Sales director: job description, skills, requirements. Responsibilities and Job Description of a Sales Manager

The head of the sales department is one of the key figures in a company whose activities involve the distribution of manufactured products. A well-written job description for a sales director allows you to maximize all the features of work in this position, as well as indicate all the required skills, knowledge and abilities.

General provisions

This section of the document provides general guidance on what kind of person is suitable for the position. This section also describes how the process of hiring and dismissal takes place.

The Sales Director is the manager. The candidate is hired and removed from the position by the CEO of the company in which the candidate is employed. They hire people who have completed higher education and at least five years of experience in a management position in sales.

The person holding the position of director of sales reports to the CEO of the organization. During the absence of the director, the performance of duties and responsibility for actions are assigned to a person who is determined by the appropriate procedure. The job description of the Deputy Director of Sales will help to establish a more complete picture of the distribution of responsibilities and duties.

What is the director guided by?

For the quality performance of their work, any employee, including the management of the organization, must adhere to certain documents and regulations. The job description of a sales director clearly indicates what a person working in this position should be guided by.

The list includes:

Regulatory legal and legislative acts on trade in the industry related to production.
Articles of association.
Local standards of the institution.
Administrative and regulations issued by the head of the company.

Another document that guides a person in this position is the job description of the sales director.

What should the candidate know?

A candidate for any position must have a certain set of knowledge. This allows him to better perform his immediate duties from the very beginning of his career.

The Sales Director job description indicates that the applicant must know:

Financial and civil legislation that governs entrepreneurial activity and its conduct in the field of sales.
Features of the structure and prospects for the development of the organization.
The principles by which financial and commercial planning is carried out.
Fundamentals of entrepreneurship and business.
The basic principles of a market economy, including the principles of pricing for core products, the laws of supply and demand for manufactured goods.

Equally important for applicants for the position of Sales Director is the knowledge of the principles by which contracts and agreements and agreements are concluded. It is also necessary to know on what psychological points sales are built. Another important aspect are knowledge of ethics business communication and skills that help establish business contacts.

Since it managerial position, then the applicant must also know how to properly motivate employees. Equally important is the knowledge of the theory of management and team management.

Responsibilities of the Sales Director

The scope of duties of the person holding this position is spelled out in a separate section. job description commercial sales director. Its presence in the document is mandatory, because without it the applicant will not have a complete picture of what he has to do in the workplace.

The range of responsibilities includes:

Managing and conducting sales meetings.
Distribution of duties between specialists and structural subdivisions of the department.
Development of programs for the distribution of manufactured products to new markets.
Implementation and control of ways of interaction between the company and the client base.
Analysis of the state of the product sales market thanks to information received from the marketing department.
Analysis of information regarding the actions of competing organizations.

The job description of the sales development director also indicates that the scope of duties includes keeping records and maintaining documents related to the client and partner base, concluded agreements and contracts, as well as direct activity companies (invoices, powers of attorney, etc.). Another of the key responsibilities of the Sales Director is managing the sales staff, developing and implementing activities aimed at increasing motivation and productivity.

What is included in the area of control of the sales director?

AT labor activity The head of the sales department includes not only personnel management and analytical work. Control is another integral part of the director's work. The area that is included in the field of activity of this manager is spelled out in the sample job description of the sales director.

Control is made over the following aspects:

Fulfillment of the assigned tasks regarding the distribution of manufactured products.
Maintaining standards for customer service.
Sales efficiency and compliance with the established pricing policy.
Proper storage and record keeping.

The director of the sales department also controls how work is organized regarding customer complaints. The scope of its activities also includes control over the optimal distribution of financial and commodity resources. Distribution limits are previously approved supply and sales plans.

What are the rights of a Sales Director?

A person who holds any position in the company has not only duties, but also rights. The position of sales director also provides for a certain set of rights.

It includes the following activities:

Development of work plans for the department.
Making proposals on methods for improving the work of the department, hiring and dismissal of personnel, introducing incentives and penalties.

Also, a person holding the position of sales director has the right to request documents or information from the structural divisions of the company that is required to perform their immediate duties. Also, the list of rights includes participation in meetings that are related to issues within the competence of this manager.

Conclusion

Deputy job description CEO in sales helps the applicant to clearly understand what exactly he will have to do in the workplace, what the employer will require from him in terms of knowledge and skills after being hired. It also helps to understand the subordination within the company, the key aspects that should be paid attention to when performing direct duties, and to prevent abuse of authority.

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Sales Director Job Description

APPROVE
CEO
Surname I.O. ________________
"________"_____________ ____ G.

1. General provisions

1.1. The sales director belongs to the category of managers.
1.2. The sales director is appointed to the position and dismissed from it by order of the general director of the company.
1.3. The Sales Director reports directly to the Director of the company.
1.4. During the absence of the sales director, 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 Sales Director: professional education and at least three years of work experience.
1.6. The Sales Director must know:
— legislative and regulatory acts regulating the conduct of business and commercial activities, sales organization and
supply of products;
— fundamentals of a market economy, market conditions and its features;
— fundamentals of marketing and management;
— modern marketing concepts;
- basics of advertising, methods of conducting advertising campaigns;
- the basics of office work;
— basic principles and methods of forecasting;
— rules, principles and structures of sales;
— principles strategic planning;
— characteristics of the products sold;
- ethics of business communication;
— psychology business relations;
— principles, methods of personnel management;
— strategic and marketing aspects of management.
1.7. The Sales Director is guided in his activities by:
— legislative acts RF;
— Charter of the company, Rules of internal work schedule, others regulations companies;
- orders and directives of the management;
- this job description.

2. Responsibilities of the Sales Director

The Sales Director does the following official duties:

2.1. Organizes a set of events to increase sales.
2.2. Participates in the development of the organization's sales strategy.
2.3. Participates in the strategic planning process.
2.4. Ensures the participation of subordinate units in
preparation of forecasts, draft plans for the sale of products, carrying out
research to study the demand for products sold, prospects
development of sales markets.
2.5. Carries out tactical planning of work carried out by subordinate departments of the company and submits it for approval to higher management.
2.6. Carries out the development and implementation of standards for the organization of storage, marketing and transportation of products, as well as measures to reduce transport costs, reduce product residues.
2.7. Holds weekly meetings with the assignment of tasks to the heads of subordinate units and the distribution of tasks and responsibilities between departments.
2.8. Sets tasks for the heads of subordinate departments to improve sales and work with clients.
2.9. Adjusts the company's sales plan.
2.10. Coordinates personnel management in the sales department, participates in the selection of employees.
2.11. Organizes the interaction of all subordinate departments.
2.12. Negotiates with target clients.
2.13. Develops the pricing policy of the organization, campaigns, discounts.
2.14. Analyzes information received from departments of the organization and other sources.
2.15. Analyzes sales.
2.16. Concludes long-term contracts.
2.17. Provides safe working conditions for subordinate personnel.
2.18. Develops and implements promotions, including various sales exhibitions, fairs and other events.

3. Rights of the Sales Director

The Sales Director has the right to:

3.1. Submit proposals to improve the work of subordinate departments to higher management.
3.2. Represent the interests of the organization in relations with clients, public authorities.
3.3. Give orders, instructions within the scope of his competence to subordinate employees, as well as tasks on a range of issues included in his functional duties.
3.4. Request and receive the necessary information and documents related to the activities of the sales director, his subordinate departments.
3.5. Require the management of the enterprise to assist in the performance of its professional duties and exercise of rights.

This profession cannot be learned either in school or in higher education. educational institution nor in business school. Almost every salesperson dreams of becoming a sales director, but desire alone is not enough. This job requires knowledge and talent.

The director responsible for sales must be able to properly plan, manage a team, see and develop the talents of subordinates, and control organizational assets. The peculiarity of the profession is practical application various sales techniques necessary for the effective operation of the company. Today, specialists in this profession are among the highest paid.

How to become a Sales Director

It must be admitted that many directors of sales begin their professional growth from the position of a simple salesman. Quite often, the duties of this specialist have to be taken on by the director or owner of the company. In general, the prospects for this position are:

sellers;
marketers;
owners or directors of companies early stages business development;
marketing directors.

Management can find a suitable candidate both inside the company and outside it, which depends on several factors, including:

the maturity of the company and the state of the sales system;
development strategy;
internal potential of the company;
experience in sales in the selected market;
leadership ambitions.

Companies with a successful sales culture and practice usually try to educate the sales manager within the company by training staff in trainings, courses, etc.

Tasks of the Sales Director

The main task of a sales manager is to sell the company's product with the involvement of all existing resources - human and financial. Similar tasks are solved by the marketing director, but with the help of other tools.

Sometimes the tasks are combined, and the company prefers to have a marketing and sales director on its staff. It should be noted that it is quite difficult to successfully cope with both functions, since completely different actions are assumed.

Responsibilities of the Sales Director

The specifics and level of development of the company dictates the requirements for the sales director, but in any industry this specialist must:

Participate in sales plans and strategies, pricing and marketing.
Recruit sales staff, manage the team and solve current sales problems
Establish and develop relationships with departments of the company.
Maintain contact with key clients.

Drawing up strategic sales plans, participation in the formation of pricing policy and marketing

The sales director, together with the management and managers of other departments, coordinates sales plans, determines the direction of development, involves new channels, etc. Participation in these processes makes the sales director study the market, make calculations, analyze the company's position in the market and the current state of sales .

Recruitment and management

The sales director can select personnel on his own or, having created a certain portrait of the seller, entrust this function to the personnel department. Management and control imply the creation of a fail-safe system for the work of the department, in which the sellers always understand their tasks, and the manager is aware of the progress and results of the work.

Relationships with departments

In sales, difficult or unfamiliar problems and new challenges are bound to arise. You need to search for goods, deal with broken supplies, problems of suppliers, distributors, monitor changes in legislation, and much more. These factors can disrupt the sales process if an effective solution is not found quickly.

To address these difficult tasks effective interaction within the company and in the market as a whole is necessary. The personal reputation, connections, and authority of the director are very important. Ability to find mutual language with accounting and legal department when agreeing contracts, with the logistics department, with management and with manufacturers, it becomes an indispensable condition for effective sales.

Maintaining constructive relationships with partners and clients

There is an opinion that a sales director is a highly professional salesperson. Of course, the skills of practical sales should be mastered by the manager, but still the ability to organize work and manage personnel seems to be more important.

With well-coordinated work of the team, the result is much better than the most successful work of the sales director. But the sales manager must deal with the main clients personally. In any case, he must take control of contacts with the management of these clients.

Director of Sales ( Commercial Director) is one of the key positions in any b2b company.

In this article I will try to briefly describe the functions of the Sales Director and the tasks that he must effectively solve.In total, I identified 5 functions, within which there can be several different tasks.

Function I- Strategic analysis and planning.

Sales director, he is like a commander - he must see the market, understand the strength and characteristics of his "army"(i.e. product and team)and guide her to right direction using it strengths to achieve the maximum goals set by the "emperor".

As part of the implementation of this function, there are several tasks that need to be solved by the sales director:

Task #1 - market analysis and search for niches worth focusing on, taking into account the state of the market, the capabilities of the company itself and the competitive environment. Those. The sales director must formulate what the company will sell and to whom (who are its target customers). This is the positioning of the company in the market.

Task #2 - definition of methods and technologies of sales. Those. The sales director must determine how, using what technology, the company will sell its products and services to target customers.

W task number 3 - team planning. As part of solving this problem, the sales director must plan who exactly in terms of positions and roles he needs in the sales department and in what quantity.

Function II - Operational management of a department or sales department.

This function concerns the administration of the sales department. And in many companies, not the most competent sales leaders limit their focus and their activities only on it.

As part of the implementation of this function, you can also There are several tasks that need to be solved by the sales director:

Task # 1 - development and optimization employee motivation systems in the department / sales department.

Task # 2 - participation in the recruitment of the necessary employees.

Task # 3 - organizing the processes of competent adaptation of new employees in the sales department.

Task # 4 - mentoring and training employees from their department.

Task # 5 - operational management and direct management of the department.

Task # 6 - Solving various operational and administrative issues.

Function III - Personal Selling.

Everything is simple here. Sales director - this is the person who can personally bring a large client to the company or help the sales manager "squeeze" the client that is interesting for the company.

Function IV - Building relationships and interaction with other departments of the company.

Sales Director / Commercial Director - this is the person who must competently “fit” the functioning of his department into the business processes of the company.

Sales department - it does not work independently from other departments of the company. The system should work smoothly to achieve the goals of the company. But, unfortunately, it often happens in practice that sales managers sell what the “production” departments cannot sell. Or there are any other difficulties in the processes of interaction between sales and department with other departments.

So one of the functions of the sales director is just the competent alignment of the interaction of his department with other departments in order to grow both sales and profits of the company.

Illiterate implementation or inability to perform this function by the sales director will often lead to disagreements in the company's team, internal conflicts, stress, overwork. As a result, there is a high turnover in the sales department. Many good employees they simply leave the company, giving the reason for their departure as "we have a complete mess in terms of department management and work organization."

Function V - Supporting the CEO and owners of the company in making strategic decisions.

The sales director is the person in the company who has the most recent and real picture of the market in which the company does business. This information is critical to the company's strategic decision making. Therefore, the task of the sales director is not only to "see" the market and the position of the company on it. But also in a competent way to convey this information to the owners, express their ideas and help them make decisions.