What does a commercial director do? Commercial director of a large construction company

It is worth mentioning that in various companies The responsibilities of this manager include leadership over such components of activity as sales, marketing, advertising, and purchasing. Therefore, it is worth saying that the job title may sound different, for example, sales director or marketing director.

Job responsibilities of the commercial director

Job title commercial director has practically no edges, so the range of its tasks and functions can be quite wide. It can act in the following directions:

Development of plans for the activities of an enterprise or organization together with management, that is, the general director and the company of shareholders.
Searching 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 sales channels.
Development of a price policy and range of products or services provided by the company, programs to increase sales.
In addition to developing and implementing these programs, such a manager must ensure that they function in a positive way and were implemented.
Exercising control in the field of logistics.
Making plans and forecasts about the future needs and costs of the company.

In addition to the above responsibilities, a 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, and participate in planning the company’s budget for a certain period of time.

Job description

In every company and organization, the job description of the person holding this position is drawn up taking into account all the features of the activity in which the company is engaged. Therefore, the job description of, for example, the 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 contain a general list of tasks and areas in which a given manager should be able to understand and work.

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

What role does the commercial director play?

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

Without his participation, not a single important meeting of the company’s shareholders takes place, plans and prospects for the development of the organization are not discussed, a budget for the financial year is not formed, and only with his approval are contracts concluded with suppliers and companies providing services.

Due to the fact that a commercial director is a person with certain powers, it is important to pay attention to his personal characteristics when hiring, so that you do not have to deal with his use of his official position for personal purposes.

Rights and responsibilities of a commercial director

This employee has the following rights:

Represent the interests of the company regarding its activities government agencies, other organizations, enterprises and institutions.
Make information requests from divisions and branches of the company that are necessary to carry out its activities.
Submit for consideration of shareholders and general director proposals regarding the development and improvement of the company.
Develop responsibilities for your subordinates.
Participate in the preparation and development of documentation relating to its activities.
Put signature and visa on documentation that is directly related to his activities.
Require from the management of the company or enterprise that all organizational and technical conditions for the implementation labor activity were complied with.
Interact 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 boils down 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 failure to fulfill job duties specified in the job description in accordance with the labor legislation of the Russian Federation.
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 points about his responsibility.

Responsibilities of a commercial director of an LLC

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

is involved in determining the strategy and policy of the company;
compiles characteristics of products sold;
carries out intra-corporate and inter-corporate communication on issues that directly relate to sales of manufactured products;
optimizes sales mechanisms and methods.

Also, this manager in an LLC can be involved in drawing up reports on his activities, organizing employee training, and resolving some personnel issues and tasks.

Responsibilities of a commercial director of a trading and construction company

For greater clarity, the responsibilities 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 large 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;
negotiates with suppliers and customers;
analyzes competing organizations;
prepares documentation and commercial proposals related 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 selling and promoting the goods sold on the market in order to increase sales and profits. This manager is engaged in creating purchasing and sales plans, selecting and training sales managers, developing the organization’s marketing policy, and drawing up systems for motivating and adapting personnel.

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

First of all, the commercial director is responsible for all issues related to clients and the main profit of the company. But there is always confusion about job responsibilities of a commercial director.

The fact is that in different companies, commercial directors perform different functions. Also, the two are often confused different positions– Commercial Director and Sales Director. The maximum segment where a commercial director can work is the simultaneous management of sales, logistics, purchasing and marketing services. It is also often thought that the responsibilities of a commercial director only include managing the sales department.

Where the skills of a commercial director may be required

Today, there are a lot of available vacancies for this position, but the requirements for a commercial director are not small. The whole specificity of vacancies for this position is that they are very open for a long time. This leads to the conclusion that the search itself and further selection of candidates takes a very long time. Also, vacancies are very often vacant due to the fact that new commercial directors cannot stay in their place for long (up to a year of work). All this is due to the complexity of building relationships with the founders of the company.

Most often, the vacancy of a commercial director is open in loosely structured companies in Russia. The reason is that such companies have never had commercial directors until now. The volume of operations within the company is increasing in volume and managing the company using the same methods becomes practically ineffective. As a result, the company's owners are trying to increase the company's efficiency level by attracting experienced managers and commercial directors.

It also happens that during the entire existence of the company, it had only one commercial director, who was one of the founders of the company or an employee who worked from the beginning of the company’s opening, and then was promoted to general director and now a new commercial director is required. In this case, strict requirements will be imposed on the new candidate - management literacy, new methods to achieve the goal.

If we're talking about about structured companies, then in this case the mood or personal sympathies will play a lesser role than the level of professionalism. In this situation, the commercial director is a person who performs clearly defined functions in the structure of the company’s business processes.

Most often, only Western companies have any clear requirements for education or skills. As for Russian companies, they just want to find a “wizard”. That is, they need a person who will come and personally solve all the problems and raise the company to a new level.

Main responsibilities of a commercial director

The main responsibilities of this position include the following:

The commercial director must organize the management of the logistics of the enterprise, as well as engage in storage, transportation and further marketing of products.
The director must coordinate the development and draft long-term plans logistics and subsequent sales of products.
Manages the development of all regulations and quality standards for manufactured products.
Recommends further development strategies to department managers and financial department specialists. Monitors their quality of work.
Responsible for the timely submission of estimate and financial documents, calculations, reports on the implementation of the set plan.
Monitors financial and economic indicators and spending of funds
Responsible for negotiations on behalf of the company with various counterparties of the company on any business or financial activities
Acts on behalf of the company at auctions, exchanges, advertising campaigns and other events

It is also worth noting (as we said above), in some companies the responsibilities of a commercial director may differ. His responsibilities may also include:

Developing a plan to promote a new product or service
Discussion of the budget and its calculation together with the General Director
Control all distribution channels
Creation of a program for material motivation of enterprise employees
Take part in the creation of a new personnel policy companies
Monitor sales reporting
Conduct negotiations with clients
Develop new pricing policy methods
Make final decisions on advertising campaigns

It is worth noting here that if a person applies for this position in a foreign company, he may be required to:

MBA diploma
Own English language at a good level
Have at least five years of experience in a leadership position

Functions of a commercial director

As we have already understood, the main tasks of a commercial director are the organization and direction of the activities of all divisions that are located in his segment. It is worth saying that his responsibilities directly depend on the specifics of the company’s industry and the size of the organization.

In the course of his work, the commercial director interacts with various heads of different departments of the company. This list may include: accounting, marketing department, IT, logical service, financial department. Most often, the main functions of this position are joint strategic planning with different departments, formation of marketing, pricing, financial, personnel policies. He is also obliged to control the sale of goods and plan further sales. Its functions include monitoring the competitive environment and the market for goods and services. The commercial director must also expand and control all relationships with suppliers and form the budget for the entire commercial unit.

Personal skills of a commercial director

It’s worth going into more detail here, since personal qualities are one of the key points when choosing a person for this position. The personal qualities of a commercial director should include a special management style, delegation of authority, and skills in interacting with company employees. Naturally, such a position requires a high level of communication skills and the ability to properly manage staff. Any company will be interested in people who have general management skills and the ability to organize forecasting and budgeting.

Despite the above, each company has its own criteria by which the personal qualities of a commercial director are assessed. Everything will directly depend on the current goals of the company and the period of its development. So, it all depends on the life cycle that the organization is currently in. Depending on this, the requirements not only for management positions, but also for all employees of the company change. We will tell you about each life cycle company, and what personal qualities a commercial director should have in each cycle.

Initial stage of development

The person must have successful experience in building business models for companies from scratch. He must be able to form a new experienced team. Among personal qualities during this period, innovation, creativity, rigidity in decisions, and structure will be valued. At this stage, the commercial director must be able to quickly and efficiently make the necessary decisions. Have an objective point of view to combat competitors.

The rise of the company

During this period, sales are growing, there are already ideas for future periods in general market trends and plans for development in organizational terms. In this case, the company owners most often need a person with successful experience in structured companies, who has considerable experience in optimizing all business processes. During this period, the director must be able to quickly and competently delegate authority and have a methodical approach to any problems. Already at this stage, thoroughness and consistency in performing work are more valued. It is necessary to deeply study each problem in order to find the most effective and less expensive solution. At this stage, the director must adhere to normative guidelines and be committed to systematically promoting the goal.

Responsibilities of a commercial director of a trading company, responsibilities of a commercial director of a car dealership, responsibilities of a commercial director of a construction company, as well as the responsibilities of a commercial director manufacturing enterprise, differ from each other only in some minor and rather specific aspects of activity characteristic of the industry.

In general, the commercial director is a leader whose goal is to create a stable revenue stream. This common goal is realized through personnel management in the context of 5 main functions: activity planning, motivation, organization, control and training.

Job responsibilities of a commercial sales director: 3 steps in planning

A commercial director can be as sophisticated as he likes in management matters. However, if he does not take into account the psychological side of planning, then beautiful plans will remain on paper. Therefore, you can use this algorithm.

1. Get into the numbers

Indeed, from the very beginning you need to plan the activities of employees in such a way as to understand what actions and in what quantity each employee must perform daily in order to achieve the monthly financial goal by profit. These indicators can be calculated by decomposing the planned profit.

First, set the projected profit figure based on internal and external factors. Then find the revenue by the percentage of profit in it. After this, using the average check, you can easily calculate the number of transactions that need to be closed in the planned period. The total determines the number of leads that need to be processed in order to reach the planned number of transactions. After this, intermediate conversion between stages will allow us to find the daily number of actions that managers must perform at each of them.

2. Take care of managers

Correct calculation by the decomposition method does not mean at all that even with a sufficient number of sellers, the plan will be fulfilled. Therefore, you need to understand the psychological mood of the staff and, perhaps, correct it.

People tend to have their head in the clouds. And this is exactly what can disrupt any plans. Therefore, you should talk to each employee and find out whether he has fallen into one of the two most common traps: “living in the past” or “living in the future.” Both will have a detrimental effect on sales. You can diagnose the condition of a subordinate using the following markers.

Markers of “life in the past”

“People are no longer as interested in the service/product”
“My income was higher before”
“It’s no longer so easy to sell”

Markers of “life in the future”

“The low season is about to end...”
“They’ll install CRM for us...”
“Here they will give me an assistant...”

3. Engage in employee goals.

Employees should have a tangible personal goal in mind. Your job is to identify it and show how it can be achieved simply by doing your job.

1. Identify the goal. Usually the list of everyday “standards” includes: buy an apartment, visit the Maldives / Bahamas / Seychelles (underline as appropriate), buy a car, save for children’s education, pay off debts, etc. If, despite all your efforts, you continue to observe a dull look and a certain lethargy on the seller’s face, then it is better to replace him altogether.

2. Making the goal achievable. At this stage, a tool for specifying and assessing goals such as SMART helps a lot. He passes the goal through criterion filters that will not allow you to stray from the intended path:

Specific (specification of the goal),
Measurable (indicators by which it will be clear that a person is moving in the right direction),
Achievable (achievability as a result of actions taken),
Relevant (relevance of the goal),
Timebound (deadline by which the goal will be achieved).

3. After some specific goal given, you should increase the overall level of proactivity of the seller by talking with him about what he would like to achieve in 3, 5, 10 years.

4. And finally, do not “let go” of the employee for more than a day. Constantly remind him of what he wants to get. The use of “new” marker phrases is very suitable for this. The marker phrase is keywords from the goal formulated by the manager: “apartment”, “Maldives”, “car”, etc.

Job responsibilities of a commercial director: 3 levels of motivation

It should be taken into account that staff motivation should be worked out by the commercial director at 3 levels.

The first level is “I”. This a basic level of– material motivation, the size of which depends on the performance of the subordinate. It is built on the principle of “complex” income for the seller: fixed salary (up to 30-40%) + soft salary for meeting indicators (10-20%) + bonuses (50-70%). Well, and, of course, don’t forget about marker phrases: “car!”, “apartment!”, “Maldives!”

The second level is “You”. On it, employees are motivated non-materially, by involving them in contests, competitions, or vice versa. teamwork And corporate events. As a result, the team becomes more and more united and friendly.

The third level is “Business”. So, it will not be possible to immediately explain to employees why they should perceive the goals of the company in which they work as their own. We will have to develop a whole range of measures to promote corporate culture and ethical behavior with clients. Advanced training, encouragement of the most “cultured”, clear model career growth are integral elements of this complex.

Functional responsibilities of a commercial director: 3 ways of organization

To keep employees on their toes, hold meetings. If you think this management tool is a waste of time, then you simply don't know how to use it.

First, prepare an agenda.

Secondly, require sellers to publicly indicate their plans for the month/week/day.

Third, record their promises.

Fourth, send these promises as a general mailing to all employees.

Fifth, check with everyone about the results at the next meeting.

There are 3 types of meetings. And each has its own functionality.

Big weekly meeting
Daily planning meeting
Five-minute meetings with separate groups of employees

What are the responsibilities of a commercial director: 4 types of control

The commercial director must organize a continuous process of training and professional development for salespeople. Just hire someone or lecture about general principles Sales is a pointless activity. You won't get any results. All efforts in the field of managerial education must be targeted and focused. How to do it?

1. Create a skill model - a document that describes a set of specific skills that are needed to make transactions specifically in your field.

2. Record and listen to calls. Thus, a database of cases is accumulated for working out typical objections and mistakes.

3. Organize a quality control service that will evaluate the skills of sellers using development sheets ( technological maps), collect them into development folders, and then analyze clients’ performance using the “Traffic Light” system.

We looked at 5 basic responsibilities of a commercial director. Use the proposed algorithms and fill them with your own specifics.

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

The role and main tasks of the commercial director

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

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

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

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

Characteristic qualities of the candidate

The responsibilities and characteristics of the position occupied in the organization require from a specialist not only the ability to focus on results. Ability to make decisions in difficult situation, conflict management skills, stress resistance and loyalty, responsibility and honesty, creativity and the ability to defend own opinion It is necessary to have a professional unit manager. These skills are especially needed by top managers of trading companies.

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

A candidate for this vacancy must have and understand the company’s own goals and objectives, among which the main one is regular profit making. A person must have a high level of responsibility and breadth of thinking, because his position is associated with coordinating the work of all leading departments and controlling the flow of cash receipts.

And, of course, this specialist simply cannot be not proactive, not communicative, irresponsible and not purposeful.

Responsibility for the finances and economics of the trading company

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

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

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

Commercial director: responsibilities and functions in a trading company

The main activity of this employee is in this case is to promote the brand and products of an enterprise on the market in order to make a profit. To achieve these goals, work is organized in several directions:

determination and construction of marketing policy;
control over accounts receivable;
formation of procurement and sales plans, supervision of their implementation;
selection and training of a sales team;
creation of a motivation system and certification of managers;
sales process inspection;
monitoring customer requests.

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

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

Recruitment of personnel for a large construction company.

Responsibilities:

Search and attraction of new volumes of construction and engineering services.
Development of construction, design and other areas of the company’s activities;
Conducting commercial negotiations within the framework of sales and supply policies, business correspondence with Customers in the interests of the company.
Analysis of the competitive environment of the construction and engineering services market.
Formation of a sales plan for the services of a general contracting construction company and ensuring its implementation.
Organization of work on the preparation of tender documentation and participation in competitions; preparation and calculation of commercial proposals, conclusion of contracts, interaction with Tender Committees.
Management of the activities of the company's structural divisions, supervision of current projects.
Monitoring compliance with work quality standards, ensuring the organization fulfills its obligations.
Monitoring the implementation of design and construction schedules.

Requirements:

Construction equipment is desirable;
Experience in a key management position in construction for at least 5 years;
Experience working in the structures of a general contractor and technical customer;
Knowledge of processes and technologies for the construction of class A buildings;
Knowledge of economics and pricing in construction;
Experience in managing project managers;
Experience in construction management and commissioning of large projects.
PC knowledge: user of office applications, AutoCAD;