First of all, Commercial Director Responsible for all issues related to clients and the main profit of the company. But there is always confusion about job responsibilities of a commercial director.
The fact is that in different companies, commercial directors perform different functions. Also, two different positions are very often confused - commercial director and sales director. The maximum segment where a commercial director can work is the simultaneous management of sales, logistics, purchasing and marketing services. It is also often thought that the responsibilities of a commercial director only include managing the sales department.
Where the skills of a commercial director may be required
Today, there are a lot of available vacancies for this position, but the requirements for a commercial director are not small. The specificity of vacancies for this position is that they have been open for a very long time. From this it follows that the search itself and further selection of candidates takes a very long time. Also, vacancies are very often vacant due to the fact that new commercial directors cannot stay in their place for long (up to a year of work). All this is due to the complexity of building relationships with the founders of the company.
Most often, the vacancy of a commercial director is open in loosely structured companies in Russia. The reason is that similar companies up to this point there had never been a commercial director. The volume of operations within the company is increasing in volume and managing the company using the same methods becomes practically ineffective. As a result, the company's owners are trying to increase the company's efficiency level by attracting experienced managers and commercial directors.
It also happens that during the entire existence of the company, it had only one commercial director, who was one of the founders of the company or an employee who worked from the beginning of the company’s opening, and was then promoted to general director and now a new commercial director is needed. In this case, strict requirements will be imposed on the new candidate - management literacy, new methods to achieve the goal.
If we are talking about structured companies, then in this case the mood or personal sympathies will play a lesser role than the level of professionalism. In this situation, the commercial director is a person who performs clearly defined functions in the structure of the company’s business processes.
Most often, only Western companies have any clear requirements for education or skills. As for Russian companies, they just want to find a “wizard”. That is, they need a person who will come and personally solve all the problems and raise the company to a new level.
Main responsibilities of a commercial director
The main responsibilities of this position include the following:
- The commercial director must organize the management of the logistics of the enterprise, as well as engage in storage, transportation and further marketing of products.
- The director must coordinate the development and draw up long-term plans for logistics and subsequent sales of products.
- Manages the development of all regulations and quality standards for manufactured products.
- Recommends further development strategies to department managers and financial department specialists. Controls their quality of work.
- Responsible for the timely submission of estimate and financial documents, calculations, reports on the implementation of the set plan.
- Monitors financial and economic indicators and the expenditure of funds
- Responsible for negotiations on behalf of the company with various counterparties of the company on any business or financial activities
- Acts on behalf of the company at auctions, exchanges, advertising campaigns and other events
It is also worth noting (as we said above), in some companies the responsibilities of a commercial director may differ. His responsibilities may also include:
- Developing a plan to promote a new product or service
- Discussion of the budget and its calculation together with the General Director
- Control all distribution channels
- Creation of a program for material motivation of enterprise employees
- Participate in the creation of a new personnel policy for the company
- Monitor sales reporting
- Conduct negotiations with clients
- Develop new pricing policy methods
- Make final decisions on advertising campaigns
It is worth noting here that if a person applies for this position in a foreign company, he may be required to:
- MBA diploma
- Own English language at a good level
- Have at least five years of experience in a leadership position
Functions of a commercial director
As we have already understood, the main tasks of a commercial director are the organization and direction of the activities of all divisions that are located in his segment. It is worth saying that his responsibilities directly depend on the specifics of the company’s industry and the size of the organization.
In the course of his work, the commercial director interacts with various heads of different departments of the company. This list may include: accounting, marketing department, IT, logical service, financial department. Most often, the main functions of this position are joint strategic planning with different departments, the formation of marketing, pricing, financial, and personnel policies. He is also obliged to control the sale of goods and plan further sales. Its functions include monitoring the competitive environment and the market for goods and services. The commercial director must also expand and control all relationships with suppliers and form the budget for the entire commercial unit.
Personal skills of a commercial director
It’s worth going into more detail here, since personal qualities are one of the key points when choosing a person for this position. The personal qualities of a commercial director should include a special management style, delegation of authority, and skills in interacting with company employees. Naturally, such a position requires a high level of communication skills and the ability to properly manage staff. Any company will be interested in people who have general management skills and the ability to organize forecasting and budgeting.
Despite the above, each company has its own criteria by which the personal qualities of a commercial director are assessed. Everything will directly depend on the current goals of the company and the period of its development. So, it all depends on the life cycle that the organization is currently in. Depending on this, the requirements not only for management positions, but also for all employees of the company change. We will tell you about each life cycle company, and what personal qualities a commercial director should have in each cycle.
Initial stage of development
The person must have successful experience in building business models for companies from scratch. He must be able to form a new experienced team. Among personal qualities during this period, innovation, creativity, rigidity in decisions, and structure will be valued. At this stage, the commercial director must be able to quickly and efficiently make the necessary decisions. Have an objective point of view to combat competitors.
The rise of the company
During this period, sales are growing, there are already ideas for future periods in general market trends and plans for development in organizational terms. In this case, company owners most often need a person with successful experience in structured companies, who has considerable experience in optimizing all business processes. During this period, the director must be able to quickly and competently delegate authority and have a methodical approach to any problems. Already at this stage, thoroughness and consistency in performing work are more valued. It is necessary to deeply study each problem in order to find the most effective and less expensive solution. At this stage, the director must adhere to normative guidelines and be committed to systematically promoting the goal.
There comes a time in every growing company when it is simply necessary to expand staff and redistribute responsibilities. It is then that deputy directors of the company appear on various issues. These are the people responsible for procurement, production, advertising and promotion, and finance. The commercial director is practically the second person in the company after the general director. He has his own responsibilities, tasks and rights. The commercial director must have specific and operational skills. What kind of person is this, what exactly does he do and how to write a resume for a good company?
Who is a commercial director?
The field of finance is quite broad, so each applicant must clearly understand the essence of the chosen profession, the range of duties and responsibilities.
So, a commercial director is a specialist who is directly involved in various trade operations and their support. Moreover, the full list of responsibilities depends solely on the specifics of the enterprise and its size. But we can definitely say that it is thanks to the commercial director that the company makes a profit and determines the course and pace of development.
Such an employee manages not only the purchasing and sales of products, but also the marketing and logistics departments. Also, the commercial director forms and maintains relationships with large and key clients of the company and is responsible for concluding particularly profitable deals.
In general, we can say that this is a key figure in the structure of any company. That is why the requirements for the applicant are quite high and stringent.
The place of the commercial director in the organizational structure of the company
Very often confused with the head of the sales department. But the commercial director has a clearly defined place in the management hierarchy. It is thanks to this distribution of responsibilities that the company runs like clockwork.
The position of commercial director belongs to the second level of management. This is the next step after the director. In this case, a financial deputy is appointed, and is also removed from office exclusively by the general manager of the company.
On all operational issues, the commercial director reports and reports directly to the director. These are issues of operational management, trade and money turnover and financial planning. At the same time, he is personally responsible for the safety of various material resources and signs the corresponding agreement with management.
If the chief financier is absent from the workplace due to illness, business trip or vacation, then another company employee is appointed in his place by a separate order from the manager. The Deputy Commercial Director has the same rights and responsibilities that he receives for a certain time. He also bears financial responsibility.
What does a commercial director do?
To choose the right place in the company, you need to clearly understand what tasks and goals are facing you. This will allow you to more effectively and efficiently distribute your time and energy. Besides, this fact is valuable for both the applicant and the employer. After all, having outlined the range of responsibilities and tasks, you can safely demand specific results from the employee. You can also constantly monitor the effectiveness of its activities.
The only thing that appeals Special attention, this is the company's revenue. The commercial director of the company must constantly monitor the situation and take prompt measures if this indicator decreases. To do this, he can request any commercial documents from other departments, as well as coordinate actions with other department heads.
This irreplaceable employee can represent the financial interests of the enterprise in relations with various institutions and government bodies. In this case, he is the face of the company and has all the authority to resolve problems that arise.
Main responsibilities
A commercial director is a person who is entrusted with enormous powers and responsibility. Accordingly, he must fully comply with all instructions of the director of the company, develop and expand commercial relations, and also adhere to the existing business plan.
In this regard, he is entrusted with the following responsibilities:
- Control and coordination of the development of quality standards and storage of products or services, as well as their quantity. It is the commercial director who determines the final cost of goods, their range and production volumes.
- Coordination of the development and implementation of the enterprise's marketing strategy. directly affects the future financial well-being companies.
- Responsible for training and monitoring the work of employees.
- Monitor the timely preparation of reporting documents and submit them to management on time. In addition, the tasks of the commercial director include the approval of all financial papers.
- Monitor the implementation of the overall business plan, as well as the enterprise budget. Ensure timely and complete payment of wages.
In addition to these requirements, each company has the right to introduce its own terms of reference for the commercial director. It all depends on the size, specifics of the enterprise and management structure. In Russian companies, the specific wishes of the founders may also influence the completeness of job responsibilities.
The main qualities that a professional should have
Commercial director is a very complex position, requiring from the employee not only relevant work skills, but also certain personal qualities. And this is determined not only by personal sympathies and preferences, but rather by the peculiarity of the chosen post.
So, let's start with professional qualities and skills. Most companies impose the following criteria on the applicant, which the commercial director must indicate in his resume:
- Ability to work and knowledge of the specific market in which the company operates.
- Ability to shape and control existing and proposed distribution channels.
- Navigate the marketing system in order to effectively implement various advertising projects.
- Ability to communicate with VIP clients, sign contracts to conclude large transactions.
- Proficiency in English for communication and working with documents.
If we talk about the personal qualities of the candidate, then the employer’s requirements are quite standard. As in many other positions, the future commercial director must be goal-oriented and stress-resistant, sociable and charismatic. He must be a leader and interact effectively with staff and any audience. Efficiency and non-conflict are also especially valued.
Which companies use this position?
Nowadays in the labor market you can find quite a large number of vacancies for the position of commercial director. Their peculiarity is that such advertisements can hang for quite a long time. There are several objective reasons for this: firstly, the employer conducts a rather strict and careful selection of candidates, and, secondly, newly hired employees cannot withstand the full scope of job responsibilities and the rhythm of work.
The approach to finding a financier and the requirements for his knowledge and skills differ significantly between Western and domestic companies. Here you should take into account the mentality and history of business development in Russia and abroad.
In domestic companies, the position of commercial director appears as a result of the expansion of the enterprise or the restructuring of the management structure due to its ineffective activities. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universal, trained and experienced specialist who can quickly cope with problems that have accumulated over the years.
In Western companies, the functionality and requirements for applicants have long been clearly defined. Therefore, it is much easier for the applicant to figure out what exactly he is responsible for, what his main tasks and responsibilities are. In addition, attention is paid here to professionalism, and not to subjective sympathies.
Salary level and basic requirements for the candidate
What can a future commercial director count on as compensation for his difficult work? After all, the job description of a commercial director provides for a fairly wide range of responsibilities and enormous responsibility.
It is worth noting here that the salary will directly depend on the size of the company and even on its location. For example, the highest salary for a commercial director is observed in Moscow or St. Petersburg. Here an employee can count on a monthly income of 80,000 rubles. The farther from the capital, the lower the reward will be.
In addition, there are also increased requirements for an increased salary: at least 3 years of experience in a relevant position, completion of various courses and sales training, experience in financial planning and conducting effective negotiations. An MBA degree and knowledge of English are also desirable.
Wherein average age The future commercial director is about 40 years old. Most often these are men with higher specialized education. In addition, each candidate must have good recommendations from the previous place of work.
The employer may also present specific requirements to the applicant. For example, this is ownership of a vehicle, consent to perform duties during non-working hours, possession of certain diplomas, etc.
Registration of a commercial director for work
This issue is resolved in each company in accordance with existing legislation. The candidacy is first agreed upon with the owners of the company. If you can't find it professional employee on the side, most often the chief accountant of the enterprise is appointed to this position. This person has all the necessary knowledge and skills for this position. In this case, a corresponding entry about the transfer is made in the work book.
The order for the appointment of a commercial director is signed personally by the general director or head of the enterprise. In the same way, an employee is fired from this position.
Due to the fact that a newly hired person has a huge responsibility, it is advisable to conclude an employment contract with him. It, like the job description, specifies all the rights and responsibilities of the future commercial director. A clause on confidentiality and non-disclosure is also written down here. financial liability and conditions for early termination of an existing contract.
However, in any case, the HR department makes a corresponding entry in the work book about the time of acceptance and the order number.
Job description for commercial director
In the structure of the enterprise, a special manual is drawn up for each employee, which indicates all aspects of the activity and the nuances of the position held.
The job description of the commercial director contains the following points:
- General provisions. Here, as a rule, the basic definitions and terms, requirements for professional and personal qualities and the basic rules of work at the enterprise are deciphered.
- Responsibilities of the employee. This paragraph clearly states all the points for which the commercial director is responsible.
- Rights. This section indicates the capabilities and powers of the employee.
- Responsibility. This point is especially important because contains information about the obligations of the commercial director to the company and the law.
This document may also indicate working conditions, requirements for the employee and other points at the discretion of the enterprise management. An employee may be fired for failure to comply with job descriptions.
How and by what indicators is the work of a commercial director assessed?
Now in any company, one of the main indicators of an employee’s performance is his performance, i.e., what useful things he brought and what benefits this turned out to be. Or it may be the amount of final profit received by the company during the period of the person's work. This is a very important indicator, since it can subsequently directly affect the salary and recommendations.
The activities of most commercial directors are assessed according to the following criteria:
- Strict implementation of own job description. Here compliance with each clause of the contract is assessed.
- High level of discipline and subordination. Director of commercial matters must be a highly organized and responsible person, since the present and future well-being of the company rests on him.
- Implementation of the company's existing business plan. The company's work, along with financial indicators, is carefully and accurately calculated. If any item is not completed on time, it can have a rather negative impact on her future.
We create a correct and meaningful resume
The employer cannot know about the unique personal qualities, skills, experience and other nuances of the personality of the future employee. Therefore, any applicant needs to be able to correctly compose his resume. After all, it depends on whether he will be accepted into the team.
So, in the resume, the commercial director must indicate:
- Personal data (date of birth, place of registration or residence, etc.).
- Education (higher education institutions and all courses).
- Work experience (name of enterprises, position and responsibilities).
- and skills (the item should represent a competitive advantage).
- Additional information (knowledge of programs and languages).
In addition, there are some tips for filling out a resume:
- More specific information and numbers in the description of professional achievements.
- It is better to indicate the scope of activity of the companies you worked for previously.
- Look at your resume through the eyes of an employer.
It is worth mentioning that in various companies the responsibilities of this manager involve leadership over such components of activity as sales, marketing, advertising, and purchasing. Therefore, it is worth saying that the job title may sound different, for example, sales director or marketing director.
Job responsibilities of the commercial director
The position of a commercial director has practically no boundaries, so the range of his tasks and functions can be quite wide. It can act in the following directions:- Development of plans for the activities of an enterprise or organization together with management, that is, the general director and the company of shareholders.
- Searching for new ways and opportunities necessary for the company to successfully develop and occupy its niche in the market.
- Solving problems in the field of personnel development, for example, salespeople and managers.
- Market analysis.
- Management of the sales department, selection and selection of sales channels.
- Development of a price policy and range of products or services provided by the company, programs to increase sales.
- In addition to developing and implementing these programs, such a manager must ensure that they function in a positive manner and are implemented.
- Exercising control in the field of logistics.
- Making plans and forecasts about the future needs and costs of the company.
Job description
In every company and organization, the job description of the person holding this position is drawn up taking into account all the features of the activity in which the company is engaged. Therefore, the job description of, for example, the commercial director of an oil refinery and the job description of a person working in a similar position in a company that sells household appliances will be quite different.But, nevertheless, they will also contain a general list of tasks and areas in which a given manager should be able to understand and work.
It is important to understand that a person holding the position of commercial director must have the appropriate level of knowledge and skills, as well as experience in management positions.
What role does the commercial director play?
Since this manager has a wide range of responsibilities and tasks, it is quite possible to assume that he plays one of the leading and significant roles in the company.Without his participation, not a single important meeting of the company’s shareholders is held, plans and prospects for the development of the organization are not discussed, a budget for fiscal year, only with his approval are contracts concluded with suppliers and companies providing services.
Due to the fact that a commercial director is a person with certain powers, it is important to pay attention to his personal characteristics when hiring, so that you do not have to deal with his use of his official position for personal purposes.
Rights and responsibilities of a commercial director
This employee has the following rights:- Represent the interests of the company regarding its activities government agencies, other organizations, enterprises and institutions.
- Make information requests from divisions and branches of the company that are necessary to carry out its activities.
- Submit proposals regarding the development and improvement of the company for consideration by shareholders and the general director.
- Develop responsibilities for your subordinates.
- Participate in the preparation and development of documentation relating to its activities.
- Put signature and visa on documentation that is directly related to his activities.
- Require from the management of the company or enterprise that all organizational and technical conditions for the implementation labor activity were complied with.
- Interact on issues related to its activities with the heads of other structural divisions.
To the above list of these rights, any organization, if it deems it necessary, has the right to add its own.
In most companies responsibility this employee boils down to the following points:
- For offenses that are committed in the course of activities in accordance with the Criminal Code of the Russian Federation, the Civil Code of the Russian Federation.
- For improper performance or failure to fulfill job duties prescribed in the job description in accordance with labor legislation RF.
- For causing material damage to the company in accordance with the Criminal Code of the Russian Federation, the Civil Code of the Russian Federation.
Responsibilities of a commercial director of an LLC
The responsibilities of the commercial director of an LLC, that is, a private company, are largely determined by the specifics of its activities. In most companies, no matter what form (LLC, OJSC or JSC), the commercial director performs the following tasks:- is involved in determining the strategy and policy of the company;
- compiles characteristics of products sold;
- carries out intra-corporate and inter-corporate communication on issues that directly relate to sales of manufactured products;
- optimizes sales mechanisms and methods.
Responsibilities of a commercial director of a trading and construction company
For greater clarity, the responsibilities of a commercial director can be considered using the example of a trading and construction company. Responsibilities of a person holding this position in a large construction company , are usually as follows:- he searches for new customers in need of construction services;
- is engaged in the development of such areas of the company as construction, design;
- negotiates with suppliers and customers;
- analyzes competing organizations;
- prepares documentation and commercial proposals regarding the provision of construction services;
- prepares documents for participation in tenders;
- controls the quality and timing of construction services provided by the company.
The main tasks of the commercial director in trading company somewhat different, since all its activities are aimed at selling and promoting the goods sold on the market in order to increase sales and profits. This manager is engaged in forming purchasing and sales plans, selecting and training sales managers, developing the organization’s marketing policy, and drawing up systems for motivating and adapting personnel.
Whatever field a given manager works in, it is very important that his personal characteristics correspond to the level of the position he occupies. Successful people in this position will be those who are sociable, stress-resistant, mobile, able to think strategically, have the makings of a leader, are responsible and can analyze.
Average salary for the profession of commercial director in Moscow: 82,000 rubles
Vacancies 1—15 of 10,767
- Moscow, Transport Technologies
Responsibilities:
- Development of methods and forms of using rolling stock, organizing the search for Clients and conducting negotiations with shippers and consignees, analysis and determination of transport cargo flows, ensuring the Company proper diversification of loading in key and most popular directions of cargo transportation.
- Development of technology and operating schemes for the car fleet in accordance with concluded agreements and long-term development plans for new directions of transportation.
- Verification and analysis of feasibility studies of services, Organization and control of the process of concluding and executing commercial contracts by employees
- March 26, 2019 — hh.ru
- Moscow, ICPZIZ
Search and selection of real estate objects (residential and non-residential) in Moscow and Moscow Region, which require work in the near future - new construction, repair, reconstruction, restoration, redevelopment, demolition, improvement. For this purpose - interaction with customers of objects and owners of real estate objects (and their representatives), with l.p.r. in development companies (based on personal acquaintances and connections)) to organize the conclusion of contracts with them
Organizing the conclusion of transactions, agreements, contracts (if necessary, with the participation of our specialists) for the services of our company - for design and survey work and performing the functions of a technical customer for objects, obtaining initial data on objects from customers (owners) of real estate objects (and their representatives ) and l.p.r. in development companies, organizing the preparation of technical specifications for planned work and services on the site (if necessary, with the participation of our specialists), organizing inspection of objects, transferring commercial offers from our organization to customers (owners) of real estate objects (and their representatives) and for decision makers in development companies to make decisions on concluding agreements and contracts with our organization for design and survey work and performing the functions of a technical customer for...
- March 26, 2019 — hh.ru
- Moscow, Tanuki, a Japanese restaurant
Tanuki Company is looking for a “Commercial Department Coordinator / Assistant Commercial Director”.
We are looking for a responsible coordinator, ideally with experience in purchasing in HoReCa with deep knowledge of the range of suppliers / importers / manufacturers of alcohol and beverages.
Positive, self-organized, proactive, punctual, sociable, multitasking, systematic, who wants and loves to be the center of mood in the team.
What specific tasks will need to be solved:
1. Main responsibility:
- Performance
2. Tactical...
- March 26, 2019 — hh.ru
- Moscow, Saturn
Saturn is a modern, dynamically developing company that has high growth rates, a team of professionals and stable relationships with business partners. Successfully operating in the market for 24 years, it occupies a leading position in the regions of the Russian Federation and has a developed branch network throughout Russia (17 branches in 24 cities of Russia) with its own production site in the Russian Federation.
Due to the active growth and development of the Company, we are looking for
- March 26, 2019 — hh.ru
- Moscow, Group of Companies CH Group
A unique vacancy for development in the commercial real estate management market due to the growth of the company.
Promotion on the foreign market as (Property & Facility Management):
- Preparation and support of all work related to the successful participation of the Company in bidding, tenders for external management and operation, incl. preparation of necessary presentation materials and calculations.
- Working with the Company’s website, presentation materials, updating and updating information.
- Ensuring presence Search and attraction of commercial real estate for comprehensive management and technical
- March 26, 2019 — hh.ru
- Moscow, Commercial real estate object
Main functions: management of the existing real estate portfolio and development of new projects;
Responsibilities:
- Active participation in the formation of the concept of the areas
- Analysis of new objects (analytics, risks)
- Search for clients
- Formation and maintenance of a customer base
- Preparing and conducting negotiations with potential tenants
- Conclusion of lease agreements
- Accounts receivable control
- Settlement controversial issues and conflict situations (landlord, tenant, contractors, etc.)
- Development of measures to improve commercial efficiency Management and coordination of current activities of operation departments, departments
- March 26, 2019 — hh.ru
- Moscow, Union Industry Professional
Job responsibilities: - Development of sales strategy. - Participation in strategic planning. - Participation in the preparation and approval of forecasts and draft product sales plans. - Weekly meetings with setting and distribution of tasks among departments. - Organization of work of departments. - Sales analysis. - The expansion of the customer base. - Negotiating with regular and potential clients. - Participation in the development of the pricing policy of the company's products sold....
- Moscow,
Job responsibilities: Goal: Ensuring sales growth and receipt maximum profit Objectives: Development and implementation of an effective sales policy. Organization and management of contract work. Management of current sales activities. Analysis of the effectiveness of sales of goods. Participation in marketing support activities for product sales. Requirements: Higher education (economics, management), presence is welcome additional education in Marketing, Sales and Strategic Management. Ability to build a team...
- March 26, 2019 — www.adzuna.ru
- Moscow
Main functions: management of the existing real estate portfolio and development of new projects; Responsibilities: Active participation in the formation of the concept of space Analysis of new objects (analytics, risks) Search for clients Formation and maintenance of a client base Preparing and conducting negotiations with potential tenants Concluding lease agreements Control of accounts receivable Resolution of controversial issues and conflict situations (landlord, tenant, contractors and etc.) Development of measures to improve commercial efficiency...
- March 26, 2019 — www.adzuna.ru
- Moscow, Group of Companies CH Group
A unique vacancy for development in the commercial real estate management market due to the growth of the company. Promotion on the foreign market as (Property & Facility Management): Preparation and support of all work related to the successful participation of the Company in bidding, tenders for external management and operation, incl. preparation of necessary presentation materials and calculations. Working with the Company’s website, presentation materials, updating and updating information. Ensuring presence...
- March 26, 2019 — www.adzuna.ru
- Moscow, Baltekskom, Group of companies
Responsibilities:
1. Block budget management
2. Analysis external environment.
3. Provide the company with a “living” customer base
4. Development of projects aimed at attracting new and retaining old clients.
Requirements:
Higher education
Confident PC user
Regular exercise
Experience in obtaining any additional income other than the main place of work
Experience in commercial, production sector
Leadership experience
Corporate
- March 26, 2019 — hh.ru
- Moscow, GC "VIZAVI Consult"
Commercial Director / Director of Sales and Marketing (CFD)
To a large development holding (construction of residential real estate)
Requirements:
knowledge of the real estate market and its segments (housing, offices, industrial, retail)
Successful experience in the real estate market in sales for at least 10 years, in the position of head of a sales and marketing department (deputy) - at least 5 years,
Team management experience from
Knowledge and practical skills of business planning and...
- March 26, 2019 — hh.ru
- Moscow, Sacha Group of Companies
To globalize the business and maintain leadership in the market for processing scrap and waste containing precious metals, a commercial director/director of purchasing and logistics is required who will purchase secondary raw materials from enterprises and ensure the company’s leading position in the market.
Responsibilities:
Sales management: forming a sales plan, ensuring the implementation of the sales plan;
Daily, weekly, monthly reporting on sales results;
Business process optimization, efficiency
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;
- field 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 teaching teams 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 what degree of responsibility this specialist may have.
- Commercial director as head of the sales department. In this case, his responsibilities are minimal. He is responsible only for the sales 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 post.
- 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, and 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 consist of:
- 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 operational issues specified in labor 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 the commercial director is close interaction with the management of the enterprise: he must know well all the weaknesses of the general director and, if necessary, support him. This is the most reliable way turn into 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 of great importance. 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 to form 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 is trained in 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 his intense busyness with managerial 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);
- English language proficiency;
- Experience in automating business processes (most often sales).
In addition to the above requirements, the candidate must provide a well-written summary.
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 areas 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 developmental features 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 protocol general meeting 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 to motivate them;
- 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 activities 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 actions 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 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 yourself with complete information about the range of products and their production technology;
- 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 the theoretical aspects of 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;
- non-compliance 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 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 influence 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 daily controls the actions of his subordinate, is in constant and close relationship with him according to 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.
Someone from the rank and file of the commercial department or from the heads of other services may secretly strive to occupy the post 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, managers lose sight of the fact that they do not work side by side with their boss and therefore cannot objectively assess his 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 whose corporate culture is not particularly well developed, business processes are not well established, 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 win for themselves more opportunities to make decisions and wield power. This state of affairs can only be significantly changed chief executive the company, having made management decisions on the clear structuring of employee activities.
2. Stay fit.
The commercial director must continuously confirm his competence in his position: demonstrate effective work with clients, effectively manage your department, and professionally perform your job duties. This will help 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, peers 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 time 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 active information exchange 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 head of the department 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 the right place, in full accordance with the customer’s wishes. This book will be useful and interesting to managers of middle and senior management, businessmen, employees of consulting agencies, students and teachers of higher educational institutions of economic orientation.
- "Deal Navigator: Strategic Sales Practice from A to... A." the 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.