Luke Ige 2/13/2022

Recruitment and Selection

Introduction

The recruitment and selection process aims to identify the best candidate for the position. The recruitment can be made internally, or the position is advertised using the Newspaper. Selecting the final candidate will include steps such as preliminary interviews, medical checks, and the final interview. The candidate identified should be competent and meet the given criteria in the job posting.

Recruitment Sources

The regional sales manager will be recruited using two major sources. The first is internal recruitment using the available sales managers in the organization. There are 20 sales managers in the company who understands the working and the development of the sales. Thus, this is a cheaper alternative to recruitment because it uses little financial resources (Hamza et al. 10). Secondly, these are people who understand the company culture and can deliver exceptional results. The internal recruitment process is also better because initial training is unnecessary, and there is better control of the activities within the company. The second strategy is recruiting the regional sales manager through Newspaper advertisement. The vacancy in the position is notified through an advert (Abbasi et al. 2438). It indicates the qualifications expected, previous experience, and the salary offered. The interested individuals are then asked to apply. The method is effective because it ensures only qualified individual submit their applications. It also ensures proper management of the advertisement costs because this method is cheaper. The Newspaper advertisement also reaches the desired people, exposing the company to a great talent pool.

Selection Process

The selection process involves weeding out the misfits from the eligible group of candidates. It matches the job specifications with the candidates' qualifications. The first step will be to sort the applications to determine those that meet the minimum qualification. It includes rejecting all blank applications, lacking references, or do not have the said qualifications and experience. The second step is to carry out the preliminary interview. It is an important part of the selection procedure. The panel of experts will determine the number of the applicants to be called for the interview, and they are notified (Rozario, Sitalakshmi Venkatraman, and Adil 35). The preliminary interview aims to eliminate the applicants to a manageable number by understanding their understanding of the job role. The final interview requires seven competent and able to achieve the set objectives.

The third step in the selection process is psychological testing. It is an additional tool kit for the selection process. These tests use the theory that sampling can forecast human behavior (Eva 33). The tests are simulated to make the applicants react, and their reactions are considered part of their behavior. The selection process for a regional sales manager will use the personality and the aptitude tests (Paillé 17). The fourth step is the medical examination. It is the process of confirming the candidate's physical fitness and determining whether they have a condition that can hinder them from performing. The regional sales manager is demanding; hence, the individual should be fit.

The candidates who cross the above steps will proceed to the final interview. The selection committee selects the seven most qualified candidates for the position. The final interview will include the following questions.

1. How would you train the new sales managers?

2. How will you motivate the sales managers in all the 20 locations if they are underperforming?

3. How would you ensure the stores maintain the legal requirements to avoid conflicts?

4. Suppose the company is launching a new product. Please walk us through the sales development process you would design for the project.

5. This job requires a lot of travel, coordination, and bookkeeping. Are you ready to give up your free time for company operations/

6. What data do you need to prepare quarterly and annually to enhance the stores' performance?

7. What is your experience with sales forecasting tools, and how effective can you be in ensuring they remain as accurate as possible.

Job Posting

Job Title: Regional Sales Representative

Job Description: A successful organization looking for a competent individual who can manage the 20 stores in the region.

About the company: the company is involved in selling electronics across the United States. Founded in 1986, the company serves the customers' needs and ensures they receive the best electronics for their needs. More attention is paid to the changing needs of the consumers, and personalized services are meant to give the company a competitive advantage in the market.

Qualifications for Regional Sales Manager: the regional sales manager should have special skills in communication, experience in working in this field for three years, and a bachelor's degree in any field that relates to the position. S/he should also be detail-oriented, knowledgeable in computer programs, and a leader.

Ready to apply? If this job sounds like a fit for you, visit the company website at www. electronics company.com to apply. Good luck!

The posting meets legal compliance because it provides the necessary information to potential employees. It is also attractive because it provides the requirements and the expected performance of the candidates.

Conclusion

In conclusion, the selection process is sufficient because it provides all the information required for the employees to be recruited. The employees need to be selected from a pool that is competent to have the best. At the same time, the process should not be strict about locking out some potential candidates from fitting in. not following this selection process can inconvenience the organization by making a poor decision on the right candidate.

Works Cited

Abbasi, Saliha Gul, et al. "Examining the relationship between recruitment & selection practices and business growth: An exploratory study." Journal of Public Affairs (2020): e2438.

Rozario, Sophia Diana, Sitalakshmi Venkatraman, and Adil Abbas. "Challenges in recruitment and selection process: An empirical study." Challenges 10.2 (2019): 35.

Paillé, Pascal. "Green recruitment and selection: an insight into green patterns." International journal of manpower (2019).

Hamza, Pshdar Abdalla, et al. "Recruitment and Selection: The Relationship between Recruitment and Selection with Organizational Performance." International Journal of Engineering, Business and Management 5.3 (2021): 1-13.

Eva, Tamanna Parvin. "Recruitment and selection strategies and practices in the private sector commercial banks of Bangladesh: Evidence from human resource practitioners." European Business & Management 4.1 (2018): 28-38.

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Job Description Template

Introduction

The regional sales manager is an individual who takes care of the regional sales. The major responsibilities inclue making sure the different stores meet their sales targers, training the managers, and keeping accurate records showing the sales in the region. Thus, it is important for a regional sales manager to have a Bachelor’s degree in Marketing or any field that is related. The regional sales manager should also have experience of three or more years working as a sales manager in a big organization. the skills are essential in ensuring proper attainment of the goals.

Job Title: Regional Sales Manager

Reports to: Vice President Sales and Marketing

Job purpose

The rapidly expanding cosmetics company is looking for a self-driven and experienced regional sales manager responsible for ensuring the American region hits the sales targets. There are 20 stores to be overseen now, with plans of expansion to 30 underway. The duties will include planning, managing budgets, strategic development, and supporting the regional sales team. Qualified candidates should have a bachelor's degree and three years of experience in sales in a managerial position.

Duties and responsibilities

Ensuring the sales teams reach the set goals

The regional sales manager is supposed to oversee all the sales activities of the sales team in the region. Thus, s/he will be responsible for reviewing the stores' sales reports from the managers, identifying the performance gaps, and making recommendations on the necessary changes (Sleep et al., 2020). The goal will be to ensure all the sales team reaches their sales goals at a particular time. S/he will also be responsible for ensuring the teams in the region remain motivated and focused on reaching the company's set goals.

Setting the short-term and long-term goals

The company focuses on developing its competitiveness through increased market potential. The Regional Sales Manager will be responsible for setting the short-term goals for the sales teams and the targets they should meet. It includes selling goods worth $300,000 within two months for each store. The long-term goals include increasing sales to other American countries such as Brazil.

Overseeing the ordering and shipment in the region

The regional Sales Manager is responsible for managing the demand and supply of the company products in the area. S/he will ensure there is no low supply of products not to meet the customer demands (Badrinarayanan et al., 2019). The Regional Sales Manager will also be responsible for ensuring the shipment of the customer order takes place within the stipulated time.

Mentoring managers in the region

The Regional Sales Manager understands the goals and objectives of a company in a given region. Thus, s/he will be responsible for mentoring the new sales managers in all the stores in the region. The aim will make the new team understand their roles and responsibilities and align their goals with those set in the regional offices.

Planning and executing the training for the members of the staff and management

The Regional Sales Manager will be responsible for identifying the gaps in performance in the employees. Through the recommendations of the stores' sales managers, s/he will be responsible for designing and executing the training programs that align with the existing goals and objectives. The staff and the management will work to achieve the goals set by the Regional Sales Manager. Training will be an effective way of enhancing their performance.

Overseeing the sales and promotions

The Regional Sales Manager will be responsible for ensuring the region meets the set objectives for sales. Thus, s/he will be responsible for ensuring the special promotions in the area go through. These are supposed to create awareness of the new products and help retain the existing customers.

Providing the stores with leadership on hiring and retention

The sales manager will be the link between the headquarters and the region. S/he will be responsible for providing the right leadership for the sales managers and the entire management in the stores. Additionally, s/he will be responsible for approving recommendations for new hires and strategies for employee retention.

Resolving customer complaints

The customers will be the main focus of the Regional Sales Manager. S/he will be responsible for receiving, evaluating, and resolving customer issues and complaints (Peesker et al., 2022). These include delays in deliveries or quality problems raised by the customers.

Qualifications

Education and Work Experience

The Regional Sales Manager should be an individual who holds at least a bachelor's degree in marketing, statistics, sales, or any other related field. These should be accompanied by at least three years of relevant experience in sales as a sales manager in a recognized company.

Certification

Having a certification will be an added advantage for the candidates. Such certifications include Certified Sales Leadership Professional from the National Association of Sales Professionals. Having a certificate in Certified Sales Executive will also be considered an added advantage.

Skills

The Regional Sales Manager will require a range of skills to perform effectively

Leadership Skills

As a Regional Sales Manager, one must be a leader who is responsible for motivating the sales teams for optimal performance. As the leader, it is important to develop the sales team to form their initiatives (Plank et al., 2018). Some of the aspects of keeping the teams motivated include organizing special events and ensuring they receive ongoing training to remain competent.

Organizational Skills

The Regional Sales Manager has several duties to execute, including budgeting, forecasting, and training. S/he is responsible for coordinating, mentoring, and supporting the sales team across the region. Organizational skills ensure the schedules are well maintained to keep the teams focused.

Communication Skills

The regional sales office works with senior management and the customers. Thus, good communication skills are required to pass messages to the other sales team effectively. Conflict resolution is necessary to deal with challenging clients and team members.

Competent Knowledge in Finance

The regional office keeps all the records from the stores and determines their performance. The manager should thus be able to identify whether the teams are meeting the set standards and goals in sales.

Working conditions

The sales manager will be expected to work long hours to ensure the regional sales add up with the expectations. It includes attending special training on weekends to ensure they meet with all the teams in the region. It will also involve working with challenging clients.

Conclusion

In conclusion, the job description provided is effective to be used because it provides for all the needs of the employee. It can attract the employees because the set conditions are attainable. The experience for the regional manager is set at three years to attract the new talent that is able to change the aspects of sales in the company. The employee is also provided with a good working environment because they are supposed to ensure better working of the stores and supervise the managers. Thus, it is easier to coordinate the employees because the regional sales manager plays a role in their recruitment. Failure to use this job description may lead to bureaucracy and difficulties attracting the right people. It may also increase the chances of keeping the position open for a long time.

Direct Reports

The Regional Sales Manager supervises the store managers in all the 20 locations

Approved by: (click here to enter text)

Date Approved: 6th February 2022

Reviewed: (click here to enter text)

Ideally, a job description should be reviewed annually and updated as often as necessary.

A national organization agreed to post this policy on www.hrcouncil.ca as part of the HR Toolkit. Sample policies are provided for reference only. Always consult current legislation in your jurisdiction to create policies and procedures for your organization

References

Sleep, S., Dixon, A. L., DeCarlo, T., & Lam, S. K. (2020). The business-to-business inside sales force: roles, configurations and research agenda. European Journal of Marketing. https://www.emerald.com/insight/content/doi/10.1108/EJM-06-2018-0416/full/html

Plank, R. E., Reid, D. A., Koppitsch, S. E., & Meyer, J. (2018). The sales manager as a unit of analysis: a review and directions for future research. Journal of Personal Selling & Sales Management, 38(1), 78-91. https://www.tandfonline.com/doi/abs/10.1080/08853134.2017.1423230

Peesker, K. M., Kerr, P. D., Bolander, W., Ryals, L. J., Lister, J. A., & Dover, H. F. (2022). Hiring for sales success: The emerging importance of salesperson analytical skills. Journal of Business Research, 144, 17-30. https://www.sciencedirect.com/science/article/abs/pii/S0148296322000820

Badrinarayanan, V., Ramachandran, I., & Madhavaram, S. (2019). Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators. Journal of Personal Selling & Sales Management, 39(1), 23-41. https://www.tandfonline.com/doi/abs/10.1080/08853134.2018.1466308

MGMT2001

College of Online Education

Johnson & Wales University

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