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Who is a commercial director: duties and functions. Commercial director of a large construction company

The commercial director is one of the first persons in any large organization. We can say that this is the first person after the chief manager, because he is responsible for both the internal and external environment. In addition to prestige, such a position also carries with it a huge responsibility. Sometimes it happens that this person in the organization becomes almost equal in relation to the CEO.

Who is a commercial director

Undoubtedly, each individual employee is invaluable to the enterprise. Nevertheless, the role of the commercial director in the successful functioning of the organization cannot be overestimated. This is not just the right hand of the manager, but it is also the face of any organization. He is responsible for almost all processes that are associated not only with supply and marketing, but also with some production moments.

Despite the fact that there is a generally accepted instruction of the commercial director, which defines the scope of his duties, in fact, these boundaries are quite blurred and depend on the specifics and scale of the organization. So, if the enterprise is large, then a fairly wide range of duties related to almost all departments falls to the share of the commercial director. In smaller organizations, this position allows you to focus on working with the external environment and expanding sales channels.

Also, do not forget about such a position as deputy commercial director. He has the same rights and obligations as his immediate superiors in the event that he acts on his behalf and on his instructions. The commercial director delegates a number of his functions to his subordinate, who at the same time has a smaller area of ​​responsibility.

The commercial director of LLC, CJSC, OJSC and other companies is also responsible for working with shareholders and shareholders. He is engaged in informing them, as well as searching for new participants.

Job description of commercial director

When choosing a profession for yourself, you need to clearly understand what kind of work you will have to do. So, the job description of the commercial director contains the following responsibilities:

  • drawing up strategic and operational plans for the economic and production activities of the organization;
  • analysis of current work and quick response to deviations in the production process in order to normalize the situation;
  • study of financial indicators for the purpose of making managerial decisions;
  • control over compliance with the budget for the enterprise as a whole and for its divisions;
  • monitoring the implementation of the developed plans not only for the enterprise as a whole, but also for individual divisions and departments;
  • development of measures to expand sales markets and increase sales volumes.

What rights does a commercial director have?

A person holding the position of commercial director has not only duties, but also a number of rights in the organization:

  • making independent decisions regarding the effective marketing of products within the competence;
  • the opportunity to put forward proposals to the general director on improving the work of the enterprise;
  • the right to reward subordinates for special merits (or to submit similar petitions to the manager);
  • the opportunity to participate in the collective bodies of the enterprise when it comes to improving the production process, expanding distribution channels, as well as marketing policy issues.

Functions of the commercial director

The instructions of the official commercial director allow us to single out a number of mandatory functions, the implementation of which implies this position:

  • definition and expansion of distribution channels for goods and services;
  • drawing up long-term strategic plans;
  • negotiating with suppliers and buyers;
  • management of sales activities;
  • budget execution control;
  • development and implementation of marketing policy;
  • development of measures to reduce the expenditure.

What an applicant should be able to do

This is not an easy job. The commercial director must be able to perform a fairly wide range of duties. In this regard, the applicant for this responsible position must have a number of knowledge and skills:

  • be able to regulate the movement of finished products both within the enterprise and outside it;
  • know the intricacies of budgeting;
  • have the ability to search for distribution channels;
  • have basic knowledge of enterprise personnel management;
  • have negotiation skills;
  • be familiar with the development of advertising projects.

It is also worth noting some personal qualities that a commercial director must possess:

  • sociability;
  • stress resistance.

Special knowledge of the commercial director

The commercial director of the company must thoroughly familiarize himself with the following information about the work of the organization:

  • the norms of the law regulating the activities of commercial enterprises;
  • organizational structure of the company;
  • comprehensive information about the range of products and the technology of its manufacture;
  • methods of research and analysis of existing markets, as well as ways to search for new ones;
  • existing, as well as promising or reserve distribution channels;
  • general information about the state of affairs in the industry in which the organization operates;
  • rules and procedures for concluding contracts with suppliers and buyers;
  • theoretical aspects of marketing;
  • foreign best practices in the management of marketing and sales activities;
  • standards for ensuring the safety of workers.

Powers of the commercial director

Of course, the main person who manages all the processes in the organization is the CEO. The commercial director, on the other hand, has under his control and in his subordination the following divisions of the enterprise:

  • advertising and marketing departments that create the image of the organization in the external environment;
  • public relations department, which ensures recognition of the enterprise;
  • the sales department, which determines the sales channels, as well as the logistics department, which determines the most profitable ways to deliver goods from the manufacturer to the consumer;
  • warehouse service, which receives raw materials and materials, as well as unshipped products.

Working conditions

The job of a commercial director has a number of characteristics and features:

  • the working regime and working hours are determined by the internal labor regulations (nevertheless, due to the high responsibility, it is sometimes necessary to stay overtime);
  • one of the duties of the commercial director is to travel on business trips related to the need for business negotiations with suppliers or buyers of products;
  • in some cases, the commercial director is provided with official transport or the cost of fuel consumed during business trips is covered;
  • The commercial director has the right to sign a number of documents that fall within his area of ​​responsibility and official duties.

Area of ​​responsibility of the commercial director

The commercial director bears quite a serious responsibility for the activities of the organization. It implies the following points:

  • organization of processes for the sale of products and their delivery to the intermediate or final consumer;
  • compliance with not only their own labor discipline, but also the control of these processes regarding subordinates;
  • ensuring complete confidentiality of all information regarding the organization of production, technological features, financial transactions, marketing methods, and so on;
  • ensuring proper working conditions for their subordinates;
  • responsibility for safety, including fire safety, in those premises where the divisions controlled by the commercial director are located.

Failure to comply with rules and obligations

Sanctions and penalties may be applied to the commercial director in the following cases:

  • improper performance of their duties or evasion from them;
  • non-execution of orders and instructions of the higher management;
  • exceeding official authority or using official position to achieve material or other personal goals;
  • providing false information and reporting to management or government agencies;
  • negligent attitude to fire safety and other circumstances that pose a threat to the life and health of employees;
  • personal non-compliance with labor discipline, as well as failure to take measures to ensure it among employees;
  • criminal, administrative or civil offenses;
  • infliction of material damage to the organization, which arose both as a result of illegal actions and as a result of negligent inaction.

Who evaluates the quality of the work of a commercial director

In order to determine the quality of the work of the commercial director and the conscientiousness of the performance of duties, inspections are periodically carried out. This may be done by the following persons or bodies:

  • daily control is carried out directly by the general director of the organization, who interacts quite closely with the commercial director on almost all issues related to management;
  • at least once every two years, a special attestation commission checks all documentation, as well as the results of the commercial director's activities.

In both the first and second cases, the work of this specialist is evaluated according to certain indicators: the quality of the tasks, as well as the completeness and accuracy of reporting.

How to find a job

Of course, for many applicants, such a position as a commercial director is quite desirable. Vacancies in this area are constantly available, as firms seek to find the most professional and valuable employees. But not everyone will be accepted for such a position.

A prerequisite for employment will be the presence of higher education in the field of economics or marketing. In addition, the cumulative seniority in managerial positions must be at least 5 years. Thus, if you have just graduated from a university or have no previous management experience, then you are unlikely to be able to immediately become a commercial director.

If you want to get into a prestigious organization that provides decent wages and working conditions, then you should not look for vacancies on the Internet or in newspapers. The best option is to send your resume directly to the companies where you would like to work.

In 80% of cases, large organizations prefer to appoint their own employees to the position of commercial director, who have sufficient work experience and are familiar with the structure and specifics of the enterprise. Therefore, if you do not immediately manage to get a high post, this is not a reason to give up. By conscientiously fulfilling your duties and showing initiative, you have every chance in a few years from an ordinary specialist to become a highly paid commercial director.

An interesting fact is that a number of enterprises do not see the need for a commercial director. We are talking mainly about monopoly organizations for which the sale of products is not a particular problem. Also, this position is not necessary in the case when the responsibilities for the organization of supplies and sales are already distributed among individuals or departments. This is also possible in the case when the enterprise has several founders who can distribute these areas of responsibility among themselves.

- this is a person who, by his actions, mobilizes, controls and aims the company's staff to maximize profits. Depending on the direction of activity of a production or trade organization, the requirements for the qualities and abilities of a candidate for this position and the functional responsibilities of the commercial director of an enterprise may differ slightly.

The role and main tasks of the commercial director

Despite the importance of this figure in the enterprise management system, its duties 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 customers, has experience in concluding contracts, understands the peculiarities of his organization.

In general terms, the duties 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 department directors;
  • determination of the marketing policy of the organization;
  • communication with key customers;
  • interaction with shareholders and partners;
  • control over the fulfillment of obligations and contracts of their enterprise related to entrepreneurial activity;
  • coordination of departments.

Depending on the direction of activity of a particular enterprise, the above list may be supplemented or reduced. In any case, the applicant for this position must have a certain set of qualities.

Characteristic qualities of the candidate

The duties and peculiarities of the place occupied in the organization require from a specialist not only the ability to focus on the result. The ability to make decisions in a difficult situation, the skill of managing conflicts, stress resistance and loyalty, responsibility and honesty, creativity and the ability to defend one's own opinion must be possessed by a professional head of a department. These skills are especially needed for top managers of trading companies.

One of the important qualities is the presence of charisma, leadership abilities. A commercial director, whose duties are specifically spelled out in an employment contract, must be able to captivate a team of employees, encourage people to work actively. Experienced personnel officers recommend hiring a professionally mature person, over the age of 30, 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. A person must have a high level of responsibility and breadth of thinking, because his position is associated with the coordination of the work of all leading departments, with the control of the movement of cash receipts.

And, of course, this specialist simply cannot be non-initiative, non-communicative, irresponsible and not purposeful.

Responsibility for finance and economics of a trading company

In many organizations, the duties of the commercial director of the enterprise overlap with the functions of the financial director. Both of these professionals plan, direct, and oversee the company's purchasing, marketing, and financial activities. Any decisions and actions of the commercial director must have economic justification, be aimed at making a profit both at the moment and in the future.

Being in fact the first deputy chief executive of the organization, literally his "right hand, eyes and ears", the head of the purchasing department must work closely with the management. The commercial director, whose responsibilities may vary slightly from company to company, reports directly to the business owner or CEO. The position of this top manager is relevant for companies that produce in large volumes and sell any goods.

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: duties and functions in a trading company

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

  • definition and construction of marketing policy;
  • control over receivables;
  • formation of plans for purchases and sales, supervision of their implementation;
  • selection and training of the sales team;
  • creation of a system of motivation and certification of managers;
  • inspection of the sales process;
  • monitoring customer requests.

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

Analysis of sales for the entire product line, profit and turnover for each position, seasonality and stability of income, the functions of the leading merchandiser - 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.

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

Job description of commercial director

APPROVE
CEO
Surname I.O. ________________
"________"_____________ ____ G.

1. General Provisions

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

2. Responsibilities of the commercial director

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

3. Rights of the commercial director

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

4. Responsibility of the commercial director

The Commercial Director is responsible for:
4.1. For non-performance and / or untimely, negligent performance of their duties.
4.2. For non-compliance with current instructions, orders and orders for the preservation of trade secrets and confidential information.
4.3. For violation of the internal labor regulations, labor discipline, safety and fire safety rules.

First of all, the commercial director is responsible for all matters related to clients and the main profit of the company. But there is always confusion about commercial director job responsibilities.

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, procurement and marketing services. It is also often thought that the duties of a commercial director include only the management of the sales department.

Where the skills of a commercial director may be required

Today, there are a lot of vacancies for this position, but the requirements for a commercial director are not small. The whole specificity of vacancies for this position lies in the fact that they have been open for a very long time. This leads to the conclusion that the search itself and further selection of candidates takes a very long time. Also, a vacancy is very often vacant due to the fact that new commercial directors cannot hold out for a long time in their place (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 poorly structured companies in Russia. The reason is that such companies have never had commercial directors up to this point. The volume of transactions within the company is gaining volume and managing the company by the same methods becomes practically inefficient. As a result, the owners of the company are trying to increase the level of efficiency of the company 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 then was promoted to the general director and now a new commercial director is required. In this case, stringent requirements will be imposed on the new candidate - management literacy, new methods to achieve the goal.

When it comes to structured companies, in this case, the mood or personal sympathies will play a lesser role than the level of professionalism. In this position, 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 "magician". That is, they need a person who will come and personally solve all the problems and raise the company to a new level.

Key Responsibilities of a Commercial Director

The main responsibilities of this position include the following:

  • The commercial director must organize the management of the material and technical supply of the enterprise, as well as engage in activities for the storage, transportation and further marketing of products.
  • The director must coordinate the development and draw up long-term plans for the logistics and subsequent marketing of products.
  • Manages the development of all norms and quality standards for manufactured products.
  • Recommends further development strategies to department managers and specialists of the financial department. Controls their quality of work.
  • Responsible for the timely delivery of budget and financial documents, calculations, reports on the implementation of the plan.
  • Monitors financial and economic performance and spending 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, stock exchanges, advertising campaigns and other events

It is also worth noting (as we said above), in some companies the duties of a commercial director may differ. His list of duties may also include:

  • Development of a plan to promote a new product or service
  • Discussing the budget and its calculation together with the CEO
  • Control all distribution channels
  • Creation of a program for material motivation of employees of the enterprise
  • Participate in the creation of a new personnel policy of the company
  • Manage sales reporting
  • Negotiate with clients
  • Develop new methods of pricing policy
  • Make final decisions on advertising campaigns

It is worth noting here that if a person gets a job in a foreign company, then he may be required to:

  • MBA diploma
  • Have a good command of English
  • Have at least five years of management experience

Functions of the commercial director

As we have already understood, the main tasks of the commercial director are the organization and direction of the activities of all departments that are in his segment. It is worth saying that his duties directly depend on the specifics of the industry of the company 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 supplier relationships and form the budget for the entire commercial unit.

Personal skills of a commercial director

Here it is worth telling in more detail, 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 personnel. 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 evaluated. Everything will directly depend on the current goals of the company and on the period of its development. So, it all depends on the life cycle in which the organization is now. Depending on this, the requirements are changing not only for management positions, but also for all employees of the company. We will talk about each life cycle of the company, and what personal qualities a commercial director should have in each of the cycles.

Initial stage of development

A person must have successful experience in building business models of companies from scratch. He must be able to form a new experienced team. Among personal qualities, during this period, innovation, creativity, rigidity in decisions, structuredness 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 deal with competitors.

The heyday of the company

During this period, sales are growing, there are already ideas for future periods in general market trends and plans for organizational development. In this case, the owners of the company 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 the performance of work are more valued. It is necessary to work deeply into each problem in order to find the most effective and least expensive solution. At this stage, the director must adhere to normative guidelines and be tuned in to the systematic promotion of the goal.

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 is included in the duties of a commercial director. P. Shukhman and E. Evstyukhina, Ankor's recruitment consultants, talk about this.

In different companies, people in this position actually perform different functions. Recently, the position of commercial director and sales director is also often confused http://professional-education.ru/director-sales.html. The maximum range of what a commercial director can do is to simultaneously manage sales, marketing, procurement, and logistics services. Often the position of commercial director is perceived only as the head of the sales and marketing service, sometimes only as the head of the sales service. To date, there is a general idea that this person is in charge of the sales of the company.

Where is a commercial director required?

There are a lot of vacancies for a commercial director in 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, open all the time. 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 come to the company, new commercial directors leave after less than a year, and sometimes less than three months. This situation, in turn, is explained by the complexity of building relationships with the 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 the management of the old methods is ineffective. The founders are trying to increase the efficiency of the business by attracting a competent manager from the outside.

Sometimes a company has had one commercial director in its history, and this is either one of the founders or an employee who has served since the company was founded. Now this person is switching to other tasks or getting promoted to general, and he needs a strong replacement. As a rule, in this case, the founders also rely heavily on the literacy of a specialist and on new management methods that will significantly increase efficiency.

If we are talking about a 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 spelled out 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 of a know-it-all who will come and single-handedly, with little or no support, will take the business to a high level. In principle, such people exist, but they usually already own their 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 that this company needs. It happens that it turns out that the company does not need the declared “know-it-all”, since in fact it requires the solution of specific local problems, and after that you can already think about more.

Basic requirements for a commercial director

This worker must be able to:

  • develop and supervise the promotion of the company's products on the market;
  • Discuss the budget with the CFO or CEO;
  • form and control distribution channels;
  • create, together with the director of the personnel service, a system of material motivation for the company's employees;
  • participate in the formation of personnel policy for hiring employees of the sales department and keep this unit under control;
  • control sales reports;
  • personally conduct especially difficult negotiations with large clients;
  • sign contracts;
  • participate in the development of pricing policy and discount campaigns;
  • approve or reject advertising projects, promotion programs, branding.

Note. For a Western business, the candidate must:

  • have an MBA degree,
  • speak English at least at the level of reading commercial documentation,
  • have a long experience in managing sales in a western company (from 5 years).

If a person’s functionality includes marketing, logistics, procurement, then experience in these areas is often required as well.

Director's portrait

Personal qualities - this is perhaps the key point when looking for a commercial director. They include management style, delegation of authority, features of interaction with subordinates. Of course, a commercial director requires 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 skills in organizing forecasting, planning, budgeting, etc.

Big salary for the chief merchant

The commercial director (director of sales) receives one of the most significant remuneration in the company. Average offers start at around $5,000 in gross monthly income. Over the past year, the maximum that I have seen is up to $20,000 of total monthly income in a large Russian company.

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

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

Reliability check

The candidacy of the commercial director is necessarily checked, but each recruiting agency has its own methods. In any case, unfortunately, none of the existing assessment methods gives a 100% guarantee. The only relatively objective assessment is the direct work of the candidate in the employing company, i.e. the probationary period, which is usually six months for this position. If a person for some reason does not pass it, then the 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 requirements for the position, explain to candidates their future responsibilities and not scare professionals away with unreasonable expectations, you must first imagine yourself in the place of a future commercial director and live in your imagination the usual working day of this manager . Many illusions about how much one person can do in 8-10 hours disappear after such an exercise, and a fairly clear description of the position appears.

It is very important that the general director (founder or owner) clearly defines for himself the following parameters, which will be transferred to the commercial director:

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