A large company does not need universal salespeople. In its sales department, an employee solves his own problems:
A hunter manager makes cold calls, searches for and attracts new consumers through tenders or at events.
The closer is required to continually expand his client base through initial transactions.
The account manager works with a ready-made consumer system.
The hunter's job description does architect database not include establishing long-term relationships, nor does it include documenting the deal or creating a final commercial proposal. He must find customers who meet the company's criteria and develop their desire to conclude a deal. This characteristic should be presented in the relevant job description.
The Closer studies the situation in a particular company in detail, offers options for satisfying certain needs, convinces to make a purchase and provides an advantage over competitors. His achievements are assessed by the volume of completed transactions. This category of managers also uses their own instructions.
The account manager develops the client base daily and purposefully. His tasks should not include attracting new consumers, only preparing documents. The account manager's activities are aimed at establishing strong relationships with the customer.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Example. Electro LLC sells batteries to industrial enterprises. The company has tasked its hunter manager with calling manufacturers who may need batteries and voltage stabilizers. He holds meetings with management, contacts representatives of design organizations that are responsible for the use of equipment from certain companies in the project. His job description includes attracting new clients, participating in exhibitions, explaining technical issues, and discussing terms of cooperation.
To close the deal, a closer is brought in. He calls organizations from the collected database, finds equipment with suitable characteristics, develops commercial proposals, and draws up tender documentation. He needs to get the attracted companies to sign contracts for the supply, installation, and maintenance of the equipment. Finally, the account manager of this organization is engaged in developing the existing client base: ensures repeat transactions, concludes contracts for the installation and maintenance of what has already been sold.
Frequently asked questions about the sales manager job description
The job description of a sales manager for goods and services is of great importance, helping to set tasks for the specialist, evaluate his results and maintain the order. This document is useful not only for the company, but also for the employee, since it ensures the protection of his interests in the event of unfair claims from management.
What is the procedure for revising the job description of a sales manager?
Changes and additions to the job description of the sales department manager may be made when required, but not less than once every five years. Such an order must be communicated to the company's employees, who must comply with the document.
When does an instruction have legal force?
A job description has legal force only if it is signed by the employer and the employee. Otherwise, the document cannot be used as evidence.
When is a job description not needed?
It should be taken into account that the document cannot be applied to an employee with whom a civil contract has been concluded. If this requirement is violated, the latter will be considered an employment contract, and the company will be fined 50-100 thousand rubles.