What does the Director of Commercial Affairs do? #3. Sales and communication skills. Personal skills of a commercial director

21.09.2019

Job responsibilities commercial director– this is, first of all, the organization of product sales, which means planning, negotiations, control of managers, etc. In our sample job description for a commercial director, we also provided for such a function as enterprise supply management.

Job description of commercial director

I APPROVED
General manager
Last name I.O. ________________
"________"_____________ ____ G.

1. General provisions

1.1. The commercial director belongs to the category of managers.
1.2. The commercial director is appointed to the position and dismissed by order of the general director.
1.3. The Commercial Director reports directly to the General Director.
1.4. During the absence of the commercial director, his rights and obligations are transferred to another official, as announced in the order of the organization.
1.5. A person who meets the following requirements is appointed to the position of commercial director: higher professional education and at least 3 years of management experience in the relevant field.
1.6. The commercial director must know:
- commercial, civil, financial legislation;
- profile, specialization, features of the enterprise structure;
- prospects for the technical, financial and economic development of the enterprise;
- procedure for developing business plans;
- basic principles of financial planning;
- the procedure for concluding and formalizing business and financial contracts.
1.7. The commercial director is guided in his activities by:
- legislative acts of the Russian Federation;
- The organization’s charter, internal labor regulations, and other company regulations;
- orders and instructions from management;
- this job description.

2. Job responsibilities of the commercial director

The Commercial Director performs the following duties:
2.1. Organizes management of the material and technical supply of the enterprise, activities for storage, transportation and marketing of products (sale of goods, provision of services).
2.2. Coordinates the development and preparation of long-term and current plans for logistics and sales of products (sale of goods, provision of services), financial plans.
2.3. Coordinates the development of regulations and standards for logistics (inventories of material and technical resources), quality standards for products (goods, services), storage of finished products (goods), standards for inventories of finished products (goods).
2.4. Provides recommendations and advice to managers and specialists in financial planning, marketing, sales; controls their work.
2.5. Ensures the timely preparation of cost estimates and other documents, calculations, reports on the implementation of logistics plans, sales of finished products (sale of goods), and financial activities.
2.6. Monitors the financial and economic performance of the enterprise and the expenditure of financial resources.
2.7. Conducts negotiations on behalf of the enterprise with counterparties of the enterprise on economic and financial transactions, concludes economic and financial agreements on behalf of the enterprise, and ensures the fulfillment of contractual obligations.
2.8. Participates on behalf of the enterprise in fairs, auctions, exchanges, exhibitions for advertising and sales of products (goods, services).

3. Rights of the commercial director

The commercial director has the right:
3.1. Represent the interests of the enterprise in relations with government agencies, third-party organizations and institutions for commercial matters.
3.2. Establish job responsibilities for subordinate employees.
3.3. Request from the structural divisions of the enterprise information and documents necessary to fulfill his official duties.
3.4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues.
3.5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
3.6. Require the management of the enterprise to provide organizational and technical conditions and prepare the established documents necessary for the performance of official duties.

4. Responsibility of the commercial director

The commercial director is responsible for:
4.1. For failure to perform and/or untimely, negligent performance of one’s official duties.
4.2. For failure to comply with current instructions, orders and regulations on maintaining trade secrets and confidential information.
4.3. For violation of internal labor regulations, labor discipline, safety and fire safety regulations.

Recruitment of personnel for a large construction company.

Responsibilities:

Search and attraction of new volumes of construction and engineering services.
Development of construction, design and other areas of the company’s activities;
Conducting commercial negotiations within the framework of sales and supply policies, business correspondence with Customers in the interests of the company.
Analysis of the competitive environment of the construction and engineering services market.
Formation of a sales plan for general contracting services construction company and ensuring its implementation.
Organization of work on the preparation of tender documentation and participation in competitions; preparation and calculation of commercial proposals, conclusion of contracts, interaction with Tender Committees.
Management of the activities of the company's structural divisions, supervision of current projects.
Monitoring compliance with work quality standards, ensuring the organization fulfills its obligations.
Monitoring the implementation of design and construction schedules.

Requirements:

Construction equipment is desirable;
At least 5 years of experience in a key management position in construction;
Experience working in the structures of a general contractor and technical customer;
Knowledge of processes and technologies for the construction of class A buildings;
Knowledge of economics and pricing in construction;
Experience in managing project managers;
Experience in construction management and commissioning of large projects.
PC knowledge: user of office applications, AutoCAD;

A commercial director must know:

The legislative framework regulating the processes of sales, procurement and marketing activities of the enterprise.
Fundamentals of transport, purchasing and warehouse logistics.
Document flow in the field of procurement, supply and sales.
Structure and prospects of the domestic and foreign markets.
State standards for products manufactured by the enterprise.
Fundamentals of labor protection standards and labor discipline.
Fundamentals of labor and administrative law.

Training program for the position of commercial director If a person does not have experience in sales, but he has the desire and inclination to work in this area, he can take a training course.

Job responsibilities of the commercial director

Attention

Such a specialist, making informed decisions, will be able to guide and train his subordinates and employees of related departments, leading them in the direction necessary for the company. A candidate for this vacancy must have and understand the company’s own goals and objectives, among which the main one is regular profit making. A person must have a high level of responsibility and breadth of thinking, because his position is associated with coordinating the work of all leading departments and controlling the flow of cash receipts.

And, of course, this specialist simply cannot be not proactive, not communicative, irresponsible and not purposeful. Responsibility for the finances and economics of a trading company In many organizations, the responsibilities of the commercial director of an enterprise overlap with the functions of the financial director.

Commercial Director

Requirements for a commercial director Since it is necessary to manage almost the entire enterprise, the requirements for a commercial director are serious:

higher economic, financial (less often technical) education;
Experience in management positions - from 3 years;
HR management experience - from 3 years;
Experience in building and managing a sales department;
solid knowledge of advertising and marketing;
strong leadership and communication skills;
experience in negotiations and sales;

Also often welcomed:

experience in the chosen field (for example, a construction company encourages experience in construction);
knowledge of English;
experience in automating business processes (most often sales);

Sample resume for commercial director Sample resume.

Commercial director: responsibilities, requirements and personal qualities

The commercial director is guided in his activities by: - legislative acts of the Russian Federation; - the organization's Charter, internal labor regulations, other regulations of the company; - orders and directives of management; - this job description. 2. Job responsibilities of the commercial director The commercial director performs the following job responsibilities: 2.1. Organizes management of the material and technical supply of the enterprise, activities for storage, transportation and marketing of products (sale of goods, provision of services).2.2.
Coordinates the development and preparation of long-term and current plans for logistics and sales of products (sale of goods, provision of services), financial plans.2.3.

Job description of commercial director

Info

Protecting the business from having only one channel and constantly developing existing channels is one of the main functions that affects the stability of sales. 4. Formation of an algorithm for the operation of each sales channel. For a sales channel to be effective, it is necessary to determine the business processes through which sales occur in the channel.

Write down these algorithms and consolidate them in the instructions. And the most important thing: make sure that these algorithms work and are not a pile of documentation that interferes with business. 5. Operational control of sales managers. Even with a perfectly designed strategy, victory depends on the actions of each soldier.

A tactical task that determines the success of the entire strategy: how to ensure that outsiders do not interfere with the leaders’ ability to pick stars. And the solution, or rather not the solution to this problem, is the scourge of most companies in Russia. 6.
Typically, the following requirements are imposed on a candidate for the position of commercial director: the ability for three-dimensional, spatial thinking, a logical and analytical mind, adequacy, rationality, the ability to identify and identify problems and prioritize their solutions, consistency and focus, high efficiency and communication skills, the presence of a higher economic education and at least three years of experience in management positions. INSTRUCTIONS OF THE COMMERCIAL DIRECTOR I. General provisions 1. The commercial director belongs to the category of managers.
2. A person with a higher professional (economics, legal) education and at least 3 years of experience in management positions is appointed to the position of commercial director. 3. The commercial director must know: 3.1.

Profession commercial director

At the same time, a significant addition to it is the compensation package: payment for a company car (or gasoline), communications, medical insurance, payment for recreation, sports, etc. Where to get training Besides higher education There are a number of short-term training programs on the market, typically lasting from a week to a year. Interregional Academy of Construction and Industrial Complex and its courses in “Entrepreneurship and innovative development business."

Important

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Responsibilities of the commercial director, his role in the organization and main tasks

Represent the interests of the enterprise in relations with government agencies, third-party organizations and institutions on commercial issues. 2. Establish job responsibilities for subordinate employees. 3. Request from the structural divisions of the enterprise information and documents necessary to fulfill his official duties.

4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues. 5. Interact with the heads of all structural divisions on issues of financial and economic activity of the enterprise. 6. Endorse all documents related to the financial and economic activities of the enterprise (plans, forecast balances, reports, etc.).
7.

Responsibilities of a commercial director of a trading company

The main activity of this employee is in this case is to promote the brand and products of an enterprise on the market in order to make a profit. To achieve these goals, work is organized in several directions:

determination and construction of marketing policy;
control over accounts receivable;
formation of procurement and sales plans, supervision of their implementation;
selection and training of a sales team;
creation of a motivation system and certification of managers;
sales process inspection;
monitoring customer requests.

The responsibilities of the commercial director of a trading company additionally include planning and managing assortment policy, knowledge of logistics and the basics of product distribution, interaction with key clients that are important for the enterprise, and participation in negotiations that are important for the organization.

Manages the development of measures to save resources, improve inventory rationing, improve economic indicators, increase the efficiency of the enterprise, and strengthen financial discipline. 6. Coordinates the development of a marketing strategy. 7. Provides recommendations and advice to managers and specialists in financial planning, marketing, sales; controls their work.

Ensures the timely preparation of cost estimates and other documents, calculations, reports on the implementation of logistics plans, sales of finished products (sale of goods), and financial activities. 9. Endorses the enterprise budget for the operating year and manages it. 10. Organizes a system for recording all financial transactions and preparing financial reporting documentation.

11.
Let us dwell on those functions that are most often prescribed in job descriptions for the commercial director of a company. 1. Development of a commercial strategy for the enterprise. The company's positioning, price segment, long-term and short-term goals, plans and ways to implement sales plans are determined. 2. Organization of interaction between commercial and other units in the company.

All employees are involved in sales in the company. Even the actions of the secretary and specialist will influence the success of sales technical support. The task of the commercial director is to ensure the actions of non-selling departments so that they help, and do not hinder, sellers and sales managers. 3. Determination of sales channels. Select the most promising channels.
Define performance criteria.

is a person who, through his actions, mobilizes, controls and directs the company’s personnel to receive maximum profit. Depending on the direction of activity of a production or trade organization, the requirements for the qualities and abilities of a candidate for this position and the functional responsibilities of the commercial director of the enterprise may differ slightly.

The role and main tasks of the commercial director

Despite the importance of this figure in the enterprise management system, his responsibilities and functions are not always clear. Most often, people from the purchasing department apply for this position. Who, if not a sales manager, knows the specifics of communication with clients, has experience in concluding contracts, and understands the peculiarities of his organization.

In general terms, the responsibilities of the commercial director of an LLC are as follows:

long-term and short-term profit planning;
effective management and control over the implementation of current tasks by the sales department;
providing information;
setting tasks for all departments of the enterprise;
control of division directors;
determination of the organization's marketing policy;
communication with key clients;
interaction with shareholders and partners;
control over the fulfillment of obligations and contracts of your enterprise related to business activities;
coordination of the work of departments.

Depending on the area of activity of a particular enterprise, the above list may be supplemented or reduced. In any case, the applicant this position you need to have a certain set of qualities.

Characteristic qualities of the candidate

The responsibilities and peculiarities of the position occupied in the organization require from a specialist not only the ability to focus on results. The ability to make decisions in a difficult situation, conflict management skills, stress resistance and loyalty, responsibility and honesty, creativity and the ability to defend one’s own opinion must be possessed professional leader divisions. These skills are especially needed by top managers of trading companies.

One of the important qualities is the presence of charisma and leadership abilities. The commercial director, whose responsibilities are specifically stated in the employment contract, must be able to captivate a team of employees and encourage people to work actively. Experienced personnel officers recommend hiring a professionally mature person, over 30 years of age, for this position. Such a specialist, making informed decisions, will be able to guide and train his subordinates and employees of related departments, leading them in the direction necessary for the company.

A candidate for this vacancy must have and understand the company’s own goals and objectives, among which the main one is regular profit making. A person must have a high level of responsibility and breadth of thinking, because his position is associated with coordinating the work of all leading departments and controlling the flow of cash receipts.

And, of course, this specialist simply cannot be not proactive, not communicative, irresponsible and not purposeful.

Responsibility for the finances and economics of the trading company

In many organizations, the responsibilities of the commercial director of an enterprise overlap with the functions of the financial director. Both of these specialists plan, direct and supervise purchasing, marketing and financial activities companies. Any decisions and actions of the commercial director must have an economic justification and be aimed at making a profit as a at the moment, and in the future.

Being actually the first deputy of the main person of the organization is literally his “ right hand, eyes and ears,” the purchasing manager must work closely with management. The commercial director, whose responsibilities may vary slightly from company to company, reports directly to the business owner or general manager. The position of this top manager is relevant for companies in large volumes producing and selling any goods.

In large-scale enterprises, the commercial director is entrusted with solving global issues related to constant increase and improvement financial indicators, with the development of activities aimed at this.

Commercial director: responsibilities and functions in a trading company

The main job of this employee in this case is to promote the brand and products of the enterprise on the market in order to make a profit. To achieve these goals, work is organized in several directions:

determination and construction of marketing policy;
control over accounts receivable;
formation of procurement and sales plans, supervision of their implementation;
selection and training of a sales team;
creation of a motivation system and certification of managers;
sales process inspection;
monitoring customer requests.

Analysis of sales across the entire assortment line, profit and turnover for each position, seasonality and stability of income, functions of a leading merchandise specialist - all this is in charge of the commercial director. Job responsibilities may vary slightly depending on the specific profile of the company, but the main activity is aimed at consolidating the company’s position in the market and increasing income.

The main responsibilities of a commercial director in different organizations are similar, and the requirements for his professional skills and functions depend on the characteristics of the industries in which the enterprises operate. As a rule, this specialist monitors and coordinates the activities of employees so that they are as efficient as possible and contribute to increasing the company’s income.

Kit responsibilities of a commercial director It is quite difficult to define clearly, although this position is certainly of great importance. In most cases, sales managers strive to take the place of the manager of product sales and supply of an enterprise, because they are the ones who know the specifics of their company well and are well versed in the nuances of communicating with clients and concluding contracts.

Features of the work of the commercial director regarding his job responsibilities are adjusted depending on the needs of the organization and the following factors:

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enterprise size: in large companies, this manager is entrusted with a wider range of functions;
product range and clientele: fast and easy sales processes allow the head of the sales department to devote more energy and time to marketing-related responsibilities;
scope of activity: at a manufacturing enterprise, the commercial manager manages logistics mechanisms, material delivery schemes, and maintaining business contacts with suppliers. The less time a company devotes to production, the wider the range of functions of a given manager.

Not all companies' responsibilities include product promotion. In those companies where advertising activities are a priority, this post may be called differently: marketing manager.

Specialist on duty commercial director performs the following duties:

Development of an activity plan companies: current and long-term plans are drawn up with the participation of shareholders and the manager of the company. The responsibilities of a commercial director include responsibility for ensuring that all resources are used as efficiently as possible.
Development of strategies: searching for new ways to promote and strengthen the company’s market position.
Defining Trade Policy enterprises, taking into account market indicators and sales data, searching for opportunities to expand the company’s geographic presence, applying innovative methods in the field of product sales.
Sometimes the job responsibilities of a commercial director include work on creating and effective training of a team of sales representatives.
Management of the sales department, determination of sales directions, cooperation with dealers.
The responsibilities of the Commercial Sales Director include the ability to develop assortment and pricing policy V close interaction with the marketing department, the ability to create various strategies to increase the level of implementation and the willingness to bear responsibility for their effective application.
The duties of the commercial director include logistics organization: work on packaging, delivery, warehouse management, drawing up plans for the company's needs for the long term.
One of the aspects of the activity of such a leader is the organization uninterrupted cooperation with suppliers, which involves making commercial purchases and establishing relationships with partners for the provision of services. A specialist in this position, in accordance with his job functions, also takes part in drawing up the company’s budget plan for the upcoming financial year.

Let's list briefly the main responsibilities of any commercial director:

determining directions for selling the company’s products and providing its services;
creation of strategic plans;
communication with partner suppliers;
managing the activities of sales managers;
budgeting management in all departments of the enterprise;
organization of marketing activities;
reducing business costs.

From this list of responsibilities, you can see that the commercial director solves strategic problems, which allows him to be considered the second main person of the company. There are different variations in the degree of responsibility that may be assigned to this specialist.

Commercial director as head of the sales department. In this case, his responsibilities are minimal. He is responsible only for the implementation process, so it would be more logical to call such a specialist a sales director. To ensure that the employee working in this position does not feel that he has been demoted, you can rename this position at the moment when a new person is hired for this position.
Commercial Director as head of sales and marketing departments. This variation is quite popular abroad. A specialist who combines the duties of a marketing and commercial director needs knowledge of the characteristics and trends of market development, the ability to understand the nuances of the activities of competing companies and an understanding of consumer preferences. Managing sales processes in market conditions often requires maximum investment of effort, so there is no time and energy left for marketing development: there is a lack of necessary tools for product promotion, skills in their use, as well as a strategic vision for market development in the medium term.
Commercial Director as manager of the sales, procurement and marketing departments. This configuration assumes the concentration of responsibility for the development of processes of promotion, sales of its products and procurement for production needs in the hands of one specialist. This provides a set of significant advantages when choosing the most popular product in the current period of time, taking into account its qualities that meet consumer demand. This is most important for merchants or intermediary companies. This combination should be used with caution in those companies where there are no regular suppliers. The manager may not have sufficient opportunity to work on finding optimal strategies for interacting with contractors. It is necessary to continuously analyze the market to select the most suitable purchasing conditions.
Commercial and general director rolled into one. In some cases, the CEO continues to formally hold the position of head of the company, but does not actually manage it. Typically, in such cases, the executive director takes on the leadership role. In those companies where sales activities are a priority, management tasks are included in the responsibilities of the commercial director.

Despite the fact that the functions of a commercial manager vary depending on the nature of the company's activities, a specialist applying for this position must in any case have certain qualities. It's not just about the ability to focus on results. In this job it is important to be able to make decisions in difficult situations, skillfully resolve conflicts, be honest, have a high level of stress resistance and loyalty. In addition, it is important to be able to find non-standard methods to solve problems and defend your opinion with arguments.

A potential commercial director must be clearly aware of his personal goals and the objectives of the entire company, among which the main place is given to regular income generation. For good specialist Such qualities as breadth of views and thinking, a high level of responsibility are important (after all, he takes on the functions of managing all leading departments of the enterprise and controlling the flow of cash flows within it).

Serious demands are also placed on the Deputy Director for Commercial Affairs, because his responsibilities are important for the company. They are to implement:

control over the work of subordinate departments;
supervision over the material and technical support of the company, over the fulfillment of the terms of supply contracts, over the correct use of loan funds, etc.;
creating working conditions for personnel that comply with norms and regulations.
control over the timely payment of wages to specialists of departments subordinate to the commercial director;
resolving other work issues specified in the employment agreement or indicated in the job description.

The issue of temporarily transferring the competencies of the commercial director to his deputy is the responsibility of the main person of the company.

Functional responsibilities of the commercial director of the enterprise

The commercial director resolves issues of economic, personnel, technological, political and other nature, being an indispensable assistant to the manager of the company. We list here some of the main recommendations for its activities.

Become the right hand of the company's first person. One of the main responsibilities of a commercial director is close interaction with the management of the enterprise: he must know everything well weaknesses General Director and, if necessary, support him. This is the most reliable way to become an indispensable adviser to the head of the company and earn a high salary. If, for example, the leader of the company is a strong, charismatic and public figure, then it is best for the commercial director to become an eminence grise, quietly helping his leader. At the same time, he needs to be able to think analytically and strategically, accurately predict the behavior of his boss and direct his energy in a positive direction. However, if the main person of the company is a reserved person with weak communication skills, but with excellent strategic and analytical vision, then the commercial director can take on the role of moral and public leader in the team.
Create an effective team. The commercial director must know effective ways motivate subordinates, be able to plan the company’s development in the long term and demonstrate a deep strategic vision of the future of the organization as a whole. He must also select the necessary specialists to carry out the effective activities of the enterprise. One of the key competencies of a commercial director is also the ability to understand what approaches can be used to increase profits from product sales.

Approach 1. Understanding the company's sales strategy. The sales policy of an organization is a special document that is developed and modified in accordance with the current state of the market, and is regularly supplemented with important data regarding the sales process. Many enterprises, unfortunately, do not pay due attention to it. An intuitive understanding of business processes allows you to realize that for a company to be successful, sales must constantly grow, that it is necessary to systematically work with clients and conduct data analysis. However, most often this idea is expressed in a set of actions that resemble chaos rather than system. Usually the result of such a strategy is not very impressive. It is not so rare that companies go bankrupt, the reason for which is not the market itself and its changes, but the fact that a systematic approach to sales management was not formed in a timely manner. In order for the sales strategy to be successful and bring good results, the responsibilities of the commercial director should include working with sales managers: making the most of their advantages and skillfully hiding shortcomings, as well as correctly drawing up forecasts and plans, making the most of the current situation, skillfully manage risks.

Activities to adjust the implementation strategy are a continuous process aimed at wisely using market influence in order to improve the company's sales performance. There are three main reasons why this work is important.

Reason 1. The company's potential clients are constantly changing.

Reason 2. Sales professionals or sales representatives cannot be allowed to become complacent.

Reason 3. You should expect surprises from the market and competing companies at any time, most often unpleasant ones.

With the help of these questions, the commercial director, within the framework of his job responsibilities, can diagnose the work of sales specialists:

Is the company's sales policy known and understandable to sales managers?
What personal tasks and goals will specialists work on as part of the company's overall sales strategy?
How are managers' personal goals related to general tasks companies?
How does each employee present themselves within the sales department?(Most often, such a unit is made up of individual specialists working on their own under general management.).
What matters most to sales managers? The answer to this question is great value. It is quite rare to hear from employees that the most important thing in their work is sales and increasing sales levels. Most often, managers name something else that is not directly related to the trading process.

These questions allow you to find out and see how sales managers position themselves and their responsibilities within the company. Answers and work on them help formulate common principles of sales strategy and an understanding of its importance for the success of the company.

A talented commercial director considers it one of his job responsibilities to pay attention to the internal aspirations and motivation of employees, strengthen and develop the strengths of specialists and reduce the impact of their shortcomings on the work process. Such a balanced and competent approach helps improve sales performance and bring the management team to a whole new level.

Approach 2. Sales discipline in your company. The process of managing and developing trade should allow managers to demonstrate and make the most effective use of their advantages in their work. Quite often, talented specialists lack discipline and consistency in their activities. Training employees in the art of sales is not easy, but many managers believe that special training that provides general information and universal knowledge can solve this problem. However, instead of teaching everyone everything, it is much more practical to pay special attention to the formation of the right motivation and inspiration in the preparation of a sales manager. Thanks to corporate training on trade issues, it is possible to diagnose specialists in order to subsequently, in accordance with these data, create a training program with an individual approach to each employee, using his true motives. Three questions can help with this:

Why do managers engage in these particular activities?
How exactly do they carry out their duties?
What results are being achieved?

Thus, the sales manager undergoes training according to an individual plan, the results of which are reflected in the company’s sales figures, which does not allow him to hide his shortcomings.

Approach 3. Show with an example. The commercial director is the best role model for sales managers. But it may happen that due to intense busyness management tasks he cannot always show in practice how to professionally perform his job responsibilities in the field of product sales. If a commercial director strives to understand his employees, he needs to try to walk “a kilometer in their shoes.” This approach will be especially important when a new specialist takes on this position. This post assumes doing wide range responsibilities, therefore high demands are made:

education: higher economic or financial (in rare cases, technical);
experience in a managerial position - from 3 years;
practical activities in the field of personnel management - from 3 years;
Experience in organizing and managing the work of a sales department;
deep knowledge in the field of marketing and advertising;
clearly demonstrated communication skills and leadership qualities;
Experience in negotiations and sales.

In addition, it is often welcomed:

experience in the company's profile (for example, a construction organization prefers specialists who have already worked in the construction field);
possession English;
Experience in business process automation (most often sales).

In addition to the above requirements, the candidate must provide a well-written resume.

The hiring party does not have information about the unique skills, talents and knowledge of the applicant. Any specialist applying for the desired job must be able to present his resume in the most favorable light. In many ways, it will depend on this whether he will be accepted for this post or not.

Commercial director resume must contain the following information:

personal data (date of birth, registered address or place of residence, etc.);
education (higher education institutions and all courses);
work experience (name of companies, position and responsibilities);
professional skills and abilities (at this point it is important to indicate competitive advantages);
additional information(knowledge of programs and languages).

When writing your resume, you can use the following recommendations:

Try to describe your professional achievements using numbers and specific data.
Indicate the direction of activity of those organizations where you were previously an employee.
Try to see your resume through the eyes of a potential employer.

Implementing the company's development strategy, the commercial director is at the same time coordinator and head of several departments:

marketing department;
sales department;
supply department;
logistics department.

In addition, the commercial manager acts as a mentor for new employees.

Expert opinion

Commercial directors in 80% of cases are specialists with experience in sales departments

Ilya Mazin,

General Director of Office Premier CJSC, ErichKrause group of companies, Moscow

Quite often it happens that specialists who perform the duties of a commercial director for some time later become the top officials or owners of companies. For example, financial or administrative managers experience such career upswings much less frequently.

In the overwhelming majority of cases (80%), commercial directors become experienced sales specialists who have led work in VIP areas as managers or leaders. Sometimes professionals from the purchasing department can also grow into managers of this rank.

The responsibilities of a commercial director mean solving problems in various areas of activity. This assumes that a specialist who successfully copes with these functions is capable of occupying a higher position. Thus, working as a commercial director is a very valuable experience from the point of view of acquiring important skills and professional qualities, as well as forming useful connections for future activities.

With the changes taking place in the business sphere and with the development of the market in the commercial field, separate directions began to form: marketing, purchasing, sales. Due to these variations, the role of the commercial director in the company is also being reviewed and adjusted.

It should be remembered that the development of the competencies of a commercial manager is influenced by the specifics of the industry in which the enterprise operates. For example, responsibilities of a commercial director of a trading company include:

knowledge of the rules for acceptance, storage and certification of goods;
understanding of the situation in specialized products, the competitive environment and consumer markets;
skills in using techniques for analyzing and forecasting trade: factor method, SWOT, margin, and others;
understanding the intricacies of the process of organizing the sale of goods.

Responsibilities of a commercial director of a construction company assume that the specialist is well versed in:

in construction and engineering services;
in the features of the development of the construction market and its current state;
in preparing documents for participation in tenders and competitions;
in the development of contracts for the provision of engineering and construction services.

Director of commercial affairs for a catering company Performs duties similar to those of a similar position in a trading company. For example, he is responsible for:

organization of all work of catering enterprises, from their equipment to the sale of products;
planning and organizing the opening of new facilities;
development of new directions for the sale of goods and services.

At a manufacturing plant, commercial director must perform duties related to knowledge of:

production technologies and product certification;
industrial capacities of the company;
the economy of its production.

Responsibilities of a commercial director of an LLC assume the presence of the following distinctive features:

in an LLC, he is appointed to the position of the head of the enterprise, to whom he directly reports, and takes on the role of one of the company’s managers; one of the founders of the company can become a commercial director, he can also be elected and approved by the minutes of the general meeting of the founders;
The commercial director of a private entrepreneur manages the company or is one of the managers in certain areas, reporting to the owner.

The amount of remuneration for a commercial director is influenced by many various factors. As a rule, monthly income ranges from 50,000 to 500,000 rubles. It often happens that if the commercial director’s salary is low, then his job responsibilities are limited only to managing the sales department, and with higher pay, this specialist can take on the role of company manager. The average level of monthly remuneration for a commercial director is set at 100,000 rubles. A social package is added to this amount: the costs of maintaining official transport, mobile communications are reimbursed, medical expenses, vacations, sports, etc. are paid.

Rights and responsibilities of a commercial director

In addition to the required salary, the commercial director becomes the owner of certain rights:

representing the interests of the company in negotiations - this is one of the advantages that allows you to request information and papers related to the commercial affairs of the company;
take an active part in the preparation of orders and instructions, estimates and agreements in order to generate profit for the company;
certify with your signature documents related to the trade sphere of the enterprise’s activities;
encourage and punish your subordinates in order to increase the efficiency of their activities, develop various ways their motivation;
send proposals to the head of the company to hold employees and heads of related departments accountable for disciplinary and material reasons (based on the results of inspections).

The commercial director is responsible for the personnel training process aimed at improving the personnel of the enterprise. He can himself conduct corporate lectures and seminars, organize and initiate trainings, explain to employees what the meaning of the overall development strategy of the company and its mission are. The responsibilities of the commercial director of a trading company will include negotiating and organizing meetings with partner supplier companies. Marketing strategy also occupies an important place in the activity of this leader: he carefully develops it and thinks it through, since without advertising “only a mint can make money.” Another important responsibility of the commercial director is to take action to reduce costs and expenses, especially during periods of growing company profits.

Monopolistic companies are able to do without such a specialist who promotes the brand, because they do not need to advertise or popularize their brand. In small manufacturing and trading companies, this position is also often abolished, since all the responsibilities of the commercial director can easily be distributed among ordinary managers.

Expert opinion

Very large and very small companies do not need a commercial director

Ilya Mazin,

General Director of the Office Premier holding, ErichKrause group of companies, Moscow

If a company needs to obtain attractive terms of supply and sales, then it needs the position of a commercial director on staff. Otherwise, such a position is not so necessary. Huge or, conversely, small organizations can also work without a commercial director. The expenses for a top manager are considerable, and companies with small incomes will not be able to pay for such a position: very often the responsibilities of a commercial director in such companies are assumed by the owner. If an enterprise has several founders, they can distribute different functions among themselves: someone deals with areas related to profit and income, someone takes on administrative and business issues, etc.

In companies representing big business, the duties of a commercial director are performed by the heads of individual areas. At the same time, enterprises in the medium-sized business sector need the position of a commercial manager, because the level of income of the entire company depends on his activities.

Unfortunately, in higher educational institutions there is no opportunity to study the specialty of a commercial director. But even having an education does not mean that a person has high professionalism in his field. More important than a diploma are special knowledge, skills, and competencies. In addition to knowledge of special computer applications, experience in the field of product promotion, understanding of consumer psychology, as well as the structure and features of the sales process are important. It often happens that an ordinary employee is able to perform the duties of a commercial director better than a specialist who comes from outside. The key factor is the ability to apply administrative skills and achieve real results in the growth of enterprise income. It is important to understand that such a leader is, first of all, an organizer and manager, and only then a performer.

When starting to perform the duties of a commercial director, a specialist must carefully get acquainted with information about the enterprise and the features of its activities, namely:

study the laws governing the work of commercial companies;
understand organizational structure enterprises; provide for yourself complete information about the range of products and the technology of their production;
understand the methods of analyzing existing markets, and also have an idea of what methods allow you to look for new techniques;
learn about all existing, as well as promising or alternate directions for product sales;
get an idea of the current situation in the industry in which the company operates;
familiarize yourself with the rules and procedures for concluding contracts with suppliers and buyers; study theoretical aspects marketing;
collect information about foreign innovative practices in managing the company’s work in the field of promotion and sales of products;
know the standards for ensuring personnel safety.

The following situations may have consequences for the commercial director in the form of sanctions and fines:

improper performance of official duties or evasion of them;
ignoring the orders and instructions of a superior employee;
abuse of official position and official powers in order to satisfy material or other personal needs;
provision of distorted data and reporting to the head or government inspection bodies;
irresponsible attitude towards fire safety and other circumstances that pose a threat to the life and health of employees;
failure to comply with labor discipline, as well as failure to take measures to ensure it within the work team;
offenses of an administrative, civil or criminal nature;
causing material damage to the company as a result of unlawful actions or negligent inaction.

Today, in almost every company, the value of an employee lies, first of all, in the effectiveness of his work. This indicator is very important, because often the size of wages and the nature of recommendations from management depend on it.

The following aspects can help assess the quality and effectiveness of the duties of a commercial director:

Unquestioning adherence to every point of the job description.
Compliance with established order and subordination. The ideal commercial director is a responsible employee with a high degree of self-discipline and organization, aware of his responsibility for the present and future success of the company.
Achieving results in accordance with the current business plan of the enterprise. The company's activities must constantly occur in accordance with the developed strategies and be subject to verification (as well as economic indicators). Failure to comply with the deadlines for the implementation of any item may have negative impact for the development of the company in the future.

The following persons or authorities verify the effectiveness of the duties of the commercial director:

the head of the company monitors the actions of his subordinate on a daily basis and is in constant and close relationship with him on management issues;
a special certification commission at least twice a year audits all documentation of the enterprise, and also checks the work of the commercial director for the effectiveness and efficiency of fulfilling his official duties.

In both cases, the assessment takes place according to specific parameters: how well the specialist copes with the functions assigned to him and how completely and accurately he compiles the reporting documentation.

The main difficulties in the work of a commercial director

Managing the sales process requires relentless attention and constant monitoring of sales performance. Another difficulty in fulfilling the duties of a commercial director may be rooted in the fact that sometimes you have to fight with your own employees.

1. Take a closer look at your opponents.

Some of the rank-and-file employees of the commercial department or the heads of other services may secretly strive to occupy the position of a higher-ranking person.

Subordinates. They are competitors in the truest sense of the word, as they demonstrate activity, ambition and perseverance in their movement towards their intended goal: to take the place of a leader. Subordinates are ready to prove with their results and achievements that they are worthy of taking on the responsibilities of a boss. In addition, managers tend to be very critical of those who manage them. The authority of a commercial director in their eyes will be very low if they believe that he does not have the talent to sell, knows nothing about marketing and is not able to come to an agreement with an important partner or client.

However, what managers overlook is the fact that they do not work side by side with their boss and therefore cannot evaluate him objectively. professional qualities. Therefore, it is extremely important to maintain the authority of the commercial director among his subordinates high level, confirming his competence with examples of successful sales or concluding important transactions.

Top managers. They are not direct competitors of the commercial director. Heading a commercial department is not easy; its manager has many diverse responsibilities and high degree responsibility for errors. At the same time, it is important to know that there is an exception: if the company’s sales and advertising functions are separated, then the marketing director can file a claim with the goal of becoming the head of both areas.

As a rule, such competition can arise in companies corporate culture which are not particularly well developed, business processes are not set up, and employees are not entirely clear what exactly their responsibilities are. It is not surprising that they are trying to compete for resources and territory, in which they gain more opportunities for decision-making and power. This state of affairs can only be significantly changed chief executive companies by accepting management decisions for clear structuring of employee activities.

2. Stay fit.

The commercial director must continuously confirm his competence in his position: demonstrate efficient work with clients, effectively manage your department, and professionally perform your job duties. This will allow you to nip possible difficulties in the field of personnel management in the bud.

To do this, you should regularly double-check the data that comes from managers and not trust 100% of the veracity of their reports. There is a possibility that subordinates are not averse to taking the place of their leader and therefore provide deliberately false information in their reports about sales figures and the state of affairs in the industry. It is better for a commercial director not to isolate himself inside his own office and take an active interest in what is happening with the market, what innovations and technologies are emerging, what changes are observed in consumer behavior and in their attitude towards the company’s products.

A key competency is necessary for any manager in order to feel confident and not encounter difficulties in managing personnel. In order to protect yourself and your position, it is important to identify your own strengths and abilities that will be especially valued by employees, colleagues and management. For example, if a commercial director is excellent at organizing effective relationships without disputes and contradictions between the sales, production, marketing and finance departments, then this skill will allow him to maintain his place in the company.
Indispensability. This is a property with An employee becomes noticeable when he goes on vacation or sick leave. It is at such moments that people in the company note that in his absence they are faced with additional problems and difficulties. At the same time, it is not recommended to specifically demonstrate to colleagues that you are indispensable, because it is very easy to irritate others with such behavior. Management may perceive this as a potential danger and try to get rid of such employees.

3. Work with staff.

One of the main responsibilities of a commercial director is to establish relationships with sales managers. Competence will be his faithful assistant in this process: it must be demonstrated in short terms both employees and the head of the sales department.

Establish contact with subordinates. Try to communicate more actively and more often with managers.

4. Build a line of defense.

The key to resolving HR problems may be having a closer relationship with the company's management, which means an expanded range of opportunities to resolve issues compared to competitors.

Show managers your competence. In the event of complications, you can demonstrate to your subordinates your ability to competently resolve problems with one phone call to the right person. With this simple action, you will reveal the incompetence of applicants for your post in resolving key issues.
Threaten your opponent. Sometimes the situation may require more decisive action against your competitor: you must make it clear that his position in the company may become more difficult if he does not want to interact peacefully. Explain to your opponent that you will be present at all meetings where he must report all difficulties and actions taken. If he shows incompetence regarding his work tasks, the decision will be yours.
Explain your position to the CEO. First, you need to understand exactly what actions your opponent took to deal with the problematic situation. If it turns out that a competitor has simply appropriated the result of a team activity, for example, a new sales strategy, prove to the manager what contribution you made to this work. Show your boss that you know exactly when the first results will be visible.
Get board support. Try to explain in a reasonable manner what the danger of such career aspirations is for the company as a whole. Will the creation of a similar precedent pose a threat in the sense that other department heads will want to get rid of their leadership?

5. Work systematically.

Continuous monitoring of the situation in the company will contribute to effective counteraction to rivals and elimination of difficulties in personnel management. The more clarity there is in understanding the state of affairs within the team and the active exchange of information with employees, the more secure the commercial director will be able to feel in his place. It is important to be able to openly and clearly demonstrate your professionalism and competence to both subordinates and senior management.

Danger signals. The first warning sign is a decrease in the amount of information that your subordinates provide you with, or its unreliability. The second danger signal is claims expressed in an aggressive form by the head of the sales service or his ordinary employees. As a rule, the department head tries to blame his mistakes and blunders on the commercial director. A situation in which employees turn to senior management, bypassing the commercial director, indicates a third alarming sign. To avoid these moments, it is better to strive to be aware of all the nuances of the sales department’s work and prevent possible attacks. This will allow you to gain the trust of management even in a difficult conflict situation, which will help you maintain your position in the company.

TOP 5 useful books for a commercial director

“Lean Provisioning. How to build effective and mutually beneficial relationships." In their next book, James P. Womack and Daniel T. Jones introduce readers to the synthesis of the mechanisms of consumption and provision, in which the main role is given to the latter. In order to fully satisfy your customer, you need to effectively solve their problem by providing what is required, in right time and in in the right place, in full accordance with the wishes of the customer. This book will be useful and interesting to managers of middle and senior management, businessmen, employees of consulting agencies, students and teachers of higher education educational institutions economic orientation.
"Deal Navigator: Strategic Sales Practice from A to... A." Author of this book Alexey Slobodyanyuk understands the specifics of selling products to entire organizations and tries to understand the mechanisms for making purchasing decisions. One of the author’s main recommendations is to draw up a specific action plan and work with the client in strict accordance with it, starting from the first phone call and the first meeting.
"Survival Guide: Selling." Vaughn Aiken John tries to understand, together with readers, exactly how you can increase profits in your business by taking the initiative in the process of concluding transactions into your own hands. By acting in this way, it is possible to increase profits even in the event of economic problems and instability of the market system, when customers are lost, company budgets and market volumes are reduced.
“How to become a sales wizard: rules for attracting and retaining clients.” Jeffrey Fox gives witty advice in his book that can help readers cope with their rivals in any field. The author's recommendations are of an applied nature and not devoid of wisdom, so they will be useful to all interested people, and especially to sales specialists and top managers.
"Hard Selling: Get People to Buy Under Any Circumstances." Book Dana Kennedy will be an excellent assistant on the path to achieving wealth, independence and power. The author gives advice on what kind of sales specialist should be today in order to conquer professional heights in this field.