How to become a commercial director: responsibilities, functions, main qualities

List of responsibilities of the commercial director

A commercial director is a top manager who is responsible for building a system for continuously generating financial flow into the company. We have studied published vacancies and compiled a list of the most common requirements for this position. Here's what a commercial director does according to employers:

1. Development of a company development strategy - this includes analysis of the market, competitors, sales and other information about the economic and other activities of the enterprise.
2. Analysis of the operating situation in the company - find out where there are failures, prevent potential threats and accidents that could lead to a decrease in cash flow.
3. Budgeting - controlling expenses and income, assessing the effectiveness of spending.
4. Control of financial indicators and management decisions at the executive level.
5. Development of a plan for economic and production activities.
6. Building marketing and sales systems in the company.

The activities of a commercial director are often synonymous with the work of a general director - in fact, now this is the second person of the company, his deputy, ready to take over responsibilities if the main unit fails.

Pay attention to the field of activity of the company in which you plan to join as a commercial director - now employers require the top to have minimum experience in retail, IT or other segments, if they are looking for such a specialist.

https://youtu.be/PW9OH9Q27No

Explanations for instructions

An instruction is an important document that regulates the activities of the head of an enterprise.

Important! Detailed duties of the director, his rights and responsibilities serve as a guarantee of the absence of conflict situations in controversial issues.

The instructions do not have a clearly established form or regulated content. The drafters of the document rely on qualification reference books and standard samples. Each organization can draw up its own instructions, corresponding to the specifics of its structure and area of ​​activity.

The given sample consists of 4 parts; if necessary, the number of sections is increased.

Part 1

It’s called “General Provisions” and includes clearly defined requirements for a candidate for the position:

1. The level of education.
2. Leadership experience.
3. Knowledge, theoretical and practical.

Knowledge includes familiarity with labor regulations, financial literacy, management, and other aspects of information required for a leadership position.

Part 2

This section clearly and comprehensively formulates all aspects of performing the manager’s functions. The lists may be different for each enterprise, but all likely areas of application of the director’s efforts should be covered.

It is important! The director makes decisions for which he bears full responsibility before the law and the founder.

Its activities are aimed, first of all, at organizing production that will produce competitive goods that are in demand among consumers and that meet domestic and world standards.

In addition, the director is responsible for fulfilling obligations to:

1. Federal budget.
2. Suppliers and customers.
3. Lending organizations.

Therefore, it is important to correctly determine the scope of its activities and regulate it with appropriate responsibilities and rights.

Part 3

The director is vested with rights and powers that allow him to fully perform representative and leadership functions.

How is a commercial director different from a sales director?

Both in resumes and in vacancies you can now find confusion. For example, the job description and responsibilities of a commercial director are different from a sales director, but some companies believe that they are literally the same thing. This is wrong:

• The commercial director is responsible for building the entire system, including sales.
• The Sales Director is a separate top unit of the company, which is responsible for closing deals, increasing LTV and developing a sales system.

Another misconception is to confuse commercial and financial directors. There is a difference in approach: if the first one deals with the completely commercial system of the enterprise, then the second one is responsible specifically for cash flows.

Standard sample job description

The technical director is a high-level specialist, endowed with an extensive list of responsibilities and rights. The specifics in this case depend on the specifics of the enterprise. Some skills will be relevant in an IT company, but completely different ones for a car service manager. The drafters of the instructions must take into account the needs of the enterprise, so any form must be adapted to suit their purposes. Correcting a ready-made template is much easier than writing your own instructions from scratch.

Download Job Description of Technical Director

Important skills to develop right now

If you are ready to potentially develop to the level of commercial director, then it is worth pursuing the necessary skills right now. Here is the competency map:

• Train in drawing up and implementing strategies for sales and marketing departments of companies at different levels.
• Manage sales departments - understand their goals, objectives, methods of long-term and operational control.
• Optimize business processes, set tasks for the implementation and improvement of CRM systems, understand the specifics of working with the IT department.
• Know the intricacies of compiling KPIs and remuneration systems.
• Understand HR - understand how the search, hiring, adaptation, training and motivation of personnel occurs.
• Understand how sales occur, how to look for new channels, how to work with existing databases.

The future commercial director will need to understand:

• Features of budgeting in commercial and government organizations.
• Subtleties of legal processes and contractual work.
• Processes of product movement both within the enterprise and after sale.

Main soft skills and side skills you can’t do without

It is now difficult to do without “soft skills” - this statement suits any top manager. We have already talked about the five main skills of the future, but this is not enough. Here are three more character traits that company leaders and founders recommend future top managers develop.

1. General Director of CAF Group Natalya Ionova sees conventional “drive” as an excellent quality of a leader. The recommendation is to look for people who are passionate about something for management positions. And not necessarily just work, it is important that the employee, in principle, knows how to “get carried away” and “burn.”
2. The Right Management portal states that an important leadership skill now is adaptability. This is the ability to adapt to changes, abruptly change direction, and understand how to flexibly and quickly transform the development strategy without losses for the company.
3. Modern IT companies are focused on increasing the productivity of both teams and individuals. Try to study their methods - Agile, Scrum, Kanban. The head of Sberbank, German Gref, spoke positively about such systems.

Daily functions of the commercial director

Job descriptions for commercial directors of large companies usually consist of a huge list on several sheets. But there are functions that a top manager has to perform constantly:

• Negotiating - your opponents will be suppliers, buyers, potential partners and competitors. We recommend reading our material on developing business communications skills.
• Drawing up, monitoring and changing short-term strategies.
• Expansion of sales channels.
• Control of marketing and sales departments.
• Budgeting.
• Finding ways to reduce costs and increase company revenue.

Salary of a commercial director

According to a study by the portal trud.com, the average salary of a commercial director throughout Russia is 73,000-90,000 rubles. Keep in mind that we are talking only about vacancies with a specified salary and, as a rule, only the salary rate is taken into account.

The income of a commercial director usually includes several positions:

• "Fixed" salary.
• Bonuses based on the results of the quarter/year.
• Bonuses for achieving company KPIs.
• Dividends if there is a share in the company.

At the time of writing this article, you can find vacancies on the market for a commercial director in retail with a salary starting from 120,000 rubles, in the manufacturing segment with a salary starting from 150,000 rubles, in IT - from 250,000 rubles.

IV. Director's rights

The director of the enterprise has the right:

4.1. Represent the interests of the enterprise in relations with

individuals and legal entities, government bodies and

management.

4.2. To act on behalf of the company without a power of attorney.

4.3. Open current and other accounts in banking institutions.

4.4. Manage the funds and property of the enterprise in compliance with

requirements of relevant regulations, the charter of the enterprise.

4.5. Within the limits established by law, determine the volume and

composition constituting a trade secret.

4.6. Conclude employment contracts.

4.7. Issue powers of attorney to carry out civil transactions,

representation, etc.

4.8. ______________________________________________________________.

Bonus knowledge that will help you stand out among competitors

There are several other skills and competencies that will come in handy if you are planning to make a career leap within your company. Of course, it is better to check the final list with the general director, but this knowledge will definitely not be superfluous:

• Thoroughly understand the entire organizational structure of the company, understand the specifics of interaction between departments and different levels of departments.
• Know the legislative features with which the company operates.
• Be part of a team or understand big data analytics yourself, understand how the market behaves and what to expect from it in the short and long term.
• Have sources of information about other markets in which the company could potentially win or competitors could emerge.
• Understand the company's product range and sales features.

Enter the site

RSS Print
Category : Profession Replies : 7

You can add a topic to your favorites list and subscribe to email notifications.

« First ← Prev.1 Next → Latest (1) »

Olesya (guest) [email protected]
	And also, please tell me, is it necessary to approve the director’s job description? And if so, maybe someone has it, please send it to me by email...
I want to draw the moderator's attention to this message because: Notification is being sent...

Lyudmila (guest) [email protected]

#2[3888] February 7, 2008, 19:27

good evening, I don’t know whether it will suit you or not, but the company’s lawyer developed it for us. He transferred some of the responsibility to the deputy. director. I would advise you to look at the Labor Code of the Republic of Belarus and supplement this instruction with the responsibility of the director of labor protection if the enterprise does not have this service. JOB DESCRIPTION OF THE DIRECTOR OF THE ENTERPRISE PUE "Solnyshko" "APPROVED" Director of the enterprise __________________V.G. Ivanov “__” ______________ 200__ I. GENERAL PROVISIONS 1.1. The director of the enterprise belongs to the category of managers; he is hired and dismissed based on the decision of the founder of the enterprise. 1.2. A person with a higher technical or engineering-economic education and at least 1 year of work experience at relevant industry enterprises is appointed to the position of director of an enterprise, or a person with a secondary technical or economic education and no work experience at relevant industry enterprises. less than 5 years. The founder of an enterprise can be a director of the enterprise without taking into account the above requirements. 1.3. The director of the enterprise is accountable to the founder of the enterprise. 1.4. In his activities, the director of the enterprise is guided by: - ​​legislative and regulatory documents regulating the production, economic and financial-economic activities of the enterprise; — methodological materials related to the activities of the enterprise; — the charter of the enterprise; — labor regulations; - this job description. 1.5. The director of the enterprise must know: - The Constitution of the Republic of Belarus; — laws of the Republic of Belarus; — decrees and decisions of the President of the Republic of Belarus and the Government of the Republic of Belarus, determining the directions and prospects for the development of the industry; — resolutions, orders, orders, other governing and regulatory materials of higher and other bodies relating to the activities of the enterprise; — profile, specialization and features of the enterprise structure; — prospects for technical, economic and social development of the enterprise; — production capacities of the enterprise and their capabilities; — production technology of the enterprise’s products; — management and management methods; — the procedure for concluding and executing contracts; — domestic and foreign achievements of science and technology in the relevant industry and the experience of leading enterprises; — economics, organization of labor, production and management; — labor legislation of the Republic of Belarus; — rules and regulations of labor protection, safety precautions, industrial sanitation and fire protection. 1.6. During the absence of the director of the enterprise, his official duties are performed in the prescribed manner by his deputy, who bears full responsibility for their high-quality, efficient and timely implementation. II. FUNCTIONS The director of the enterprise is assigned the following functions: 2.1. General management of production, economic and financial-economic activities of the enterprise; 2.2. Organization of interaction between all employees of the enterprise. 2.3. Ensuring the fulfillment of all obligations assumed by the enterprise. 2.4. Creating conditions for the introduction of the latest equipment and technology, progressive forms of management and labor organization. 2.5. Taking measures to ensure healthy and safe working conditions at the enterprise. 2.6. Monitoring compliance with the law in the activities of all services. 2.7. Protection of the property interests of the enterprise in court and government authorities. III. OFFICIAL RESPONSIBILITIES To perform the functions assigned to him, the director of the enterprise is obliged to: 3.1. Manage all types of enterprise activities in accordance with current legislation. 3.2. Be responsible for organizing labor protection for the enterprise’s employees and for conducting safety and labor safety briefings for employees. 3.3. Organize the work and effective interaction of all employees of the enterprise. 3.4. Ensure that the enterprise fulfills tasks in accordance with established quantitative and qualitative indicators, all obligations to the state budget, suppliers, customers and banks. 3.5. Organize the production and economic activities of the enterprise based on the use of methods of scientifically based planning of material, financial and labor costs, maximum mobilization of production reserves, achieving high technical and economic indicators, increasing the level of provision of services to the population, rational and economical expenditure of all resources -dov resources. 3.6. Take measures to provide the enterprise with qualified personnel, to make the best use of the knowledge and experience of workers, to create safe and favorable conditions for their work, and to comply with the requirements of environmental legislation. 3.7. Implement measures for the social development of the enterprise staff, ensure the development, conclusion and implementation of a collective agreement; carry out work to strengthen labor and production discipline, promote the development of creative initiative and labor activity of workers and employees. 3.8. Provide a combination of economic and administrative methods of leadership, unity of command and collegiality in discussing and resolving issues, material and moral incentives for increasing production efficiency. 3.9. Resolve all issues within the limits of the rights granted to him and entrust the performance of certain production and economic functions to other officials - the deputy director of the enterprise, the accountant. 3.10. Ensure compliance with the rule of law in the activities of the enterprise, active use of legal means to improve management, strengthen contractual discipline and economic accounting. IV. RIGHTS The director of the enterprise has the right: 4.1. Represent the interests of the enterprise in relations with individuals and legal entities, government authorities and management. 4.2. Act on behalf of the company, without issuing a power of attorney. 4.3. Open current and other accounts in banking institutions. 4.4. Manage the funds and property of the enterprise in compliance with the requirements of the relevant regulations and the charter of the enterprise. 4.5. Within the limits established by law, determine the scope and procedure for protecting information constituting confidential information. V. RESPONSIBILITY The director of the enterprise is responsible: 5.1. For failure to perform (improper performance) of one’s official duties; for offenses committed in the course of their work activities; for causing material damage within the limits determined by the current labor legislation of the Republic of Belarus. 5.2. For the consequences of decisions made by him that go beyond his powers established by law, the charter of the enterprise, and other regulatory legal acts. The director is not exempt from liability for actions entailing liability performed by persons to whom he delegated his rights. 5.3. For dishonest use of the property and funds of the enterprise in one’s own interests or interests contrary to the interests of the founders. I have read the Instructions: ___________ __________________________ Signature Explanation of signature “___” _________ ____ I would like to draw the moderator’s attention to this message because:

Notification is being sent...

Olesya (guest) [email protected]

#3[3908] February 8, 2008, 9:25

Thanks a lot! I want to draw the moderator's attention to this message because:

Notification is being sent...

Iris [email protected] Belarus, Minsk Wrote 36 messages Write a private message Reputation:

#4[415299] May 18, 2013, 11:11

Good afternoon, tell me, who should approve the director’s duties if he himself is a co-founder and there are 6 more founders??? Does this need to be approved by some protocol of the meeting of the founders?? or can he do it himself? I want to draw the moderator's attention to this message because:

Notification is being sent...

VyacheslavV [email hidden] Belarus, Vitebsk Wrote 9692 messages Write a private message Reputation: 1077

#5[415327] May 18, 2013, 12:52

I believe that the DI is approved by the one who signed the contract with the director, and this person is determined in the protocol. I want to draw the moderator’s attention to this message because:

Notification is being sent...

Alexander [email hidden] Novogrudok Wrote 4017 messages Write a private message Reputation: 690

#6[415328] May 18, 2013, 12:53

The director himself can approve it, but the director’s job description must be agreed upon with the chairman of the founders’ meeting. I want to draw the moderator's attention to this message because:

Notification is being sent...

A person without firm rules is almost always devoid of character: if he had character, he would feel how much he needs rules. (Chamfort)

Iris [email protected] Belarus, Minsk Wrote 36 messages Write a private message Reputation:

#7[415329] May 18, 2013, 13:04

yeah, got it, thank you, and also tell me, in the Minutes of the meeting of the founders I write “The instructions must be approved for a period of time...!? Set a deadline as a contract? or you can write “for an indefinite period”, so that later, when extending the contract, you don’t have to do the instrument again. So it is possible? I want to draw the moderator's attention to this message because:

Notification is being sent...

VyacheslavV [email hidden] Belarus, Vitebsk Wrote 9692 messages Write a private message Reputation: 1077

#8[415330] May 18, 2013, 1:28 pm

The position is approved not for the duration of the employment contract, but permanently, and no deadlines need to be specified. I want to draw the moderator’s attention to this message because:

Notification is being sent...

« First ← Prev.1 Next → Latest (1) »

In order to reply to this topic, you must log in or register.