There is a myth according to which 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 responsibilities, rules and rights has expanded somewhat, regardless of the form and activity of a particular enterprise or its division.

What category of specialists does a sales manager belong to?

According to job description, extracts, general rules and provisions, the employee belongs to the category of workers called specialist. If we consider the general provisions, then this employee can be fired or hired 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 this type of manager, according to the job description, is obliged to report to the commercial director, clearly carry out the instructions of a specific person and respond in a timely manner to problems that arise.

The boundaries of responsibility are also determined directly by the head of the department or commercial director. The company, according to the Labor Code of the Russian Federation, must have a sample in several copies, which is available directly at the workplace of the given manager, in a visible place for review at any time.

According to the rules and regulations, a manager who represents the interests of the company by selling products and services is required to know the laws and legal code of the Russian Federation.

Job responsibilities of a sales manager

The provisions and rights according to the job description include:

• Non-disclosure trade secret companies;
• 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 sales of services or products produced by this organization;
• Monitoring the shipment of goods;
• Search potential clients in all sorts of places;
• Attracting old inactive customers using special sales tools;
• Expanding the range of tools for both active and passive sales;
• Making cold calls to potential clients;
• Development of new projects that, one way or another, increase the efficiency of employees, and as a result lead to reaching new level the main enterprise and its branches;
• Carrying out material waste, as well as payments from customers for purchased goods;
• Preparation and maintenance of reports;
• Implementing and maintaining employee motivation;
• Maintaining a sales plan;
• Maintaining trusted 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;
• Gain special access to hidden information and trade secrets;
• Making decisions that fall within the scope of his position in accordance with rules and regulations;
• Negotiations with management regarding the creation additional conditions to improve the efficiency of the labor process;
• Request information from employees if necessary and improve workflow efficiency.

The specialist has the right to make decisions that, one way or another, will increase 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 standards according to the job description of a sales manager, but also boundaries of responsibility. An employee of the corresponding category is responsible:

• For the quality of work performed job description at the enterprise;
• For failure to fulfill direct duties according to their competence;
• For violation of the general work process;
• For making decisions that are beyond his competence;
• For violation of the work schedule;
• For failure to comply with labor discipline and offensive behavior;
• For disclosing secrets.

This list is usually announced immediately upon application for a given vacancy.

Consequences of disclosure of trade secrets by a sales manager

The job responsibilities of the sales manager category include non-disclosure of company secrets. It could be:

• General composition of clients;
• New projects and developments of company employees;
• Maintaining the general charter of the enterprise;
• The conditions under which the organization operates;
• The secret of production;
• Secrecy of purchase.

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

I CONFIRM:

[Job title]

_______________________________

_______________________________

[Name of company]

_______________________________

_______________________/[FULL NAME.]/

"_____" _______________ 20___

JOB DESCRIPTION

Sales Manager

1. General provisions

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

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

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

1.4. A person with secondary education is appointed to the position of sales manager professional education no requirements for work experience or secondary (full) general education and work experience in sales structures of at least 1 year.

1.5. The Sales Manager is responsible for:

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

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

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

1.7. A sales manager must know:

• legislative and regulatory legal acts, methodological materials on organizing sales (insofar as they relate to its direct activities);
• the procedure for interaction in the process of the unit’s activities;
• technologies of work performed by the department;
• basics of business communication;
• advanced (foreign and domestic) experience in the field of sales in the profile of their work;
• techniques and methods for processing correspondence;
• organization of office work;
• forms of documents for the acceptance and dispatch of the Company’s products and rules for their execution;
• established reporting;
• internal rules labor regulations;
• rules and regulations of labor protection.

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

2. Job responsibilities

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

2.1. Know the technology of sales organization, planned and actually achieved sales figures at the moment, techniques, means and methods of sales, current and future (predicted) state of the sales market, consumer properties of products... (others - please indicate specifically).

2.2. Organize the sales of the Company's products in accordance with the sales plan or sales technology and ensure the fulfillment of established sales targets.

2.3. Every month, no later than a certain date, submit to the head of the department a draft sales plan for the coming month, before the start of the planned period, distribute and bring the sales task to the attention of subordinates.

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

2.5. Select and effectively apply optimal sales techniques, tools and methods.

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

2.7. Manage contract work.

2.8. Every month, no later than a certain date, submit to the head of the department a report on the work done on in the prescribed form and provide the necessary explanations for the reporting indicators.

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

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

2.11. Provide consultations to partners on all issues related to the consumer properties of the products offered and the terms of the sales contract.

2.12. Carry out systematic monitoring of timely deliveries and payments.

2.13. Maintain accounting and other sales documentation in a timely and efficient manner.

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

2.15. Manage the preparation of promotional events (in your area of ​​expertise).

2.16. Maintain interaction with colleagues in the department in order to ensure maximum efficiency of its activities.

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

2.18. Timely and fully process and submit reporting and other official documentation to the head of the unit (in addition to that specified in clause 2.8 of these instructions).

In case of official necessity, the sales manager may be involved in the performance of his official duties overtime in the manner prescribed by law.

3. Rights

The sales manager has the right:

3.1. Request and receive necessary materials and documents related to the manager's activities.

3.2. Enter into relationships with departments of third-party institutions and organizations to resolve operational issues production activities that are within the competence of the manager.

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

4. Responsibility and performance evaluation

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

4.1.1. Failure to carry out or improperly carry out official instructions from the immediate supervisor.

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

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

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

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

4.1.6. Failure to ensure compliance with labor discipline.

4.2. The sales manager's performance is assessed by:

4.2.1. By the immediate supervisor - regularly, in the course of the employee’s daily performance of his labor functions.

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

4.3. The main criterion for assessing the work of a sales manager is the quality, completeness and timeliness of his performance of the tasks provided for in these instructions.

5. Working conditions

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

5.2. Due to production needs, the sales manager is required to go on business trips (including local ones).

I have read the instructions ___________/___________/ “____” _______ 20__

I APPROVED
CEO
Last name I.O.________________
"________"_____________ ____ G.

1. General Provisions

1.1. A sales manager belongs to the category of specialists.
1.2. The sales manager is appointed to the position and dismissed from it 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, as announced in the organization order.
1.5. A person who meets the following requirements is appointed to the position of sales manager: education - higher or incomplete higher education, experience in similar work of at least one year.
1.6. The sales manager is guided in his activities by:
- legislative acts of the Russian Federation;
- The company’s charter, internal labor regulations, and other regulations of the company;
- orders and instructions from management;
- this job description.

2. Job responsibilities

2.1. Searches for potential clients.
2.2. Conducts commercial negotiations with clients.
2.3. Receives and processes customer orders and prepares necessary documents.
2.4. Finds out customer needs for products sold by the company and coordinates orders with the client in accordance with his needs and the availability of the range.
2.5. Motivates customers to work with the company in accordance with approved sales promotion programs.
2.6. Draws up a monthly sales plan.
2.7. Maintains reporting 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. Maintains a client base.
2.10. Controls the shipment of products to customers.
2.11. Controls payment by customers for goods under concluded contracts.

3. Rights

3.1. Receive information, including confidential information, to the extent necessary to solve assigned tasks.
3.2. Submit proposals to management to improve your work and that of the company.
3.3. Require management to create normal conditions for execution official duties and the 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 failure to perform and/or untimely, negligent performance of one’s official duties.
4.2. For failure to comply with current instructions, orders and regulations on maintaining trade secrets and confidential information.
4.3. For violation of internal labor regulations, labor discipline, safety and fire safety rules.

I approve...................................................

…………………………………………….
(name of company)

…………………………………………….
(job title)

………...….……………………………...
(Full name.)

“…..” …………………. 20….. g.

Job description
sales manager

………………………………………………………………………………..
(name, enterprise, organization)

1. General Provisions

1.1. A sales manager is hired and dismissed by order of the director of the enterprise.

1.2. A person with ………..……………… is appointed to the position of sales manager.

……………………………………………………………………..……… education.
(education, specialty)

1.3. Experience in similar positions for at least ………….. years.

1.4. The sales manager reports directly to ….………………..……….

1.5. The sales manager must be fluent in …......….……….......…………… language.
(English, German, etc.)

1.6. In his activities, the sales manager is guided by:
- regulatory documents regarding the work being performed;
- teaching materials relating to the activities of the enterprise;
- the charter of the enterprise;
- labor regulations;
- orders and instructions from the commercial director and head of the wholesale sales department;
- this job description.

1.7. A sales manager must know:
- federal laws and regulatory legal documents regulating the implementation of entrepreneurial and commercial activities, including legislation and legal framework of the constituent entities of the Russian Federation, municipalities, etc.;
- market conditions, pricing procedures, taxation, marketing fundamentals;
- advanced domestic and Foreign experience in the field of management;
- psychology and principles of sales;
- enterprise management structure;
- assortment, classification, characteristics and purpose of the enterprise’s products;
- conditions of storage and transportation of products sold by the enterprise;
- methods of information processing using modern technical means, communications and communications, computer technology, current forms of accounting and reporting;
- ethics of business communication;
- rules for establishing business contacts and conducting telephone conversations;
- theory and practice of working with personnel and assessment methods business qualities workers;
- structure of the commercial service and wholesale sales department;
- internal labor regulations.

2. Job responsibilities

The sales manager carries out:
- representation of the interests of the enterprise in relationships with clients;
- search for potential clients;
- initial work with first-time clients, followed by transfer of the client to the appropriate territorial sales manager;
- conducting commercial negotiations with clients in the interests of the enterprise;
- prompt response to information received from customers and bringing it to the attention of the relevant leading sales manager and head of the wholesale sales department;
- analysis of customer needs for products sold by the enterprise;
- motivating clients to work with the company;
- monthly sales plan;
- analysis of statistical data on sales and shipments of the company’s products;
- provision of reports on the results of the work;
- receiving, processing and processing customer orders;
- information support clients;
- informing customers about changes in the range and prices of the company’s products;
- informing customers about promotions to stimulate demand;
- informing clients about the arrival schedule finished products to the warehouse;
- agreement with the client on the terms, prices, schedule and method of delivery of products;
- transfer of requests for delivery of products to customers to the logistics department;
- interaction with departments of the enterprise to accomplish current tasks;
- participation in work meetings;
- maintaining working and reporting documentation;
- maintaining and maintaining an up-to-date customer database;
- control of product shipments and financial discipline of the client.

3. Rights

The sales manager has the right:
- demand from management to ensure organizational and technical conditions and execution of established documents necessary for the performance of official duties;
- demand from the head of the department assistance in the performance of his official duties and rights;
- make proposals for improving the work of the enterprise, within the limits of their job responsibilities;
- request personally or on behalf of management from structural divisions and employees reports and documents necessary to perform their duties.

4. Responsibility

The sales manager is responsible for:
- for the consequences of decisions made by him that go beyond the limits of his powers established current legislation of the Russian Federation, the charter of the enterprise, other regulatory legal acts;
- for failure to fulfill (improper performance) of their official duties provided for by these instructions, within the limits determined by the current labor legislation of the Russian Federation;
- for committing an offense in the process of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation;
- for causing material damage and damage business reputation enterprises - within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

5. Working conditions

5.1. The work schedule of the Sales Manager is determined in accordance with the internal labor regulations established at the enterprise.

5.2. Due to production needs, the Sales Manager may be sent on business trips.

6. Other

This job description has been developed and approved in accordance with the provisions Labor Code RF and other regulations governing labor relations in the Russian Federation.

Agreed:

Boss legal department

……………….…………… / ……….… "…..." ………………………20 …. g./>   (full name / signature)

I have read the job description

……………….…………… / ……….… "…..." ………………………20 …. g./>    (full name / signature)

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

FILES

Rules for drawing up job descriptions

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

It should be noted that in different companies the job responsibilities of sales managers may differ slightly, but the basic provisions should always be similar.

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

Main part of the instructions

In the first section called "General provisions" you should indicate which category of employees the sales manager belongs to (worker, specialist, manager, technical staff, etc.), to whom he specifically reports (without indicating names), the qualifications that he must meet (specialization, education, additional courses), required length of service and work experience.

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

Below you should list all the documents and rules that a sales manager, due to the specifics of his work, must be familiar with:

• basics of labor legislation,
• rules for concluding transactions and contracts,
• procedure for completing documentation,
• rules on labor protection and internal regulations, etc.

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

Second section "Job Responsibilities" directly concerns the functions assigned to the sales manager. Depending on the enterprise and its type of activity, they may be different, but they should always be described as completely 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 he is given to perform his work as efficiently as possible. Here you need to specify the possibility of promotion 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" determines those violations that may result in punishment from the management of the enterprise. It is advisable to indicate them in detail. If necessary, this part of the document can include specific sanctions and penalties that will follow for certain violations.

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

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