Sales Manager
0ROLE_0007
Task Field
The sales manager is responsible for planning, organizing and implementing the sales strategy. They manage overall sales objectives and global sales profitability, and oversee the whole sales force and/or distributors. As well as reviewing the sales activities of their representatives, they also perform their own.
The sales manager has to coordinate budgets, forecasts, and reports on products and pricing trends. She or he can use the Business Warehouse information system to monitor the sales pipeline, sales portfolio and sales budget by evaluating queries for sales performance and information. The manager is also able to track any customer complaints.
Structure
Tasks in Business Information Warehouse
The sales manager monitors and evaluates global information about sales within sales areas. Business Warehouse makes this information available in workbooks. Every task corresponds to a cluster from one or more workbooks, which contain several queries that yield the relevant information. As the sales manager has to fulfill several tasks, these are grouped together logically into task areas (subchannels).
The following workbooks are available for the sales manager's tasks:
Quotation Processing
Task (Cluster) |
Workbook |
Quotation information and tracking |
Quotation success rates per sales area Quotation tracking per sales area General quotation information per sales area |
Order Processing
Task (Cluster) |
Workbook |
Incoming orders |
Monthly incoming orders and revenue Sales values Billing documents Order, delivery and sales quantities |
Faultless sales order processing |
Fulfillment rates Credit memos Proportion of returns to incoming orders Returns per customer Quantity and values of returns |
Product |
Product analysis Product profitability analysis |
Delivery
Task (Cluster) |
Workbook |
Delivery delays and processing times |
Delivery delays per sales area Average delivery processing times |
Analyses and Comparisons
Task (Cluster) |
Workbook |
Volume/Costs |
Sales/cost analysis Top customers Distribution channel analysis Product profitability analysis |
Deliveries |
Weekly deliveries Monthly deliveries |
Incoming orders |
Incoming orders analysis Sales figures comparison Returns per customer Product analysis Monthly incoming orders and revenue |
Administrative and Management Functions
Task (Cluster) |
Workbook |
Cost center |
Cost center: Plan/Actual/Variance |
Controlling for the cost center |
Order: Plan/Actual Variance |
Area |
Cost center: Hit list of actual variances |
Human resources |
Cost center: Headecount and staffing changes based on capacity |
Integration
The sales manager receives information for analyzing sales at a global level, as well as information relevant for their management functions, whereas the customer service manager evaluates detailed information about individual customers.