is included together with other sections in official document subject to execution and observance by the employee and his employer. The sales manager job description contains:

general provisions on the position (name, place in the structure, subordination);
regulatory documents that guide the worker in their activities;
requirements for professional and personal qualities;
work regulations (working hours, place of work, working conditions, etc., including the work regulations of the division - sales department) or a link to a separate regulation;
rights and obligations of a sales manager;
employee liability for failure to perform or improper performance of his duties (disciplinary and);
final provisions (for example, the performance of duties during the absence of a manager, the procedure for appointing and dismissing a position, etc.).

You can download a sample sales manager job description template here:

Final conclusions:

sales manager corresponds to code 24068 of the all-Russian classifier, other classification criteria are of a theoretical and practical nature, but are not provided for by law;
the professional standard is set by companies independently, taking into account educational standards in this specialty;
the functional responsibilities of a sales employee depend on the characteristics of the company and the position held;