Head of Sales Department job responsibilities. Job description for head of sales department - sample. Specific requirements for a potential employee

The head of the sales department is a key figure in any company. Producing a high-quality product is an internal issue; you can debug it with your employees constantly, and this process does not become public knowledge. And sales are an externally significant issue. The well-being of the company depends on the establishment of trading processes. Therefore, selecting an employee for this position and introducing them to the business is a very important task.

We talked about how to find a professional in one of our articles. Here we will help you draw up the correct job description so that your head of the sales department can fully imagine what his job will be, how he should behave, what he is responsible for, what knowledge he should have, what documents to use in his work . The more detailed you specify in the instructions the responsibilities of this specialist, the fewer problems you and he will have in his work.

In our article we do not provide a ready-made form. Each company has its own sales volumes, its own rules and procedures. The header of a job description is known to everyone, but its internal content usually raises many questions. We have prepared for you the maximum possible content of the job description. You can choose from the sections those items that are really useful to you in your work. These will become the basis of your document.

Important sections of any instruction

Each instruction, and in particular the job description of the head of the sales department, should contain the following main sections. The general provisions describe in detail the meaning of the functioning of a specialist in a given position. The “Job Responsibilities” section sets out all the types of activities that this specialist will be involved in. And the more detailed you describe them, the more clearly the work will be carried out. The rights and responsibilities of the head of the sales department are also listed in the instructions in the form of independent sections. A manager of such a high rank must be guided in his work by certain standards and documents; they are listed in the section “What a specialist should know.”

Do not forget that the job description is written without regard to a specific person; it must reflect the requirements of the company. At the end of the document, lines are provided for the signature of everyone who will ever occupy this position; the date of familiarization with the instructions is also indicated here and the employee’s signature is affixed.

General provisions of the instructions

The head of the sales department belongs to the category of directors.
The head of the sales department is appointed and dismissed by order of the head of the entire enterprise (indicate your name).
The head of the sales department reports directly to the head of the enterprise or commercial director (if there is one).
The head of the sales department organizes work in accordance with the Employment Agreement and this job description.
A person who meets the following requirements (select) is appointed to the position of head of the sales department: secondary vocational education, higher education (any or in a specialty), at least 2 years of sales experience is required (if this is important to you), passed an interview and competitive selection (if you have one in your plans).
The head of the sales department must have systems thinking, analytical skills, entrepreneurship, communication skills, organizational skills, skills in the field of personnel management, self-organization, and responsibility.
During the absence of the head of the sales department, his duties are transferred to another specialist announced in the director’s order.
The main task of the head of the sales department is to organize work to sell the entire range of products of the enterprise at maximum prices.

civil and financial legislation regulating business activities in terms of sales;
features of the enterprise structure;
prospects for the development of the enterprise;
basic principles of financial and commercial planning;
market economy, basics of entrepreneurship and business;
features of the profile market;
methods, strategy and tactics of pricing;
basics of pricing for specialized goods;
patterns of market development and demand for goods;
theory of management and team management;
basics of running advertising campaigns and promotions;
the procedure for developing commercial proposals and terms of agreements, agreements, contracts;
psychological foundations and principles of sales;
techniques for motivating clients and employees;
ethics of business communication;
skills for establishing business contacts;
methods of working with information, features of modern technical means of communication, skills in using a PC and various software.

The head of the sales department is guided in his activities by:

legislation of the Russian Federation;
Internal labor regulations, other regulations of the company;
orders and instructions from management;
this job description.

He is the manager (positions of subordinates are listed): sales representatives for key retail clients, supervisors.

Replaces (positions whose work is performed by the head of the sales department in their absence are listed): supervisors.

Job responsibilities of the head of the sales department

Participates in the implementation of sales department plans aimed at organizing the sale of products within a certain time frame, in the planned quantity and range. Promptly informs senior management about the risks and prerequisites for failure to fulfill the plan.
Participates in the formation of sales development plans. Submits proposals to the manager for approval.
Takes part in the development and implementation of new programs to increase sales volumes of the enterprise.
Maintains office operating hours in accordance with internal regulations and monitors their implementation by his subordinates.
Ensures the implementation of sales plans set by the manager.
Constantly improves his professional level, takes part in corporate training and third-party seminars and trainings on behalf of management.
Determines and communicates to subordinates information on individual plans for sales, distribution, and attracting new customers.
Monitors the correctness of documentation for completed transactions (within its competence).
Controls the interaction between clients and the company.
Establishes mutually beneficial relationships with clients of various groups and levels.
Periodically accompanies subordinates at meetings with key clients and, if necessary, participates in negotiations with clients.
Together with the accounting department, controls the receipt of funds from the client for the goods. Analyzes and controls department accounts receivable.
Develops and implements measures to reduce accounts receivable.
Provides assistance to clients in solving problems related to trading activities (information and legal support, consultations and other issues).
Resolves complaints about the product, communicates with customers, draws up the necessary documents on complaints.
Develops professional knowledge and skills of sales department employees.
Organizes and leads internal sales team meetings.
Conducts training for subordinates while working with clients and when analyzing specific situations.
Monitors the effectiveness of supervisors' work aimed at training sales representatives.
Together with the transport service, organizes the delivery of goods to the client, improves delivery schemes for goods using its own transport or through transport companies.
Summarizes information received from subordinates about the situation in the trading area (about goods, about the actions of competitors, their prices, about new ideas, about changes in customer needs), analyzes the data and makes proposals for responding to the situation.
Monitors compliance with pricing policies and displays in retail outlets.
Prepares monthly data on dynamics and sales volumes and promptly provides long-term planned indicators to the director and subordinates.
Goes on business trips to solve complex problems and conduct marketing studies of the regional market.
Participates in organizing and holding exhibitions.
Maintains a neat appearance at all times in accordance with office standards.

Rights of the head of the sales department

Represent the interests of the enterprise before government agencies, external partners, organizations and institutions, regarding commercial issues.
Establish job responsibilities for subordinate employees.
Receive from departments of the enterprise information and documents necessary to perform his job duties.
Participate in decision-making, formation of orders, instructions, as well as estimates, contracts and other commercial documents, as well as in meetings on enterprise development issues.
Make proposals for improving the forms and methods of commercial work of subordinates of your department, as well as the entire company.
Participate in specialized events: fairs, presentations and exhibitions.
Submit proposals to optimize commercial work for management's consideration.
Require the management of the enterprise to organize technical working conditions and prepare the necessary documents for the performance of official duties, as well as all the information necessary for commercial work.
Plan your workday independently and make responsible decisions within your competence.
Take advantage of benefits and bonuses provided to all employees of the enterprise.
Receive wages on time based on work results.
Sign documents authorizing the release of goods to the client.

What is the sales manager responsible for?

For the strict fulfillment of all their duties set out in the job description and the duties of their subordinates;
For timely receipt of funds from clients working on prepayment and deferred payment terms;
For the complete safety of entrusted material assets;
For the confidentiality of information entrusted by the enterprise.
For fulfilling the work plan indicators of the entire sales department of the enterprise.
For failure to comply with applicable instructions, orders and regulations.
For violation of internal labor regulations, labor discipline, safety and fire safety rules.

Organization of trade activities of the enterprise for the sale of products;
The range and characteristics of goods sold by the enterprise;
Socio-economic and geographical characteristics of the region and cities separately, the capacity of local sales markets, ways of promoting goods, main competitors supplying similar goods to the region;
Basics of the process of active sales, cold calling, psychological principles in the field of communication with clients;
Organization and methods of conducting advertising events, product promotion campaigns;
Current legislation of the Russian Federation regarding trade in manufactured products;
Basics of preparation of primary accounting (commodity, payment) documents, software for conducting commercial activities;
Principles of organizing a sales department, its work, planning, control, recording indicators and reporting.

E. Shchugoreva

How to write a job description for an employee:

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Job Description for Head of Sales Department
(Job description of the head of the sales department)
I APPROVED
CEO
Last name I.O. ________________
"________"_____________ ____ G.
1. General Provisions
1.1. The head of the sales department belongs to the category of managers.
1.2. The head of the sales department is appointed to the position and dismissed by order of the general director.
1.3. The Head of Sales reports directly to the General Director/Commercial Director.
1.4. A person who meets the following requirements is appointed to the position of head of the sales department: primary vocational or secondary vocational education, work experience in the relevant field for at least one year.
1.5. During the absence of the head of the sales department, his rights and responsibilities are transferred to another official, as announced in the order of the organization.
1.6. The head of the sales department must know:
— commercial, civil, financial legislation;
— profile, specialization, features of the enterprise structure;
— prospects for the technical, financial and economic development of the enterprise;
— basic principles of financial planning;
— pricing procedures, marketing basics;
— the procedure for developing commercial terms and agreements.
1.7. The head of the sales department is guided in his activities by:
— legislative acts of the Russian Federation;
— Charter of the organization, Internal Labor Regulations, other regulations of the company;
— orders and instructions from management;
- this job description.
2. Job responsibilities of the head of the sales department
The head of the sales department performs the following job responsibilities:
2.1. Manages the sales of the company's products, develops pricing and discount policies.
2.2. Organizes and controls the work of sales managers.
2.3. Coordinates the development of long-term and current product sales plans.
2.4. Organizes work on maintaining, analyzing and systematizing the client base.
2.5. Monitors the status of clients' accounts receivable and payable.
2.6. Develops payment criteria for sales managers.
2.7. Organizes education and training for management staff (together with the development department).
2.8. Participates in organizing and holding exhibitions.
2.9. Resolves product complaints with customers and draws up the necessary documentation.
3. Rights of the head of the sales department
The head of the sales department has the right:
3.1. Represent the interests of the enterprise in relations with government agencies, third-party organizations and institutions on commercial issues.
3.2. Establish job responsibilities for subordinate employees.
3.3. Request from the structural divisions of the enterprise information and documents necessary to fulfill his official duties.
3.4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues.
3.5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
3.6. Require the management of the enterprise to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.
4. Responsibility of the head of the sales department
The head of the sales department is responsible for:
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.

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The head of the sales department (ROD) is a kind of “face of the company” for key clients, on the one hand, a link between ordinary managers, and on the other, with the company’s management. How successful the enterprise will be largely depends on its work, since making a profit is the main goal of any commercial organization. The responsibilities of the ROP include both general management of the department, development and monitoring of the implementation of sales plans, and direct communication with suppliers and customers (most often key, large and long-standing clients of the company).

Job Description for Head of Sales Department

The job responsibilities of the sales department (both the manager and ordinary employees) are usually fixed by some local regulatory act, for example, a regulation on the department or a job description (DI). The second option is preferable, as it allows you to describe in more detail the competency requirements, rights and responsibilities of each employee. In this case, the CI is compiled for each position separately. Typically, a job description contains several sections.

General provisions

This section should include:

procedure for appointment and dismissal from a position, place in the organizational and staffing structure of the enterprise, order of subordination. In most cases, the head of the sales department is directly subordinate to the commercial or general director, by whose order he is appointed to the position and dismissed from it;
requirements for the level of education, experience, personal qualities, and qualifications of the employee.

Typically, persons with higher professional education and work experience in the industry of at least 3-5 years and possessing certain personal qualities are appointed to the position of head of the sales department.

The following requirements for the knowledge and skills of such an employee may be presented:

Functions

In general terms, the functions of the head of the sales department can be reduced to the following:

development of development strategy and sales plans;
control over the work of the department, including stimulation and motivation of employees;
selection of line employees.

Responsibilities

If we expand in more detail the functions of the head of the sales department, we can determine the range of his main responsibilities. Most often it includes the following activities:

What is the responsibility of the head of the sales department depends to a large extent on the scope of the company’s activities, production volumes and even the number of employees. Thus, in small organizations, the head of the sales department often also performs marketing and supply functions:

conducting market research and consumer preferences;
selection of ways to promote goods;
work with suppliers of materials, semi-finished products, packaging, etc.;
claim work.

Depending on the situation, you can include other responsibilities in the DI, but it is important to maintain a balance and not turn the head of the sales service into some kind of “universal soldier,” since this greatly complicates the selection of an employee and reduces the effectiveness of his work.

Rights

The sales manager, like any employee, is subject to the rights and guarantees provided for employees by the Labor Code. In addition, he is usually endowed with the following rights:

Responsibility

When discussing what the responsibilities of the head of the sales department are, we cannot fail to mention responsibility. Like all workers, he may be subject to disciplinary action in the form of a reprimand, reprimand or dismissal. The procedure for imposing such penalties is provided Article 192 of the Labor Code of the Russian Federation.

It is impossible to conclude an agreement of full individual financial responsibility with the head of the sales service, since he is not a person directly servicing material assets, and this position is not included in the List of positions with which such an agreement can be concluded. However, material damage caused by an employee can be compensated voluntarily or recovered through the court.

Proper planning in the sales department involves a detailed document with decomposed overall goals. It is necessary to detail the activity of managers in terms of day, week, month, quarter, etc.

An employee’s personal sales plan with reference points for monitoring intermediate results is the most powerful tool. It is such plans that allow us to achieve the overall goals of the company.

In order to effectively carry out such planning, it is necessary to take into account many universal aspects and work on them.

1. Employee psychology

It is best to view employee perceptions through the lens of future/past/present. How exactly does an employee perceive his activities and what mistakes are made?

Employee Mistake #1: “Living in the future.” To start working as expected:

employee can expect a seasonal surge
an employee can expect the implementation of a CRM system
the employee can expect a new motivational incentive
the employee can wait for the crisis to end, etc.

Employee Mistake #2: “Living in the past.” If an employee has been working in a company for more than 3 years, then he may constantly think about the good old days and demotivate himself to work now.

Now sales are not at all what they were 5 years ago...
Nowadays leads are not so interested, but 4 years ago...
Nowadays income is no longer so easy to come by, like 6 years ago... etc.

It is the responsibility of the sales manager to correct this vision of the subordinate. The ROP must constantly return its students to the “now” position.

Brian Tracy's technique can be used as an effective tool for returning an employee to the “now” position.

Set goals for 1,3,5,10 years
Understanding the position of today
What actions should be taken to achieve the goal of the year?

2. Personal goals of the employeeSMART

Continuing Brian Tracy's technique, you need to apply SMART technology to employees. SMART is a goal-setting tool that makes future results tangible.

The abbreviation is deciphered as follows, implying several stages of goal assessment:

Specific(specification of the goal),
Measurable(measuring a goal to understand when it will be achieved)
Achievable(goal feasibility),
Relevant(resource provision),
Timebound(the urgency of the goal, its achievement must be limited in time).

The sales manager's responsibilities include discussing the employee's personal SMART plans to achieve specific goals.

To buy an apartment
Repay a loan
Buy a car
Wedding in the Maldives
Send your child to study at a prestigious educational institution

3. Phrase markers

After the employee’s goal has been worked out according to SMART, it is fixed. The sales manager then appeals to each employee using a marker phrase to update the goal. The marker phrase is the keywords from the goal formulated by the manager: “apartment”, “wedding”, “car”, etc.

4. Stretching

A relatively manipulative technology for stimulating employees to fulfill plans. She plays on the feeling of financial “hunger” of her subordinates. The head of the sales department uses personal example to show the material fruits of his work related to the elements of the “sweet” life. The employee may want to go there too. Even on credit. That is, expand, “stretch” your financial needs, leaving your comfort zone. At the same time, he will be forced to work hard and achieve high financial results.

5. Reduced employee income

If the owner’s income falls critically, such a management tool is completely justified. We are not talking about an actual reduction in salaries. It is necessary to optimize the working day of employees in order to make it denser, filling it with new responsibilities. That is, the employee must do more to get the same amount.

Responsibilities of the head of the sales department: determining daily activity indicators

Determining daily activity indicators is the responsibility of the head of the sales department and is a special form of planning for achieving the financial goal for revenue. The result of such planning are special indicators - “counters”, which must be carried out by 1 ordinary salesperson of the department on a daily basis, for example:

daily number of calls;
daily number of meetings;
daily number of invoices issued;
daily number of payments.

Planning of “counters” is carried out using the plan decomposition method.

Determination of profit
Revenue calculation
Determining the number of payments
Calculation of the indicator
Obtaining the total number of actions at each stage of the business process per department for the entire planning period
Obtaining the total number of actions at each stage of the business process per department for 1 day
Distribution of the total number of actions in 1 day between managers

Responsibilities of the head of the sales department: organization

The responsibilities of the head of the sales department for organizing the work of employees include holding meetings. General principles of the ROP work at these events

Recording all employee promises
Availability of a sheet of promises from the last meeting
Summarizing promises in the form of plans and forwarding the results of the meeting to each of the participants in order to increase responsibility for what was said

There are several types of meetings that are the responsibility of the head of the sales department.

1. Weekly meeting lasting up to 60 minutes

The goal is to set the mood for the week and adjust the results of the previous one. The following checkpoints are covered at the weekly meeting:

Results of the week
Group training on cases of the week (difficulties, objections, feedback from telephone conversations)
Weekly plans for payments and tasks
Interim results of competitions between sales department employees (if this type of motivation is implemented)

2. Daily planning meeting

The goal is to set a plan for the day and motivate you to implement it. We control the following indicators

Fact for yesterday (separately for each employee and the entire department)
Plan for tomorrow separately for each employee and the entire department)
What to do to repeat/not repeat the results of yesterday
Summary of interim performance indicators
A small block on training and motivation (if the planning meeting takes place in the morning)

3. Five minutes

It takes place every three hours. About 2-3 times a day: 11:00, 14:00, 16:00. It is carried out not entirely by the sales department, but by 1-3 employees selectively depending on the current employment. At the same time we discuss:

Execution of tasks for transactions
Making payments

The duration and number of five-minute sessions are given arbitrarily. In any case, you need to focus on your business process.

Responsibilities of the head of the sales department: motivation

It is important to remember that there are different types and methods of motivation, the implementation of which should be the responsibility of the head of the sales department:

Achievement motivation – demands are met in order to gain privileges/rewards
Avoidance motivation – demands are fulfilled in order to avoid troubles.

Which tool to use depends on the employee’s personality type.

There is another algorithm for personal motivation, which is implemented in three directions

The employee's selfish interest in getting the most from the company prevails. A person wants for himself: to earn more, gain experience, move up the career ladder.

This is a motivation aimed at raising collective consciousness. It can be illustrated by the statement: “If you don’t fulfill the plan, the entire department will not fulfill it. The department and manager will not receive their bonuses. What do you think about it?"

Motivation is of a higher order and wider spectrum. It is understood in the context of achieving/not achieving the goals of the entire company to capture the market, develop a new territory, and import substitution. Raising motivation to this level is quite difficult. But if you succeed, the results will be the best.

Responsibilities of the head of the sales department: control

In addition to setting up a reporting system in , the head of the sales department must use modern communication tools to fulfill his responsibilities for monitoring employee activity:

whatsapp
Skype

Using these applications as control tools, you can easily perform the following functions:

reminders
discussing the work plan for the client/transaction
payment fact report
employee location control

ROP cannot attribute failures to sluggish employees. After all, he takes part in the selection of personnel, and also organizes and conducts training and testing. He must remember the motivation system: if the manager develops it correctly, it will become a serious incentive for managers to work to their full potential.

We talked about some ways in which the head of the sales department can fulfill his responsibilities. This is not a complete list of tools. But the use of even a few of them will not slow down to affect your financial result.

You can get even more information on this topic on ours from the company Oy-Lee. We talk about more than 50 functions of a department head. Register now.

Job responsibilities head of sales department include strategic and current planning, development of pricing and discount policies, monitoring the work of sales managers. In small companies, he can also be involved in marketing policy (conduct simple market research, develop an advertising strategy), this also needs to be reflected in the job description of the head of the sales department.

Job Description for Head of Sales Department
(Job description of the head of the sales department)

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

1. General Provisions

1.1. The head of the sales department belongs to the category of managers.
1.2. The head of the sales department is appointed to the position and dismissed by order of the general director.
1.3. The Head of Sales reports directly to the General Director/Commercial Director.
1.4. A person who meets the following requirements is appointed to the position of head of the sales department: primary vocational or secondary vocational education, work experience in the relevant field for at least one year.
1.5. During the absence of the head of the sales department, his rights and responsibilities are transferred to another official, as announced in the order of the organization.
1.6. The head of the sales department must know:
- commercial, civil, financial legislation;
- profile, specialization, features of the enterprise structure;
- prospects for the technical, financial and economic development of the enterprise;
- basic principles of financial planning;
- pricing procedures, marketing basics;
- procedure for developing commercial terms and agreements.
1.7. The head of the sales department is guided in his activities by:
- legislative acts of the Russian Federation;
- Charter of the organization, Internal Labor Regulations, other regulations of the company;
- orders and instructions from management;
- this job description.

2. Job responsibilities of the head of the sales department

The head of the sales department performs the following job responsibilities:
2.1. Manages the sales of the company's products, develops pricing and discount policies.
2.2. Organizes and controls the work of sales managers.
2.3. Coordinates the development of long-term and current product sales plans.
2.4. Organizes work on maintaining, analyzing and systematizing the client base.
2.5. Monitors the status of clients' accounts receivable and payable.
2.6. Develops payment criteria for sales managers.
2.7. Organizes education and training for management staff (together with the development department).
2.8. Participates in organizing and holding exhibitions.
2.9. Resolves product complaints with customers and draws up the necessary documentation.

3. Rights of the head of the sales department

The head of the sales department has the right:
3.1. Represent the interests of the enterprise in relations with government agencies, third-party organizations and institutions on commercial issues.
3.2. Establish job responsibilities for subordinate employees.
3.3. Request from the structural divisions of the enterprise information and documents necessary to fulfill his official duties.
3.4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues.
3.5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
3.6. Require the management of the enterprise to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

4. Responsibility of the head of the sales department

The head of the sales department is responsible for:
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.