Commercial director of a manufacturing company. Commercial director of a large construction company

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 is included in the duties of a commercial director. P. Shukhman and E. Evstyukhina, Ankor's recruitment consultants, talk about this.

In different companies, people in this position actually perform different functions. Recently, the position of commercial director and sales director is also often confused http://professional-education.ru/director-sales.html. The maximum range of what a commercial director can do is to simultaneously manage sales, marketing, procurement, and logistics services. Often the position of commercial director is perceived only as the head of the sales and marketing service, sometimes only as the head of the sales service. At present, there is a general idea that this person manages the company's sales.

Where is a commercial director required?

There are a lot of vacancies for a commercial director 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, open all the time. 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 come to the company, new commercial directors leave after less than a year, and sometimes less than three months. This situation, in turn, is explained by the complexity of building relationships with the founders.

Such vacancies are mainly open in poorly 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 the management of the old methods is ineffective. The founders are trying to increase the efficiency of the business by attracting a competent manager from the outside.

Sometimes a company has had one commercial director in its history, and this is either one of the founders or an employee who has served since the company was founded. Now this person is switching to other tasks or getting promoted to general, and he needs a strong replacement. As a rule, in this case, the founders also rely heavily on the literacy of a specialist and on new management methods that will significantly increase efficiency.

If we are talking about a 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 spelled out 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 of a know-it-all who will come and single-handedly, with little or no support, will take the business to a high level. In principle, such people exist, but they usually already own 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 that this company needs. It happens that it turns out that the company does not need the declared “know-it-all”, since in fact it requires the solution of specific local problems, and after that you can already think about more.

Basic requirements for a commercial director

This worker must be able to:

• develop and supervise the promotion of the company's products on the market;
• Discuss the budget with the CFO or CEO;
• form and control distribution channels;
• create, together with the director of human resources, a system material motivation company employees;
• participate in the formation personnel policy to hire employees of the sales department and keep this unit under control;
• control sales reports;
• personally conduct especially difficult negotiations with large clients;
• sign contracts;
• participate in the development of pricing policy and discount campaigns;
• approve or reject advertising projects, promotion programs, branding.

Note. For a Western business, the candidate must:

• have an MBA degree,
• speak English at least at the level of reading commercial documentation,
• have a long experience in managing sales in a western company (from 5 years).

If a person’s functionality includes marketing, logistics, procurement, then experience in these areas is often required as well.

Director's portrait

Personal qualities are perhaps key moment when looking for a commercial director. They include management style, delegation of authority, features of interaction with subordinates. Of course, a commercial director requires 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 skills in organizing forecasting, planning, budgeting, etc.

Big salary for the chief merchant

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

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

• medical insurance;
• car (or compensation for the use and technical care own car);
• nutrition;
• mobile phone traffic.

Reliability check

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

What attracts candidates in the first place?

In order to find the most suitable top manager for your company, formulate requirements for the position, explain to candidates their future responsibilities and not scare professionals away with unreasonable expectations, you must first imagine yourself in the place of a future commercial director and live in your imagination the usual working day of this manager . Many illusions about how much one person can do 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 the following parameters, which will be transferred to the commercial director:

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

The commercial director must know:

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

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

Responsibilities of the Commercial Director

Attention

Such a specialist, making informed decisions, will be able to guide and train his subordinates and employees of related departments, leading them in the direction necessary for the company. The candidate for this position must have and understand own goals and tasks of the enterprise, among which the main one is regular profit. Man must have high level responsibility and breadth of thinking, because his position is connected with the coordination of the work of all leading departments, with the control of the movement of cash receipts.

And, of course, this specialist simply cannot be non-initiative, non-communicative, irresponsible and not purposeful. Responsibility for finance and economy trading company In many organizations, the duties of the commercial director of the enterprise overlap with the functions of the financial director.

Commercial Director

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

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

Also often welcome:

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

Sample resume for business manager Sample resume.

Commercial director: duties, requirements and personal qualities

The commercial director is guided in his activities by:- legislative acts of the Russian Federation; - the Charter of the organization, the Internal Labor Regulations, others regulations company; - orders and instructions of the management; - this job description. 2. Job Responsibilities Commercial Director The Commercial Director performs the following duties: 2.1. Organizes the management of the material and technical supply of the enterprise, storage, transportation and marketing of products (sale of goods, provision of services). 2.2.
Coordinates the development and preparation of long-term and current plans for the logistics and marketing of products (sales of goods, provision of services), financial plans.2.3.

Job description of commercial director

Info

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

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

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

Profession commercial director

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

Important

Let's help you find a job Compiling a "selling" resume - more invitations to interviews. Resume correction in 4 hours - quick correction of errors. Drawing up a CV - resume on English language. Career guidance For schoolchildren - the choice of a profession and assistance in choosing a university.

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

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

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

Responsibilities of a commercial director of a trading company

Main business this employee in this case, it is the promotion of the brand and products of the enterprise on the market for the purpose of making a profit. To achieve these goals, work is organized in several directions:

• definition and construction of marketing policy;
• control over receivables;
• formation of plans for purchases and sales, supervision of their implementation;
• selection and training of the sales team;
• creation of a system of motivation and certification of managers;
• inspection of the sales process;
• monitoring customer requests.

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

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

Ensures timely preparation of cost estimates and other documents, calculations, reports on the implementation of plans for logistics, sales finished products(sale of goods), financial activities. 9. Approves and manages the company's budget for the operating year. 10. Organizes a system of accounting for all financial transactions, preparation of financial reporting documentation.

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

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

The commercial director is one of the 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 a huge responsibility. Sometimes it happens that this person in the organization becomes almost equal in relation to the CEO.

Who is a commercial director

Undoubtedly, each individual employee is invaluable to the enterprise. Nevertheless, 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 supply and marketing, but also with some production moments.

Despite the fact that there is a generally accepted instruction of the commercial director, which defines the scope of his duties, in fact, these boundaries are quite blurred and depend on the specifics and scale of the organization's activities. So, if the enterprise is large, then a fairly wide range of duties related to almost all departments falls to the share of the commercial director. In smaller organizations, this position allows you to focus on working with external environment and expanding distribution channels.

Also, do not forget about such a position as deputy commercial director. He has the same rights and obligations as his immediate superiors in the event that 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. So, the job description of the commercial director contains the following responsibilities:

• drawing up strategic and operational plans for economic and production activities organizations;
• analysis of current work and quick response to deviations in the production process in order to normalize the situation;
• study of financial indicators for the purpose of making managerial decisions;
• control over compliance with the budget for the enterprise as a whole and for its divisions;
• monitoring the implementation of the 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 duties, but also a number of rights in the organization:

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

Functions of the commercial director

The instructions of the official commercial director allow us to single out a number of mandatory functions, the implementation of which implies this position:

• definition and expansion of distribution channels for goods and services;
• drawing up long-term strategic plans;
• negotiating with suppliers and buyers;
• management of sales activities;
• budget execution control;
• development and implementation of marketing policy;
• development of measures to reduce the expenditure.

What an applicant should be able to do

This is not an easy job. The commercial director must be able to perform a fairly wide range of duties. In this regard, the applicant for this responsible position must have a number 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 distribution 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 possess:

• sociability;
• stress tolerance.

Special knowledge of the commercial director

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

• the norms of the law regulating the activities of commercial enterprises;
• organizational structure of the company;
• comprehensive information about the range of products and the technology of its manufacture;
• methods of research and analysis of existing markets, as well as ways to search for new ones;
• existing, as well as promising or reserve distribution 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 buyers;
• theoretical aspects of marketing;
• foreign best practices in the management of marketing and sales activities;
• standards for ensuring the safety of workers.

Powers of the commercial director

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

• advertising and marketing departments that create the image of the organization in the external environment;
• public relations department, which ensures recognition of the enterprise;
• the sales department, which determines the 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, which receives raw materials and materials, as well as unshipped products.

Working conditions

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

• the mode of work and the schedule of the working day is determined by the internal work schedule(nevertheless, due to the high responsibility, it is sometimes necessary to stay overtime);
• one of the duties of the commercial director is to travel 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 his area of ​​responsibility and official duties.

Area of ​​responsibility of the commercial director

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

• organization of processes for the sale of products and their delivery to the intermediate or final consumer;
• compliance with not only their own labor discipline, but also the control of these processes regarding subordinates;
• ensuring complete confidentiality of all information regarding the organization of production, technological features, financial transactions, marketing methods etc;
• ensuring proper working conditions for their subordinates;
• responsibility for safety, including fire safety, in those premises where the divisions controlled by the commercial director are located.

Failure to comply with rules and obligations

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

• improper performance of their duties or evasion from them;
• non-execution of orders and instructions of the higher management;
• exceeding official authority or using official position to achieve material or other personal goals;
• providing false information and reporting to management or government bodies;
• negligent attitude towards fire safety and other circumstances that pose a threat to the life and health of employees;
• personal non-compliance with labor discipline, as well as failure to take measures to ensure it among employees;
• criminal, administrative or civil offenses;
• infliction of material damage to the organization, which arose as a result of misconduct and as a result of negligent inaction.

Who evaluates the quality of the work of a commercial director

In order to determine the quality of the work of the commercial director and the conscientiousness of the performance of duties, inspections are periodically carried out. This may be done by the following persons or bodies:

• 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 attestation 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 evaluated according to certain indicators: the quality of the tasks, as well as the completeness and accuracy of reporting.

How to find a job

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

A prerequisite for employment will be the presence of higher education in the field of economics or marketing. In addition, the cumulative seniority in managerial positions must be at least 5 years. Thus, if you have just graduated from a 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. Most the best way 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 to the position of commercial director, who have sufficient work experience and are familiar with the structure and specifics of the enterprise. Therefore, if you do not immediately manage to get a high post, this is not a reason to give up. By conscientiously fulfilling your duties and showing initiative, you have every chance in a few years from an ordinary specialist to become a highly paid commercial director.

An interesting fact is that a number of enterprises do not see the need for a commercial director. It's about mainly about monopoly organizations for which the sale of products is not a particular problem. Also, this position is not necessary in the case when the responsibilities for the organization of supplies and sales are already distributed between individuals or divisions. This is also possible in the case when the enterprise has several founders who can distribute these areas of responsibility among themselves.

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

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

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

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

CEO speaking

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

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

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

When all business and markets have become more civilized, from commercial activities separate tasks began to be allocated - including functions of marketing, purchases and sales. Therefore, the role of commercial directors in the work of companies has undergone certain changes.

KPI for commercial director: calculation examples

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

Job responsibilities and functions of the commercial director

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

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

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

Commercial director = head of sales department

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

Expert opinion

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

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

Commercial Director = Sales Director + Marketing Director

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

• Material motivation of personnel. CEO Tips

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

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

Expert opinion

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

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

Commercial Director = General Manager

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

Expert opinion

Dmitry Grishin, Commercial Director of Aqua Star, Moscow

I work as a commercial director, but in fact I am entrusted with the functions of the general director. Since the owner of our company with his ambitious plans in conquering new directions (not related to our main field of activity) seeks to achieve full control activities of the company, while maintaining sufficient time to work on new projects. Consequently, some problems arise - important decisions of the company take too long.

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

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

Dmitry Kurov, Commercial Director of ISG, Moscow

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

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

Which companies do not need a commercial director

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

CEO speaking

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

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

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

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

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

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

It is worth mentioning that in various companies, the duties of this manager involve leadership over such components of activity as sales, marketing, advertising, and purchases. Therefore, it is worth saying that the name of the position may sound differently, for example, sales director or marketing director.

Responsibilities of the Commercial Director

The position of a commercial director has practically no facets, so the range of his tasks and functions can be quite wide. It can act in the following areas:

• Development of plans for the activity of an enterprise or organization together with the management, that is, the general director and the company of shareholders.
• Search for new ways and opportunities necessary for the company to successfully develop and occupy its niche in the market.
• Solving problems in the field of personnel development, for example, salespeople and managers.
• Market analysis.
• Management of the sales department, selection and selection of distribution channels.
• Development of a pricing policy and a range of products or services provided by the company, programs to increase sales.
• In addition to developing and implementing these programs, such a leader must ensure that they function in a positive way and are implemented.
• Implementation of control in the field of logistics.
• Drawing up plans and forecasts about the future needs and costs of the company.

In addition to the above responsibilities, the person holding this position may also be responsible for timely and reliable cooperation with suppliers (raw materials, products, services, etc.), resolve issues of all deliveries, select suppliers, participate in planning the company's budget for a certain period of time.

Job description

In each company and organization, the job description of the person holding this position is drawn up taking into account all the features of the activities in which the company is engaged. Therefore, the job description, for example, of a commercial director of an oil refinery and the job description of a person working in a similar position in a company that carries out sales household appliances, will be quite different.

But, nevertheless, they will also have a general list of tasks and areas in which this leader should be able to understand and work.

It is important to understand that a person holding the position of commercial director must necessarily have the appropriate level of knowledge and skills, as well as experience in managerial positions.

What is the role of the commercial director?

Since this leader has a wide range of duties and tasks, it is quite possible to assume that he plays one of the leading and significant roles in the company.

Not a single important meeting of shareholders of the company can do without his participation, plans and prospects for the development of the organization are not discussed, the budget for the financial year is not formed, only with his approval are contracts concluded with suppliers and service providers.

Due to the fact that the commercial director is a person with certain powers, it is important when hiring to pay attention to his personal characteristics so that he would no longer have to deal with his use of his official position for personal gain.

Rights and responsibilities of the commercial director

This employee has the following rights:

• Represent the interests of the company on issues of its activities to government agencies, other organizations, enterprises and institutions.
• Make information requests from departments and branches of the company that are necessary for the implementation of its activities.
• Submit proposals for the consideration of shareholders and the CEO regarding the development and improvement of the company.
• Engage in the development of responsibilities for their subordinates.
• Participate in the preparation, development of documentation relating to its activities.
• Put a signature and a visa on documentation that is directly related to its activities.
• Require from the management of a firm or enterprise that all organizational and technical conditions for the implementation labor activity have been observed.
• To carry out interaction on issues related to its activities with the heads of other structural divisions.

To the above list of these rights, any organization, if it deems it necessary, has the right to add its own.

In most companies responsibility this employee is reduced to the following points:

• For offenses that are committed in the course of activities in accordance with the Criminal Code of the Russian Federation, the Civil Code of the Russian Federation.
• For improper performance or non-performance of official duties prescribed in the job description in accordance with labor law RF.
• For causing material damage to the company in accordance with the Criminal Code of the Russian Federation, the Civil Code of the Russian Federation.

The management of the organization also has the right to include in the document regulating the activities of the employee ( job description), additional clauses about his responsibility.

Responsibilities of the Commercial Director

The duties of the commercial director of an LLC, that is, a private company, are largely determined by the specifics of its activities. In most firms, no matter what form (LLC, OJSC or JSC), the commercial director performs the following tasks:

• deals with the definition of the company's strategy and policy;
• composes the characteristics of the products sold;
• carries out intra-corporate and inter-corporate communication on issues that directly relate to the sales of manufactured products;
• optimizes the mechanisms and methods of sales.

Also, this head in an LLC can be engaged in reporting on issues of its activities, organizing employee training, solving some personnel issues and tasks.

Responsibilities of the commercial director of a trading and construction company

For greater clarity, the duties of a commercial director can be considered using the example of a trading and construction company. Responsibilities of a person holding this position in a major construction company are usually as follows:

• he searches for new customers in need of construction services;
• is engaged in the development of such areas of the company as construction, design;
• negotiating with suppliers and customers;
• analyzes competing organizations;
• prepares documentation, commercial offers relating to the provision of construction services;
• prepares documents for participation in tenders;
• controls the quality and timing of construction services provided by the company.

The main tasks of the commercial director in trading company somewhat different, since all its activities are aimed at marketing and promoting the goods sold on the market in order to increase sales and profits. This manager is engaged in the fact that he forms plans for purchases and sales, selects and trains sales managers, develops the marketing policy of the organization, draws up systems for motivating and adapting staff.

In whatever area this leader works, it is very important that his personal characteristics correspond to the level of his position. Successful in this position will be those people who are sociable, stress-resistant, mobile, able to think strategically, have the makings of a leader, are responsible and can analyze.