Job description for the head of the sales department

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Job description for the head of the sales department. Full document

Occupational Safety and Health

Occupational Safety and Health / Job descriptions

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I. General Provisions

The head of the sales department belongs to the category "Managers".
Appointment to the position of head of the sales department and dismissal from it is carried out by order of the head of the enterprise upon submission in compliance with the requirements of the Labor Code of Ukraine and the current labor legislation.
The Sales Manager reports directly to _______.
Qualification requirements:

higher professional (technical or bachelor);
postgraduate education in management;
work experience in the sales industry by profession: for a master's or specialist - at least 2 years, for a bachelor - at least 3 years.

II. Qualifications

The head of the sales department must know:

Decrees, orders, orders, methodological, regulatory and other guidance materials on the organization of marketing and delivery of finished products.
Theory and practice of marketing, research methods and analysis in the field of marketing (production, trade, marketing, advertising, pricing and other activities of the enterprise).
Demand forecasting and modeling methods, formation of a competitive product range, determination of optimal sales volumes, pricing procedure, development of a pricing strategy.
Ways and methods of advertising products.
Methods and procedure for the development of long-term and annual plans for the production and sale of products.
Regulations on the supply of products for industrial purposes.
Price lists of wholesale prices for the products manufactured by the enterprise.
The economics of production.
Methods and procedure for developing standards for stocks of finished products.
The procedure for determining the total volume of deliveries, the need for trucks and vehicles.
Methods for studying the demand for the company's products.
Terms of delivery, storage and transportation of products, rules for processing materials for concluding supply contracts, sales documentation.
The procedure for preparing claims to consumers and responses to claims received.
Standards and specifications for products manufactured by the enterprise.
Organization of warehousing and marketing of products.
Fundamentals of technology, organization of production, labor and management.
Domestic and foreign customs legislation.
Ethics of business communication and negotiation.
Organization of accounting for sales operations and reporting on the implementation of the implementation plan.
Rules for the operation of computer technology.
Labor law.
Fundamentals of management.
Rules and norms of labor protection.

III. Official duties

Sales manager:

Organizes a comprehensive study and analysis of domestic and foreign markets, prospects for their development in order to obtain information on the relationship between supply and demand, the level of prices for products, possible orders, the development of production of competing enterprises, the strategy and tactics of their activities, the reaction to the emergence of new products.
Carries out the development of short-, medium- and long-term strategies for marketing activities, orients designers and production to meet consumer requirements for products manufactured by the enterprise.
Organizes research on the consumer properties of products and factors that determine the structure and dynamics of consumer demand for the company's products, market conditions.
Develops recommendations for improving the range and quality of products, the validity and expediency of launching new products focused on meeting the needs of consumers.
Determines the strategy and tactics of product sales.
Organizes work on the analysis of the effectiveness of the use of distribution channels, the most effective forms and methods of selling products, services of intermediaries.
Participates in organizing exhibitions, fairs, advertising products in the domestic and foreign markets, disseminating information about the manufacturer and its capabilities.
Participates in the introduction of appropriate adjustments in the activities of the enterprise in the event of a change in the external environment or a collision with certain problems, in the development of measures to protect against competitors.
Carries out the organization of marketing of the company's products in accordance with the planned targets and concluded contracts, its timely shipment to consumers in the established sales volumes.
Provides participation of the department in the preparation of draft long-term and annual plans for the production and sale of products, the performance of work to study the demand for the company's products, receive orders, agree on conditions and conclude contracts for its supply, estimated standards for stocks of finished products, planning its delivery to consumers.
Takes measures to fulfill the plan for the sale of products, timely receipt of orders, specifications and other documents for the supply, as well as the sale of products that are not distributed according to the plan and do not find a market for the orders.
Provides control over the fulfillment by the company's divisions of orders, contractual obligations on time, in terms of sales volume, range, completeness and quality, over the state of stocks of finished products in warehouses.
Organizes the acceptance of finished products from production units to warehouses, rational storage and preparation for shipment to consumers, determining the need for vehicles, mechanized loaders, containers and labor for the shipment of finished products.
Carries out the development and implementation of enterprise standards for the organization of storage, marketing and transportation of finished products, as well as measures to improve sales work, reduce transportation costs, reduce excess balances of finished products and accelerate sales operations.
Takes measures to ensure timely receipt of funds for products sold.
Participates in the consideration of consumer claims that come to the enterprise, in the preparation of responses to claims, as well as claims to consumers for violation of the terms of contracts.
Provides accounting for the fulfillment of orders and contracts, shipments and balances of unsold finished products, timely execution of sales documentation, preparation of the prescribed reporting on sales (delivery), implementation of the implementation plan.
Participates in the organization of service of sold products.
Coordinates the activities of warehouses for finished products, manages the employees of the _______ department.

IV. Rights

The head of the sales department has the right to:

Get acquainted with the draft decisions of the enterprise's management regarding the activities of the logistics service.
Submit proposals for improvement of the work related to the responsibilities provided for in this instruction for consideration by the management.
Report to the immediate supervisor about the shortcomings identified in the course of the performance of their duties and make proposals for their elimination.
Sign and endorse documents within their competence.
Interact with the heads of all services, receive from them the necessary (for production purposes) information and documents.
Submit to the director of the enterprise submissions on the appointment, transfer, dismissal of employees of the department, proposals for their encouragement or the imposition of penalties on them.
Require the management of the enterprise to assist in the performance of their duties and rights.

V. Responsibility

The head of the sales department is responsible for:

For failure to perform (improper performance) of their official duties provided for by this Job Description, within the limits determined by the labor legislation of Ukraine.
For offenses committed in the course of carrying out their activities - within the limits determined by the administrative, criminal and civil legislation of Ukraine.
For causing material damage - within the limits determined by the labor, criminal and civil legislation of Ukraine.

VI. Relationships (connections) by position

In the absence of the head of the sales department, his duties are performed by the deputy (in the absence of such, the person appointed in the prescribed manner), who acquires the appropriate rights and is responsible for the proper performance of the duties assigned to him.
To fulfill duties and exercise rights, the head of the sales department interacts:
With the chief accountant:

obtaining accounting data on the movement, sales, stocks of products;
obtaining the results of the inventory of material and technical resources.
providing reports on marketing research expenses;
providing cost estimates for after-sales service of products;
providing information on complaints;
providing information about the discrepancy between the declared quality of products during the warranty period.

With the head of the technical control department on:

obtaining information about defects in manufactured products;
obtaining generalized results of reclamation work.

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