What documentation does the commercial director keep? Commercial director of a large construction company

A commercial director must know:

• The legislative framework regulating the processes of sales, procurement and marketing activities of the enterprise.
• Fundamentals of transport, purchasing and warehouse logistics.
• Document flow in the field of procurement, supply and sales.
• 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.

Training program for the position of commercial director 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.

Job 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 making. A person must have a high level of responsibility and breadth of thinking, because his position is associated with coordinating the work of all leading departments and controlling the flow of cash receipts.

And, of course, this specialist simply cannot be not proactive, not communicative, irresponsible and not purposeful. Responsibility for the finances and economics of a trading company In many organizations, the responsibilities of the commercial director of an 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 (less often technical) education;
• Experience in management positions - from 3 years;
• HR management experience - from 3 years;
• Experience in building and managing a sales department;
• solid knowledge of advertising and marketing;
• strong leadership and communication skills;
• experience in negotiations and sales;

Also often welcomed:

• 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 commercial director Sample resume.

Commercial director: responsibilities, requirements and personal qualities

The commercial director is guided in his activities by: - ​​legislative acts of the Russian Federation; - the organization's Charter, internal labor regulations, other regulations of the company; - orders and directives of management; - this job description. 2. Job responsibilities of the commercial director The commercial director performs the following job responsibilities: 2.1. Organizes management of the material and technical supply of the enterprise, activities for 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 logistics and sales of products (sale of goods, provision of services), financial plans.2.3.

Job description of commercial director

Info

Protecting the business from having only 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. For a sales channel to be effective, it is necessary to determine the business processes through which sales occur in the channel.

Write down these algorithms and consolidate them in the instructions. And the most important thing: make sure that these algorithms work and are not a pile of documentation that interferes with business. 5. Operational control of sales managers. Even with a perfectly designed strategy, victory depends on the actions of each soldier.

A tactical task that determines the success of the entire strategy: how to ensure that outsiders do not interfere with the leaders’ ability to pick stars. And the solution, or rather not the solution to this problem, is the scourge of most companies in Russia. 6.
Typically, the following requirements are imposed on a candidate for the position of commercial director: the ability for three-dimensional, spatial thinking, a logical and analytical mind, adequacy, rationality, the ability to identify and identify problems and prioritize their solutions, consistency and focus, high efficiency and communication skills, the presence of a higher economic education and at least three years of work experience in management positions. INSTRUCTIONS OF THE COMMERCIAL DIRECTOR I. General provisions 1. The commercial director belongs to the category of managers.
2. A person with a higher professional (economic, legal) education and at least 3 years of experience in management 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 significant addition to it is the compensation package: payment for a company car (or gasoline), communications, medical insurance, payment for recreation, sports, etc. Where to get training In addition to higher education, there are a number of short-term training on the market, usually lasting from a week to a year. Interregional Academy of Construction and Industrial Complex and its courses in the direction of “Entrepreneurship and innovative business development”.

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Responsibilities 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 to fulfill his official duties.

4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues. 5. Interact with the heads of all structural divisions on issues of financial and economic activity of the enterprise. 6. Endorse all documents related to the financial and economic activities of the enterprise (plans, forecast balances, reports, etc.).
7.

Responsibilities of a commercial director of a trading company

The main job 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:

• determination and construction of marketing policy;
• control over accounts receivable;
• formation of procurement and sales plans, supervision of their implementation;
• selection and training of a sales team;
• creation of a motivation system and certification of managers;
• sales process inspection;
• monitoring customer requests.

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

Manages the development of measures to save resources, improve inventory rationing, improve economic indicators, increase the efficiency of the enterprise, and strengthen financial discipline. 6. Coordinates the development of a marketing strategy. 7. Provides recommendations and advice to managers and specialists in financial planning, marketing, sales; controls their work.

Ensures the timely preparation of financial estimates and other documents, calculations, reports on the implementation of logistics plans, sales of finished products (sale of goods), and financial activities. 9. Endorses the enterprise budget for the operating year and manages it. 10. Organizes a system for recording all financial transactions and preparing 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 a commercial strategy for the enterprise. The company's positioning, price segment, long-term and short-term goals, plans and ways to implement sales plans are determined. 2. Organization of interaction between commercial and other units in the company.

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

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

Who is a commercial director?

The field of finance is quite broad, so each applicant must clearly understand the essence of the chosen profession, the range of duties and responsibilities.

So, a commercial director is a specialist who is directly involved in various trade operations and their support. Moreover, the full list of responsibilities depends solely on the specifics of the enterprise and its size. But we can definitely say that it is thanks to the commercial director that the company makes a profit and determines the course and pace of development.

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

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

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

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

The position of commercial director belongs to the second level of management. This is the next step after the director. In this case, a financial deputy is appointed, and is also removed from office exclusively by the general manager of the company.

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

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

What does a commercial director do?

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

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

This irreplaceable employee can represent the financial interests of the enterprise in relations with various institutions and government bodies. In this case, he is the face of the company and has all the authority to resolve problems that arise.

Main responsibilities

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

In this regard, he is entrusted with the following responsibilities:

• Control and coordination of the development of quality standards and storage of products or services, as well as their quantity. It is the commercial director who determines the final cost of goods, their range and production volumes.
• Coordination of the development and implementation of the enterprise's marketing strategy. directly affects the future financial well-being of the company.
• Responsible for training and monitoring the work of employees.
• Monitor the timely preparation of reporting documents and submit them to management on time. In addition, the tasks of the commercial director include the approval of all financial papers.
• Monitor the implementation of the overall business plan, as well as the enterprise budget. Ensure timely and complete payment of wages.

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

The main qualities that a professional should have

Commercial director is a very complex position, requiring from the employee not only relevant work skills, but also certain personal qualities. And this is determined not only by personal sympathies and preferences, but rather by the peculiarity of the chosen post.

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

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

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

Which companies use this position?

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

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

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

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

Salary level and basic requirements for the candidate

What can a future commercial director count on as compensation for his difficult work? After all, the job description of a commercial director provides for a fairly wide range of responsibilities and enormous responsibility.

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

In addition, there are also increased requirements for an increased salary: at least 3 years of experience in a relevant position, completion of various courses and sales training, experience in financial planning and conducting effective negotiations. An MBA degree and knowledge of English are also desirable.

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

The employer may also present specific requirements to the applicant. For example, this is ownership of a vehicle, consent to perform duties during non-working hours, possession of certain diplomas, etc.

Registration of a commercial director for work

This issue is resolved in each company in accordance with existing legislation. The candidacy is first agreed upon with the owners of the company. If 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. In this case, a corresponding entry about the transfer is made in the work book.

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

Due to the fact that a newly hired person has a huge responsibility, it is advisable to conclude an employment contract with him. It, like the job description, specifies all the rights and responsibilities of the future commercial director. A clause on confidentiality and non-disclosure, financial liability and conditions for early termination of the existing contract is also written down here.

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

Job description for commercial director

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

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

1. General provisions. Here, as a rule, the basic definitions and terms, requirements for professional and personal qualities and the basic rules of work at the enterprise are deciphered.
2. Responsibilities of the employee. This paragraph clearly states all the points for which the commercial director is responsible.
3. Rights. This section indicates the capabilities and powers of the employee.
4. Responsibility. This point is especially important because contains information about the obligations of the commercial director to the company and the law.

This document may also indicate working conditions, requirements for the employee and other points at the discretion of the enterprise management. An employee may be fired for failure to comply with job descriptions.

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

Now in any company, one of the main indicators of an employee’s performance is his performance, i.e., what useful things he brought and what benefits this turned out to be. Or it may be the amount of final profit received by the company during the period of the person's work. This is a very important indicator, since it can subsequently directly affect the salary and recommendations.

The activities of most commercial directors are assessed according to the following criteria:

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

We create a correct and meaningful resume

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

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

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

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

1. More specific information and numbers in the description of professional achievements.
2. It is better to indicate the scope of activity of the companies you worked for previously.
3. Look at your resume through the eyes of an employer.

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

Who is a commercial director

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

Despite the fact that there is a generally accepted instruction for a commercial director that defines the scope of his responsibilities, in fact these boundaries are quite blurry and depend on the specifics and scale of the organization’s activities. So, if the enterprise is large, then the commercial director has a fairly wide range of responsibilities associated with almost all departments. In smaller organizations, this position allows you to concentrate on working with the external environment and expanding sales channels.

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

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

Job description of commercial director

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

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

What rights does a commercial director have?

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

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

Functions of a commercial director

The commercial director's instructions allow us to highlight a number of mandatory functions that this position entails:

• identifying and expanding distribution channels for goods and services;
• drawing up long-term strategic plans;
• conducting negotiations with suppliers and buyers;
• management of sales activities;
• budget execution control;
• development and implementation of marketing policy;
• development of measures to reduce expenses.

What should a candidate for the position be able to do?

It's not an easy job. A commercial director must be able to perform a fairly wide range of responsibilities. In this regard, the applicant for this responsible position must have a range of knowledge and skills:

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

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

• communication skills;
• stress resistance.

Special knowledge of the commercial director

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

• rules of law governing the activities of commercial enterprises;
• organizational structure of the company;
• comprehensive information about the range of products and their manufacturing technology;
• methods of research and analysis of existing markets, as well as methods of searching for new ones;
• existing, as well as promising or reserve sales channels;
• general information about the state of affairs in the industry in which the organization operates;
• rules and procedures for concluding contracts with suppliers and customers;
• theoretical aspects of marketing;
• foreign best practices in managing marketing and sales activities;
• standards for ensuring worker safety.

Powers of the commercial director

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

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

Working conditions

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

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

Area of ​​responsibility of the commercial director

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

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

Failure to comply with rules and failure to fulfill duties

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

• improper performance of one's duties or evasion of them;
• failure to comply with orders and instructions from senior management;
• abuse of official authority or use of official position to achieve material or other personal goals;
• providing false information and reporting to management or government agencies;
• negligent attitude towards fire safety and other circumstances that pose a threat to the life and health of employees;
• personal failure to comply with labor discipline, as well as failure to take measures to ensure it among employees;
• criminal, administrative or civil offenses;
• causing material damage to the organization, which arose both as a result of unlawful actions and as a result of negligent inaction.

Who evaluates the quality of work of a commercial director

To determine the quality of work of the commercial director and the conscientiousness of the performance of duties, inspections are periodically carried out. The following persons or bodies may be involved in this:

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

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

How to find a job

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

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

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

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

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

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 responsibilities of a commercial director involve managing marketing, sales, purchasing, and 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. There they simply recruit individual managers for various divisions, while the commercial director can be taken over by the manager.

It is worth noting that the commercial director reports directly to the head of the company. This position plays a crucial role in preparing as well as implementing strategies aimed at the development of the enterprise.

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

If 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 individual line directors, headed by the commercial director.

Responsibilities

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

Together with shareholders and the general director - developing a work plan (current and long-term) for the organization, ensuring the effective use of all resources.

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

Determining the company's trading policy based on market analysis and past sales performance, determining the geographical areas of the company's work, implementing the latest sales strategies.

The commercial director, whose responsibilities are quite varied, is also responsible for creating and effectively training a sales team.

Sales department management, selection of sales channels, dealer network management.

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 also rests with 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 effective delivery of goods, searching for suppliers of warehouse and transport services.

The commercial director is responsible for smooth cooperation with suppliers, for commercial procurement, selection of services and suppliers, as well as for all coordination of supply issues. His responsibilities 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 things, namely:

Ability to interact with people, communication skills.

Qualities of an organizer and leader.

Strategic thinking.

High efficiency.

Ability to work with numbers and other data,

Mobility, ability to make decisions quickly.

Responsibility, initiative, results orientation.

High resistance to stressful situations.

The desire for self-development and growth.

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

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

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

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

1. Get into the numbers

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

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

2. Take care of managers

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

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

1. Markers of “life in the past”

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

1. Markers of “life in the future”

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

3. Engage in employee goals.

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

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

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

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

3. Once a specific goal has been set, you should increase 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, do not “let go” of the employee for more than a day. Constantly remind him of what he wants to get. The use of “new” marker phrases is very suitable for this. The marker phrase is the keywords from the goal formulated by the manager: “apartment”, “Maldives”, “car”, etc.

Job responsibilities of a commercial director: 3 levels of motivation

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

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

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

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

Functional responsibilities of a commercial director: 3 ways of organization

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

First, prepare an agenda.

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

Third, record their promises.

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

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

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

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

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

The commercial director must organize a continuous process of training and professional development for salespeople. 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 managerial education must be targeted and focused. How to do it?

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

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

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

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