What Does a Sales Director Do?

The sales director is a company position whose responsibility is to be responsible for the entire sales department. The sales director is an executive and should also be a decision maker. In this way, the sales director's market dominance and rapid market response ability can be fully reflected.

Director of Sales

As a sales director, he should have his own unique insights on the company's development strategy and brand planning, especially to unify the thinking with the company owner on the basis of full communication in order to maintain a high degree of consistency in market concepts and management methods. It should be said that because the sales director is often in the market, he has a keen sense and unique insights on product positioning, opportunity innovation, and promotion. These are precisely the specific performance of formulating business policies, clear marketing strategies, and implementing team management. It is necessary to communicate with the boss in time to get support and help, and to be good at understanding and working hard for the team. Needless to say, as the company owner, he is in charge of the overall situation and must devote himself to product development, production, and sales. The responsibility of the sales director is how to form the comprehensive advantages of market experience developed over many years and the strategic intention of the boss. Unite. I must not come from the market. I know the market and consumer psychology better than my boss. Therefore, I think that I will do my own thing. This will not only get the corresponding support from the boss, but also the real understanding of the employees. If something goes wrong, the first thing that gets you in trouble is yourself.

The sales director's role is responsible for the daily work of the entire sales department. Its main tasks are: research and inspection of the market, supervising the work of sales specialists, the formulation of sales plans, regular sales summary, management of the sales team, each sales specialist every month. Evaluation of performance evaluation, communication with superiors and subordinates, formulation of irregular promotional promotions, training of sales specialists, work distribution at exhibitions, and assistance to production plants in developing new products, etc ... Some companies today develop various sales policies by companies The sales director is an executor and should also be a decision maker. In this way, the sales director's market dominance and rapid market response ability can be fully reflected.

1. Educational requirements: University degree or above, major in marketing, sales management, business management, etc .;

2. Work experience: more than five years of experience in sales management;

3. Personal skills: proficient foreign language communication and strong expression skills, proficient use of electronic office software;

4. Working ability: have certain ability to resist pressure and strong market development and sales ability;

5. Team management: Excellent communication skills and team spirit, rich experience in forming and training teams, and good sales performance in the past;

6. Interpersonal communication: Have good interpersonal resources and ability to develop interpersonal resources, and good communication with the human resources industry.

The sales director is the soul and benchmark of the entire marketing staff. In addition to their own responsibilities, they must have a holistic and holistic concept, and must stand on a high level to strictly demand themselves. They must not equate themselves to a regional manager and fight alone. Under the premise of comprehending the company's policies, lead the team in a consistent and earnest manner. Therefore, as a team leader, we must have an inclusive and broad mind, even if we have strong abilities, we must pay attention to unity, mutual assistance and common struggle. In terms of attitude to employees, there must be both encouragement and encouragement. When results are not publicized, because the market is very variable and frustrated by setbacks. Imagine that winter is about to pass and spring is far behind? We should understand that the human heart is made of flesh, and everyone is craving for emotional comfort. Therefore, in specific work, instead of blindly pressing down on tasks, we are trying to find ways to gather people's hearts and find market breakthroughs.

In the era of economic shortage, marketers are often mechanical and passive ethnic groups, and their behavioral roles seem to be to rely on hard work and hard work to win living space and development opportunities. But the times are different, and the rapid economic development trajectory must not allow the recollection of past memories and the echo of historical precipitation. Today is an era of excess economics. The high degree of homogeneity of products and the convergence of market segments often make companies in the ice and fire. Find a window of hope in a duel.

Unfortunately, there are indeed some people around us. The marketing work is just a transit station that has been helpless and passively earning a living. When the years are concentrated, it is nothing more than quantitative machinery such as superimposition and accumulation of age. They have no long-term planning. There is no consciousness to truly understand the essence of marketing in essence. In actual work, we do not want to creatively adjust the strategy according to the dynamic changes of the market, but only blindly implement the machinery, sometimes even blindly follow. Once the work was not satisfactory, I immediately thought of the next port, so job change became inevitable. In this situation, as a marketing director, he should have a deep understanding of the nature of marketing and insight into the grim changes in the market, plan the career of the marketer from a long-term perspective, and implement the "superior, equal, and mediocre" from the perspective of corporate values. The selection measures are based on scientifically quantified talent standards, closely combining remuneration and performance, and doing more persuasion and persuasion work, and usually strengthening training to further emancipate the mind, reduce burdens, and enter the battlefield lightly. Otherwise, there must be a bleak outlook behind the rat-eye.

Pressing tasks and indicators is commonplace for front-line marketers. Basically, annual performance indicators require increasing or doubling, and the rationality of indicators is often a test of the true strength of marketing directors. The order is too high. Although it violates objective laws, it can satisfy the boss's blind vanity. It seems that the leader has light on his face. However, market personnel know that if they are not successful, they will draw hunger, and they will not cooperate. The market will end up hurting its own prestige, and it will be difficult to have a say in the future. The booking is too low, and the boss can't explain it there, which has fostered the inertia of the marketers, step by step, and does not seek to improve. So how to reasonably formulate the decomposition

As the saying goes, there is pressure to be motivated. In addition to a clear market positioning, a product must have a long-term goal. Every step and every detail in marketing must be scientifically planned and reasonably broken down according to the target task. Because of the goals, our cause has a head start; with the goals, the operation of various tasks can not deviate from the course, and can be corrected and improved at any time and place. Therefore, according to the goals, it is very important to control and manage the business of each stage and period. Once it is not good, it will delay the market process.

There must be a way to succeed. Why are some products raging on the market, while others come and go in a hurry, and they disappear after a while. This is the charm of the method. As the soul of the entire marketing team, the marketing director should stand tall, look far, and face homogeneous competitors. How to avoid risks in your products and how to increase the motivation of the team, you need to find a way to find out. In particular, marketing directors, when facing strong competitors, need to boldly differentiate and innovate in product concepts, positioning, and packaging. For example, in terms of medical and health products, many products emphasize calcium supplementation, which is difficult to create attractiveness and freshness for consumers. On the contrary, there is a product that highlights differentiation and originality. "Is calcium still alive or dead?" Its savvy lies in making full use of consumer information asymmetry to hit the ball. As far as kidney-reinforcing products are concerned, most of them are for men, and a kidney-reinforcing pill produced by a pharmaceutical factory in Guangdong specifically targets women and supplements the "three deficiency of women": kidney deficiency, blood deficiency and Qi deficiency. See, this is a unique way to surpass competitors. This is like in the automotive market, Mercedes-Benz has the "most noble" position, BMW has the position of "best driving performance", Hyundai has the position of "cheapest price", and Volvo has the "safest" position. The positioning is the same.

In an era of economic surplus, marketing directors carry heavy pressure on their shoulders. Increasingly higher channel costs; higher and higher advertising costs; higher and higher personnel salary costs and lower and lower product sales prices.

As the saying goes, rules are difficult to achieve. In the operation of the market, rules have evolved into executable systems. In a team, how to communicate with each other at different levels, how different functional departments work together, how team members manage and perform performance evaluation, and so on all need systems to ensure that. Famous Brand Marketing Expert

The art of marketing is roughly the art of building a brand. The marketing director must have the awareness of making a product as a brand. As we all know, when accepting product marketing, its value is at most a product name. In fact, it is not enough for a product to have a brand name. What is important is the meaning of this brand name? What associations, performances, and expectations does it evoke? What degree of preference can it create? If it is just a brand name, it will eventually go into history. Therefore, the establishment of a brand is not just about establishing the brand's image. It is necessary to manage every customer contact with the brand. As a marketing director, you should deeply understand that when a team is operating a brand, it implies the relationship between the product and the customer, and implies a set of specialties and services that the customer expects. Therefore, brand loyalty depends on meeting or exceeding Customer expectations are also established by conveying customer pleasure. As all company employees, distributors, and agents can influence the brand experience, the challenge of brand management is to master the quality of all brand contacts.

Salary levels vary depending on the industry in which the company is located and the size of the company itself. The salary of sales directors for SMEs is relatively low. On average, the average annual salary of sales directors of well-known domestic companies ranges from 200,000 to 800,000 yuan. In the salary composition of the sales director, the performance or performance salary related to the completion of sales indicators often accounts for a large proportion.

The predecessor of the sales director might be

The sales director is first a decision maker and second is the manager. As a decision-making layer, we must not get caught up in transactional work. We must let the subordinate managers undertake the inspection, supervision, and implementation as much as possible. Even if we see some small problems, we will keep an eye on them. Regardless of the pressure of the work, we must always try our best to remain quiet. Mind, calm work rhythm, more energy to think; to take a macro grasp; to observe the current management loopholes to introduce a new system; to observe consumer behavior, analyze the sales status of this product and competing products and compare the advantages Improving strategies (such as changes in product variety, taste, capacity, packaging, etc., redefinition of main areas, channels); observing problems hidden in sales figures, and taking remedial measures (such as spot visits to vulnerable areas, and prompt supervision Follow-up of the subordinate managers) and even observe whether the staff of the important posts of the subordinates are competent and decide on the personnel adjustment plan. Finally realize the function of sales director-lead the corporate marketing department in the right direction.

1) Maintain close ties in the first-tier market. Almost every sales director has too much to do, so he doesn't care about the market, so his reaction to the market becomes slower and slower over time. The suggested solutions are as follows:

Set yourself a regular market visit time, then force yourself to drop everything you have at hand, and go out to see the market; after lunch every day, grab the phone and talk to a dealer for 15 minutes; set up market information messages at the director's office Board, business personnel at all levels have new market trends or suggestions written on the message board as soon as possible, the director can see at any time.

2) Know as much as possible about the competition information: It is not enough to rely on the dynamic report of employees' competition products. Analyze which regions, which tastes, and which channels his sales are strong. Thinking about why he did this, we will find that the competition is somewhat strong and we need to clear it up. And some advantages are our disadvantages. We have to learn and catch up. The powerful sales director even arranges his own "eyes and ears" in the other company, and every product is in his hands.

3) Observing data to find problems: The design of the report system should reflect the idea of problem analysis. For example, the sales day report not only reflects the sales volume of each department, but also reflects the daily sales volume of the entire sales department of each department. Sales progress of each item in the Ministry, and implement the sales idea of the whole item). Monthly sales report not only has sales volume, account report, this month

The Chinese market director and sales manager business qualification certification has been launched across the country. As a company senior talent, the Chinese market director and sales manager will soon have their own professional certificates. The certification training exam will obtain "China Marketing Director Business Qualification Certificate" and "China Sales Manager Business Qualification Certificate", and ATA will issue "Marketing Director Business Skill Level Certificate" and "Sales Manager Business Skill Level Certificate". China market director and sales manager business qualification certification training began in early June at the same time in more than ten provinces and cities including Beijing, Shanghai, and Zhejiang. The first certification exam will be held on October 18. ^[1]