Typical duties of a director of a trading company. Commercial director of a large construction company

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

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

Sales Director Job Responsibilities: 3 Steps in Planning

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

1. Get busy with the numbers

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

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

2. Take care of managers

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

People tend to have their head in the clouds. And this is exactly what can disrupt any plans. Therefore, you should talk to each employee and find out if he fell into one of the two most common traps: "living in the past" or "living in the future." Both of these will have a detrimental effect on sales. You can diagnose the state of a slave by the following markers.

Markers of "living in the past"

“People are no longer as interested in the service/product”
“My income used to be higher”
"Now it's not so easy to sell"

Future life markers

"Now the season is over..."
“They will install CRM for us…”
"Here they will give me an assistant ..."

3. Focus on employee goals

A very tangible personal goal should be looming in front of employees. Your job is to bring it out and show how it can be achieved just by doing your job.

1. We identify the goal. Usually, the list of everyday “standards” includes: buying an apartment, visiting the Maldives / Bahamas / Seychelles (underline as appropriate), buying a car, saving up for children to study, paying off debts, etc. If, with all your efforts, you continue to observe an extinct look and a certain lethargy from the seller, then it is better to replace it altogether.

2. Making the goal achievable. At this stage, such a tool for specifying and evaluating goals as SMART helps a lot. It passes the target through criteria filters that will not let you go astray:

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

3. After a specific goal is set, you should increase the overall level of proactivity of the seller by talking with him about what he would like to achieve in 3, 5, 10 years.

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

Job responsibilities of a commercial director: 3 levels of motivation

It should be borne in mind that the motivation of personnel should be worked out by the commercial director at 3 levels.

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

The second level is "you". On it, employees are motivated non-materially, involving them in competitions, competitions, or vice versa, teamwork and corporate holidays. As a result, the team becomes more united and friendly.

The third level is "Business". So, it will not work to immediately explain to employees why they should perceive the goals of the company in which they work as their own. We will have to develop a whole range of measures to promote corporate culture and ethical behavior with customers. Professional development, encouragement of the most “cultural”, an understandable career growth model are integral elements of this complex.

Functional responsibilities of the commercial director: 3 ways to organize

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

First, prepare an agenda.

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

Third, record their promises.

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

Fifth, ask everyone about the results at the next meeting.

Meetings (conferences) are of 3 types. And each has its own functionality.

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

What is the responsibility of the commercial director: 4 types of control

The commercial director must organize a continuous process of training and advanced training of salespeople. Simply hiring someone or lecturing on general principles of sales is a pointless exercise. You won't get any results. All efforts in the field of education of managers should be targeted, focused. How to do it?

1. Form a skill model - a document that describes a set of specific skills that are needed to make deals in your area.

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

3. Organize a quality control service that will evaluate the skills of sellers according to development sheets (technological maps), collect them in development folders, and then analyze the work of customers using the "Traffic Light" system.

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

In every growing company, there comes a time when it is simply necessary to expand the staff and redistribute responsibilities. It was then that the deputy directors of the company appeared on various issues. These are people responsible for supply, production, advertising and promotion, as well as finance. The commercial director is practically the second person in the company after the general director. He has his own duties, tasks and rights. The commercial director must have specific and operational skills. What kind of person is this, what exactly does he do and how to write a resume in a good company?

Who is a commercial director?

The sphere of finance is quite wide, so each applicant must clearly understand the essence of the chosen profession, the scope of duties and responsibilities.

So, a commercial director is a specialist who is directly involved in various trading operations and their support. At the same time, the full list of duties depends solely on the specifics of the enterprise and its size. But we can definitely say that it is thanks to the commercial director that the company makes a profit, the course and pace of development are determined.

Such an employee manages not only the purchases and sales of products, but also the marketing and logistics departments. The commercial director also forms and maintains relationships with large and key clients of the company and is responsible for concluding particularly profitable deals.

In general, we can say that this is a key figure in the structure of any company. That is why the requirements for the applicant are quite high and tough.

The place of the commercial director in the organizational structure of the company

Very often confused with the head of the sales department. But the commercial director has a well-defined place in the management hierarchy. It is thanks to this distribution of responsibilities that the company works like clockwork.

The post of commercial director belongs to the second level of management. This is the next step after the director. At the same time, a financial deputy is appointed, and also removed from the position exclusively by the general manager of the company.

On all working issues, the commercial director reports and reports directly to the director. These are issues of operational management, trade and money turnover and financial planning. At the same time, he is personally responsible for the safety of various material resources and signs an appropriate agreement with the management.

If the chief financier is absent from the workplace due to illness, business trip or vacation, then another employee of the company is appointed in his place by a separate order of the head. The Deputy Commercial Director has the same rights and obligations that he receives for a certain period of time. He also bears financial responsibility.

What does a commercial director do?

To choose the right place in the company, you need to clearly understand what tasks and goals you face. This will allow you to more efficiently and rationally distribute your time and effort. In addition, this fact is valuable for both the applicant and the employer. After all, having outlined the scope of duties and tasks, one can safely demand specific results from the employee. You can also constantly monitor the effectiveness of its activities.

The only thing that pays special attention is the company's revenue. The commercial director of the company must constantly monitor the situation and take prompt measures when this indicator decreases. To do this, he can request any commercial documents from other departments, as well as coordinate actions with other department heads.

This indispensable employee can represent the financial interests of the enterprise in relations with various institutions and government agencies. In this case, he is the face of the company and has full authority to resolve emerging problems.

Main responsibilities

A commercial director is a person who is entrusted with enormous powers and responsibilities. Accordingly, he must fully comply with all the instructions of the director of the company, develop and expand commercial relations, and also adhere to the existing business plan.

As such, he has the following responsibilities:

Control and coordination of the development of standards for the quality and storage of products or services, as well as their quantity. It is the commercial director who determines the final cost of goods, their assortment and output volumes.
Coordination of the development and implementation of the marketing strategy of the enterprise. directly affects the future financial well-being of the company.
Responsible for training and supervising the work of employees.
Monitor the timely preparation of reporting documents, as well as provide them to management in a timely manner. In addition, the tasks of the commercial director include the sighting of all financial papers.
Monitor the implementation of the overall business plan, as well as the budget of the enterprise. Ensure the timeliness and completeness of salary payments.

In addition to these requirements, each company has the right to introduce its own terms of reference for the commercial director. It all depends on the size, specifics of the enterprise and the management structure. In Russian companies, the specific wishes of the founders can also influence the completeness of job duties.

The main qualities that a professional should have

A commercial director is a very difficult position, requiring from an employee not only relevant working skills, but also certain personal qualities. And this is due not only to personal sympathies and preferences, but rather, the peculiarity of the chosen post.

So, let's start with professional qualities and skills. Most companies present the following criteria to the applicant, which the commercial director must indicate in his resume:

Ability to work and knowledge of the specific market in which the company operates.
Ability to shape and control existing and proposed distribution channels.
Navigate the marketing system in order to effectively implement various advertising projects.
Ability to communicate with VIP clients, sign contracts to conclude large transactions.
Proficiency in English for communication and work with documents.

If we talk about the personal qualities of the candidate, then here the requirements of the employer are quite standard. As in many other positions, the future commercial director must be purposeful and stress-resistant, sociable and charismatic. He must be a leader, effectively interact with the staff and any audience. Efficiency and non-conflict are also especially appreciated.

Which companies use this position

Now in the labor market you can find a fairly large number of vacancies for the position of commercial director. Their peculiarity is that such ads can hang for a long time. There are several objective reasons for this: firstly, the employer conducts a rather strict and thorough selection of candidates, and, secondly, newly hired employees cannot withstand the full scope of job duties and the rhythm of work.

The approach to finding a financier and the requirements for his knowledge and skills differ significantly between Western and domestic companies. Here one should take into account the mentality and history of business development in Russia and abroad.

In domestic companies, the position of commercial director appears as a result of the expansion of the enterprise or the restructuring of the management structure due to its inefficient performance. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universally trained and experienced specialist who is able to quickly deal with the problems that have accumulated over the years.

In Western companies, the functionality and requirements for applicants have long been clearly defined. Therefore, it is much easier for the applicant to find out what exactly he is responsible for, what his main tasks and responsibilities are. In addition, attention is paid here to professionalism, and not to subjective sympathies.

Salary level and basic requirements for the candidate

What can the future commercial director expect as compensation for his difficult work? After all, the job description of a commercial director provides for a fairly wide range of duties and huge responsibility.

It is worth noting here that the salary will directly depend on the size of the company and even on its location. For example, the highest salary of a commercial director is observed in Moscow or St. Petersburg. Here, an employee can count on a monthly income of 80,000 rubles. The farther from the capital, the lower the reward will be.

In addition, increased requirements are also imposed on the increased salary: work experience in the relevant position for at least 3 years, passing various sales courses and trainings, experience in financial planning and conducting effective negotiations. An MBA degree and knowledge of English is also welcome.

At the same time, the average age of a future commercial director is about 40 years. Most often these are men with higher profile education. In addition, each candidate must have good references from a previous job.

Also, the employer may present specific requirements for the applicant. For example, this is the ownership of vehicles, consent to perform duties outside of working hours, the presence of certain diplomas, etc.

Hiring a Commercial Director

This issue in each company is resolved in accordance with and existing legislative acts. Previously, the candidacy is agreed with the owners of the company. If it is not possible to find a professional employee on the side, most often the chief accountant of the enterprise is appointed to this position. This person has all the necessary knowledge and skills for this position. At the same time, an appropriate entry is made about the transfer in the work book.

The order on the appointment of a commercial director is signed personally by the general director or the head of the enterprise. In the same way, an employee is dismissed from this position.

Due to the fact that a newly adopted person has a huge responsibility, it is advisable to conclude an employment contract with him. It, like the job description, indicates all the rights and obligations of the future commercial director. It also contains a clause on confidentiality and non-disclosure, on liability and conditions for early termination of an existing contract.

However, in any case, the personnel department makes a corresponding entry in the work book about the time of acceptance and the number of the order.

Job description for commercial director

In the structure of the enterprise, a special manual is drawn up for each employee, which indicates all aspects of the activity and the nuances of the position held.

The job description of the commercial director contains the following items:

General provisions. Here, as a rule, the basic definitions and terms, the requirements for professional and personal qualities, and the basic rules of work at the enterprise are deciphered.
Employee duties. This paragraph clearly spells out all the points for which the commercial director is responsible.
Rights. This section specifies the capabilities and powers of an employee.
Responsibility. This point is especially important, because. contains information about the obligations of the commercial director to the company and legislation.

Also, this document may indicate working conditions, requirements for the employee and other items at the discretion of the management of the enterprise. An employee may be fired for non-compliance with the job description.

How and by what indicators is the work of a commercial director evaluated?

Now in any company, one of the main indicators of an employee's performance is his performance, that is, what he brought to the table and what benefits it turned out to be. Or it may be the value of the final profit received by the firm for the period of work of a person. This is a very important indicator, because it can subsequently directly affect the amount of salary and recommendations.

The performance of most commercial directors is evaluated according to the following criteria:

Accurate execution of own job description. Here, compliance with each clause of the contract is assessed.
High level of discipline and subordination. The director of commercial affairs must be a highly organized and responsible person, since he is responsible for the present and future well-being of the company.
Implementation of the existing business plan of the firm. The work of the company, along with financial performance, is carefully and accurately calculated. If any item is not completed on time, this can have a rather negative impact on her future.

Writing a compelling and meaningful resume

The employer cannot know about the unique personal qualities, skills, experience and other nuances of the personality of the future employee. Therefore, any applicant needs to be able to correctly compose his resume. After all, it depends on whether they take him to the team.

So, in the resume, the commercial director should indicate:

Personal data (date of birth, place of registration or residence, etc.).
Education (higher education institutions and all courses).
Work experience (name of enterprises, position and responsibilities).
and skills (the item should represent a competitive advantage).
Additional information (knowledge of programs and languages).

In addition, there are some tips for filling out a resume:

More specific information and figures in the description of professional achievements.
It is better to indicate the scope of activities of companies in which you worked before.
Look at your resume through the eyes of an employer.

How the concept of "commercial director" has evolved.
Job responsibilities and functions of the commercial director.
Which companies do not need a commercial director.
In what cases is it advisable to rename a commercial director to a sales director?
At which enterprises the commercial director can be responsible for purchases.

Commercial Director deals with activities related to the supply, economic and financial activities and sales of the company.

The term "commerce" has become fundamental for people who were the first in Russia to start working as commercial directors. After all, many areas of the domestic economy in the 90s were based on resale. Therefore, the whole business was based on commerce - to acquire on more favorable terms, in order to then sell at a higher price. These tasks were assigned both to ordinary shuttle traders and to entire companies that today managed to reach millions of turnovers.

At that time, many companies did not even have the positions of sales director, purchasing director, and the term "marketing" was known only to a few. The commercial director was assigned a second role after the general director, who was usually a shareholder or owner of the business.

CEO speaking

Ilya Mazin, General Director of ZAO Office Premier, ErichKrause group of companies, Moscow

Often people in the position of commercial director grow into successful owners and managers of enterprises. This kind of career progression is much less common among financial or administrative directors. Commercial directors in 80% of cases are specialists with experience in sales departments, in the positions of managers or heads responsible for VIP areas. Commercial directors sometimes become specialists who have left the purchasing departments.

The commercial director is assigned official duties in several areas of activity simultaneously. Therefore, he has sufficient skills to move to a higher position. Therefore, in the position of a commercial director, a person acquires quite valuable, important experience, mastering the necessary skills and forming useful contacts for future work.

When the whole business and markets became more civilized, separate tasks began to separate from commercial activities - including the functions of marketing, purchasing and sales. Therefore, the role of commercial directors in the work of companies has undergone certain changes.

KPI for commercial director: calculation examples

The editors of our magazine, using examples, figured out for what indicators and in what amount it is worth rewarding the commander.

Job responsibilities and functions of the commercial director

The area of responsibility of any commercial directors includes a number of basic functions:

Defines distribution channels for goods and services.
Strategic planning of the company.
Work with providers.
Managing the work of the sales department.
Control of budgeting in all components of the company.
Company marketing coordination.
Reducing business costs.

For some companies, the interpretation of the position of commercial director may differ. Let's consider this issue in more detail with practical examples.

Commercial director = head of sales department

In this case, on commercial director assigned a minimum set of functions. He will only be responsible for the sales of his company. A more appropriate job title in this situation would not be Commercial Director and director of sales. To prevent a person from feeling downgraded, you can rename the position during the change of leader in this position.

Expert opinion

Andrey Milyaev, Commercial Director of the Hosser group of companies, St. Petersburg

In our company, the commercial director will manage two sales departments - complex telecommunications projects and engineering equipment. Now we are engaged in the reorganization and restructuring of the business processes of our company. The purpose of such transformations is to increase the efficiency of our interaction with the market, and internal interaction in the company itself - between departments that are responsible for the areas of logistics, sales and production. It is important that management in the company is provided from one point - for a single policy of working with the market. In the future, when business processes have been formed, it is necessary to select employees from the existing employees of the sales department, who will become the heads of these departments.

Commercial Director = Sales Director + Marketing Director

This option corresponds to the position of director of marketing and sales, which has become common in Western practice. A marketing director and a commercial director in one person need the ability to perfectly navigate the trends in the market, taking into account the peculiarities of the work of competing companies, the preferences and expectations of customers. But to manage sales in the market, maximum return is often necessary, which is why marketing itself fades into the background. As a result Commercial Director may not have enough time for marketing. Consequently, the necessary marketing tools may be lacking, as well as the skills to apply them in practice, a strategic view of the medium-term prospect of market development.

Material motivation of personnel. CEO Tips

Commercial Director = Director of Sales + Director of Marketing + Head of Purchasing

The combination of marketing, sales and purchases in one hand provides a set of important advantages when choosing the most popular product at the moment, also with an understanding of the consumer qualities of products (quite important when choosing products). This option becomes especially relevant, first of all, for intermediary and trading companies. But it should be used quite carefully if the company does not cooperate with regular suppliers, and therefore it is necessary to analyze the competitive market regularly to find the most suitable purchasing conditions. In such conditions, the likelihood increases that when striving to fulfill the sales plan, the manager will not be able to pay due attention to finding the best options for working with his supplier.

Expert opinion

Julia Queen, commercial director of ZAO National Distribution Company, Moscow

The main principle of our organizational structure is the efficiency of decision-making, mobility. Therefore, the entire sales unit (including purchases, marketing and sales) is combined, these functions are assigned to the commercial department. The tasks of the commercial director include not only control, but also the very work with clients, the conclusion of contracts for the supply of goods with large manufacturers, monitoring price trends in their market. This organization of work allows us to have reliable information without distortion. For example, it can be distorted within companies in which these areas of activity are assigned to different departments (inconsistency of actions is possible). Thanks to the organizational principle, our company ensures efficient management of its business processes with cost reduction.

Commercial Director = General Manager

A similar option is possible, when the General Director is not formally ready to transfer his functions of the head of the company, but in fact he is not engaged in operational management. Consequently, his tasks are assigned to his "right hand" - the first deputy, the executive director, and in companies in which priority is given to commercial activities, these functions are assigned to the commercial director. Personally, I oppose such a combination of functions. The General Director needs to distribute resources in all areas of activity. And when conflicts arise (for example, between the financial and commercial departments), the CEO should become an independent arbitration. When managerial functions are assigned to the commercial director, there is a danger that these processes will be transferred in favor of the commercial departments.

Expert opinion

Dmitry Grishin, Commercial Director of Aqua Star, Moscow

I work as a commercial director, but in fact I am entrusted with the functions of the general director. Because the owner of our company, with his ambitious plans to conquer new directions (not related to our core business), seeks to achieve complete control of the company's activities, but at the same time keep enough time to work on new projects. Consequently, some problems arise - important decisions of the company take too long.

Together, we managed to get away from total control (over any penny spent), certain issues that could affect the company's work were highlighted - the functional characteristics of equipment, logistics, financial factors related to loans and their repayment. These issues are resolved jointly with our CEO. At the same time, all issues remain under the control of the General Director.

Consequently, the company does remain under the control of the CEO, but he gets more free time.

Dmitry Kurov, Commercial Director of ISG, Moscow

From personal experience, I can say that a commercial director can achieve work efficiency, provided that he is “balanced” by a financial director. Because otherwise the commercial director's job responsibilities can be largely focused on commerce, which misses out on operational efficiency issues.

In most cases, the reason for the misunderstanding of the general and commercial directors is the solution of tasks of different levels by them. I had to work when the general director set the vector of activities that impeded commercial development from the position of a commercial director. In reality, the price of the company's shares, which was influenced by many factors, turned out to be more important.

Which companies do not need a commercial director

A commercial director is not needed by companies in which the sale of services or products is not particularly difficult. Basically, these are companies that occupy a market position close to a monopoly (taking into account their location, product specifics or other factors). The role of the commercial factor is low in companies that offer individual or exclusive developments. Such companies can work in any industry - from the development of highly specialized, professional software to complex engineering products. In this segment, greater importance is given to representatives of the creative or production department, their role is reduced to the display and presentation of developed products. Often one of the top managers manages the salespeople, so there is no particular relevance in the commercial director.

CEO speaking

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

The need for a commercial director arises when a company has to link 2 factors - obtaining favorable terms of supply and marketing. In the absence or decentralization of one of these functions, then there is no need to appoint a commercial director.

Also, very large or too small companies do not need a commercial director. After all, small companies simply cannot afford the cost of managers. As a rule, the commercial director in this case is replaced directly by the owner of the company.

If the company has several founders, then they usually distribute management areas among themselves. One of them takes over the block of earning money, the second is assigned the administrative and economic complex, etc.

In the case of a large business, the tasks of the commercial director are often distributed among the heads of areas.

But in the work of medium-sized companies, the commercial director becomes a key figure - a top manager, on whom the profitable part of the business directly depends.

The commercial director must know:

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

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

Responsibilities of the Commercial Director

Attention

Such a specialist, making informed decisions, will be able to guide and train his subordinates and employees of related departments, leading them in the direction necessary for the company. A candidate for this vacancy must have and understand the company's own goals and objectives, among which the main one is regular profit. 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 cash flow.

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

Commercial Director

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

higher economic, financial (rarely technical) education;
experience in managerial positions - from 3 years;
experience in personnel management - from 3 years;
Experience building and managing a sales team;
solid knowledge in the field of advertising and marketing;
strong leadership and communication skills;
negotiation and sales experience;

Also often welcome:

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

Sample resume for business manager Sample resume.

Commercial director: duties, requirements and personal qualities

The commercial director is guided in his activities by: - legislative acts of the Russian Federation; - the Charter of the organization, the Internal Labor Regulations, other regulatory acts of the company; - orders and instructions of the management; - this job description. 2. Job 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 preparation of long-term and current plans for the logistics and marketing of products (sales of goods, provision of services), financial plans.2.3.

Job description of commercial director

Info

Protecting a business from having just one channel and constantly developing existing channels is one of the main functions that affects the stability of sales. 4. Formation of an algorithm for the operation of each sales channel. In order for a sales channel to be effective, it is necessary to define the business processes by which sales are carried out in the channel.

Prescribe these algorithms and fix them in the instructions. And most importantly: make sure that these algorithms work, and are not a pile that interferes with business, documentation. 5. Operational control of sales managers. Even with a superbly designed strategy, victory depends on the actions of each soldier.

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

Profession commercial director

At the same time, a considerable appendage to it is the compensation package: payment for a company car (or gasoline), communications, medical insurance, payment for rest, sports, etc. Where to study In addition to higher education, there are a number of short-term studies on the market, usually lasting from a week to a year. Interregional Academy of Construction and Industrial Complex and its courses of the direction "Entrepreneurship and innovative business development".

Important

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

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

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. 5. Interact with the heads of all structural divisions on the financial and economic activities of the enterprise. 6. Approval of all documents related to the financial and economic activities of the enterprise (plans, forecast balance sheets, reports, etc.).
7.

Responsibilities of a commercial director of 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.

Leads the development of measures to save resources, improve the rationing of reserves, improve economic performance, increase the efficiency of the enterprise, strengthen financial discipline. 6. Coordinates the development of a marketing strategy. 7. Gives recommendations and consultations to managers and specialists in financial planning, sales, sales; controls their work.

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. 9. Approves and manages the company's budget for the operating year. 10. Organizes a system of accounting for all financial transactions, preparation of financial reporting documentation.

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

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

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 the CEO - development of a work plan (current and prospective) of the organization, ensuring the efficient use of 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 of the latest sales strategies.

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.