In each developing 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. Commercial Director - this is almost the second person in the company after the CEO. He has his duties, tasks and rights. The sales director must have specific personal qualities and work skills. What kind of person is he, what exactly is he doing and how to write a resume in a good company?
Who is a sales manager?
The field of finance is quite wide, therefore, each applicant should clearly understand the essence of the chosen profession, the range of duties and responsibilities.
So, the commercial director is a specialist who is directly involved in various trading operations and their support. Moreover, a 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, the course and the pace of development are determined.
Such an employee manages not only the procurement and sales of products, but also the marketing and logistics departments. The commercial director also forms and maintains relations with large and key customers of the company and is responsible for concluding particularly profitable transactions.
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.
Place of commercial director in the organizational structure of the company
Very often this position is confused with the head of the sales department. But the commercial director has a clearly defined place in the managerial hierarchy. Thanks to this distribution of responsibilities, the company works like a clock.
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 also removed from office exclusively by the general manager of the company.
On all working matters, the commercial director reports and reports directly to the director. These are issues of operational management, disciplinary liability, cash trading and financial planning. At the same time, he is personally responsible for the safety of various material assets and signs a corresponding agreement with 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. Deputy Commercial Director has the same rights and obligations that he receives for a certain time. He also bears liability.
What does a commercial director do?
To choose your place in the company correctly, you need to be clearly aware of what tasks and goals you are facing. This will allow more efficient and rational distribution of your time and energy. In addition, this fact is valuable both for the applicant and for the employer. After all, having outlined the circle of duties and tasks, we 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 operational measures to reduce 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.
Main responsibilities
A commercial director is a person who has huge powers and responsibilities. Accordingly, he must fully comply with all the requirements of the director of the company, develop and expand commercial relations, and adhere to the existing business plan.
In this regard, he has the following responsibilities:
- Monitoring 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 the goods, their assortment and output volumes.
- Coordination of the development and implementation of the marketing strategy of the enterprise. This guide directly affects the future financial well-being of the company.
- Responsible for training and staff development, monitor the work of employees.
- Monitor the timely preparation of reporting documents, as well as timely provide them to management. In addition, the tasks of the commercial director include the sight of all financial securities.
- Monitor the implementation of the overall business plan, as well as the budget of the enterprise. Ensure timely and complete payroll.
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 may influence the completeness of official duties.
The main qualities that a professional should possess
Commercial Director - a position is very complex, requiring the employee not only relevant working skills, but also certain personal qualities. And this is caused not only by personal sympathies and preferences, but rather, by the feature of the selected 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 enterprise operates.
- Ability to form, as well as 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 for large transactions.
- Proficiency in English for communication and work with documents.
If we talk about the personal qualities of the candidate, then the requirements of the employer are quite standard. As in many other positions, the future sales director must be purposeful and stress-resistant, sociable and charismatic. He must be a leader, effectively interact with staff and any audience. Efficiency and non-conflict are also especially valued.
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 feature is that such ads can sag for a long time. There are several objective reasons for this: firstly, the employer conducts a rather tough and thorough selection of candidates, and secondly, newly hired employees do not withstand the entire volume of official duties and the rhythm of work.
The approach to finding a financier and the requirements for his knowledge and skills are significantly different for Western and domestic companies. It 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 activities. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universal trained and experienced specialist who is able to quickly cope with the problems that have accumulated over the years.
In Western companies, the functionality and requirements for applicants have long been clearly defined. Therefore, the applicant is much easier to navigate what exactly he is responsible for, what are his main tasks and responsibilities. In addition, attention is paid specifically to professionalism, and not to subjective sympathies.
Salary level and basic requirements for a candidate
What can the future commercial director count on as compensation for his difficult work? After all, the job description of the commercial director provides for a fairly wide range of responsibilities and huge responsibility.
It is worth noting 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 will be the reward.
In addition, increased demands are made and increased requirements: experience in the relevant position of 3 years, passing various courses and trainings on sales, experience in financial planning and conducting effective negotiations. An MBA and knowledge of English are also welcome.
At the same time, the average age of the future commercial director is about 40 years. Most often these are men with higher specialized education. In addition, each candidate should have good recommendations from a previous job.
Also, the employer may present specific requirements for the applicant. For example, this is the possession of vehicles, consent to the performance of duties after hours, the presence of certain diplomas, etc.
Registration of a commercial director for work
This issue is resolved in each company in accordance with the
staffing table 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. In this case, a corresponding entry is made about the transfer in the work book.
The order for the appointment of a commercial director is personally signed by the general director or director of the enterprise. In the same way, the employee is dismissed from this position.
Due to the fact that the newly adopted person has a huge responsibility, it is advisable to conclude an employment contract with him. In it, as in the job description, all rights and obligations of the future commercial director are indicated. It also sets out a clause on confidentiality and non-disclosure, on liability and the 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 adoption and the number of the order.
Job Description for Commercial Director
In the structure of the enterprise, a special guide is drawn up for each employee, in which all aspects of the activity and the nuances of the post are indicated.
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 Responsibilities. This point clearly spells out all the points for which the commercial director is responsible.
- The rights. This section indicates the capabilities and powers of the employee.
- Responsibility. This item is especially important because contains information on the obligations of the commercial director to the company and the law.
Also, this document may indicate working conditions, requirements for the employee and other items at the discretion of the enterprise management. For non-compliance with the job description, an employee may be fired.
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 activity is his effectiveness, that is, what he brought useful and what benefits it turned out to be. Or it may be the value of the 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 size of the salary and recommendations.
The activities of most commercial directors are evaluated according to the following criteria:
- Clear implementation of their own job description. Here, compliance with each clause of the contract is assessed.
- High level of discipline and subordination. The Director of Commercial Affairs should be a highly organized and responsible person, because the present and future well-being of the company lies on him.
- Implementation of the existing business plan of the company. The company's work, together with financial indicators, is carefully and accurately calculated. If any item is not completed on time, this can quite negatively affect its future.
We draw up a correct and informative 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 their resume. After all, it depends on whether they will 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 (company name, position and responsibilities).
- Professional qualities and skills (the item should represent competitive advantages).
- Additional information (knowledge of programs and languages).
In addition, there are some tips for filling out a resume:
- More specific information and numbers in the description of professional achievements.
- It is better to indicate the scope of activities of the companies in which you previously worked.
- Look at your resume through the eyes of the employer.