B2B is the sale of goods or services from one legal entity to another. The job description of a B2B manager will have some features. Let's consider them in more detail.
Responsibilities of a B2B Sales Manager
The list of duties of this specialist is determined by the direction of the company's activities.
Example 1. A small company sells business owner database semiautomatic welding machines. Its sales department has only a few employees, they support the client at all stages of the transaction. In particular, the manager must be able to demonstrate the operation of the mechanisms. Accordingly, his duties include delivery and demonstration of samples, helping the client choose the right tools for his business.
Example 2. An IT company provides a cloud service to corporate lawyers. It is characterized by the division of functions between sales specialists: in particular, some managers maintain a cold base, i.e. find the target audience and ensure receipt of initial applications. They are not required to process incoming calls and negotiate with regular customers; their main task is to determine audience requests and process the cold base.
Responsibilities of a B2B Sales Manager
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When it comes to general managers, they most often perform the following main functions:
make cold calls, conduct negotiations;
find solutions for the client company;
keep the consumer in the sales funnel;
process incoming requests;
control the shipment of goods or provision of services;
work with the existing client base;
generate price lists, invoices, and reports;
ensure the implementation of signed agreements.
Your instruction may contain all or just some of the listed duties. When developing a document, it is necessary to take into account the specifics and needs of the business, even when you take a ready-made sample of the sales manager job description. Simply copying any version from the site is not the best solution.
If you don't pay attention to this document, the sales people you hire will start to view it as an unnecessary formality. They will have little idea of what they are supposed to do and what they are responsible for. As a result, they will focus on minor tasks and show little diligence in solving important ones.
To ensure that a future employee is set up for productive work in your team, avoid vague terms in the text of the instructions, demand only what you actually expect from the manager. That is, if you need a cold calling specialist, then write literally - "cold calls", and not template phrases like "work with potential clients". This will make it easier for the employee to understand his mission and capabilities.