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revenue amount in rubles for the period;

comparison with target indicators;

analysis of sales dynamics compared to previous periods.

Number of attracted clients:

number of new key features of paytm customers per month, quarter, year;

comparison with the plan's target indicators;

analysis of the effectiveness of measures to attract new customers.

Average bill:

average order/purchase price;

dynamics of changes in the average bill;

comparison with target indicators.

Percentage of plan fulfillment:

comparison of actual sales volume with the pre-established one;

percentage of plan fulfillment by category: product line, regional sales, sales department specialists;

analysis of the efficiency of the sales department as a whole and of each employee.

Staff turnover:

the number of specialists who left and were hired by the company;

percentage of staff turnover per month, quarter, year;

dynamics of the indicator and its impact on the work of the sales department.

KPI ROP

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Reporting requirements
Sales reports for the month:

summary table for the sales department for the period;

regional report;

product line summary;

report on each specialist of the department.

The ROP reporting must include:

information on sales volumes (number, amount);

percentage of plan fulfillment;

sales dynamics compared to previous periods;

rating of products, regions, sales department specialists.

Notification deadlines:

The ROP must submit reports to the director in the first week of the month following the reporting month;

The notification period may be extended upon agreement with management.

The ROP provides reports to the following officials:

CEO;

commercial manager;

Deputy ROP (for review).

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Cooperation within the company
With the Marketing Department:

coordinates the strategy of marketing promotion and advertising campaigns;

requests analytical information on the market, competitive products, and customers;

provides information for analytics and planning.

With the logistics department:

coordinates supply plans and stocks;

monitors the timely shipment of goods;

forecasts sales volume for purchasing planning.

With the accounting department:

sending primary documentation for orders;

obtaining information on payment of bills, accounts receivable;

coordination of discounts, installments, returns of goods;

organizing departmental meetings on strategic, tactical and problematic issues;

prompt resolution of emerging issues.

In this way, interaction between all divisions of the company is carried out.

Cooperation of the ROP within the company

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Substitution during the absence of the ROP
The head of the sales department is replaced by his deputy, who solves the following tasks during the vacation of this official:

supervises the operational activities of the sales department;

makes tactical decisions;

solves current problems;

strategic and financial issues are coordinated with the head of the company by email, telephone or with the company director.

during sick leave ROP:

replaces it under the same conditions as those specified above;

if the ROP is absent for a long period, then this specialist can be appointed as acting;

The deputy is granted the same rights as the ROP and bears personal responsibility.

Substitution during periods of illness or vacation ensures the smooth operation of the department.

Possibility of revising the job description of the head of the sales department
The document may be revised annually on the following grounds:

new strategy and goals of the company;

modernization, implemented technological processes;

adjustment of the staffing schedule and functions of employees;

identification of shortcomings in professional activities.

The procedure for making amendments to the job description:

initiative put forward by the company's manager or HR department;

coordination with the legal department;

approval by the CEO;

familiarization with the amendments (information is posted on the company’s internal portal, the employee signs the regulations);

explanation by the director at the general meeting of the organization;

storing previous versions of the sales manager job description to track any adjustments made.

The revision of the document ensures that the powers and responsibilities of the ROP in the company are up-to-date.


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