What are the responsibilities of a commercial director? Responsibilities of a commercial director of a trading company

home Job responsibilities commercial director – this is, first of all, the organization of product sales, which means planning, negotiations, control of managers, etc. In our sample job description

For the commercial director, we also provided for such a function as enterprise supply management.

Job description of commercial director
I APPROVED
CEO
Last name I.O. ________________

"________"_____________ ____ G.

1. General Provisions
1.1. The commercial director belongs to the category of managers.
1.2. The commercial director is appointed to the position and dismissed by 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
, as announced in the organization order. 1.5. A person who meets the following requirements is appointed to the position of commercial director: higher professional education
and at least 3 years of management experience in the relevant field.
1.6. The commercial director must know:
- commercial, civil, financial legislation;
- profile, specialization, features of the enterprise structure;
- prospects for the technical, financial and economic development of the enterprise;
- procedure for developing business plans;
- basic principles of financial planning;
- the procedure for concluding and formalizing business and financial contracts.
1.7. The commercial director is guided in his activities by:
- legislative acts of the Russian Federation;
- Charter of the organization, Internal Labor Regulations, other regulations of the company;
- orders and instructions from management;

- this job description.

2. Job responsibilities of the commercial director
The Commercial Director performs the following duties:
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).
2.3. Coordinates the development of regulations and standards for logistics (stocks of material and technical resources), product quality standards (goods, services), storage finished products(goods), stock standards of finished products (goods).
2.4. Provides recommendations and advice to managers and specialists in financial planning, marketing, sales; controls their work.
2.5. Ensures the timely preparation of cost estimates and other documents, calculations, reports on the implementation of logistics plans, sales of finished products (sale of goods), and financial activities.
2.6. Exercises control over financial and economic indicators activities of the enterprise, expenditure of financial resources.
2.7. Conducts negotiations on behalf of the enterprise with counterparties of the enterprise on economic and financial transactions, concludes economic and financial agreements on behalf of the enterprise, and 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 parties and commercial agencies.
3.2. Establish job responsibilities for subordinate employees.
3.3. Request from the structural divisions of the enterprise information and documents necessary to fulfill his official duties.
3.4. Participate in the preparation of draft orders, instructions, directions, as well as estimates, contracts and other documents related to resolving commercial issues.
3.5. Submit proposals for improvement of work related to the responsibilities provided for in these instructions for consideration by management.
3.6. Require the management of the enterprise to provide organizational and technical conditions and prepare 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 failure to perform and/or untimely, negligent performance of one’s official duties.
4.2. For failure to comply with current instructions, orders and regulations on maintaining trade secrets and confidential information.
4.3. For violation of internal labor regulations, labor discipline, safety and fire safety rules.

— Director for Development of New Projects at Yandex. Previously, he was involved in regional expansion in Gett taxi and the coupon service Vigoda.ru, and worked as commercial director at the freight transportation company Deliver.

We talked with Artem about what a commercial director is responsible for and what skills he must have in order to form an effective commercial department.

There is a stereotype that a commercial director deals only with sales.

In reality, there are many more responsibilities. A commercial director can be responsible for four areas simultaneously - sales, purchasing, logistics and marketing. But this is an ideal situation.

In practice, everything depends on the scope of activity and the organizational structure of the company. For example, in many companies that provide services, there is basically no logistics department, and in some companies the production department is responsible for purchasing. But it is more effective if these departments are managed by one person.

Deliver is a freight transportation company. In fact, logistics is the main product, so it is not separated into a separate area. Everything related to sales, purchasing and marketing of the company was subordinate to the commercial director.

Initially, the company's founder, shareholder and shareholder were responsible for sales at Deliver. CEO. But if a business needs significant growth in some area, they hire a specialist in that area. It was the same with us. When it was necessary to switch to new level, decided to hire a commercial director.

At Deliver, he was responsible for sales, purchasing and marketing. We have transformed each of these areas.

#1. Changing the sales system

When I joined the company, the sales department was already working. Contracts were signed with the first clients, but:

the approach was unsystematic

the demands placed on managers were unreasonable

the department structure was complex

there was no clear tariff and credit policy

First of all, I rebuilt the department: distributed tasks among employees and systematized work with clients.

We focused on direct sales, but at the same time began testing other channels. We launched agency sales through warehouse complexes, and later partner sales with tender sites and banks, including Sberbank, Otkritie, and Tinkoff Bank.

#2. Regional expansion

In parallel with this, I was engaged in regional expansion. We opened two offices - in St. Petersburg and Yekaterinburg. But in the regions it was difficult to find return loads for our machines. Moscow is a hub that accumulates cargo and distributes it among the regions, but cargo does not arrive from the regions in the same volume; there is mainly intracity and intraregional delivery.

To solve this problem, we decided to grow deeper into the regions. Tested during operation different groups clients - from individuals to giant FMCG companies, whose cargo is transported by hundreds of vehicles every day.

#3. Working with clients

Many suppliers of goods and services want giants as their clients. We were no exception. But we encountered difficulties in working with such companies:

long deferred payments
individual document flow
specific product requirements

We focused on large local manufacturers and distributors of local goods - food, building materials. Medium-sized companies have fewer requirements and organize all processes much more simply. The profit margin of business with them is higher.

The transition to customers of a different scale provided growth that allowed Deliver to become a market leader.

#4. Selection of sales channels

We started with direct sales. Then we tested marketing channels, spent huge sums on marketing and PR, participated in conferences and exhibitions, tried agency and affiliate referral programs and loyalty programs.

Having assessed the cost of attracting one client and his life cycle, we realized that direct sales are more profitable than others. And so we focused on them.

Marketing performs a supporting function - it is not an independent department, it helps direct sales. The task was to analyze these channels. We had several teams: one was involved in marketing, another was involved in PR projects, and the third was involved in BTL activity, indirect impact on consumers. Together we analyzed the results and looked for the most effective channels for attracting customers.

Any commercial company aims to make a profit. In fact, the commercial director and his department are the structure that generates this profit. The commercial director communicates with clients, understands the internal processes of the organization and, naturally, influences the financial performance of the company.

I studied the experience of successful commercial directors and managers in global companies and compiled a list of five key qualities and commercial director skills.

#1. Leadership

A commercial director is a leader who is able to make quick decisions in a rapidly changing situation and lead people to their goals.

#2. Strategic Thinking

A commercial director must be able to rise above the routine, above the situation and decide in which direction to move. Be able to apply new techniques and generate innovative ideas.

#3. Sales and communication skills

The work of a commercial director is closely related to communication - with clients, employees, suppliers and colleagues. He must be able to negotiate and understand the principles of sales.

#4. Organizational skills

One of the main competencies of a commercial director is the desire and ability to work in a team and organize it. By motivating employees, encouraging and controlling them, the commercial director achieves success in his department.

#5. Personal effectiveness

Like any other leader, a commercial director must have a flexible mind. To do this, it is important to constantly develop, improve yourself, take courses and trainings.

In general, creating a commercial department consists of three steps.

Determine the profile of the target client. It is important to specify in as much detail as possible who, why and how will use your product or service.

Select the main sales channels. Based on the client's profile, you determine the main sales channels: direct, through dealers or distributors, with an emphasis on online marketing or agency sales.

Select and train employees. Once you decide who you will sell to and how, assemble a suitable team.

Often the head of the sales, purchasing or logistics department is appointed to the position of commercial director. These employees are more immersed in the production process and the process of generating profit, directly influence it and know some of the tasks. It is easier for them to take on other tasks.

The commercial director also comes into contact with marketing. But the set of tools that he must master directly depends on the industry and the company’s products.

Online tools are intensively used in marketing - it is important to understand them at least basic level. The commercial director needs to understand general principles work and basic metrics that measure the effectiveness of campaigns. And you shouldn’t separate marketing and PR - they are interconnected.

The main task of the commercial director is to determine the group of clients who will be targeted by marketing campaigns and test tools, finding the cheapest and most capacious acquisition channels.

The commercial director interacts with stakeholders - interested parties. Internal stakeholders are divided into three types:

founders
investors
staff

Investors And founders companies influence the determination of business strategy, budget approval, products and company profits. From personnel The speed and quality of work on creating a product, the provision of services and, in general, the speed of development of the company depend.

In interaction with managers - top management - in my opinion, the main thing is not to engage in political games. It is important to understand the tasks and goals of other departments and build communication based on the overall goals of the company. If you have the right argument and you say rational things, it’s not difficult to convey to your colleagues the usefulness of your proposal. The main thing is honest and open dialogue.

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

Who is a commercial director?

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

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

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

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

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

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

The position of commercial director belongs to the second level of management. This is the next step after the director. In this case, a financial deputy is appointed, and 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. Besides, this fact is valuable for both the applicant and the employer. After all, having outlined the range of responsibilities and tasks, you can safely demand specific results from the employee. You can also constantly monitor the effectiveness of its activities.

The only thing that appeals Special attention, this is the company's revenue. The commercial director of the company must constantly monitor the situation and take prompt measures if there is a decrease this indicator. 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 in full carry out all instructions from the director of the company, develop and expand commercial relations, and 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 final cost goods, their range and production volumes.
• Coordination of the development and implementation of the enterprise's marketing strategy. directly affects the future financial well-being companies.
• Responsible for training and monitoring the work of employees.
• Monitor the timely preparation of reporting documents and submit them to management on time. In addition, the tasks of the commercial director include the approval of all financial papers.
• Monitor the implementation of the overall business plan, as well as the enterprise budget. Ensure timely and complete payments wages.

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

The main qualities that a professional should have

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

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

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

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

Which companies use this position?

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

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

IN domestic companies the position of commercial director appears as a result of the expansion of the enterprise or the restructuring of the management structure due to its ineffective activities. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universal, trained and experienced specialist who can quickly cope with 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, to higher salary They also have increased requirements: 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.

Wherein average age The future commercial director is about 40 years old. Most often these are men with higher specialized education. In addition, each candidate must have good 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 you can't find it professional employee on the side, most often the chief accountant of the enterprise is appointed to this position. This person has all the necessary knowledge and skills for this position. In this case, a corresponding entry about the transfer is made in 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 a employment contract. It, like the job description, specifies all the rights and responsibilities of the future commercial director. A clause on confidentiality and non-disclosure, 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, for each employee there is a special guide, which indicates all aspects of the activity and nuances of the position held.

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

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 educational establishments 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.

is a person who, through his actions, mobilizes, controls and directs the company’s personnel to achieve maximum profit. Depending on the direction of activity, production or trade organization, the requirements for the qualities and abilities of the candidate for this position and the functional responsibilities of the commercial director of the enterprise may differ slightly.

The role and main tasks of the commercial director

Despite the importance of this figure in the enterprise management system, his responsibilities and functions are not always clear. Most often, people from the purchasing department apply for this position. Who, if not a sales manager, knows the specifics of communication with clients, has experience in concluding contracts, and understands the peculiarities of his organization.

IN general outline The responsibilities of the commercial director of an LLC are as follows:

• long-term and short-term profit planning;
• effective management and control over the implementation of current tasks by the sales department;
• providing information;
• setting tasks for all departments of the enterprise;
• control of division directors;
• determination of the organization's marketing policy;
• communication with key clients;
• interaction with shareholders and partners;
• control over the fulfillment of obligations and contracts of your enterprise related to business activities;
• coordination of the work of departments.

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

Characteristic qualities of the candidate

The responsibilities and characteristics of the position occupied in the organization require from a specialist not only the ability to focus on results. The ability to make decisions in a difficult situation, conflict management skills, stress resistance and loyalty, responsibility and honesty, creativity and the ability to defend one’s own opinion must be possessed by a professional department head. These skills are especially needed by top managers of trading companies.

One of the important qualities is the presence of charisma and leadership abilities. The commercial director, whose responsibilities are specifically stated in the employment contract, must be able to captivate a team of employees and encourage people to work actively. Experienced personnel officers recommend hiring a professionally mature person, over 30 years of age, for this position. Such a specialist, making informed decisions, will be able to guide and train his subordinates and employees of related departments, leading them in the direction necessary for the company.

A candidate for this vacancy must have and understand the company’s own goals and objectives, among which the main one is regular profit making. A person must have 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 the trading company

In many organizations, the responsibilities of the commercial director of an enterprise overlap with the functions of the financial director. Both of these specialists plan, direct and supervise purchasing, marketing and financial activities companies. Any decisions and actions of the commercial director must have an economic justification and be aimed at making a profit as a this moment, and in the future.

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

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

Commercial director: responsibilities and functions in a trading company

The main task 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.

Analysis of sales across the entire assortment line, profit and turnover for each position, seasonality and stability of income, functions of a leading merchandise specialist - all this is in charge of the commercial director. Job responsibilities may vary slightly depending on the specific profile of the company, but the main activity is aimed at consolidating the company’s position in the market and increasing income.

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

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

Where is a commercial director needed?

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

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

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

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

Perhaps only Western companies have clear requirements for education and skills. Russian companies very often ask to find a “wizard”. This is a kind of dream about a know-it-all who will come and alone, with virtually no support, will take the business to a high level. In principle, such people exist, but they are usually already owners own business

. In such cases, I enter into a process of negotiations with the client, often lengthy, the purpose of which is to identify the portrait of the commercial director needed by the company. It happens that a company does not need the declared “know-it-all”, since in fact it requires solving specific local problems, and after that you can think about more.

Basic requirements for a commercial director

• This employee must be able to:
• develop and supervise the promotion of the company’s products on the market;
• discuss the budget together with the financial or general director;
• form and control distribution channels;
• create, together with the director of personnel services, a system of material motivation for company employees;
• participate in the formation of personnel policies for hiring sales department employees and maintain control over this department;
• control sales reporting;
• personally conduct particularly complex negotiations with large clients;
• sign contracts;
• participate in the development of pricing policies and discount campaigns;

approve or reject advertising projects, promotion programs, branding. Note.

• For Western business, the candidate must:
• have an MBA degree,
• speak English at least at the level of reading commercial documentation,

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

Director's portrait

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

Big salary for chief merchant

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

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

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

Reliability check

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

What attracts candidates in the first place?

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

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

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