Creating several sales teams and setting both group targets and team targets for the sales division. (7) He also co-ordinates, creates a sales team, motivates and organizes. The ten roles are divided into three groups: Interpersonal; Informational; Decisional; The performance of managerial roles and the requirements of these roles can be played at different times by the same manager and to different degrees depending on the level and function of management.The ten roles are described individually, but they form an integrated whole. You are required to meet these when applying for the post of a sales manager. He needs to set targets that need to be accomplished for the whole team and may push for friendly competition between the different teams to accomplish the said target. He must also ensure that the whole team is regularly trained and are often motivated enough to improve their performance. Roles of a Manager in an Organization Roles of a Manager – 3 Roles of a Manager as Classified by Mintzberg . The duties and responsibilities of a sales manager can vary from one company to the next. Strategic roles 2. Customer Service Skills. Since team management and sales target achievement are the most important responsibilities of an area sales manager, recruiters look for the following competencies in a candidate: Good communication skills (9) Every action of the sales manager is carefully watched by his assistants as well as his superior and creates a precedent. Sales managers’ responsibilities and duties vary with the size of the organization. ADVERTISEMENTS: (3)He must ensure the execution of the plan. Change Awareness. He is therefore expected to set a good example. Disclaimer 9. Interpersonal Category. Abilities to set sales goals & quotas, build a sales plan and analyze data. The skills for a retail sales manager, for instance, would be different from a hotel sales manager, or an area sales manager. According to American social and organizational psychologist Robert Katz, the three basic types of management skills include: Sales Managers spend a significant amount of time with clients and customers – those who buy and use the organisation’s products and services. They need to have the ability to see when things are not working and make adjustments to improve efficiency. Interpersonal,conceptual, communication decision making and time managementskills. Listening Skills. Reported directly to the Sales Manager, Ms. Belinda W. McHale. Monitoring. From accounting to marketing, to sales, customer support, engineering, quality, and all other groups, a manager either directly leads his or her team or leads a group of supervisors who oversee the teams of employees. Required fields are marked *. Team Work. But a sales manager’s primary goal does not consist of only making enough sales to meet the targeted goals. Assisted the Sales Manager during start of week and end of week meetings. Integrity. A sales manager is responsible for building, leading and managing a team of salespeople within an organization. 4) To nurture the sales team. This will involve expanding and developing product sales, motivating and training the sales team and participating in the development of new products. Image Guidelines 5. He must possess organizing ability, poise, foresight and initiative. They are aware of the message they transmit to their team, how it’s delivered, and how it’s perceived. In an informational role , the manager may act as an information gatherer, an information distributor, or a spokesperson for the company. In recruiting, number one is to be results oriented. To properly delegate tasks, you've got to have a deep understanding of time management and mission-oriented sales. Communication-- An effective sales manager communicates to inspire, motivate, encourage, discipline, train, and build people up. Prohibited Content 3. Typically, salespeople report to Sales Managers and Sales Managers report to Sales Directors or Sales VP's. Take a closer look at the various duties, responsibilities, skills, and qualifications of a sales manager and all that it entails. Content Filtrations 6. It is also necessary to possess good negotiation and persuasion skills. Plagiarism Prevention 4. Work experience (4+ years) in a related field but this can vary from one organization to another. (11) The sales manager is the guiding and dividing force of the sales department. A sales manager devises strategies and techniques necessary for achieving the sales targets. Take a closer look at some of the educational background and work experience criteria listed below. Our growing organization is on the lookout for a sales head to take charge of our sales division. Typical characteristics, skills, and traits of a sales manager include: Communication skills: they listen first and speak second. A sales manager must understand who can perform a particular task in the most effective way. Team Leader Job Description, Duties, Responsibilities, Salary, Marketing Executive Job Description, Duties, Responsibilities, Salary, Social Media Manager Job Description, Duties, Responsibilities, Salary, CEO Job Description, Duties, Responsibilities, Salary, Business Analyst Job Description, Duties, Responsibilities, Salary, Project Manager Job Description, Duties, Responsibilities, Salary, Job Description vs Job Specification – The Key Differences, To develop detailed business plans for sales and to manage organizational sales, from reviewing its expenses to generating enough sales for the company. It therefore involves the following-. So if you're asking, what does a sales manager do, the answer is: sales managers are charged with several mission critical functions within most organizations. TOS 7. Training or educating is also a good method to develop the Decision making the skill of a manager. Commentdocument.getElementById("comment").setAttribute( "id", "a023b18756bdbd9cbc2dc37e67ac4ffb" );document.getElementById("d0b9c00b0d").setAttribute( "id", "comment" ); Notify me of follow-up comments by email. But a good manager most often makes a good decision and learns from the bad ones. Feel free to use this Sales Manager job description to create your next job application. Managers are most often responsible for a particular function or department within the organization. Working for medium and large organizations, area sales managers not only make sales and secure new clients but also travel regionally to meet with sales teams and other sales managers to measure growth and plan new sales goals. A sales manager is expected to be multifaceted as he is often required to fulfill various roles in the course of his duty. He is directly responsible for the sales figures, from B2B to retail; at the end of the day, he alone would be ultimately responsible for both the success and failure of his whole team. A retail store needs a store manager. Whenever you have a team of people that needs to be coordinated, someone has to be in charge of delegating and oversee all of the activities. This is an overview of what a sales manager is all about. The sales manager's job is to ensure the pieces of the sales process fit together and the right person is matched with the appropriate task. Perfect communication and negotiation skills. Organization-- All successful delegation stems from … But rather, he is also directly responsible for developing a good rapport with all potential clients and in the process, help boost up the sales as well. It is also important that you realize that the job is not only about profits but also about client relationships. You will also be in charge of developing key business plans and tweaking the same, depending on user information for more efficacies. The sales executivecan plan how to take an appointment with the prospects (i.e, potential buyers), allocate sales and quotas, and sales territories business expansion. It’s not a question of the bottom line alone, rather most companies prefer a strong personality who can guide the rest of the sales team to success. Copyright 10. Prepared all sales team activity reports for review of the Sales Manager. Decision making is a skill that improves as managers gain more experience. One of the reasons that executives get confused is this example where, in one company, the manager of 5 salespeople is a Sales Manager, while the company across the hall with 3 salespeople has them reporting to a VP Sales. He needs to come with a winning strategy, one that can deliver outstanding marketing results. Innovation. Privacy Policy 8. 4. the functions of a sales manager) : 1. Skills of Manager In addition to fulfilling numerous roles the manager also need anumber of specific skills if he wants to be succeed. Both companies and organizations often place an undue amount of pressure on their sales manager to accomplish the set targets. Henry Mintzberg criticized the traditional func­tional approach. Sales Recording. They don’t chastise in public or private. Sales Manager duties and responsibilities of the job. However, each sales manager should decide which tools will serve best to him and his team. He is required to develop a strong rapport with the rest of the sales team and is expected to motivate them to get the team to perform better. He must have great communication skills and he also needs to hold daily briefs with his sales team so as to review their progress for the day. Sales job implies a constant interaction with potential and current customers, vendors and suppliers. Sales manager skills list above is a basis for each good sales manager, no matter the size of the organization and situations. The sales manager has a multitude of responsibilities and has to have a great personality, and one with enough confidence to motivate the rest of his sales team. He is required to develop a strong rapport with the rest of the sales team and is expected to motivate them to get the team to perform better. Image Courtesy : bookboon.com/blog/wp-content/uploads/2013/03/shutterstock_111147155-1024×741.jpg, Modern Sales Managers practice the principles of Scientific Management. Good sales managers don’t put pressure on the team rather they make them feel accountable by motivating them. Strong communication skills are an important characteristic for your applicants to have because managers need to work with colleagues, customers and direct reports. (8) All important decisions, with regard to sales policies of the organiza­tion, have to be decided upon by him in consultation with his assistants, at Special Committee Meetings, if necessary. Additionally, if you are having some previous experience either in the departments of sales administration and customer service, that assures you to walk through the long run. Moreover, he is required to work in close tandem with the marketing team to streamline their various marketing campaigns and to decide which ones are more effective. Click to share on Twitter (Opens in new window), Click to share on Facebook (Opens in new window). You're expected to be a source of inspiration. Creating, monitoring, and adjusting sales strategies is a key part of a sales manager’s role. You can apply for this post after you have weighed in all the factors and decided what to do. He is the one who decides the future course of action for his team members. (4)He must control through an analysis from time to time to determine how effectively the plan had been executed. Managers often have to analyze the sales statistics of individual team members and the territory as a whole in order to understand where improvements can be made. This article is written by one of the editorial staff of Kingdom Of Jobs. Therefore, you must imbue some of the soft skills too. Management Skills. Self Motivation. However, AMs are not specifically focused on key accounts (i.e., top-value customers). He should be accessible to them and give them all guidance they require. (6) It is his duty to allocate daily tasks. (2)The sales manager must set up impropriate objectives. Prospective sales managers are graduates in fields that are usually related to their current career choices. The managerial roles in this category involve providing information and ideas.. Figurehead – As a manager, you have social, ceremonial and legal responsibilities. Sales Manager Skills and Proficiency Requirements A sales manager is expected to be multifaceted as he is often required to fulfill various roles in the course of his duty. (5) Sales Management is both a science and a profession. The Sales Manager is not only expected to have a thorough knowledge of salesmanship but also of the science of management and control of the staff under him and in his organization. Sales managers should exhibit good team building skills. Managing skills — For managing the sales force, the sales manager should have administrative or managing skills like planning, organizing, controlling and … Some of the key skills that a sales manager is supposed to have are listed below –. As the sales manager, you would be responsible for your sales team, as well as the various goals that you are able to meet. He must encourage them to seek his advice freely as this will enable them to take quick decisions on a difficult sale. The title may vary depending on the organization but generally, a sales manager may also be known as –. It is important that you co-ordinate with the marketing team to develop winning marketing strategies for the whole team and the company as a whole. It is the duty of a sales manager, and his sales team to push across their products and merchandize. The main Duties of the sales manager are as follows: As already mentioned, the question often asked is whether a good salesman can become a successful sales manager. Diagnostic and Analytical Skills. Your email address will not be published. As such, there are duties and responsibilities unique to this role, all of which should be included in a Sales Manager job description: You need to first understand the responsibilities and various duties associated with this post as well as the fact that it is a high-pressure job. He must, therefore, keep himself free from routine duties so that he may adequately deal with emergencies and important questions of policy. These roles are summarized in (Figure) . Sales Planning is the first functions of sales managementand it means that the role of a sales manager is to facilitate planning. We're a leading human resource and career blog. (2)The sales manager must set up impropriate objectives. The Big Picture. Negotiation Skills. Assistant Sales Manager; 2016 to 2015 Clinton Financial Inc., Denver, CO. Duties and Responsibilities. (3)He must ensure the execution of the plan. Most organizations often look for a sales manager who can develop a strong rapport with his sales team. 3 Key Skills for a Sales Manager. As a renewal manager, acquiring only the hard skills might not be enough. Although there is overlap between the skills and responsibilities of traditional account managers and KAMs, the two roles are distinct. Area sales managers are responsible for tracking, recording, and monitoring sales teams within a region. Competencies and Skills Required. 2. This is a Sales Manager job description sample (template) that includes Sales Manager job summary, roles and responsibilities, duties, skills and proficiency, education and experience, and salary information. The mostfundamental management skills are technical. In a PayScale survey, the role of “sales account manager” was rated the second-most stressful job, with 73% of respondents rating the role as “highly stressful”. However, to become a successful sales manager requires additional qualities and qualifications. There are following roles performed by a sales manager in a company described in this video (i.e. 15 Sales Manager Skills and Qualities to be Best on the Job. International sales managers train, direct, and supervise a sales staff. 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