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:
Bhavik Nasit (11)

Submitted to:
Dr. JALLAVI PANCHAMIA
 Job Title: Senior Manager Job Code: SM4562
Recommended Salary Grade: Exempt/Non-Exempt Status: Non-Exempt
Job Family: Sales and Marketing EEOC:
Division: Higher Education Reports To: Director of Marketing
Department: In House Location: Bangalore
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 $3 million in revenue, for
meeting operating budget of approximately $5000, and sampling budget of approximately
15,000 units.

Require Knowledge and Experience

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.
Experience in managing and directing a sales team.
Relevant product and industry knowledge.
Experience with relevant software applications.

Primary Responsibilities
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.
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.
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.
Develop promotional ideas and material.
Attend trade meetings and industry conventions.
Cultivate effective business relationships with executive decision makers in key
accounts.
Submitted By: Bhavik Nasit Date: 20/2/2017
Approval: Date:
Human Resources: Date:
Corporate Compensation: Date:
 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
 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