Job description of a commercial director, job responsibilities of a commercial director, sample job description of a commercial director

The commercial director is a key position for any company. He is primarily responsible for customer service and company profits. But there is some confusion about what the responsibilities of a commercial director are. Recruitment consultants for the Ankor company P. Shukhman and E. Evstyukhina talk about this.

In different companies, people in this position actually perform different functions. IN Lately The positions of commercial director and sales director are also often confused http://professional-education.ru/director-sales.html. The maximum range of what a commercial director can do is simultaneously managing sales, marketing, purchasing, and logistics services. Often the position of a commercial director is perceived only as the head of the sales and marketing service, sometimes only as the head of the sales service. Today there is general idea, What this person manages the company's sales.

Where is a commercial director needed?

There are quite a lot of commercial director vacancies on the labor market. It is very difficult to accurately calculate their number, but we can certainly say that there are more than a hundred of them, constantly open. The specificity of most of these vacancies is that they are open for a very long time. This is due, firstly, to the long process of searching and selecting a candidate, and secondly, to the fact that often, having joined the company, new commercial directors leave after working for less than a year, and sometimes less than three months. This situation, in turn, is explained by the difficulty of building relationships with founders.

Such vacancies are mainly open in poorly structured Russian companies. The reason for the long search is that the company has never had a commercial director, but the volume of operations is growing and management using previous methods is proving ineffective. The founders are trying to increase the efficiency of the business by attracting a competent manager from outside.

Sometimes a company has had one commercial director in its entire history, and this is either one of the founders or an employee who has worked since the founding of the company. Now this person moves on to other tasks or gets promoted to general and needs a strong replacement. As a rule, in this case, the founders also count heavily on the specialist’s competence and on new management methods that will significantly increase efficiency.

If we are talking about structured business (primarily Western companies), where moods and personal sympathies are less important than professionalism, then the situation here is fundamentally different: a commercial director is a position whose functionality is clearly defined in the structure of the company’s business processes.

Perhaps only Western companies have clear requirements for education and skills. Russian companies very often ask to find a “wizard”. This is a kind of dream about a know-it-all who will come and alone, with virtually no support, will take the business to a high level. In principle, such people exist, but they are usually already owners own business. In such cases, I enter into a process of negotiations with the client, often lengthy, the purpose of which is to identify the portrait of the commercial director needed by the company. It happens that a company does not need the declared “know-it-all”, since in fact it requires solving specific local problems, and after that you can think about more.

Basic requirements for a commercial director

This employee must be able to:

develop and supervise the promotion of the company’s products on the market;
discuss the budget together with the financial or general director;
form and control distribution channels;
create, together with the director of personnel services, a system of material motivation for company employees;
participate in the formation personnel policy to hire sales department employees and keep this department under control;
control sales reporting;
personally conduct particularly complex negotiations with large clients;
sign contracts;
participate in the development pricing policy and discount campaigns;
approve or reject advertising projects, promotion programs, branding.

Note. For Western business, the candidate must:

have an MBA degree,
own English language at least at the level of reading commercial documentation,
have long-term experience in sales management in a Western company (5 years or more).

If a person’s responsibilities include marketing, logistics, or purchasing, then experience in these areas is often required.

Director's portrait

Personal qualities are perhaps the key point when searching for a commercial director. They include management style, delegation of authority, and features of interaction with subordinates. Of course, a commercial director is required to have high communication skills and the ability to manage people. His personality type itself should be determined by the corporate culture of the customer company, if it has been formed, or by the personality type of the founder or founders, if the corporate culture is not expressed in the company. Customers, as a rule, are also interested in general management skills and organizational skills in forecasting, planning, budgeting, etc.

Big salary for chief merchant

The commercial director (sales director) receives one of the most significant remunerations in the company. Average offers start at approximately $5,000 in total monthly income. Behind Last year the maximum I've seen is up to $20,000 in total monthly income in a large Russian company.

Western companies and some Russian ones also offer social package which usually includes:

health insurance;
car (or compensation for the use and maintenance of your own car);
nutrition;
mobile phone traffic.

Reliability check

The candidacy of a commercial director must be checked, but each recruiting agency has its own methods. In any case, unfortunately, none of the existing assessment methods provides a 100% guarantee. The only relatively objective assessment is the candidate’s direct work in the employing company, i.e. probation which is typically six months for this position. If for some reason a person does not pass it, then recruiting agency makes a one-time free warranty replacement.

What attracts candidates in the first place?

In order to find the most suitable top manager for your company, formulate the requirements for the position, explain to candidates their future responsibilities and not scare off professionals with unreasonable expectations, you must first of all imagine yourself in the place of the future commercial director and in your imagination live out a typical working day for this manager . Many illusions about how much one person can accomplish in 8 to 10 hours disappear after such an exercise, and a fairly clear description of the position appears.

It is very important that CEO(founder or owner) has clearly defined for himself the following parameters that will be transferred to the commercial director:

the degree of his freedom;
terms of reference;
available resources.

is a person who, through his actions, mobilizes, controls and directs the company’s personnel to achieve maximum profit. Depending on the area of activity, production or trade organization, the requirements for the qualities and abilities of the 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 outline 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, an applicant for this position must 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. Ability to make decisions in difficult situation, conflict management skills, stress tolerance and loyalty, responsibility and honesty, creativity and the ability to defend one’s own opinion must be possessed by a professional department head. These skills are especially needed by top managers of trading companies.

One of the important qualities is the presence of charisma, 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 high level 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 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 this 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 that produce and sell any goods in large volumes.

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

Commercial director: responsibilities and functions in 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.

Responsibilities of commercial director trading company additionally includes planning and management of assortment policy, knowledge of logistics and the basics of product distribution, interaction with key clients that are important for the enterprise, participation in negotiations responsible for the organization.

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.

It is worth mentioning that in various companies The responsibilities of this manager include 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 way and were implemented.
Exercising control in the field of logistics.
Making plans and forecasts about the future needs and costs of the company.

In addition to the above responsibilities, a person holding this position may also be responsible for timely and reliable cooperation with suppliers (raw materials, products, services, etc.), resolve issues of all deliveries, select suppliers, and participate in planning the company’s budget for a certain period of time.

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 carries out sales 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 on issues of its activities to government bodies, 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 official duties prescribed in 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.

The management of the organization also has the right to include in the document regulating the activities of the employee (job description) additional clauses about his responsibility.

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.

Also, this manager in an LLC can be involved in drawing up reports on his activities, organizing employee training, and resolving some personnel issues and tasks.

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 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, commercial offers relating to 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 marketing policy organization, draws 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.

There comes a time in every growing company when it is simply necessary to expand staff and redistribute responsibilities. That’s when the company’s deputy directors appear 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. Wherein full list 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 also removed from office exclusively general manager companies.

On all operational issues, the commercial director reports and reports directly to the director. These are the questions operational management, trade and money turnover and financial planning. At the same time, he is personally responsible for the safety of various material assets 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 from the employee concrete results. 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 agencies. 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 payments 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 speak about personal qualities 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 the 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: work experience in a relevant position of at least 3 years, completion of various courses and trainings in sales, 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 references from previous place 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 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 a employment contract. 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, for each employee there is a special guide, which indicates all aspects of the activity and 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. The commercial director must be a highly organized and responsible person, since he is responsible for the present and future well-being of the company.
Implementation of the company's existing business plan. The company works together with financial indicators 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 educational establishments 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.

Responsibilities of a commercial director of a trading company, responsibilities of a commercial director of a car dealership, responsibilities of a commercial director of a construction company, as well as the responsibilities of a commercial director manufacturing enterprise, differ from each other only in some minor and rather specific aspects of activity characteristic of the industry.

In general, the commercial director is a leader whose goal is to create a stable revenue stream. This common goal is realized through personnel management in the context of 5 main functions: activity planning, motivation, organization, control and training.

Job responsibilities of a commercial sales director: 3 steps in planning

A commercial director can be as sophisticated as he likes in management matters. However, if he does not take into account the psychological side of planning, then beautiful plans will remain on paper. Therefore, you can use this algorithm.

1. Get into the numbers

Indeed, from the very beginning you need to plan the activities of employees in such a way as to understand what actions and in what quantity each employee must perform daily in order to achieve the monthly financial goal by profit. These indicators can be calculated by decomposing the planned profit.

First, set the projected profit figure based on internal and external factors. Then find the revenue by the percentage of profit in it. After that, after average bill you can easily calculate the number of transactions that need to be closed during the planned period. The total determines the number of leads that need to be processed in order to reach the planned number of transactions. After this, intermediate conversion between stages will allow us to find the daily number of actions that managers must perform at each of them.

2. Take care of managers

Correct calculation by the decomposition method does not mean at all that even with a sufficient number of sellers, the plan will be fulfilled. Therefore, you need to understand the psychological mood of the staff and, perhaps, correct it.

People tend to have their head in the clouds. And this is exactly what can disrupt any plans. Therefore, you should talk to each employee and find out whether he has fallen into one of the two most common traps: “living in the past” or “living in the future.” Both will have a detrimental effect on sales. You can diagnose the condition of a subordinate using the following markers.

Markers of “life in the past”

“People are no longer as interested in the service/product”
“My income was higher before”
“It’s no longer so easy to sell”

Markers of “life in the future”

“The low season is about to end...”
“They’ll install CRM for us...”
“Here they will give me an assistant...”

3. Engage in employee goals.

Employees should have a tangible personal goal in mind. Your job is to identify it and show how it can be achieved simply by doing your job.

1. Identify the goal. Usually the list of everyday “standards” includes: buy an apartment, visit the Maldives / Bahamas / Seychelles (underline as appropriate), buy a car, save for children’s education, pay off debts, etc. If, despite all your efforts, you continue to observe a dull look and a certain lethargy on the seller’s face, then it is better to replace him altogether.

2. Making the goal achievable. On at this stage A tool for specifying and assessing goals like SMART helps a lot. He passes the goal through criteria filters that will not allow you to stray from the intended path:

Specific (specification of the goal),
Measurable (indicators by which it will be clear that a person is moving in the right direction),
Achievable (achievability as a result of actions taken),
Relevant (relevance of the goal),
Timebound (deadline by which the goal will be achieved).

3. Once a specific goal has been set, you should increase general level proactivity of the seller, talking with him about what he would like to achieve in 3, 5, 10 years.

4. And finally, do not “let go” of the employee for more than a day. Constantly remind him of what he wants to get. The use of “new” marker phrases is very suitable for this. The marker phrase is the keywords from the goal formulated by the manager: “apartment”, “Maldives”, “car”, etc.

Job responsibilities of a commercial director: 3 levels of motivation

It should be taken into account that staff motivation should be worked out by the commercial director at 3 levels.

The first level is “I”. This a basic level of– material motivation, the size of which depends on the performance of the subordinate. It is built on the principle of “complex” income for the seller: fixed salary (up to 30-40%) + soft salary for meeting indicators (10-20%) + bonuses (50-70%). Well, and, of course, don’t forget about marker phrases: “car!”, “apartment!”, “Maldives!”

The second level is “You”. On it, employees are motivated non-materially, by involving them in contests, competitions, or vice versa. teamwork and corporate events. As a result, the team becomes more and more united and friendly.

The third level is “Business”. So, it will not be possible to immediately explain to employees why they should perceive the goals of the company in which they work as their own. We will have to develop a whole range of measures to promote corporate culture and ethical behavior with clients. Advanced training, encouragement of the most “cultured”, clear model career growth are integral elements of this complex.

Functional responsibilities of a commercial director: 3 ways of organization

To keep employees on their toes, hold meetings. If you think this management tool is a waste of time, then you simply don't know how to use it.

First, prepare an agenda.

Secondly, require sellers to publicly indicate their plans for the month/week/day.

Third, record their promises.

Fourth, send these promises as a general mailing to all employees.

Fifth, check with everyone about the results at the next meeting.

There are 3 types of meetings. And each has its own functionality.

Big weekly meeting
Daily planning meeting
Five-minute meetings with separate groups of employees

What are the responsibilities of a commercial director: 4 types of control

The commercial director must organize a continuous process of training and professional development for salespeople. Just hire someone or lecture about general principles Sales is a pointless activity. You won't get any results. All efforts in the field of managerial education must be targeted and focused. How to do it?

1. Create a skill model - a document that describes a set of specific skills that are needed to make transactions specifically in your field.

2. Record and listen to calls. Thus, a database of cases is accumulated for working out typical objections and mistakes.

3. Organize a quality control service that will evaluate the skills of sellers using development sheets ( technological maps), collect them into development folders, and then analyze clients’ performance using the “Traffic Light” system.

We looked at 5 basic responsibilities of a commercial director. Use the proposed algorithms and fill them with your own specifics.