Supervisor responsibilities. Responsibilities of a supervisor and sales representatives

The word “supervisor” has long been firmly rooted in our vocabulary. We can say that it came to us along with “managers” and “promoters”, “merchandisers” and “HR”, and comes from the English word “supervise” - to observe. That is, a supervisor is a person who observes and supervises the work of other people, the accurate and timely completion of the tasks assigned to them.

If you analyze electronic job boards and labor exchanges, you will notice that most often supervisors are required in such areas as advertising, sales and merchandising. Let's take a closer look at each of these areas.

Sales Representative Supervisor

People in this profession most often work in large companies that sell various goods, distribution organizations, wholesale hypermarkets or manufacturing companies. Here the supervisor is considered a middle manager; he reports to the commercial director or the head of the sales department if the company is large.

In a wholesale organization with up to a hundred people, more than half of the employees serve as sales representatives. The territory covered by the wholesaler is divided into segments or areas. Each district is assigned a sales representative who travels his route every day, enters stores, and communicates with management. Each such employee has his own monthly sales plan, which must be fulfilled in order to receive decent payment for his difficult work, and a supervisor, whose job responsibilities are to ensure that the plans are implemented.

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How to become a supervisor?

This profession cannot be learned at university . Like secondary specialized education, it can only help you quickly make a career and achieve success in this field.

The best supervisors are made from line employees : promoters, merchandisers, sales managers. Experience working “in the fields” allows you to efficiently organize the work of other people, since a person is already familiar with the peculiarities of the work and knows how to solve the most common problems.

Leadership qualities, initiative and responsibility, the ability to communicate with a large number of people and gain authority in their eyes are important.

doesn't take much for a successful promoter to become a successful supervisor . Trainings and advanced training courses , which are often conducted by the company itself, can be useful in your work

A higher education in management or law will be a huge plus, but it will be useful, rather, for further growth in the profession.

Responsibilities of a Sales Representative Supervisor

He is attached to a group of five to seven “trades”. The job responsibilities of a sales representative supervisor are to supervise the work of his subordinates. The most responsible people call their subordinates every morning, making sure they show up for work on time. At the end of the working day, they communicate about the implementation of the day's plans.

Many companies have a sales department supervisor, whose responsibilities are to go “into the field” with sales representatives, observe their work, and correct mistakes made in the process of communicating with clients. The supervisor works very actively with a newcomer who has no work experience: using his example, he shows how to sell, enter into contracts with new clients and maintain good relationships with existing ones.

Often, supervisors' salaries consist of a fixed salary and a percentage of the total sales of the sales representatives assigned to them. The unpleasant possibility of being left “on a bare salary” is a great motivation, forcing you to often work overtime, because from time to time you even have to deal with collection visits in the evenings. The supervisor, together with his subordinates, has to collect overdue debts for shipped goods, sometimes even tracking down the debtor, since in most cases the goods are left at points for sale. Money must be collected one to three weeks after the goods are shipped. As it turns out, not all clients want to pay, and small firms do not provide a security service.

Since supervisors, by the nature of their work, periodically visit retail outlets, they know very well which products are in great demand and which ones are in less demand. Therefore, in many companies these specialists are involved in working on applications for product supplies. In small branches, the supervisor independently makes a request for delivery from the main warehouse. Large organizations have a purchasing manager specially invited for these purposes. He receives information about the required products from supervisors, after which he makes orders based on sales tables.

The supervisor has an interest in the correct preparation of applications, since if at the peak of demand the required position is not available, then the sales of his department will sharply decrease. For example, on the eve of the New Year holidays, there is a pronounced need from clients working with food products for children’s “small things”. These are chocolate eggs, chewing candies, chocolate, etc., especially a lot of sweets with the symbol of the coming year are ordered. If during this “velvet season” applications are drawn up biasedly, the commercial director and owner of the company will not spare anyone!

Let's return to the work of supervisors. Based on the size of retail outlets, their distance from the main office and the volume of supplies to stores, several types of employees can be distinguished. Let's consider them further.

What is the asking price?

A supervisor's salary directly depends on the company in which he will work. If we take an average assessment of the level of remuneration, then on average such specialists earn from $700 to $1,300 per month, although there is no maximum limit. However, it is worth understanding that the higher the salary, the more extensive the supervisor’s job responsibilities, but these tasks are quite feasible.

In addition, in such a position there is always the prospect of a rapid rise up the career ladder, for example, to branch director or even higher; everything will depend on personal desire to work, love for your profession and the desire to develop in this area. So the job of a supervisor is an excellent chance for people who want to build a successful career. In any case, such a position provides extensive experience in various fields of activity. This is the ability to manage and collaborate with people, set tasks and successfully complete them, which ultimately leads to the formation of valuable experience that will be useful in other professions.

"Networker"

He works with sales representatives who visit certain retail chains. He no longer needs to constantly contact his subordinates, but control, of course, is present. The functional responsibilities of a network supervisor are to negotiate with decision makers in these networks. Since in such stores all the goods that can be on the shelves are clearly listed, supervisors carry out rotation, that is, changing positions on the lists. All this must be carefully agreed upon and is often paid for by the company in which the supervisor works.

Often, a networker also has the responsibilities of a merchandiser supervisor, but this is done by a separate person if the company contains a large number of “merch.”

Who is a supervisor?

Even the most experienced director will not be able to effectively manage a team of several dozen or hundreds of people. In order to convey orders from superiors to subordinates and control their implementation, it is necessary to build a hierarchical structure: divide all employees into small groups and put a responsible person at the head of each of them - a supervisor.

What kind of profession is “supervisor”? This is the leader of a group of 5-15 people performing similar functions. The main responsibilities of the supervisor are the distribution of tasks among team members, monitoring the achievement of set goals and the generation of reporting, on the basis of which higher management draws conclusions about the effectiveness of the unit. In other words, a supervisor is a link between enterprise managers and ordinary employees.

In the domestic labor market, trading companies know best who a supervisor is: in other industries, similar responsibilities are performed by other managers - managers, department heads, controllers. In the field of advertising and sales, supervisors coordinate the work of ordinary employees - merchandisers, promoters, sales representatives and sales consultants.

Responsibilities of a Merchandiser Supervisor

If a company has already achieved decent sales volumes, and its products are represented in most chain stores, many people think about their own merchandiser. This is a person who displays products on store shelves. It’s no secret: mastering the science of correctly arranging goods, you can increase sales several times.

Of course, large retail outlets have special staff who lay out incoming goods, arrange them beautifully, and monitor expiration dates. But it is much better to have your own merchandiser who will work only with “your” product. As soon as the idea of such an employee takes on a fairly clear outline, the need for recruiting arises, which is what the supervisor will do.

Types of supervisors

In addition to the general functions of quality control, the supervisor performs many others , which depend on the scope of his powers.

But in any case, he remains an intermediate link between the boss and ordinary performers.

Supervisor for promoters

Responsible for monitoring the execution of advertising campaigns.

Monitors the work of promoters : people inviting customers to product stands or handing out leaflets. Explains to them the methodology for working with clients, monitors the availability of advertising materials and orders them from the warehouse.

The supervisor can
select employees to work in his team.
Draws up a schedule for returning to work and timely replacement of sick employees.

The supervisor must be ready to replace a retired subordinate if there is no one to replace him.

As a rule, this is a person who has extensive experience as a promoter and has proven himself well, showing the talent of a leader and organizer .

Merchandiser's work

Having selected his future subordinates from the applicants, the supervisor brings them up to date: what they have to deal with, what the work schedule is, payment terms. Next, the merchandisers begin to perform their duties, and the supervisor, again, observes whether the employee adheres to the chosen route, whether he places the goods on the shelves correctly, and whether he monitors expiration dates. By the way, many ordinary buyers do not know that the freshest products are hidden back, and those goods whose expiration date is coming to an end are displayed in the most visible place. This is one of the main principles of merchandising.

Often, the responsibilities of a chain store supervisor include organizing promotions. But large companies that have a strong foothold in the domestic market prefer to outsource this important work to professionals - advertising or BTL agencies.

Supervisor job description sample

General section

The supervisor is hired and fired by the head of the company on the recommendation of the deputy. Sales Director
The supervisor reports to the deputy. Sales Director
A candidate for this position must meet the following criteria:
availability of personal vehicles and driver’s license category “B”;
Three years of experience in sales.
If the supervisor is temporarily absent (vacation, unforeseen circumstances, etc.), then he is replaced by another specialist appointed by the deputy. Sales Director
The supervisor is required to understand:
profile quality standards;
theoretical foundations of management, advertising and marketing;
the main parameters of the goods sold;
factors influencing the sale of promoted goods;
features of the product range;
parameters for processing settlements in trade;
principles of maintaining relevant document flow;
modern principles of merchandising;
methods of claim work;
methods for resolving disputes;
modern sales techniques;
features of the activities of the main partners of the company;
sanitation standards, labor protection and fire safety regulations;
methods for assessing the performance of subordinates;
ways to use software in trading activities;
algorithms for interaction with company partners.
The supervisor focuses on:
company documentation;
instructions sections.

Functions

The supervisor solves the following tasks:

Provides guidance to agents and promoters.
Communicates sales plans to subordinates.
Consults subordinates within the boundaries of his official competence.
Informs subordinates about planned marketing activities.
Checks that sales agents have promotional materials, samples, and advertising brochures.
Participates in the development of routes for sales agents.
Monitors the workload of subordinates and their compliance with work schedules.
Participates in resolving disputes with clients.
Responsible for the correctness of profile documentation in his field of activity.
Prepares reports in accordance with company guidelines.
Informs the deputy. sales director about the current situation and problematic issues.
Provides training for newcomers to participate in implementation processes.
Monitors the correctness of revenue delivery by subordinates.
Monitors the inventory situation of goods sold.
Conducts preparatory work for the implementation of product new products.
Monitors compliance by subordinates with the rules for the sale of goods.
Observes fluctuations in customer demand for product items.
Ensures that subordinates comply with sanitation standards, labor discipline, and relevant safety rules.
Monitors the correctness of pricing policies for product groups sold.
Participates in sales planning together with the deputy. sales director and other supervisors.

Responsibility

The supervisor may be responsible in the following situations:

For offenses committed in the performance of official functions - in the order given in the sections of administrative, labor and criminal legislation.
For failure to fulfill one’s professional duties - within the boundaries established in labor law and internal documents of the company.
For causing material damage to the employer - within the limits prescribed in the provisions of the relevant legislation.

Rights

The supervisor is endowed by the company with the following capabilities:

Receive from employees the information necessary for the high-quality performance of job functions.
Monitor the performance of subordinates.
Suggest measures to improve trading activities to company managers.
Participate in company management meetings dedicated to trading processes.
Endorsement of documents on trade operations within the limits of official competence.
Receive raises and bonuses as you meet performance indicators (KPIs).
Offer personnel decisions for subordinate specialists to the company's management.
At the expense of the employer, undergo professional training in accordance with the rules of the company.
Receive compensation from the employer for expenses for gasoline and cellular communications within the limits specified in the relevant internal rules.

What is a promotion

Often in supermarkets, beautiful girls-promoters offer us to try a piece of cake or give us useful and not so useful gifts, stand near the shelf with shampoos and persistently offer to try one of those presented, or simply give us a leaflet with some advertising information.

In this situation, we become participants in the promotion: we ask, try, eat or drink. In order for the promotion to be successful, the supervisor of the promoters must work. In this case, he is no longer a middle manager, but an ordinary working unit subordinate to the advertising project manager.

Supervisor rights

Due to the fact that a group of people is subordinate to the supervisor, he has the right to:

Access to personal files of employees;
Obtaining information from the accounting department regarding the terms of remuneration of employees and other financial issues;
Requiring management to provide appropriate organizational and technical conditions for the successful work of employees;
Participation in the development of company plans;
Making proposals to reward distinguished employees.

Promoter casting

When applying for the position of supervisor at an advertising agency, it is necessary to clarify whether they require a person with a personal vehicle, since the payment for the work depends on whether the applicant has a personal car. Unlike supervisors, this employee often does not have a salary, his payment is hourly, since most promotions take place during peak hours, and the rest of the day the person has the opportunity to do his own thing: someone is a full-time student at the university, someone works in another place.

Often, the promoter supervisor begins his work in the project by assisting in the selection of personnel for the event. The most important qualities of promoters are beautiful, competent speech, lack of shyness and good appearance. Many companies make special uniforms for their promotions. Therefore, girls must be a “given size.” Most often, uniforms are ordered in sizes forty-two, forty-four and forty-six for girls, forty-six and forty-eight for boys.

Types of profession

The work of these people has its own characteristics and certain specifics.

Promoter supervisor - works on the promotion and promotion of products, organizes advertising events, designates a place for them and tasting, gives advice on advertising campaigns, and trains staff in the intricacies of sales. Controls the appearance of the employees entrusted to him, the availability of advertising printed materials at their disposal, recruits personnel, and draws up reporting documentation on his activities.
Merchandiser supervisor - resolves organizational issues, monitors the quality of work of subordinates. Responsible for the receipt of goods and advises consumers on all product characteristics. Tracks damaged goods and schedules new deliveries.
Sales agent supervisor - recruits staff, looks for clients, develops sales, accepts orders, controls the supply of goods to retail outlets. In addition, he must be able to resolve a conflict situation, organize marketing campaigns, work on sales performance, analyze product consumption and document product sales.
Sales department supervisor - conducts planning and analytical activities, directs staff to increase sales performance, discusses customer needs with store managers.

Each supervisor specializes in a certain type of activity.

Carrying out a promotion

Promoters who have passed the casting learn the promotional text that they will speak during work. The responsibilities of the promoter supervisor are to ensure that information literally pours out of their mouths. Before the start of the promotion, the supervisor negotiates with the retail outlets where the promotion is planned, and brings equipment there (for example, tables for tasting or stands for distributing samples). By this time, the entire form should already be in hand.

Typically the promotion lasts about four hours. An hour before it starts, the supervisor is already at work - delivering material to points: leaflets, products for tasting, gifts that are given for the purchase of certain goods, etc. Next, the supervisor’s task is to ensure the uninterrupted work of the promoters, deliver running out of materials, and make a photo report.

At the end of the promotion, all products and uniforms are collected from retail outlets, and a report is filled out. This is the end of the work of the promoter supervisor. This scenario will repeat itself with the start of the next campaign.

The main task of the supervisor

Regardless of the industry in which the supervisor works, it is possible to clearly define the scope of his responsibilities. The main task of any supervisor is to supervise the work of other employees. At the same time, he is not their boss and does not resolve personnel issues (disciplinary sanctions, promotions, dismissals, promotions).

A supervisory specialist controls exclusively the professional side of the activities of other employees. He can be compared to a foreman at a factory or construction site - he gives out instructions, controls the speed and quality of their implementation, but at the same time is not a boss in the literal sense of the word. He can rather be called a low-level manager.

Features of work

Comparing employment in different areas, we, of course, will find a lot in common in what is the responsibility of a supervisor, because the profession still has the same name. In all three cases, he organizes the work of certain groups of people, trains them, helps them master new knowledge and skills, and controls them. But a supervisor may have different job responsibilities and working conditions:

1. Work schedule. The supervisor of sales representatives, unlike his colleagues, necessarily works full time.

2. Remuneration system. A promoter supervisor almost always has an hourly wage, which increases if he works on his own vehicle.

What area do supervisors work in?

The English word “supervisor” can be translated as “observer” or “caretaker.” Now this is the name for an administrative position that involves monitoring the work of employees of an enterprise or organization.

Supervisors work in government agencies, educational and scientific institutions, a wide variety of business sectors and trade.

Depending on the area in which this specialist works, the list of his powers and responsibilities is adjusted. Of course, a supervisor at a university and at a retail chain perform different functions, although in the same direction. For the purposes of this article, we will look at the responsibilities of a sales representative supervisor, but this example can give you an idea of the content of the profession as a whole.

Supervisors work in government agencies, educational and scientific institutions, a wide variety of business sectors and trade.

Features of the supervisor profession

Willingness and ability to perform the tasks he requires of the people under his command.

Professional skills and abilities of a supervisor

Ideally, a representative of this profession should be able to plan work and predict the situation.

The manager must master negotiation techniques, understand the specifics of sales and market structure.

A supervisor is, first of all, a leader who must teach the team to obey him.

Personal qualities of a supervisor

Managing people is an art.

It is necessary, first of all, to have the makings of a leader, to have communication and creative skills, as well as organizational abilities.
The position of a supervisor is characterized by a non-standard approach to a situation, the ability to analyze, and the ability to plan a work process.
A manager must be demanding not only of others, but also, above all, of himself, master business ethics and the basics of psychology, have a quick reaction, and instantly perceive innovations.

Work involves the need to constantly be on your feet, so you need to be active and energetic on top of everything else.