The document outlines the responsibilities of a sales manager for a catalog sales department. Key responsibilities include setting sales goals and creating incentive programs, coaching sales reps, monitoring the market and ensuring pricing guidelines are followed, developing marketing materials, managing customer accounts and resolving issues, maintaining product knowledge, and overseeing personnel in the sales department.

1. a. Manage sales of the catalog sales department
i. Set monthly/yearly sales forecasts goals
ii. Create sales programs/rep incentives to reach goals
1. Monthly dealer specials
2. Rep spiffs or extra commissions
iii. Coaching/teaching of sales reps
iv. Create and maintain sales department work schedule (Starting times, lunch
times, break times and ending times)
v. Performance reviews of sales department both on an individual level and as a
whole
vi. Inform sales department of new products including their features and benefits
vii. Monitor sales rep commission program. Change/alter as needed to increase the
effort of the sales team
b. Work with marketing to create sales materials
i. Product sell sheets
ii. Dealer letters
iii. Catalog(s)
iv. Fliers/handouts
v. Dealer POP materials, banners, signs, etc.
vi. Web promotions
c. Dealer Visits
i. Schedule visits with distributor reps
ii. Prepare products to be taken for display and any marketing material to be left
with dealers
d. Monitoring the Motorcycle Market
i. Monitor the market to be aware of trends and what is currently happening
across the world in the different market. Use this information to look for sales
opportunities and know what each individual market needs/wants
ii. Monitor Arlen Ness product pricing to make sure dealers are advertising within
the constraints of the Arlen Ness MAP policy

2. 1. If/when violations are found, ensure the offender(s) are contacted and
make the corrections needed. This includes monitoring eBay.
2. If there is a repeat offender(s) ensure the penalties written in the MAP
policy are carried out
e. Develop/Maintain Relationships
II. Customer Service
a. Helping customers with the highest quality service possible
b. Personally managing distributor accounts
i. Inform all distributors of all new products, product updates and pricing
ii. Work with distributors for new opportunities, sales programs
iii. Resolve customer issues with distributors when they arise
c. Problem solving; creating resolutions
i. Handling of issues a sales rep is not able to resolve
ii. Listen to customer and determine the root of their issues. Work with the
customer to come to a resolution that works for all parties
d. Ensure sales reps are serving our customers in a way that makes them want to purchase
from Arlen Ness again
III. Product
a. Product knowledge
i. Be highly informed of all Arlen Ness products as many times the sales manager
will be required to solve a customer issue which requires intimate product
knowledge
ii. Attend weekly product meetings
iii. Maintain a relationship with the R&D department to keep informed of new
product coming and up to date on product changes
iv. Inform sales team of new products and product updates
b. Product Life Cycle
i. Monitor products for where they are in their life cycle
ii. Help make decisions on what to do with struggling products: Discontinue,
increase efforts, let the product run its course, etc.

3. iii. If decided to discontinue decide the best way to eliminate remaining inventory
c. Catalog
i. Participate in catalog development
ii. Help create catalog descriptions/content when needed
iii. Ensure catalog is as user/customer friendly as possible
iv. Review catalog before being sent to print checking for errors and make
corrections as needed
d. Part Number creation/BOM Maintenance
i. Create part numbers for new product as needed
ii. Create/update BOM’s as needed
e. Pricing
i. Maintain price lists for all dealer & distributor levels
ii. Create price lists for distribution internally, to dealers and for printing with the
catalog
iii. Update sales team and distributors with price changes
iv. Create and maintain pricing imports for MAS.
v. Import pricing into MAS
IV. Inter-department Responsibilities
a. R&D
i. Keep up to date with new product information
ii. Work with R&D to resolve any customer product issues that cannot be solved in
the sales department
b. Warehouse
i. Stay aware of warehouse work load. This is necessary to be sure that orders to
be shippers do not exceed what they warehouse can currently ship out.
Especially important when large distributor orders are being processed
1. This is very important so the warehouse does not become over loaded
which can cause mistakes which ultimately hurt the customer
ii. Work with warehouse to make any processes easier or more efficient in order to
get orders out quicker and more accurately

4. iii. When necessary push the warehouse to get certain requests done quicker in
order to meet a customer need or resolve a pressing issue
c. Purchasing
i. Keep up to date on what products are coming in; done to let sales reps know so
they can begin to call their customers to get orders out
ii. Work with purchasing to get products in at certain times to resolve an issue or
customer request
iii. On new products help give purchasing an idea of inventory levels sales would
like to see on the shelves
V. Road Shows / Trade Shows
a. Be available to go any show required
b. Organize gathering of materials, product displays, products and other items needed for
the show
c. Staffing – Gather or suggest the required staff for the show given
d. Be a public figure at shows, selling product, giving product information, helping
customers and always representing the brand to the highest level
VI. Personnel Managing
a. Handle all intra-department issues between employees
b. Ensure employees are arriving, taking breaks/lunches and leaving on scheduled times
c. Enforce disciplinary measures when needed
d. Hiring/terminating of employees within the sales department
e. Give performance reviews for all employees within the department
f. Maintain schedule; ensure there is plenty of staffing including vacations, doctor visits,
etc.