Head of Sales: Responsibilities and Requirements

Head of sales - a specific position. On the one hand, this is already the top managerial staff and a rather prestigious place. On the other hand, many workers perceive her as a kind of springboard for entering the career "ladies".

Head of sales - a position that implies a fairly high level of authority and workload. A person is responsible for the work and performance of the whole department, on his shoulders lies the creation and maintenance of conditions for the effective work of the team. The sales manager is also responsible for developing a strategy: direct participation in meetings, in planning, decisions to reduce or expand staff, marketing activities, and much more.

Personal and professional qualities

Naturally, not every person, due to his professional and personal development, will be able to occupy this position. Along with the makings of a diplomat and a respectful attitude to his subordinates, the head of the sales department should not be deprived of business acumen and the necessary rigidity regarding his position and decisions made. For the leader, high indicators and requirements are required primarily for himself.

Do not forget about the so-called corporate responsibility. A person without a correct social position, not aware of the consequences of his own actions for society, is undesirable in this position. The actions of such people cast a shadow on the company, damage its image and media image.

Responsibilities

The job description of the head of the sales department is not unified. It is individual for each business area. The responsibilities of the head of the sales department also largely depend on the structure of the enterprise. A sample list of tasks that determine its competence looks like this:

• Negotiations with potential dealers or buyers;
• drawing up a plan for the month / quarter / year for purchases and sales;
• load distribution and responsibilities for middle managers;
• organization and purpose of marketing research;
• work with independent research centers;
• supervision of advertising policy and the state of public relations;
• implementation of contractual policies;
• development of the basics of cooperation with other firms and companies providing services to the enterprise;
• participation in the development of incentive and incentive programs for employees of their department.

Management Interaction

The sales department will always be dominant in the structure of a commercial enterprise. The viability of a project completely depends on its work, therefore, close interaction with the top management of the enterprise (general director, board of directors) is part of the work of the head of the sales department.

In the framework of this interaction, it is necessary:

• make suggestions for improving the work of your department and the company as a whole;
• report on identified shortcomings, violations in the work of his and other departments;
• to receive and give explanations;
• request and submit reports and other related activities documents;
• other things.

Motivation

First of all, the head of the sales department should be as self-motivated as possible. Of course, no one has canceled the minimum plan, but this post assumes constant dynamics, an increase in intensity and volume. After all, the next step is the management of the entire enterprise.