Job description of the head of the corporate sales department. Job description of the head of the sales department, job responsibilities of the head of the sales department, sample job description of the head of the sales department. II. Job responsibilities for

The sales department is the heart of a trading company. Without it there is no profit, which means there is no point in economic activity commercial organization. On this moment Sales managers are needed almost everywhere, and all these managers must be managed by someone. This is precisely the responsibility of the head of the sales department. We will look at all the features of the position in more detail below.

Basic provisions of the job description

This position is classified as a management position. The head of the sales department reports directly to the director or general director. All orders relating to the work of the head of the sales department must be issued and signed by him. If an employee goes on vacation or sick leave, he is replaced by the person specified in the order of the director of the organization. On leadership positions usually appoint people with higher vocational education and with at least 1 year of experience in the specified field. A specialist must know from the inside all the specifics of the work and be able to quickly respond to emerging situations. If a specialist does not have experience, most likely, decision-making will be slow, which in the field of trading can significantly reduce profits. And the job description of the head of the sales department prescribes that the specialist should increase profits, not decrease them.

Main responsibilities

The range of responsibilities of a sales manager may vary depending on the structure of the organization, the number of employees on staff and other factors. Below is the most general list of workplace responsibilities found in most companies.

In his activities, the head of the sales department must be guided by the following provisions and documents:

• state legislative acts;
• Articles of association;
• orders from immediate management;
• labor regulations and other provisions adopted in the organization.

To the main labor responsibilities the following can be attributed:

• control over the work of the department;
• solving operational problems;
• making proposals to improve the working conditions of the department;
• decision on hiring, dismissal, bonuses and relocation of employees of the controlled department.

Tasks and functions of the employee

The job description of the head of the sales department requires the employee to perform the following tasks and functions:

• control over the sales of the organization's products;
• pricing, promotions, special loyalty programs;
• product sales planning now and in the future;
• providing sales personnel with the necessary tools, equipment, office supplies, and software;
• control over debts in relations with counterparties;
• maintaining, controlling, maintaining and expanding the organization’s client base;
• calculation control wages department employees;
• organizing and conducting exhibition events and other advertising campaigns;
• organizing trainings, courses, coaching for department staff;
• demand analysis, assortment development;
• control over the supply of retail outlets;
• receiving and analyzing client feedback on the work of subordinates;
• contact and building long-term trading relationships with key clients;
• motivating department employees, increasing sales plans;
• analysis of competitors’ activities and ways to increase the attractiveness of your company against their background.

Personal qualities of the applicant for the position

The job description of the head of the sales department, as seen in the last paragraph, implies a wide range of competencies, responsibilities, areas of control and interaction. In order to properly perform all the duties, functions and tasks of the head of the sales department, the applicant must have a number of personal qualities. It is precisely because of their character traits that this profession may not be suitable for many applicants for the position. So, what should a person who has expressed a desire to get a job in this position be like? Particularly important features personnel services The following are distinguished:

• stress resistance;
• processing ability a large number of heterogeneous information at the same time;
• Analytical mind ;
• ability to creative solution problems;
• social activity, sociability, sociability, ability to find mutual language with everyone;
• ability to work under pressure;
• charisma;
• leadership skills.

What should a specialist know?

Knowledge in certain areas helps a specialist to successfully perform the functions of a sales department manager. There are always much higher requirements for the management team of an enterprise in the field of professional knowledge and education. The head of the sales department should know the following:

• organization structure, staffing table and departments;
• legislation regulating civil and economic activities;
• rules and methods of financial planning;
• plans for the long-term development of the organization;
• reporting documentation forms and rules for filling them out;
• marketing and pricing;
• office rules;
• rules of commercial relationships with counterparties;
• demands against fire safety and occupational safety.

Employee rights

Legislation Russian Federation a number of rights are provided for workers in any field. The head of the sales department is no exception. At his workplace he has the following rights and privileges:

• be aware of the decisions of superiors regarding the department under his control;
• make decisions independently within your competence;
• assign tasks to your subordinates and monitor the progress of their implementation;
• submits ideas and proposals for consideration by management to improve the work process;
• reward or fine your subordinates;
• participate in the development of documents important for the organization’s activities;
• obtain information necessary for work from the heads of other structural divisions;
• sign documents related to the work of his department;
• demand from the director compliance with regulations on labor legislation, workplace design and working conditions.

Employee Responsibility

What does the head of sales do in an organization? First of all, it regulates the activities of its division. Based on the duties assigned to this position, responsibility is formed. The following points can be identified for which the head of the sales department is responsible:

• fulfillment of the sales plan, division activities;
• violation by an employee or his subordinates of the regulations adopted by the company;
• implementation of planned programs on the market;
• improper performance or failure to fulfill one’s duties, as well as the duties of subordinates;
• responsibility for yourself decisions made and their consequences;
• negligence and failure to comply with safety regulations;
• disclosure of trade secrets, theft of the customer base;
• violation of internal discipline and labor regulations.

Head of Regional Sales Department

It is no secret that most economic sectors belong to huge holdings with a branch network throughout the country. They are the ones who set the tone in the product sales market. Wherein special role They are assigned to the sales department. Only here there are also regional managers who control the work of several branches and divisions at once. In relatively small organizations, the job description of the head of the sales department is replete with the number of duties and the scale of responsibility; it is difficult to imagine what will happen at the regional level. But it's not all that scary. The head of the regional sales department has a whole staff of deputies under his command, who are entrusted with part of his functions.

Courses for sales managers

In large organizations, it is common to conduct a lot of training and coaching for sales managers. They study various psychological techniques influences, rules of negotiation, ways to retain and attract clients and much more. Such courses are useful not only for managers, as individual parts of the mechanism of the selling structure, but also for their boss. The manager must be aware of all training programs that his subordinates undergo. In addition, it would not be a bad idea to increase your own productivity. To do this, you can take courses on leadership, time management, and improve your skills in your main area of ​​activity. Behind a successful team there should always be a successful boss.

Many business owners mistakenly believe that in order for sales to be high, they only need to equip an office, formulate a plan, recruit a department of “sales people” and put a boss at the head of this department to implement it. However, practice shows that the work of any specialist must be directed in the right direction, and not only by total control of management, but also by assigning direct responsibilities and rights to him. All these provisions must be approved in the relevant documentation. This means that you should not take a formal approach to creating job descriptions. The instruction must be a regulation that clearly defines the actions of each employee and his powers.

Range of duties

The head of the sales department is a professional with a wide range of responsibilities, with employees directly subordinate. The amount of profit of the enterprise and the absence of complaints about the company’s brand depend on how well the head of the sales department performs his duties and at what level his professionalism is developed.

The main goals that a person faces in this position:

• team management, training of new personnel;
• strategic search for new consumers of products and services, work with them;
• accounts receivable management;
• Formation of a sales plan, monitoring its implementation;
• Implementation of the company's development strategy together with the marketing department.

The breadth of responsibilities of the head of the sales department depends on the specifics of a particular enterprise and the number of employees. In principle, the position has great prospects; you can “grow up” to commercial director or even become the chief manager of a company or office.

Personnel management, training of new personnel

The functional responsibilities of the head of the sales department are, first of all, the management of the personnel entrusted to him. Good specialist must have an excellent understanding of the specifics of his industry and understand the principles by which modern sales channels operate, that is, he needs to be able to attract a client, establish cooperation with him and not let go of the old one. He must teach this to his subordinates as well.

Setting goals

The boss must clearly set tasks for the staff and adjust the priorities in their work. A specialist needs to be able to correctly distribute responsibilities among all employees. Sales representatives and sales managers must clearly understand who is responsible for what. At the same time, the assigned tasks must be realistically feasible.

Execution control

Before monitoring the completion of tasks, it is necessary to explain to subordinates what criteria will be used to determine the effectiveness of their work. Depending on the results intermediate control, the head of the sales department may be faced with the task of adjusting current plans. The responsibilities of the head of the sales department also include eliminating conflict situations between employees.

Motivation

Fairness should be a top priority for every leader. Impossible to achieve successful work in a team where only those close to management are rewarded, and “strangers” are scolded, even if they have the highest sales figures.

When choosing incentives for your subordinates, it is necessary to take into account their individual characteristics, without forgetting the general interests of the entire department.

Strategic search for consumers of products and services, working with them

This paragraph of the instructions should be drawn up depending on the specifics of the enterprise. In any case, knowledge modern technologies sales across key distribution channels is a fundamental factor when selecting a candidate for the position of chief. In addition, the job responsibilities of the head of the sales department require the ability to negotiate at a high level. The specialist must have presentation skills. Ideally, the candidate should have an MBA education.

The head of the department must cope with the resolution of all controversial situations that may arise between the manager and the client. He will also have to analyze incoming complaints in order to identify existing shortcomings in the work of both his department and the entire enterprise.

Accounts receivable management

The main responsibilities of the head of the sales department include managing accounts receivable. The set of actions in relation to this paragraph consists of the following provisions:

• selection optimal conditions sales that will ensure a uniform and guaranteed flow of money;
• determining the level of premiums and discounts, depending on the purchasing category of consumers;
• limitation permissible level debt;
• reduction in the number of debts.

Practicing marketers know for sure that this task is much more problematic and even a priority than expanding the sales market. Timely repayment of debt is a guarantee of the successful functioning of the enterprise in the future.

Formation of a sales plan, monitoring its implementation

Perhaps no one will argue that planning is one of the main tools for achieving any goal. Can a sales department exist without a plan? It can, but you shouldn’t expect efficiency from the staff’s work.

Responsibilities of the head of the department retail sales- planning. When doing this work, you should not rely solely on the results of past periods. In this case, managers will have nothing to strive for. The analysis will determine the seasonality of sales, but nothing more. The plan is regulated by strictly limited deadlines, and employees, based on it, must receive real and achievable goals from the manager.

Implementation of the company’s development strategy together with the marketing department

The main function of the marketing department is to support sales, but this does not mean that marketers report to the head of the sales department. These two divisions must be equal, and no one is obliged to obey anyone.

1. GENERAL PROVISIONS

1.1. This job description defines the functional duties, rights and responsibilities of the Head of the Sales Department.

1.2. The head of the sales department is appointed and dismissed in accordance with the procedure established by the current labor legislation by order of the director of the enterprise.

1.3. The head of the sales department reports directly to _______________________.

1.4. A person with a higher professional (economics or engineering-economics) education and work experience in a specialty in the field of sales is appointed to the position of Head of the Sales Department.

1.5. The head of the sales department must know:

Legislative and regulatory legal acts, teaching materials organizing sales and delivery of finished products; methods and procedures for developing forecasts, long-term and current plans for production and sales of products; prospects for the development of the enterprise; prospects for the development of sales markets; methods for studying demand for the company's products, wholesale and retail prices for products manufactured by the company; methods and procedures for developing reserve standards finished products; procedure for concluding contracts for the supply of products, determining the need for loading and vehicles; rules for preparing sales documentation; standards for storage and transportation of products; the procedure for preparing claims to consumers and responding to incoming claims; standards and technical specifications for the products manufactured by the enterprise; organization of warehousing; fundamentals of technology, organization of production, labor and management; organizing accounting of sales operations and drawing up reports on the implementation of the implementation plan; basics labor legislation; facilities computer technology, communications and communications; rules and regulations of labor protection.

1.6. During the temporary absence of the Head of the Sales Department, his duties are assigned to ___________________________.

2. FUNCTIONAL RESPONSIBILITIES

Note. The functional responsibilities of the Head of the Sales Department are determined on the basis and extent qualification characteristics for the position of Head of the Sales Department and can be supplemented and clarified when preparing a job description based on specific circumstances.

2.1. Carries out rational organization of sales of the enterprise's products, their delivery to consumers on time and in volume in accordance with orders and concluded contracts.

2.2. Ensures the department's participation in the preparation of forecasts, draft long-term and current plans for production and sales of products, conducting marketing research to study the demand for the enterprise's products, and prospects for the development of sales markets.

2.3. Organizes the preparation and conclusion of contracts for the supply of products to consumers, coordination of delivery terms.

2.4. Leads the work on drawing up supply plans and linking them with production plans in order to ensure the delivery of finished products by production departments on time, in terms of product range, completeness and quality in accordance with orders and concluded contracts.

2.5. Takes measures to implement the product sales plan, timely receipt of orders, specifications and other delivery documents.

2.6. Provides control over the fulfillment of orders, contractual obligations by business units, and the status of finished product inventories in warehouses.

2.7. Organizes the acceptance of finished products from production departments to warehouses, rational storage and preparation for shipment to consumers, determining the need for vehicles, mechanized loading equipment, containers and labor for shipping finished products.

2.8. Carries out the development and implementation of enterprise standards for organizing storage, sales and transportation of finished products, as well as measures to improve the sales network, forms of delivery of products to consumers, reduce transport costs, reduce excess balances of finished products and accelerate sales operations.

2.9. Takes part in the organization of exhibitions, fairs, sales exhibitions and other events for advertising products.

2.10. Organizes wholesale trade products manufactured by the enterprise.

2.11. Takes measures to ensure timely receipt of funds for sold products.

2.12. Participates in the consideration of consumer claims received by the enterprise and the preparation of responses to the claims brought, as well as claims to consumers and their violation of the terms of contracts.

2.13. Provides accounting for the fulfillment of orders and contracts, shipments and balances of unsold finished products, timely execution of sales documentation, preparation of the required reporting on sales (supplies), on the implementation of the implementation plan.

2.14. Coordinates the activities of finished product warehouses and manages department employees.

3. RIGHTS

The head of the sales department has the right:

3.1. Give instructions and tasks to subordinate employees and services (divisions) on a range of issues included in his functional responsibilities.

3.2. Monitor the implementation of planned tasks and work, timely completion of individual orders and tasks of subordinate services (divisions).

3.3. Request and receive the necessary materials and documents related to the activities of the Head of the Sales Department and subordinate services (divisions).

3.4. 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 Head of the Sales Department.

3.4. Represent the interests of the enterprise in third-party organizations on issues related to the production activities of the sales department.

4. RESPONSIBILITY

The head of the sales department is responsible for:

4.1. Results and efficiency of production activities of the sales department.

4.2. Failure to enforce your functional responsibilities, as well as the work of the enterprise’s subordinate services (divisions) on issues within the responsibilities of the department.

4.3. Inaccurate information about the status of implementation of work plans by the sales department and subordinate services (divisions).

4.4. Failure to comply with orders, instructions and instructions from the director 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 ensure compliance with labor and performance discipline by employees of the sales department and subordinate services (divisions) of the enterprise.

5. WORKING CONDITIONS

5.1. The work schedule of the Head of the Sales Department is determined in accordance with the Internal Labor Regulations established at the enterprise.

5.2. Due to production needs, the Head of the Sales Department may travel to business trips(including local significance).

5.3. To resolve operational issues to ensure the production activities of the sales department, the enterprise, the head of the sales department may be allocated official vehicles.

6. SCOPE OF ACTIVITY. RIGHT OF SIGNATURE

6.1. The exclusive sphere of activity of the Head of the Sales Department is to ensure planning and organization of production activities of the Sales Department.

6.2. To ensure his activities, the head of the sales department is given the right to sign organizational and administrative documents on issues included in his functional responsibilities.

Other instructions in the section:

1.1. The head of the retail sales department belongs to the category of line managers, is hired and dismissed by order of the director of the enterprise, in agreement with the deputy director of the enterprise for sales and commerce.

1.2. A person with a higher professional (economic) education and at least two years of experience in the field of sales is appointed to the position of Head of the Retail Sales Department.

1.3. The head of the retail sales department reports to the deputy director for sales and commerce

1.4. In his activities, the Head of the Department is guided by:

Regulatory documents on the work performed;

Charter of the enterprise;

Internal labor regulations;

Orders and instructions of the company’s management;

Regulations on bonuses;

This job description.

1.5. The head of the department must know:

Fundamentals of marketing, management and merchandising;

Legislative and regulatory legal acts, methodological materials

on creation and promotion trading enterprise, store;

The range of goods of the enterprise, its main characteristics, pricing procedure;

Enterprise structure;

The procedure for developing promising and annual plans production and sales of products;

Prospects for the development of sales markets;

Methods for calculating finished product inventory standards;

The procedure for determining the total volume of supplies, the need for transport and loading facilities;

Organization of warehousing and product sales

Accounting methods and reporting procedures on the implementation of the implementation plan;

Rules of business communication;

Rules and approaches to working with clients;

Computer technology, communications and communications;

Rules and regulations of labor protection, fire safety, safety precautions;

Fundamentals of labor legislation;

Law of the Russian Federation "On the Protection of Consumer Rights".

1.6. During the absence of the Head of the Department, his duties are performed in in the prescribed manner a designated specialist who bears full responsibility for the proper performance of assigned duties.

1.7.The head of the department carries out one-time instructions from the company’s management regarding the profile of the department’s activities.

1.8.The head of the department constantly improves his professional level.

1.9.The head of the department must have a neat appearance, must be energetic and positively disposed, have good communication skills, contribute to the creation of favorable business and moral climate at work.

1. MAIN TASKS AND FUNCTIONS

The Head of the Department is assigned the following functions:

2.1. Manage a chain of stores retail enterprises.

2.2.Draw up a department sales plan for the month and year;

2.3.Work with suppliers;

2.4. Participate in development marketing strategy companies;

2.5. Organize the trade activities of the enterprise in accordance with merchandising requirements, develop and implement measures to improve the quality of trade services, and take all measures to increase sales.

2.6.Ensure continuous improvement of the level of professional knowledge, skills and abilities of department managers in accordance with the goals and strategy of the enterprise, directions and level of technology development.

2.7.Control document flow in the company’s stores.

3. JOB RESPONSIBILITIES

To perform the functions assigned to him, the Head of the Department is obliged to:

3.1. Manage a network of retail stores for the enterprise.

3.1.1. Plan, organize and supervise the work of retail sales employees on a daily basis. Conduct a planning meeting for department employees at 8.10 to plan the work of managers and sum up the results of the previous day. Motivate employees to implement the plan, monitor its implementation;

3.1.2.Involve specialists from the production department, retail sales department and other company specialists to solve organizational issues retail sales planning;

3.1.3. Increase the motivation of retail department employees aimed at constantly increasing sales levels;

3.1.4. Maintain a favorable psychological climate in the team;

3.1.5.Organize current work departments with other departments of the company;

3.1.6. Ensure timely execution by all employees of the department of orders, orders, instructions issued by the company;

3.1.7.Annually develop proposals to improve the organizational and personnel structure of the department;

3.1.8. Recruit staff for the enterprise’s retail network;

3.1.9. Ensure the preservation of trade secrets by department employees.

3.1.10. Maintain a time sheet for department specialists.

3.2.Draw up a department sales plan for the month and year

3.2.1. Within 3 working days before the new month, he must prepare a monthly sales plan, coordinate it with the Deputy Director of Sales and Commerce and communicate the monthly sales plan to each department employee.

3.2.2.Before December 10 of the current year, prepare a retail sales plan for next year indicating

Monthly sales volumes;

Sales volumes in each store

Sales volumes of goods from other suppliers in company stores

coordinate the plan with the Deputy Director for Sales and Commerce.

3.3.Work with suppliers

3.3.1. Conduct quarterly calculations of the profitability of working with suppliers. Select the most profitable suppliers.

3.3.2. Provide monthly information about the enterprise’s debt to suppliers.

3.3.3. Build strong business relationships with suppliers that strengthen the image and reputation of your company.

3.4.Participate in the development of the company’s marketing strategy

3.4.1. Have information about the company’s product offerings and market development trends;

3.4.2. Participate in development marketing policy at the enterprise based on an analysis of the consumer properties of products sold, forecasting consumer demand and market conditions;

3.4.3.Order quarterly marketing research to study the demand for goods of the enterprise and competing firms;

3.4.4. Quarterly analyze stores and retail space of competitors, inform the relevant services and company management about economic and functional features, advantages and disadvantages of competitors.

3.4. Organize the trade activities of the enterprise in accordance with merchandising requirements, develop and implement measures to improve the quality of trade services, and take all measures to increase sales.

3.4.1. Represent the interests of your company with clients and suppliers, conduct commercial negotiations.

3.4.2. Build strong business relationships with clients that strengthen the image and reputation of your company.

3.4.3. Monitor the activities of opening and existing retail space, locations of the enterprise stands, if necessary, make changes to their activities, after agreement with the management of the enterprise.

3.4.4.Provide high level customer service in the company's stores.

3.4.5.Analyze all operational information on clients and sales and report to the relevant departments of the company:

Changes in the operation or management of the client enterprise;

Customer dissatisfaction with service, prices or product quality;

Information on the work of competitors.

3.4.6. Carry out work to promote the product:

Monitor customer awareness of new products of the enterprise and products recommended by the technology department;

Organize the process of supplying stores with promotional documentation;

3.4.7. With absence the desired product in the company's stores, take all possible measures to satisfy the client's needs as urgently as possible and to ensure that the client has no reason to communicate with the company's competitors.

3.4.8. Participate in the consideration of customer claims received by the enterprise and the preparation of responses to the claims brought, as well as claims by consumers and their violation of the terms of contracts. To resolve issues within his competence, involve a lawyer, production department, marketing department, accounting and warehouse.

3.4.9. Monitor the accounting of orders and contracts, shipments, timely execution of documentation, and preparation of required reporting.

3.4.10. Carry out the development and implementation of measures to improve the retail network, forms of delivery of products to consumers, and reduce transportation costs.

3.4.11. Take measures to ensure timely receipt of funds for sold products, measures to repay accounts receivable within the established time frame.

3.5Ensure continuous improvement of the level of professional knowledge, skills and abilities of department managers in accordance with the goals and strategy of the enterprise, directions and level of technology development

3.5.1. Ensure continuous improvement of the level of professional knowledge, skills and abilities of managers and sales consultants in accordance with the goals and strategy of the enterprise, directions and level of technology development. Coordinate the staff training plan with the HR manager.

3.6.Control document flow in stores.

3.6.1. Provide a monthly report on delivery payments;

3.6.2. Monitor the timely preparation of all documents on sold goods;

3.6.3. When issuing documents, clarify all the details of the application, if necessary, contacting a specialist from the enterprise authorized to make decisions on supplies;

3.6.4. Prepare reports on the activities of the retail chain department within the prescribed period (monthly by the 3rd day of each month) and submit them to the company management.

4.RIGHTS

The head of a retail chain department has the right:

4.1. On the conditions for fulfillment official duties in accordance with current legislation.

4.2. Request from the relevant company services the information necessary to perform official duties.

4.3. Make proposals for improving work related to the responsibilities provided for in this instruction.

4.4. Get acquainted with the draft decisions of the company's management relating to its activities.

4.5. Inform the company management about all shortcomings identified in the process of activity and make proposals for their elimination.

4.6. Prepare proposals to reduce bonuses or deprive employees of bonuses for not meeting sales plans.

4.7. The requirements of the Head of the Retail Network Development Department related to the activities of organizing the development of the retail network are mandatory for all divisions and services of the organization.

5. RESPONSIBILITY

The head of the retail chain department is responsible for:

5.1. Failure to perform or improper performance of one’s job duties as provided for in this job description, within the limits determined by the current labor legislation of the Russian Federation.

5.2. Offenses committed in the course of their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

5.3. Causing material damage - within the limits determined by the current labor, criminal and civil legislation of the Russian Federation.

5.4. Disciplinary in accordance with the norms of the current labor legislation (Articles 192, 193 of the Labor Code of the Russian Federation) for violation of the internal labor regulations in the company.

5.5. Material in accordance with the norms of the current labor legislation (Articles 238, 242-244 of the Labor Code of the Russian Federation) for the safety of the property entrusted to him.

5.6. Disclosure of trade secrets.

5.7. Conducting interviews, meetings, negotiations regarding the company's activities without management permission.

5.8. The criteria for assessing the performance of the Head of the Retail Sales Department are:

Fulfillment of the sales plan retail network companies;

Increase in trade turnover

Timely ordering of goods to production and suppliers

Development of a retail sales strategy

Absence of justified claims from Buyers regarding service issues from Sellers

The head of the sales department is a specialist whose functionality is very wide. The main thing a professional should be able to do is bring the company profit consistently and without damaging the brand. Read more about the job responsibilities of the head of the sales department in our article.

Head of Sales Department It has important in the work of any company that, among other things, organizes successful sales of goods and services. The head of the sales department must oversee all the work of his department - including managing managers, monitoring delivery times, ensuring the implementation of the assigned sales plan, as well as negotiating deliveries and training newcomers.

Over time, a successful head of the sales department can “grow” to the heights of executive, financial or even general director of the company.

Responsibilities of the Head of Sales Department

The range of tasks of the head of the sales department includes several functions:

Strategy for finding new clients. The head of the sales department must understand modern search channels and attracting new clients, as well as to improve and supplement them.

Informing the company about the market situation. Not all companies have a marketing department, but it is always important to be aware of what is happening in the market.

Setting a task and sales plan. The head of the sales department will also have to distribute tasks among employees, sales representatives companies so that they understand their tasks.

Monitor the evaluation of sales results. At any time, the manager must clearly and simply explain the criteria for evaluating employee performance in order to contribute to the success of further transactions.

Distribution of incentive incentives. The head of the sales department must always be fair, including in the area of ​​staff bonuses, in order to maintain motivation. It is necessary to choose incentives extremely responsibly, taking into account individual characteristics all sellers, the common interests of the company team.

Dealing with clients and their complaints. As such, this feature is not a priority for commercial directors. But at the same time, data from complaints can be very useful for the company itself to identify existing shortcomings in general work department. Therefore, it is difficult to overestimate the importance of working with complaints in order not to lose customers and develop the company.

Maintaining relevant reports and required documents. Here you need to find golden mean, avoiding excessive formalization. But the information really needs to be documented in order to fully control sales. Although you shouldn’t deprive employees of time for sales either.

Motivation of subordinate employees. The manager's attitude towards employees must be objective, first of all, in order to properly motivate salespeople. After all, in sales, motivation is the basis of success.

But a situation is also possible when the company simply does not have an established sales system, and there is also no full-fledged management control system. The department works according to such a scheme when the company manager uses his personal methods. In this case, the head of the sales department will need knowledge and skills in building complex systems organizing the work of managers.

Ready-made solutions from the editors of the “Commercial Director” magazine

Nikita Elkin, CEO"Business Organization - XXI" company, Vladivostok

Every day I look for heads of sales for companies. I base my work on existing observations.

Option 1 – search for a head of the sales department within the team itself. Many are of the opinion that searching for a head of sales from among working managers is the best option. But this is risky because:

• it is possible to lose a talented salesperson who still won’t make a great boss

  An employee who has been with the company for a long time is not always interested in changes in the current sales system. He is simply not ready for change, arguing that the old system still generated income.

Option 2 – searching for the head of the sales department on the job market. Instead of individual interviews in our work, we decided to hold open competitions, inviting 10-25 applicants. Such competitions allow us to get the best specialists available on the market, without luring them away from other companies.

An open competition involves several main stages. After each stage of the competition, some applicants are eliminated:

• quick interview
• role-playing game
• survey and testing

No more than 6-8 candidates reach the stage of individual interview with representatives of our commission.

Usually some candidates (two to four applicants) decide to leave our competition immediately after seeing the number of people gathered. This option is even beneficial for us. Because among the main objectives of the competition is to weed out applicants who are unsure of themselves and are not ready to make every effort to achieve their goals and take advantage of every opportunity. A successful sales manager is not inherently afraid of competition.

Most often, we place bets on those applicants who will really get the job, and who have great experience in sales, but due to circumstances cannot develop at the current place of work.

How to recognize a bad sales manager

Among important characteristics What should be noted about strong sales leaders is their ability to always raise the bar and move forward. From the first time it is almost impossible to notice in a person. However, you can discern something in the candidate:

The specialist’s excessive enthusiasm for reports. It is necessary to understand that too many reports are completely useless; it wastes a lot of time and effort. It is enough to simply demonstrate some basic indicators. No excessive reporting. Therefore, ask the applicant how he plans to report on the work done.

Informal appearance of the applicant, manifestations of eccentric behavior. This option is not suitable for a manager, because he is the face of the entire company in front of clients and business partners.

Unwillingness or unwillingness to take responsibility. The manager will be forced to work with difficult clients and will not be able to shift this responsibility to other employees.

Complaints. The boss must solve and eliminate problems without complaining about the circumstances that did not allow him to cope with the task. The specialist’s report should contain a list of completed tasks, the achieved result, with planned further actions. The manager's complaints and excuses often prompted us to say goodbye to a candidate for a high position. Otherwise you will have to work for him.

"Versatility". The head of the sales department should not be universal. After all, some specialists can establish efficient work department, others can decide on effective strategy, still others provide high quality work, etc. There are no people who are equally talented in everything. Most specialists combine two or three qualities. Therefore, you need to initially understand the list of specialist responsibilities, depending on which the applicant will be selected.

Also worth noting is another important nuance– it is better to refuse applicants who promise to attract many clients from their previous place of work. After all, there is a risk that after parting, the same specialist can lure all your clients and partners for the sake of the loyalty of the new management.

Sales leaders must grow within the company

Sergey Vatutin, general director of the network travel agencies"1001 tour", Moscow

In the tourism industry, each office works with its own head of the sales department so that he can control the situation on the spot and make decisions quickly. In our practice, there are several criteria for choosing a specialist:

A specialist must be trustworthy. Our units are completely autonomous, so we must trust local leaders.

Ability to make a profit. Here, the importance is not given to successful personal sales, although a competent salesperson should be hired for this position. The boss needs to set priorities, motivate, set tasks, generate ideas for attracting clients, etc.

Experience in the tourism industry. A newcomer to this industry cannot count on success; knowledge of specialized tourism software, specific legislation in this industry, target audience, etc. will be required.

Only a specialist who has worked and developed in our company can meet these standards. Therefore, we have created a program to train qualified personnel in the tourism industry. We regularly test the knowledge and abilities of employees, analyzing their talents in management, goal setting, employee motivation, time management, planning, and analyzing the personal qualities of applicants.

Over the past year, 25 employees managed to successfully pass the test, four of them were able to become heads of sales departments in our company.

• Sales department structure: instructions for managers

Job Description for Head of Sales Department

As a rule, there is a universal job description for the head of the sales department. Therefore it is enough download an example of this document.