Career path for Sales
Level
Job Title
Trainee - Entry level professional
Management Trainee -
Grade 10
Coordinator
Executive - Grade 11
Assistant Merchandizer
Assistant Manager - Grade
12
Responsible for one or more aspects
of Merchandising in assigned territory
Sr Assistant Manager - Grade
Dedicated Merchandiser for one 13
medium sized account or a small
territory
Merchandizer
Merchandiser for a group of accounts Deputy Manager - Grade 14
Dedicated merchandiser for a large, Sr. Deputy Manager - Grade
strategically imporatant account 15
Sales Manager
Group of small accounts Manager - Grade 16
A significant Territory or a large Sr Manager - Grade 17
account
Large/Important/Global Accounts Assistant General Manager -
Grade 18
Senior Management
Head of Medium sized Sales Dy. General Manager - Grade
department 19
Head of a Large Sales department General Manager - Grade 20
Head of Sales with functional Sr General Manager - Grade
authority in Production 21
Fully accountable for an entire Director - Grades 22-23
business segment
Examples of Job Duties
Develops basic understanding of products and services through on-the-job training
Develops expertise in an aspect of business, costing, products/services, the market and the needs of assigned accounts
Assist in maintaining paperwork and files.
Coordinate samples and assist in keeping records of samples.
Follow up internally for approvals, deliveries and clarifications
May lead a small sales team on an ad hoc basis to meet specific client needs
May manage a medium domestic territory or a small international account.
Provide informal guidance to junior staff
Assist in initial costing. Assist in checking details in correspondence received from customers. Follow up with suppliers/production to ensure ontime deliver
Initiate or draft weekly updates for buyer, such as audit schedule, production status etc. Particpate in or arrange internal meeting with production, planning
commercial, store and shipping.
Typically leads a small sales team but without supervisory authority
Plan own territory or account approach and manage own resources
Review the correspondence from buyer. Obtain all necessary clarifications, follow up on samples, work out initial costing, conduct/participate in price nego
coordinate with production and quote delivery dates, maintain order files, follow up on deliveries and help avoid/resolve conflict.
Negotiate sales terms with moderate discretion within policy guidelines
Is beginning to plan own territory or account approach and monitor resources
Train and mentor junor staff
Develop a deep understanding of business, financials, products/services, the market or the needs/challenges of assigned accounts
As delegated by the Head of Department, directs the sales, service and distribution of the assigned products and/or services within a specified region or oth
major geographic area that typically consists of a country or group of countries.
Ensure maximum sales volume and profitability for the organization's products and/or services in assigned region.
Some clients are high profile accounts spanning broad geographic areas, representing significant revenue and having diverse and complex needs
Develop objectives, policies and programs for national/international marketing and sales activities of the organization.
Plan, direct, and coordinate the efforts of all marketing and sales personnel toward the accomplishment of sales objectives
Is recognized as a major sales producer in an international business. Manage largest, most strategically important global accounts in the organization. objec
Maintain and constantly improve the organization's international competitive position. Ensure maximum sales volume at minimum cost
Actively participate in developing company policy and closely advises the Chief Executive on strategy. Contribute to the organization through strategy defini
implementation and to the business segment through own vision.
Skill
Min. Edu Min. Exp.
B.Com Fresh Has general awareness of business, financials, products and the
market
MBA
or B.Sc. Uses existing procedures to solve routine or standard problems
Textile
preferred Develops competence by performing structured work
assignments
Has general knowledge of assigned products or markets
B.Com Is developing an understanding of business, financials,
products/services, the market or customer needs
2 years
MBA Has limited work experience involving basic concepts and
procedures
or B.Sc. Is beginning to plan and monitor resources for own assigned
Textile account(s)
preferred
Contributes to process improvements
5 years
B.Com Typically resolves problems using existing solutions
MBA Provides guidance to junior staff
or B.Sc. Works within defined processes and procedures or
Textile methodologies and may help determine the appropriate
approach for new assignments
preferred
Addresses issues with impact beyond own team based on
knowledge of related disciplines
B.Com Solves a range of straightforward problems
10 years
MBA Buids knowledge of the organization, processes and customers
or B.Sc.
Textile
preferred
B.Com Identifies applications of functional knowledge and existing
methodologies to complex problems
MBA Adapts departmental plans and priorities to address resource
and operational challenges
15 years
or B.Sc. Solves complex problems, takes a new perspectve using existing
Textile solutions
preferred
B.Com Looks beyond existing methodologies and own discipline to
define and resolve complex problems
MBA 20+ years Provides input to functional or departmental strategy
or B.Sc. Is recognized as a role model and leader in planning and
Textile executing successful sales strategies for the most complex
customers or markets
preferred Is recognized externally as a leading sales strategist and business
expert
Duties & tasks
Works within clearly defined standard operating procedures and adheres
to policy guidelines
Focuses on study and understanding
Prepares documents and reports to facilitate understanding
Performs routine assignments in entry level of professional career
Uses existing procedures to solve routine or standard problems
Applies experience and skills to complete assigned work within own area
of expertise
Accountable for results of a small team
Defines team operating standards
Ensures essential procedures are followed based on knowledge of own
discipline
Coordinates and supervises the daily activities of sales
support/merchandizing team
Sets priorities for the team to ensure task completion
Coordinates work activities with peers
Develops plans and delivers results in fast changing business
Manages large, complex or international accounts in a medium to large
territory
Uses best practices and knowledge of internal or external business issues
to improve products or services
Is accountable for the performance and results of the sales function in an
extremely large market
Develops, adapts and executes functional or departmental strategy to
achieve key business objectives in area of responsibility
Develops and implements new and innovative approaches to the sales
process, including account management and resource utilization
Leads projects or initiatives that extend beyond the sales organization
Supervision Given & Received
Works under close supervision
Has no related work experience
Has limited or no direct contact with customers and no authority
for negotiation
Has structured direct contact with clients and limited authority for
negotiation
Works with a limited degree of supervision
Informally guides Trainees and support staff
Exercises limited supervisory authority
Has limited discretion to vary from established procedures
Guides and supports junior team members; may assist in their
formal orientation and training
Decisions are guided by by policies, procedures ad business plan.
Relies on manager to provide planning and manage resources
Has moderate opportunity to conduct initial discussions on
business terms
Decisions are guided by policies, procedures and business plan,
receives guidance from Head of Department
Provides functional guidance to employees, colleagues and/or
customers
Has high level of authority/opportunity to negotiate terms of
business
Provides leadership to managers and professional staff
Decisions are guided by resource availability and departmental
objectives
Works independently, with guidance in only the most complex
situations.
Leads an entire business segment
