Sales Manager

Description

Job Mission Plan, lead and control the Sales Department, ensuring high commercial performance, healthy inventory turnover and strategic alignment with the Purchasing Department, transforming sales data, customer service metrics and customer demand into decisions that maximize revenue, margin and financial efficiency. Position in the Organizational Structure * Reports to: Executive Board / Board of Directors * Directly supervises: * Inventory Supervisor * Sales Coordinators/Team Leaders * Directly interacts with: * Purchasing * Logistics * Finance * Marketing (when applicable) Leadership Scope * Sales Representatives * Inventory Supervisor * Warehouse Staff (indirectly) * Strategic interface with Purchasing MAIN RESPONSIBILITIES 1️ Strategic Sales Management * Set sales targets per store, team, sales representative, category and product * Monitor average transaction value, conversion rate, product mix and margin * Ensure execution of commercial strategies at point of sale 2️ Product Mix & ABC Curve Management * Analyze ABC curve by: * Product * Brand * Category * Store * Ensure commercial focus on Products A and B * Reduce excess inventory 3️ Inventory Turnover & Aging Control * Monitor average time products remain in inventory * Identify: * Slow-moving products * Idle products * Products at risk of obsolescence * Propose commercial actions to accelerate turnover 4️ Idle and Obsolete Products * Establish clear criteria for: * Idle product * Obsolete product * Define action plans: * Targeted promotions * Inter-store reallocation * Commercial kits * Recommendations for purchase blocking 5️ Sales Representative Performance * Evaluate individual and collective performance: * Average transaction value * Conversion rate * Sold product mix * Lost sales * Ensure standardized customer service and proactive product offering * Develop sales representatives as consultants, not just order-takers 6️ Unfulfilled Sales (Losses) * Map lost sales by: * Stock shortage * Missing brand * Insufficient offer * Lack of training * Quantify the financial impact of losses * Generate reports for structural correction 7️ Market Intelligence (Voice of the Customer) * Collect and analyze: * Recurring unfulfilled requests * Requested brands * Products substituted due to stockouts * Consolidate this information as a decision-making basis for purchasing 8️ Real-World Validation of the Purchasing Department * Verify whether purchased products: * Sell * Turn over within the appropriate timeframe * Maintain adequate inventory depth * Recommend: * Purchase reductions * Brand substitutions * Controlled testing of new products * Act as a technical filter to prevent financial waste 9️ Management Reporting Responsible for generating and presenting: * ABC Curve (monthly) * Inventory turnover and aging (weekly) * Idle/obsolete products (biweekly) * Sales representative performance (monthly) * Lost sales (weekly) * Recommendations to Purchasing (monthly) PERFORMANCE INDICATORS (KPIs) * Average inventory turnover * Reduction of products older than X days in inventory * Growth in average transaction value * Reduction in lost sales * Inventory ROI * Revenue per SKU * Performance per sales representative DESIRED TECHNICAL PROFILE Education * Business Administration, Commercial Management, Production Engineering or related fields Key Skills * Management of large teams * Strong analytical capability * Proficiency in ERP systems and reporting tools * Experience handling large SKU volumes * Retail and inventory knowledge Complementary Skills * Firm, technically grounded leadership * Methodical accountability management * Clear communication with Executive Board and Purchasing * Data-driven decision making Employment Type: Full-time CLT Salary: R$4.302,72 – R$4.733,00 per month Benefits: * Fuel allowance * Meal allowance * Food voucher