Duties of the commercial director, his role in the organization and main tasks. Responsibilities of the Commercial Director

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 job description As a commercial director, we also provided for such a function as enterprise supply management.

Job description of commercial director

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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: professional education and at least 3 years of management experience in the relevant field.
1.6. The commercial director must know:
- commercial, civil, financial legislation;
- profile, specialization, features of the 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, Rules of internal work schedule, others regulations companies;
- 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 compilation of promising and current plans 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 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 the management to improve the work related to the this manual responsibilities.
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 regulations and fire safety.

Key Responsibilities of a Commercial Director 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 controls and coordinates the activities of employees so that it is as efficient as possible and contributes to an increase in the income of the enterprise.

Kit duties of a commercial director rather difficult to define clearly, although this position certainly has great value. In most cases, sales managers seek to take the place of the manager of sales and supply of the enterprise, because they are the ones who know the features of their company well and are well versed in the nuances of communicating with customers 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 sales to devote more time and energy to marketing-related duties;
field of activity: on the manufacturing plant the head of commercial matters manages logistics mechanisms, material delivery schemes, maintaining business contacts with suppliers. The less time the company devotes to production, the wider the set of functions of this manager.

Not in all companies, the duties of a commercial director cover the scope of product promotion. In those firms where advertising is a priority, this post may be called differently: marketing manager.

On-site specialist 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 duties of a commercial director include responsibility for ensuring that all resources are used as efficiently as possible.
Development of strategies: search for new ways to promote and strengthen the company's market position.
Determining trade policy enterprises based on market performance and sales data, looking for opportunities to expand the geographical presence of the company, applying innovative methods in the field of product marketing.
Sometimes the scope of duties of the commercial director includes work on the creation and effective training of the sales team.
Management of the sales department, determination of sales directions, cooperation with dealers.
The Sales Director's responsibilities include the ability to develop assortment and pricing policy in close cooperation with the marketing department, the ability to create various strategies to increase the level of implementation and the willingness to take responsibility for their effective implementation.
The duties of the commercial director include organization of logistics: work on packaging, delivery, warehouse management, planning for the needs of the company for the long term.
One of the activities of such a leader is the organization uninterrupted cooperation with suppliers, involving the implementation of commercial purchases, establishing relationships with partners in the provision of services. The specialist in this position, in accordance with his job functions, also takes part in the preparation of the company's budget plan for the upcoming fiscal year.

We list briefly main responsibilities of any commercial director:

determination of directions for the sale of the company's products and the provision of its services;
creation of strategic plans;
communication with partners-suppliers;
managing the activities of sales managers;
budgeting management in all divisions of the enterprise;
organization marketing activities;
reducing business costs.

From this list of responsibilities, it can be seen that Commercial Director solves strategic problems, which makes it possible to consider him the second main person of the company. There are various variations on what degree of responsibility can be assigned to this specialist.

Commercial Director as head of the sales department. In this case, his duties are minimal. He is responsible only for the implementation process, so it would be more logical to call such a specialist a sales director. In order to prevent an employee working in this place from feeling that he was demoted, you can rename this position at the moment when a new person is accepted for this position.
Commercial Director as Head of Sales and Marketing. This variation is quite popular abroad. A specialist who combines the duties of a marketing and commercial director needs knowledge of the features and trends of market development, the ability to understand the nuances of the activities of competing companies and an understanding of consumer preferences. Sales process management in market conditions often requires the maximum investment of effort, so that there is no time and energy left for the development of marketing: there is a lack necessary tools promotion of products, skills in their application, as well as a strategic vision of market development in the medium term.
Commercial Director as manager of sales, procurement and marketing departments. This configuration assumes the concentration of responsibility for the development of the processes of promotion, sale of their products and purchases for the needs of production 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 firms where there are no permanent suppliers. The manager may not have enough opportunity to work on finding optimal strategies for interacting with contractors. It is necessary to continuously analyze the market to select the most suitable procurement conditions.
Commercial and CEO in one person. In some cases, the CEO formally continues to hold the position of head of the company, but in reality does not manage it. Typically, in such cases, the executive director takes on the role of leader. In those companies where sales activity is a priority, managerial tasks are included in the terms of reference of the commercial director.

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

A potential commercial director must be clearly aware of his personal goals and objectives of the entire company, among which the main place is given to regular income. For a 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 the leading departments of the enterprise and controlling the movement of cash flows within it).

Serious requirements are also placed on the Deputy Director for Commercial Affairs, after all, his duties have importance For the company. They include the implementation of:

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

The question of the temporary transfer of the competencies of the commercial director to his deputy is the responsibility of the head of the company.

Functional duties of the commercial director of the enterprise

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

Become right hand the first person of the company. One of the main responsibilities of the commercial director is close interaction with the managing company: he must know everything well weak sides CEO and support him as needed. This is the most reliable way to become an indispensable adviser to the head of the company and earn a high salary. In the case, for example, if the leader of the company is a strong, charismatic and public person, then it is best for the commercial director to become a gray cardinal, 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 restrained person with poor 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 motivation of subordinates, be able to plan the development of the company in the long term and demonstrate a deep strategic vision of the future of the organization as a whole. He must also select the right specialists for the effective operation 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 profit from product sales.

Approach 1. Understanding the company's sales strategy. The marketing policy in an organization is a special document that is developed and modified in accordance with the current state of the market, regularly supplemented with important data related to the implementation process. Many enterprises, unfortunately, do not pay due attention to it. An intuitive understanding of business processes allows you to realize that for the success of a company, sales must constantly grow, that it is necessary to systematically work with customers and analyze data. However, most often this representation is expressed in a set of actions that resemble chaos rather than a system. Usually the result of such a strategy is not particularly impressive. It is not uncommon for companies to go bankrupt, the cause of 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, it should be included in the duties of the commercial director to work with sales managers: to make the most of their advantages and skillfully hide their shortcomings, as well as to make forecasts and plans correctly, to extract the maximum benefit from the current situation, skillfully manage risks.

The implementation strategy adjustment activity is a continuous process aimed at the intelligent use of market influences in order to improve the sales performance of the company. This work is important for three main reasons.

Reason 1. Potential customers of the company are constantly changing.

Reason 2. Salespeople or sales representatives should not be allowed to relax.

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

With the help of these questions, the commercial director, within the framework of his duties, can Diagnose the work of sales specialists:

Are the company's implementation policies known and understandable to sales managers?
What personal tasks and goals will specialists work on as part of the overall sales strategy of the company?
How are the personal goals of managers and the overall objectives of the company related?
How does each of the employees within the sales department present themselves?(Most often, such a unit is individual specialists working on their own under general management.).
What is the most important thing for sales managers? The answer to this question has great importance. It is quite rare to hear from employees that the most important thing in their work is sales and sales promotion. Most often, managers call 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 the general principles of the sales strategy and understanding of its importance for the success of the company.

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

Approach 2. Sales discipline in your company. The process of management and development of trade should allow managers to show and use their advantages in the most effective way. Quite often, talented specialists lack discipline and consistency in their activities. It is not easy to train employees in the art of selling, but many managers believe that special trainings, where it is given 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 trainings 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 this particular activity?
How exactly do they carry out their duties?
What results are being achieved?

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

Approach 3. Show with an example. The commercial director is the best role model for sales managers. But it may happen that, due to heavy employment with managerial tasks, he cannot always show in practice how to professionally perform his duties in the field of product sales. If the commercial director seeks to understand his employees, he needs to try to walk a "kilometer in their shoes." This approach will become especially important when a new specialist enters this position. This post involves a wide range of duties, so high demands are made:

education: higher economic or financial (in rare cases, technical);
having experience as a leader from 3 years;
practical activity in the field of personnel management - from 3 years;
experience in organizing and managing the work of the sales department;
deep knowledge in the field of marketing and advertising;
excellent communication and leadership skills;
experience in negotiation and sales.

In addition, it is often welcomed:

work experience in the company's profile (for example, a construction organization prefers specialists who have already worked in the construction field);
English proficiency;
experience in the field of business process automation (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 should be able to present his resume in the most favorable light for him. In many ways, it will depend on this whether it will be accepted at the this post or not.

commercial director resume must contain the following information:

personal data (date of birth, registration 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 (in this paragraph it is important to indicate competitive advantages);
additional information (knowledge of programs and languages).

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

Try to describe your professional achievements with numbers and concrete data.
Indicate the direction of activity of those organizations of which 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 ZAO Office Premier, ErichKrause group of companies, Moscow

It often happens that specialists who perform the duties of a commercial director for some time later become the first persons or owners of companies. For example, for financial or administrative managers, such career ups occur much less frequently.

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

The scope of duties of the commercial director means solving problems in different areas of activity. This suggests that a specialist who successfully copes with these functions is able to occupy a higher position. Thus, working as a commercial director is a very valuable experience in terms of acquiring important skills and professional qualities, as well as forming useful contacts for further activities.

With the changes taking place in the field of business, and with the development of the market in the commercial field, separate areas began to form: marketing, purchases, sales. In connection with these variations, the role of the commercial director in the company is also subject to revision and adjustments.

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

knowledge of the rules of acceptance, storage and certification of goods;
understanding of the conjuncture of core products, competitive environment and consumer markets;
skills in using techniques for analyzing and forecasting trade: factorial method, SWOT, marginal, and others;
understanding the subtleties of the process of organizing the sale of goods.

Responsibilities of the Commercial Director 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 preparation of documents for participation in tenders and competitions;
in the development of contracts for the provision of engineering and construction services.

Commercial director of a food service 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 public catering enterprises, starting with their equipment and ending with 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, the director of commercial affairs must perform duties related to knowledge of:

production technologies and product certification;
industrial facilities of the company;
economics of its production.

Responsibilities of the Commercial Director require the following features:

in an LLC, he is appointed to the position by the head of the enterprise, to whom he is directly subordinate, takes on the role of one of the company's leaders; one of the founders of the company can become a commercial director, he can also be selected and approved by the 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.

There are many factors that affect the salary of a commercial director. As a rule, the monthly income is from 50,000 to 500,000 rubles. It often happens that if the income of the commercial director is low, then his duties are limited only to the management of the sales department, and with higher pay, this specialist can take on the role of managing the company. Average level the monthly remuneration of the commercial director is set at 100,000 rubles. The social package is added to this amount: expenses for the maintenance of official vehicles are reimbursed, mobile communications, medical expenses, vacations, sports, etc. are paid.

Rights and obligations of the commercial director

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

representing the interests of the company in negotiations 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 make a profit for the company;
certify with his signature the documents related to the trade area of the enterprise;
encourage and punish their subordinates in order to increase the efficiency of their activities, develop various ways their motivation;
send proposals to the head of the company to bring employees and heads of related departments to account for the disciplinary and financial nature of the employees (based on the results of inspections).

The commercial director is responsible for the process of personnel training aimed at improving the personnel of the enterprise. He can conduct corporate lectures and seminars himself, organize and initiate trainings, explain to employees what is the meaning of the company's overall development strategy and its mission. The duties of the commercial director of a trading company will include both negotiating and organizing meetings with partner supplier enterprises. The marketing strategy also occupies an important place in the activity of this leader: he carefully develops it and thinks it over, because without advertising, "only the mint can make money." Another important duty of the commercial director is to take actions to reduce costs and expenses, especially during the period of growth of the company's profits.

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

Expert opinion

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

Ilya Mazin,

CEO of Office Premier holding, ErichKrause group of companies, Moscow

If a company has a need to obtain attractive terms of supply and marketing, then it needs the position of commercial director in the state. Otherwise, such a position is not so necessary. Huge or, conversely, small organizations can also work without a commercial director. The cost of a top manager is considerable, and companies with low incomes will not be able to pay for such a position: very often the owner takes over the duties of a commercial director in such firms. In the event that an enterprise has several founders, they can distribute different functions among themselves: someone is engaged in an area related to profit and income, someone takes on administrative and economic issues, etc.

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

Unfortunately, in higher educational institutions there is no opportunity to study the specialty of a commercial director. But even the presence of education does not mean that a person has high professionalism in his field. More important than a diploma are specific knowledge, skills, and competencies. In addition to owning 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 is important. It often happens that an ordinary employee is able to perform the duties of a commercial director more efficiently than a specialist who comes from outside. key factor becomes the ability to apply administrative skills and achieve real results in the growth of the company's income. It is important to understand that such a leader is, first of all, an organizer and manager, and only then a performer.

When embarking on the duties of a commercial director, a specialist must carefully get acquainted with the information about the company and the features of its activities, namely:

to study the norms of the law regulating the work of commercial companies;
understand organizational structure enterprises; provide for yourself complete information on the range of products and technology of its production;
understand the methods of analyzing existing markets, as well as have an idea of what methods allow you to look for new techniques;
learn about all available, as well as promising or alternative directions for the sale of products;
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; explore theoretical aspects marketing;
collect information about foreign innovative practices for managing the company's work in the field of promotion and marketing of products;
know the rules for ensuring the safety of personnel.

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

improper performance of official duties or evasion from 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 state inspection bodies;
irresponsible attitude to fire safety and other circumstances that pose a threat to the life and health of employees;
non-compliance with labor discipline, as well as failure to take measures to ensure it within the work team;
offenses of an administrative, civil or criminal nature;
causing material damage to the company as a result of misconduct 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 performance of the duties of a commercial director:

Unquestioning adherence to each item of the job description.
Compliance with the established order and subordination. The ideal commercial director is a responsible employee with a high degree of self-discipline and organization, who is 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 activities of the company 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 Negative influence for the development of the company in the future.

The following persons or authorities check 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 on managerial issues;
a special attestation commission at least twice a year audits all the documentation of the enterprise, and also checks the work of the commercial director for the effectiveness and efficiency of the performance of his 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 draws up the reporting documentation.

The main difficulties in the work of a commercial director

Sales management 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 employees of the commercial department or from the heads of other services may secretly seek to take the post of a superior person.

subordinates. They are competitors in the truest sense of the word, as they demonstrate activity, ambition and perseverance in their movement towards the intended goal: to take the place of the leader. Subordinates are ready with their results and achievements to prove that they are worthy to take on the duties of a boss. In addition, managers tend to be very critical of those who manage them. The authority of the commercial director in their eyes will be very low if they consider that he does not have the talent to sell, does not understand anything about marketing and is not able to negotiate with an important partner or client.

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

Top managers. They are not direct rivals of the commercial director. Leading a commercial department is not easy; its head has many diverse responsibilities and a high degree of responsibility for mistakes. At the same time, it is important to know that there is an exception: if the sales and advertising functions are separated in the company, then the marketing director can make claims in order to become the head of both areas.

As a rule, such competitive fight can occur in companies corporate culture which is not very well developed, business processes are not built up, and employees are not completely clear what exactly their responsibilities are. There is nothing surprising in the fact that they are trying to compete for resources and territory in which they win for themselves more opportunities to make decisions and wield power. Significantly change this state of affairs can only be the chief executive of the company, taking management decisions on a clear structuring of the activities of employees.

2. Get fit.

The commercial director must continuously confirm his competence in his position: demonstrate effective work with clients, effectively manage his department, professionally perform his duties. This will prevent 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 do 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 deliberately provide 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 lock himself inside his own office and be actively interested in what is happening with the market, what innovations and technologies are emerging, what changes are observed in consumer behavior and in their attitude to the company's products.

A core competency is necessary for any leader in order to feel confident and not face difficulties in managing personnel. In order to protect yourself and your position, it is important to identify your own strengths and abilities, which will be especially appreciated by employees, colleagues and management. For example, if a commercial director is excellent at organizing effective relationships without disputes and contradictions between the departments of sales, production, marketing and finance, then it is precisely this skill that will allow him to maintain his place in the company.
Indispensability. This property with The 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 face 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 take this as 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 build relationships with sales managers. Competence will faithful assistant him in this process: it must be demonstrated in short time both employees and the sales manager.

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

4. Build a line of defense.

Having a closer relationship with the company's management can be the key to solving problems in personnel management, which means an expanded range of opportunities in resolving issues compared to competitors.

Show managers your competence. In the event of complications, you can demonstrate to subordinates your ability to competently eliminate problems with a single phone call to the right person. With this simple action, you will reveal the failure of applicants for your post in solving key issues.
Threaten your opponent. Sometimes the situation may require more decisive action in relation to your competitor: you must make it clear that his position in the company can be complicated 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 should understand exactly what actions your opponent took in order to cope with the problem situation. If it turns out that a competitor 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. Demonstrate to your boss that you know exactly the timing of when the first results will be visible.
Get board support. Try to reasonably explain what is the danger of such career claims for the company as a whole. Wouldn't it be a threat to set a similar precedent in the sense that other department heads would also want to get rid of their leadership?

5. Work systematically.

Effective opposition to rivals and elimination of difficulties in the work of personnel management will be facilitated by continuous monitoring of the situation in the company. The more clarity 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 to both subordinates and senior management their professionalism and competence.

danger signals. The first warning sign is a decrease in the amount of information that your subordinates provide you, 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. The situation in which employees turn to senior management, bypassing the commercial director, indicates a third warning sign. To avoid these moments, it is better to strive to be aware of all the nuances of the work of the sales department 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 provision. 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 consumption and provision mechanisms, in which the latter plays the main role. In order to fully satisfy your client, you need to effectively solve his problem by providing what is required, at the right time and in the right place, in full accordance with the wishes of the customer. This book will be useful and interesting for middle and senior managers, businessmen, employees of consulting agencies, students and teachers of higher educational institutions economic orientation.
"The Deal Navigator: Practicing Strategic Selling from A to...A". the author of this book Alexey Slobodyanyuk deals with the peculiarities of selling products to entire organizations and tries to understand the mechanisms of making decisions about purchases. One of the author's main recommendations: to draw up a specific action plan and work with the client in strict accordance with it, starting with 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 closing deals in 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 Customers. Geoffrey Fox gives witty advice in his book that can help readers cope with their rivals in any field. The author's recommendations are practical and not without wisdom, so they will be useful to all interested people, and especially sales professionals and top managers.
"Hard Selling: Get People to Buy Under Any Circumstances." Book Dan Kennedy will be an excellent assistant on the path to achieving wealth, independence and power. The author gives advice on how exactly a sales specialist should be today in order to conquer the professional heights in this area.

Recruitment for a large construction company.

Responsibilities:

Search and attraction of new volumes of construction and engineering services.
Development of construction, design and other activities of the company;
Conducting commercial negotiations within the framework of the marketing and supply policy, business correspondence with customers in the interests of the company.
Analysis of the competitive environment of the construction and engineering services market.
Formation of a sales plan for the services of a general contracting construction company and ensuring its implementation.
Organization of work on the preparation of tender documentation and participation in tenders; preparation and calculation commercial offers, conclusion of contracts, interaction with Tender committees.
Managing the activities of structural divisions of the company, supervising current projects.
Monitoring compliance with work quality standards, ensuring that the organization fulfills its obligations.
Monitoring the implementation of design and construction schedules.

Requirements:

V / o construction is desirable;
At least 5 years of experience in a key managerial position in the construction industry;
Experience in the structures of the general contractor and technical customer;
Knowledge of the processes and technologies for the construction of class A buildings;
Knowledge of economics and pricing in construction;
Experience in project management;
Experience in construction management and commissioning of large facilities.
PC knowledge: user of office applications, AutoCAD;

The commercial director is one of the key and significant figures in the management system of each enterprise. At the same time, there is no common understanding of what he should do.

It should be said that in some organizations the duties of a commercial director involve the management of marketing, sales, procurement, advertising, so the position may sometimes sound different, for example, director of sales and marketing. In other companies, such a department as marketing does not report to him. If we talk about small organizations, then, as a rule, they do not have such a position. They simply recruit individual managers for various departments, while the commercial director can be taken over by the head.

It is worth noting that the commercial director reports directly to the head of the company. This position plays a decisive role in the preparation and implementation of strategies aimed at the development of the enterprise.

In most cases, the tasks that relate to the field of sales are solved by the commercial director. His responsibilities include the development of a sales plan, its implementation, as well as overseeing the sales, logistics and marketing system. He must also maintain constant contact with the shareholders.

In the event that the activity of a particular company is production, then, first of all, the commercial director is responsible for the purchase of materials, supplies, logistics, transport, as well as for relations with suppliers. If we talk about large structured organizations, then these 3 areas are controlled by linear individual directors, headed by a commercial director.

Responsibilities

As noted above, the position of commercial director is very multifaceted, so his duties may include the following areas:

Together with shareholders and CEO- development of a work plan (current and prospective) for the organization, ensuring effective use all resources.

Development of strategies, search for new opportunities for the successful development of the company in the market.

Determination of the company's trading policy based on market analysis and past sales performance, determination of the geographic areas of the company's work, implementation latest strategies sales.

The commercial director, whose duties are quite varied, is also responsible for building and effectively training the sales team.

Management of the sales department, selection of distribution channels, management of the dealer network.

Together with the marketing department, the commercial director is also required to develop assortment and variety programs that can increase the company's sales. The successful implementation of these policies and programs is also the responsibility of the commercial director.

Organization of logistics - packaging, warehouses, delivery and so on. Planning and forecasting future needs, as well as creating a structure for the efficient delivery of goods, searching for suppliers of warehouse and transport services.

The commercial director is responsible for smooth cooperation with suppliers, commercial purchases, selection of services and suppliers, as well as all coordination of supply issues. His duties also include participation in the development of the organization's budget for the financial year.

Personal qualities

A candidate for such a high position as a commercial director, whose duties involve constant contact with people, must have certain ones, namely:

Ability to interact with people, communication skills.

The qualities of an organizer and leader.

Strategic thinking.

High efficiency.

Ability to work with numbers and data

Mobility, the ability to make decisions quickly.

Responsibility, initiative, result-oriented.

High resistance to stressful situations.

Striving for self-development and growth.

The commercial director may different sphere activities depending on the industry affiliation of the company, the profile and scale of its activities. However, in any case, it plays a key role in the enterprise management system. He oversees strategic planning of the company and the implementation of the sales plan, builds relationships with suppliers, determines distribution and logistics channels, controls budgeting in this area, and coordinates the implementation of the marketing strategy. It is this top manager who is responsible for the formation of the final performance indicators of the enterprise, including the maximum increase in the revenue side of the budget.

Often, the commercial director maintains close ties with shareholders, as he plays one of the key roles in the management of the company. In organizing sales training, the commercial director cooperates with the HR director. In matters of defining a sales strategy, pricing policy and in other matters, the commercial director cooperates with the financial director.

Profession functionality

1. Together with the CEO and shareholders - a promising and ongoing planning work of the company, ensuring the efficient use of its resources;

2. Together with the CEO and shareholders - developing a strategy to expand the portfolio of brands, searching for new opportunities to develop the company's presence in the market and free niches for the company's products;

3. Determination of the company's trade policy, taking into account market research and sales performance in the past, determining the geography of the company's work, formulating and implementing regional sales strategies;

4. Creation and training of an effective sales team;

5. Selection of sales channels, creation and / or management of a distribution network, dealer network, management of the direct sales department;

6. Sales planning, responsibility for the implementation of the sales plan;

7. Coordination of work (or direct participation in work) with key clients, including negotiating;

8. Together with the marketing department - development of an assortment and pricing policy, various programs to increase sales (trade marketing: special promotions, including their budgeting; discounts; bonus programs, etc.). It is the commercial director who is responsible for the successful implementation of these programs and policies;

9. Organization of logistics - delivery, warehouses, packaging, etc. The key point of the logistics function is forecasting and planning for future needs, creating the necessary structure for the delivery of goods, as well as finding new suppliers of transport and storage services;

10. Participation in the development of the company's budget for the financial year (including marketing and sales budgets), approval of budgets and monitoring their implementation;

11. The commercial director is also responsible for commercial purchases, smooth work with suppliers, selection of suppliers and services, coordination of all supply issues.

12. Organization of a system for advanced training of sales managers.

Features in companies of different industries

Features in companies of different sizes

If the company is small, then marketing is also part of the functional responsibilities of the commercial director. Thus, in small company of any profile, the functions of sales, purchasing and marketing can be the responsibility of one specialist. The number of departments reporting to this top manager may vary depending on the specifics of the business. How to create a commercial department and manage it professionally, read the Executive.ru publication. In a large company, the above three areas are supervised by line directors who report to the commercial director.

Candidate requirements: competencies

An experience effective work in branch. Experience in effective sales. Higher education, preference in the field of economics or business. The advantage is owning quantitative methods, free English language. An MBA degree is also an added advantage.

The commercial director must constantly work on professional development. Regular attendance of various kinds of trainings and seminars on the profile will be a definite plus.

Candidate requirements: personal qualities

Responsibility and result-oriented, excellent negotiating skills, communication skills, team management skills, thoroughness, structuredness and consistency in work, leadership qualities, ability to make decisions in non-standard situations, ability to generate new ideas, strategic thinking, entrepreneurial spirit, stress resistance, high efficiency .

Compensation level

The range is from $5,000 to $15,000 per month, depending on the size of the company and its location. The bonus of commercial directors is usually not lower than 20% of the base remuneration, the most common rate is 25-50%, sometimes up to 100%. The bonus calculator can be tied to the fulfillment of the sales plan. In particular, additional conditions can be added to the bonus calculator: expanding or updating the product line, sales growth in a certain segment or region, sales profitability indicators.