ADANI INSTITUTE OF

INFRASTRUCTURE MANAGEMENT
AHMEDABAD, GUJARAT

HUMAN RESOURCES MANAGEMENT

A JOB DESCRIPTION SHEET AND JOB ANALYSIS SCHEDULE

OF SENIOR MANAGER

DATE: 20th Feb 2017

Submitted by:
Dheer Patel (15)

Submitted to:
Dr. JALLAVI PANCHAMIA
Job Title: Sales and Marketing Manager Job Code: JFK529
Recommended Salary Grade: Exempt/Non-Exempt Status: Non-Exempt
Job Family: Sales and Marketing EEOC:
Division: Higher Education Reports To: CEO
Department: In House Location: Mumbai
Date: 25 February 2017

Summary
The   title   of   senior   manager   is   often   found   in   large   organizations   with   multiple   layers   of
management. A senior manager has responsibilities and authority broader in scope than a front­
line manager and typically reports into a director or general manager level role. 

Scope and Impact of Job

Supervisory Responsibilities: The Person in this position is responsible for supervising the
sales and marketing department.
Dollar Responsibility:
The person in this position is responsible for generating approximately $4 million in revenue, for
meeting operating budget of approximately $6000, and sampling budget of approximately
20,000 units.

Require Knowledge and Experience

 Experience in managing and directing a sales team.
 Relevant product and industry knowledge.
 Experience with relevant software applications.
 Business degree or related professional qualification.
 Experience in all aspects of planning and implementing sales strategy.
 Technical sales skills.
 Proven experience in customer relationship management.
 Knowledge of market research.

Primary Responsibilities
 Monitor the achievement of sales objectives by the sales team.
 Liaise with other company functions to ensure achievement of sales objectives.
 Evaluate performance of sales staff.
  Provide feedback, support and coaching to the sales team.
 Plan and direct sales team training.
 Assist with the development of sales presentations and proposals.
 Co-ordinate and monitor online sales activity.
 Investigate lost sales and customer accounts.
 Develop a sales strategy to achieve organizational sales goals and revenues.
 Set individual sales targets with sales team.
 Delegate responsibility for customer accounts to sales personnel.
 Co-ordinate sales action plans for individual salespeople.
 Oversee the activities and performance of the sales team.
 Ensure sales team have the necessary resources to perform properly.
 Track, collate and interpret sales figures.
 Forecast annual, quarterly and monthly sales revenue.
 Generate timely sales reports.
 Develop pricing schedules and rates.
 Formulate sales policies and procedures.
 Help prepare budgets.
 Control expenses and monitor budgets.
 Maintain inventory control.
 Conduct market research and competitor and customer analysis.
 Analyze data to identify sales opportunities.

Submitted By: Dheer Patel Date: 21/2/2017

Approval: Date:
Human Resources: Date:
Corporate Compensation: Date:
 Job Analysis Schedule

1. Established Job Title: Marketing

2. Ind. Assign:
3. SIC Code and Title:
4. Job Summary:
They are responsible for plan, direct and coordinate marketing policies and programs,
such as determining the demand for products and services offered by a firm and its
competitors, and identify potential customers
5. Work Performed Ratings:
Worker Functions

Data People Things

2 5 1
 Job Analysis Schedule

1. Established Job Title: Selling and Managing Stock Sales

2. Ind. Assign:
3. SIC Code and Title:
4. Job Summary:
The Sales Manager will be responsible in developing and managing an effective sales
team to successfully sell the product, thereby maintaining and enhancing the profitability
of the company. The Sales Manager position is of considerable importance to the
company, and highly motivated, energetic, and knowledgeable sales professional is
required.
5. Work Performed Ratings:
Worker Functions

Data People Things

2 3 2

Job Analysis Schedule

1. Established Job Title: Sales Strategy
2. Ind. Assign:
3. SIC Code and Title:
4. Job Summary:
They are responsible for making sales strategies to increase in sales and boosting revenue
of the company. They are also responsible for pricing strategies.
5. Work Performed Ratings:
Worker Functions

Data People Things

2 2 0