General provisions of the job description for a sales manager

Situation in which the Job Description of the Sales Manager is applicable:

The Employer is obliged to familiarize the Employee - Sales Department Manager (hereinafter referred to as the OP Manager) with the acts of the Employer that are directly related to the work (labor function) of the OP Manager. The main such act is the Job Description of the OP Manager. In this case, the job responsibilities of the OP Manager can be specified directly in the employment contract and (or) in the Job Description of the OP Manager. Wherein:

• This job description for the EP Manager was developed on the basis of the Qualification Directory of positions for managers, specialists and other employees, approved by Order of the Minister of Labor and Social Protection of the Population of the Republic of Kazakhstan No. 201-ө-m dated May 21, 2012.

The job description of the EP Manager is signed by the Employee at the time of hiring (it is advisable to familiarize the Employee with it before concluding an employment contract), as well as in the event of a change in job responsibilities, and is the initial, decisive document in the event of controversial issues arising when the EP Manager carries out his work activities, about his qualifications, about his suitability for the position held (for example, if the Employer decides to terminate the employment relationship with the OP Manager due to his incompatibility with the position he occupies, then the Job Description of the OP Manager will be a confirming document of what responsibilities the Employee has assumed when signing an employment contract), etc.;

What do you need to know?

A management specialist can work in different areas, regardless of whether he will manage an enterprise or a small department. The main goal of management is to increase the company's profits and/or reduce its costs. A candidate for a vacant manager position should, if possible, have extensive knowledge, including knowledge of:

• business;
• regulatory and legislative acts that regulate activities in the commercial and entrepreneurial fields;
• methods and forms of advertising campaigns;
• ethics of business communication;
• theories and practices of working with personnel;
• pricing procedures, marketing fundamentals;
• fundamentals of labor legislation, rules and regulations of labor protection.

It’s good if the manager is familiar with the basics of psychology and sociology, because This will be useful to him in personnel management. It would also be a good idea to know effective methods for assessing employee performance. A big plus for a modern manager will be knowledge of at least one foreign language, and preferably several, for example, English, German, Spanish. In addition, you need to have a high level of literacy and correct speech, because in your work you will have to regularly communicate with people.

The procedure for completing the Job Description of the OP Manager:

• the job description of the EP Manager can be drawn up as a separate document or as an appendix to the employment contract, in which case it specifies the details necessary for the attachment to the employment contract;

• the job description of the Manager of the OP is approved by the general meeting of participants of the limited liability partnership, unless otherwise provided by the charter of the partnership falls within the competence of other bodies of the partnership (for example, the director; or, for example, the general director, etc.);

• if necessary, the job description of the EP Manager is coordinated with the divisions of the organization (HR service, legal department, etc.), contains information about the person who developed it;

• The OP Manager must be familiar with the job description of the OP Manager, about which his signature is placed, and he is given a second original (certified) copy of the document against signature.

FUNCTIONAL RESPONSIBILITIES OF A LEAD SALES SPECIALIST

Leading sales specialist: 2.1. Receives clients and negotiates with them. Travels to the client's office for negotiations. 2.2. Accepts applications for the purchase of company products. Draws up contracts and collects documents for them. 2.3. Participates in the preparation of product delivery schedules to customers. 2.4. Provides prompt customer service. Fills out requests for delivery/pickup of goods to customers. 2.5. Prepares reports in a timely manner on the work done, including sales. 2.6. Gets acquainted daily with the assortment, quantity, sales dates and current prices for goods available for sale. 2.7. Monitors the timely repayment of customer accounts receivable, notifies management in writing of each case of overdue payment, outlining the reasons for the delay. 2.8. Participates together with other departments in the development of proposals and recommendations for changing the technical, economic and other characteristics of products in order to improve their consumer qualities and stimulate sales. 2.9. Performs one-time instructions from the management of the enterprise.

Contents of the Job Description of the OP Manager:

The presented Job Description of the OP Manager has the following sections:

• General provisions

The position is indicated, who appoints and dismisses the EP Manager, the department where the position belongs, the immediate supervisor and qualification requirements for this position, the persons directly subordinate to him, the functional specialization of the EP Manager; ​

• Qualification requirements

The requirements for the position of the OP Manager are indicated, whether he has certain knowledge, as well as what the OP Manager should be guided by in his work;

• Goals and objectives

The main purpose, role and tasks of the OP Manager in this position are indicated;

• Functions and job responsibilities

The duties actually performed by the EP Manager in this position are indicated, taking into account his qualifications, skills, etc.;

• Rights

It is indicated what rights the OP Manager has in this position during the performance of official duties;

• Responsibility

The cases for which the OP Manager in this position is responsible in the performance of his official duties and types of responsibilities are indicated.

• Work result, efficiency and evaluation criteria

Specific results of the work of the OP Manager and indicators that determine the effectiveness of his work are indicated;

• System of motivation and fines (at discretion)

​The system of motivation for the work of personnel operating in the organization is indicated, as well as the system of fines for violation by the Manager of the OP of established standards;;

• Information interaction (optional)​

The internal and external information interaction of the OP Manager with other persons both within and outside the organization is indicated.

RIGHTS OF A LEAD SALES SPECIALIST

The leading sales specialist has the right: 3.1. Request and receive the necessary materials and documents related to the issues of its activities. 3.2. Express and submit for discussion constructive proposals to optimize customer service. 3.3. Enter into relationships with departments of third-party institutions and organizations to resolve operational issues of production activities that are within the competence of the leading sales specialist. 3.4. Represent the interests of the enterprise in third-party organizations on issues related to the production activities of the leading sales specialist.

Requirements for a candidate for the position of regional manager:

• higher education in “Enterprise Management”;
• work experience (if you have an education in the specialty is not required) of two years or postgraduate training in the specialty “Management”;
• determination;
• active life position and leadership qualities;
• Computer proficiency at the level of a confident user.

Skills that a regional manager must have:

• ability to collect and analyze information;
• the ability to set clear and precise tasks for subordinates and achieve their implementation;
• ability to forecast demand and project effectiveness;
• ability to conduct negotiations, conferences and seminars, persuade and achieve goals.

When starting work, a regional manager must know:

1. Legislation and regulations governing business and commercial activities;
2. Specifics of the regional market.
3. Fundamentals of management and marketing, economics, administrative law and labor code.
4. The range of goods of the enterprise, their classification and consumer characteristics.
5. Organizational principles of trade and pricing.
6. Consumer perspectives and needs of potential clients and buyers.
7. Fundamentals of ethics of business correspondence and communication.
8. Accounting and reporting in the field of management.
9. Psychological aspects of sales.

In this case, the question arises about training a future specialist “from scratch.” How and where to do this? An approximate training program for a regional manager is described below.

JOB RESPONSIBILITIES

To perform the functions assigned to him, the sales manager must perform the following duties:

• search for potential clients;
• conduct commercial negotiations with the Company’s clients;
• carry out effective and rational organization of sales of the Company's products, their delivery to customers on time and in volume in accordance with orders and concluded contracts;
• receive and process customer orders, prepare the necessary documents;
• find out the needs of customers for products sold by the Company and coordinate orders with customers in accordance with their needs and the availability of assortment in the Company’s warehouse;
• organize the preparation and conclusion of contracts for the supply of products to customers, coordinate the terms of delivery;
• inform customers about all changes in the Company’s product range, price increases and decreases, promotions to stimulate demand, and the time of product arrival at the warehouse;
• monitor the fulfillment of orders, contractual obligations, the condition of products in warehouses, as well as shipments to customers;
• take measures to ensure timely receipt of money for sold products;
• draw up a monthly sales plan;
• maintain working and reporting documentation for sales and shipments to customers;
• maintain client data in the Company’s client information database up to date;
• participate in the consideration of customer claims received by the Company and the preparation of responses to the claims brought, as well as claims to customers in case of violation of the terms of contracts;
• take part in organizing exhibitions, fairs, exhibitions and sales and other events promoting the Company’s products;
• Carry out your job duties conscientiously, timely and efficiently;
• exercise his powers within the limits of the rights granted by the Company in accordance with his official duties;
• comply with the work schedule established by the Company;
• comply with labor and production discipline, rules and regulations of labor protection, fire safety requirements, civil defense;
• constantly improve your professional level and qualifications to effectively perform your job duties;
• perform other work within the competence and instructions of the director of the Company.

RESPONSIBILITY OF THE LEAD SALES SPECIALIST

The leading sales specialist is responsible for: 4.1. Results and effectiveness of your activities. 4.2. Failure to ensure the fulfillment of their functional duties. 4.3. Inaccurate information about the status of plan implementation. 4.4. Failure to comply with orders, instructions and instructions from the management of the enterprise. 4.5. Failure to take measures to suppress identified violations of safety regulations, fire safety and other rules that create a threat to the activities of the enterprise and its employees. 4.6. Failure to comply with labor and performance discipline.