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Publication date: 06.05.2024
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Sales personnel: how to avoid mistakes in the titles of employees
Trade is the most widespread type of economic activity, therefore workers of various trade professions can be found in almost all settlements of Ukraine. A large number of HR personnel of trade enterprises, managers of small businesses (private enterprises) and/or their accountants or secretaries, who are entrusted with HR issues at small enterprises, where there are often no separate personnel services.
The main professions in the field of trade, which are provided for by the National Classifier of Ukraine DK 003:2010 "Profession Classifier" (hereinafter - KP) and which should be used when drawing up personnel documentation, can conditionally be divided into professional groups of managers, specialists, technical employees and workers.
Today, the following main job titles are provided for trade managers in KP:
• 1224 — Head of a retail trade enterprise; reinstatement lawyer
Head of the market;
Head of the section;
• 1314 — Director (head) of a small trading firm;
Store manager;
• 1451 — Manager (manager) in trade in vehicles;
• 1452 — Manager (manager) in wholesale trade;
• 1453 — Manager (manager) in retail trade of household and non-food goods;
• 1453.1 — Manager (manager) in retail trade of household goods and their repair;
• 1453.2 — Manager (manager) in retail trade of non-food products;
• 1454 — Manager (manager) in retail trade of food products;
• 1475.4 — Supply manager;
Sales manager.
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Below are the qualifications and responsibilities for the position of "Non-Food Retail Manager".
MANAGER IN RETAIL TRADE OF NON-FOOD GOODS
(qualification characteristics not published)
Tasks and responsibilities (among others)
Organizes, plans and coordinates the activities of non-food retail outlets, aimed at increasing the volume of sold goods, reducing terms and costs for conducting trade operations, and improving the quality of customer service.
Prepares applications for the delivery of goods from the warehouse to various points of retail trade, monitors the rhythm of their arrival and compliance with the submitted applications. Ensures rational use of retail space in retail outlets.
Takes measures to speed up the circulation of goods at retail outlets, eliminate product losses. Manages the personnel of retail outlets, clearly distributes tasks, duties and responsibilities among its various categories, evaluates its work, promotes the improvement of its qualification level. Provides employees of retail outlets with uniforms (according to relevant standards) and special clothing that meets sanitary and aesthetic requirements.
Ensures the placement of employees at various work stations and retail outlets, taking into account the rational division of labor, their qualifications and psychophysiological characteristics; creates favorable conditions for revealing their creative initiative, achieving high work results and increasing labor productivity. Ensures the proper attitude of the personnel of the retail outlets to the buyers of goods in accordance with the current standards, the correctness of the calculations with them, and also monitors the satisfaction of the buyers with the service and assortment of the goods.
Develops projects of job (work) instructions for employees of retail outlets and submits their projects for approval to a private entrepreneur. Promptly examines customer complaints, takes measures to eliminate violations and deficiencies in the work of employees of non-food retail outlets.Conducts marketing research, organizes the study of customer demand for various groups of goods and their individual brands, determines current trends in this area, potential volumes of goods that can be sold through retail outlets, as well as the consequences of trade operations of the main competitors for the activity of retail outlets. Ensures, in cooperation with other relevant employees, the availability of the required quantity and assortment of goods at retail outlets, monitors its storage conditions, and takes measures to prevent the sale of expired goods.
Controls availability of quality certificates and other necessary documents for different groups and batches of goods at retail outlets. Maintains accounting and reporting, statistical and other prescribed documentation, controls the preparation of reports and their timely submission by employees of retail outlets. Ensures and monitors the storage of commercial secrets by employees of retail outlets in accordance with the Regulations on Commercial Secrets.
Controls the conditions for storage and proper collection of funds received from the sale of goods. Ensures the availability of the necessary commercial and technological equipment in retail outlets in accordance with the recommended norms and requirements for occupational safety and environmental protection; monitors its serviceability and compliance by the staff of retail trade points with the rules of its operation. Controls the display and placement of goods at points retail trade in accordance with the principles of merchandising, as well as the presence of advertising materials in recommended places for the goods that are sold.
Evaluates the efficiency of labor activity of employees of retail outlets and prepares submissions regarding their material and moral encouragement. Monitors the sanitary and technical condition of trade premises in accordance with the requirements of sanitary norms and rules, the orderliness and cleanliness of the adjacent territory, the observance by employees of retail trade points of the rules and norms of labor protection, fire safety, industrial sanitation and personal hygiene, their timely passage in the established order (in case needs) medical examination.
Qualification requirements
The second (master's) level of higher education in the field of training (field of knowledge) "Management". No work experience requirements. Or the second (master's) level of higher education in other areas of training (fields of knowledge), professional work experience in the relevant fields of activity - at least 2 years, and postgraduate education in the field of "Management" training.
Personnel should not forget that "managerial" positions, according to the norms of the national system of professional classification, are the positions of managers. Therefore, it is possible to apply such positions and hire employees to perform the duties of different managers, provided that these employees will exercise managerial authority in relation to other employees (that is, they will have subordinate employees).
Pay attention! The CP does not provide for such a professional job title as "Sales Manager", which is often used in practice. But if we take into account the job duties that are most often performed by "sales managers", then they most closely correspond to the qualifications of a "Sales Manager". Accordingly, instead of the title of the position in personnel documents "Sales Manager", the position name "Sales Manager" should be us
