The position "head of sales" today attracts many. But before deciding to submit your resume for a similar vacancy, you need to make sure that you can assume a similar burden, that it is such a job that will be of interest to you.
Head of Sales: profession specifics
The job description of the head of the sales department implies that this is a specialist whose responsibilities will include not only the process of organizing sales of goods or services that his company offers. He should also be ready to carry out work related to phased control of delivery times, full implementation of the planned sales volumes by each person in his department, direct training of managers, as well as their control. What else is his work? The sales manager often also holds conferences or communicates directly with current and potential suppliers. He is also obliged, if provided for in the job description, to participate in negotiations, the conclusion of which has a direct impact on the work of his department.
Where can such a specialist work?
The duties of the head of the sales department imply that he should deal specifically with the sale of goods or services, as well as increase the level of sales of those goods that his company manufactures or offers. That is, a similar vacancy can be opened at any enterprise that specializes in sales, and not necessarily it should be tangible goods.
How long has such a profession appeared?
Only in the midst of competition in the international market, at the moment when leading companies realized that in order to find each new customer, it was not enough to produce products, a new direction in business began to emerge - sales management. It was preceded by a significant improvement in the transport system of communications on a global scale, the formation of the concept of “trading network”. Since the sales managers also needed to be monitored, the position of "Sales Manager" was born.
What is the responsibility of the head of the sales department?
The duties of the head of the sales department largely depend on the specifics of the company for which he works. But you can select a list of responsibilities that are common to all heads of such departments:
- the formation of a specific plan of the unit;
- formation of the composition of the department, adaptation and improvement of the qualification level of each individual employee;
- the duties of the head of the sales department also include maintaining a specific type of reporting, which should be provided directly to senior management;
- search for potential customers for the enterprise.
A good specialist, in addition to fulfilling the duties of the head of the sales department, which are prescribed in the job description, is also able to analyze the market with which he works, and on the basis of the data obtained to form an information base about potential customers. Without any problems, he becomes the main motivator of his team and is not afraid to conduct some events that form a fighting spirit and increase the desire to work with each manager.
Requirements to be met by a potential manager
The job description of the head of the sales department also often includes information about some specific requirements that a person who wants to occupy this particular position must meet. Among them:
- Experience in a managerial position. Experience is required in most cases in large companies, where career prospects are quite large and wages are higher than the average. Small organizations can accept a person without such leadership experience, for example, one of the employees of the same enterprise.
- Experience in active sales. One can not do without experience in this area. That is, before trying to occupy a similar position, you need to show yourself as a good employee in the position of sales manager.
- Experience in staff recruitment. A good boss should be able to independently form a team that will bring maximum benefits for the entire organization. For example, the head of a car sales department is required to form a staff only from employees who know what and how to do to sell these vehicles.
- Basic knowledge of PC and standard software. Today, most of the work of all departments is automated, even reporting is generated using specialized programs. Therefore, the position “head of the sales department” is connected with computers, without the ability to handle such equipment, you should not try to get into such a job.
Potential Employee Specific Requirements
In large corporations, the list of requirements is wider and may include the following items:
- Having a car. Working as a sales manager implies direct contact with regular and potential customers, so frequent trips are guaranteed, so your car is a must.
- Knowledge of foreign languages. At a minimum, spoken English should be subject to you if you want to become the head of the sales department in a serious organization.
Nowhere without education!
Of course, without a higher education it is almost impossible to take a leading position. Even the job description of the assistant manager insists that he must have a higher education. It is better if it will be associated with marketing or management. Also, education can be directly related to the scope of the organization in which you want to occupy a similar position.
Skills to help you prove yourself
Even during an interview for the position of assistant sales manager, you need to know what skills you should talk about to impress a potential leader. So, the job description of the assistant manager implies that, if necessary, he should be able to negotiate instead of the leader, if he is currently unable to fulfill his duties for objective reasons. A good leader and his deputy should have the skill of organizing a team and the ability to convey information about the wishes of the direct management to simple performers, such as sales managers.
As unshakable statistics insist, the most effective sales managers are people who have established themselves as the best among ordinary sales managers, and then also performed the duties of assistant managers, from whom they were able to learn all the most necessary skills. A good leader is a specific buffer between senior management and sales representatives and managers. This means that he must be able to coordinate interests and interact with one and the other party without conflict.
A real ace in his field in such a position can receive a fairly decent salary, which depends on the capabilities of the organization itself.