The commercial director is ... Director of Commercial Affairs. Position "commercial director"

In every developing company there comes a time when it is simply necessary to expand the staff and redistribute responsibilities. It is then that the deputy directors of the company appear on various issues. These are the people responsible for supply, production, advertising and promotion, as well as finance. The commercial director is practically the second person in the company after the CEO. He has his duties, tasks and rights. The sales manager must have specific personal qualities and working skills. What kind of person is this, what exactly is he doing and how to properly write a resume for a good company?

Who is the commercial director?

The scope of finance is quite broad, therefore, each applicant must clearly represent the essence of the chosen profession, responsibilities and responsibilities.

So, a commercial director is an expert who directly deals with various trading operations and their accompaniment. At the same time, the full list of duties depends solely on the specifics of the enterprise and its size. But we can definitely say that it is thanks to the commercial director that the company makes a profit, determines the rate and pace of development.

Such an employee manages not only purchases and sales of products, but also marketing and logistics departments. Also, the commercial director forms and maintains relations with the major and key clients of the company and is responsible for the conclusion of particularly profitable transactions.

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

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

Very often this post is 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 operates as a clock.

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

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

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

What does the sales manager do?

To properly choose your place in the company, you need to clearly understand what tasks and goals are facing you. This will allow more efficient and rational distribution of their time and energy. In addition, this fact is valuable for both the applicant and the employer. After all, outlining the scope of duties and tasks, you can safely demand from the employee specific results. You can also constantly monitor the effectiveness of its activities.

The only thing that special attention is paid to is the company's revenue. The company's commercial director must constantly monitor the situation and take prompt action while reducing this indicator. To do this, he can request any commercial documents from other units, 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 person of the company and has all the powers to solve the arising problems.

Main responsibilities

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

In this connection, he has such duties:

• Control and coordination of the development of standards for the quality and storage of products or services, as well as their number. It is the commercial director that determines the final value of the goods, their range and output volumes.
• Coordination of the development and implementation of the company's marketing strategy. This guide directly affects the future financial well-being of the company.
• Responsible for training and professional development of personnel, supervise the work of employees.
• To monitor the timely preparation of accounting documents, as well as to provide them timely to management. In addition, the tasks of the commercial director include sighting all financial papers.
• Monitor the implementation of the overall business plan, as well as the budget of the enterprise. Ensure the timeliness and completeness of payment of wages.

In addition to these requirements, each company has the right to enter its terms of reference for the commercial director. Everything depends on the size, the specifics of the work of the enterprise and the management structure. In Russian companies, the specific wishes of the founders can influence the fullness of their duties.

The main qualities that a professional must possess

Commercial Director - the position is very complicated, requiring the employee not only relevant work skills, but also certain personal qualities. And it is caused not only by personal likes and preferences, but rather by the peculiarity of the chosen post.

So, let's start with the professional qualities and skills. Most companies present the following criteria to the applicant, which should be indicated in their resume by the commercial director:

• Ability to work and knowledge of the specific market on which the enterprise operates.
• Ability to form, and also monitor existing and prospective sales channels.
• Orient in the marketing system to effectively implement various advertising projects.
• Ability to communicate with VIP clients, sign contracts for large transactions.
• Knowledge of 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 commercial director should be purposeful and stress-resistant, communicative and charismatic. He must be a leader, effectively interact with staff and any audience. Workability and non-conflictness are also particularly valued.

Which companies use this position

Now on the labor market, you can find quite a large number of vacancies for the place of the commercial director. Their peculiarity is that such ads can hang for a long time. There are several objective reasons for this: first, the employer conducts a rather rigid and careful selection of candidates, and, secondly, the newly admitted employees do not maintain the full scope of their duties and the pace of work.

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

In domestic companies, the position of commercial director appears due to the expansion of the enterprise or the restructuring of the management structure because of its inefficient activities. Therefore, the requirements for candidates are very blurred. Here the commercial director is a universal trained and experienced specialist who can 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 in what exactly he is responsible for, what are his main tasks and responsibilities. In addition, here attention is paid to professionalism, not subjective sympathies.

The level of wages and basic requirements for the candidate

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

Here it is worth noting that the salary will depend directly 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 the employee can count on a monthly income of 80,000 rubles. The further from the capital, the lower will be the reward.

In addition, higher requirements are imposed by increased requirements: work experience in the relevant position from 3 years, the passage of various courses and sales trainings, experience in financial planning and conducting effective negotiations. Also, an MBA diploma and knowledge of English are welcome.

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

Also, the employer can present specific requirements to the applicant. For example, this is the ownership of motor vehicles, the consent to perform duties during off-hours, the availability of certain diplomas, etc.

Registration of a commercial director for work

This issue in each company is decided in accordance with the staffing table and the existing legislative acts. Preliminary candidacy is agreed with the owners of the company. If there is no possibility 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 post. At the same time, an appropriate entry is made about the transfer in the workbook.

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

In connection with 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 specified. There is also a clause on confidentiality and non-disclosure, on liability and conditions for the early termination of the existing contract.

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

Job description for commercial director

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

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

1. General provisions. Here, as a rule, the basic definitions and terms, requirements to professional and personal qualities and the basic rules of work at the enterprise are deciphered.
2. Obligations of the employee. In this paragraph, all the points for which the commercial director is responsible are clearly spelled out.
3. Rights. This section describes the capabilities and powers of an employee.
4. A responsibility. This point is especially important, because Contains information on the obligations of the commercial director to the company and the law.

Also in this document can indicate the working conditions, requirements for the employee and other items at the discretion of the company's management. For failure to comply with the job description, the employee may be dismissed.

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

Now in any company one of the main indicators of the employee's performance is its effectiveness, i.e. what useful it brought and what benefits it turned out. Or it can be the size of the final profit received by the firm for the period of work of the person. This is a very important indicator, since it can subsequently directly affect the amount of wages and recommendations.

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

1. Clear execution of their own job description. Here, each contract item is evaluated.
2. High level of discipline and subordination. The Director for Commercial Affairs should be a highly organized and responsible person, since he is the present and future well-being of the company.
3. 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 executed on time, it can negatively affect its future.

We compose a correct and informative summary

The employer can not know about the unique personal qualities, skills, experience and other nuances of the future worker's personality. Therefore, any applicant must be able to properly draw up his resume. After all, it depends on it, will they take him into the team.

So, in the resume, the sales manager should indicate:

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

In addition, there are several tips for completing a resume:

1. More specific information and figures in the description of professional achievements.
2. It is better to indicate the scope of the companies in which you worked earlier.
3. Look at your resume with the eyes of the employer.