Official duties commercial Director - This is primarily the organization of product sales, and therefore planning, negotiations, control of managers, etc. In our sample of the official instruction of the commercial director, we also provided such a function as the management of the company's supply.
Job Instruction Commercial Director
Approve
CEO
Surname I.O. ________________
"________" _____________ ____
1. General Provisions
1.1. Commercial director refers to the category of managers.
1.2. The commercial director is appointed and exempt from it by order of the Director-General.
1.3. The commercial director submits directly to the Director-General.
1.4. At the time of the lack of a commercial director, his right and duties go to another official, which is announced in the organization on the organization.
1.5. A person who meets the following requirements is appointed to the position of commercial director: a higher professional education and experience of management work in the relevant area of \u200b\u200bat least 3 years.
1.6. Commercial Director should know:
- commercial, civil, financial legislation;
- profile, specialization, features of the structure of the enterprise;
- prospects for the technical and financial and economic development of the enterprise;
- procedure for developing business plans;
- the basic principles of financial planning;
- The procedure for the conclusion and design of economic and financial contracts.
1.7. The commercial director is guided in its activities:
- legislative acts of the Russian Federation;
- the statute of the organization, the rules of the internal labor regulation, other regulatory acts of the company;
- orders and manual orders;
- This official instruction.
2. Official duties of the commercial director
Commercial Director performs the following job responsibilities:
2.1. Organizes the management of the material and technical supply of the enterprise, activities on storage, transportation and sales of products (selling goods, services).
2.2. Coordinates the development and preparation of promising and current plans for logistics and sales of products (sales of goods, services), financial plans.
2.3. Coordinates the development of standards and standards of logistics (stocks of material and technical resources), product quality standards (goods, services), storage of finished products (goods), standards of stocks of finished products (goods).
2.4. Gives recommendations and advice to managers and financial planning specialists, sales, sale; Controls their work.
2.5. Provides timely preparation of estimated financial and other documents, calculations, reports on the implementation of material and technical supply plans, on the sale of finished products (selling goods), financial activities.
2.6. Carries out control over the financial and economic indicators of the enterprise, the expenditure of funds.
2.7. Conducts negotiations on behalf of an enterprise with the counterparties of the enterprise for economic and financial transactions, concludes economic and financial contracts on behalf of the enterprise, ensures the fulfillment of contractual obligations.
2.8. Participates from the name of the enterprise in fairs, trading, on stock exchanges, exhibitions for advertising and sales of products (goods, services).
3. Rights of the commercial director
Commercial director has the right:
3.1. Represent the interests of the enterprise in relations with government agencies, third-party organizations and institutions for commercial issues.
3.2. Establish official duties for subordinate workers.
3.3. Request information and documents necessary to fulfill its official duties from the structural divisions of the enterprise.
3.4. Participate in the preparation of draft orders, instructions, instructions, as well as estimates, contracts and other documents related to the solution of commercial issues.
3.5. Subject to the management of the proposal to improve work related to the obligations provided for by this Instruction.
3.6. Require from the management of the enterprise to ensure the organizational and technical conditions and the design of the established documents necessary for the performance of official duties.
4. Responsibility of commercial director
Commercial Director is responsible:
4.1. For non-fulfillment and / or late, negligent fulfillment of their official duties.
4.2. For non-compliance with existing instructions, orders and orders for the preservation of commercial secrets and confidential information.
4.3. For violation of the rules of domestic labor regulations, labor discipline, safety regulations and fire safety.
- Director for the Development of New Projects in Yandex. Previously, he was engaged in regional expansion in Taxi Gett and the coupon service Vigoda.ru, worked as a commercial director in the company Deliver cargo transportation.
Talked with Artem about what commercial director is responsible and what skills he must have to form an effective commercial department.
There is a stereotype that the commercial director is engaged only by sales.
In reality, duties are much more. The commercial director can be responsible at the same time in four areas - sales, procurement, logistics and marketing. But this is the ideal situation.
In practice, it all depends on the scope of activity and organizational structure of the company. For example, in many companies that provide services, the logistics department is not in principle, and in some companies for procurement, the production department is responsible. But more efficiently, if these departments are managed by one person.
Deliver is engaged in freight. In essence, logistics and is the main product, so it is not highlighted in a separate direction. All related to sales, purchases and marketing, the company submitted to the commercial director.
Initially, the founder of the company, shareholder and general director answered Deliver for sales. But if a business requires significant growth in some sphere, hire a specialist in this area. It was also here. When it took the transition to a new level, they decided to hire a commercial director.
Deliver was responsible for sales, purchases and marketing. Every of these directions we transformed.
#one. Changing the Sales System
When I came to the company, the sales department already worked. Subscribed agreements with the first customers, but:
The approach was non-system
Requirements for managers were unreasonable
The structure of the department was complex
there was no clear tariff and credit policy
First of all, it rebuilt the department: distributed the tasks between employees and systematized work with clients.
We focused on direct sales, but in parallel started testing other channels. Started agency sales through warehouse complexes, later - affiliate sales with tender platforms and banks, including Sberbank, "discovery", Tinkoff Bank.
# 2. Regional expansion
In parallel with this, I was engaged in regional expansion. We opened two offices - in St. Petersburg and Yekaterinburg. But in the regions there was a difficulty with finding reverse downloads for our machines. Moscow is a hub that accumulates loads and distributes them by regions, but from the regions the cargo does not come in the same amount, there are mainly internal and intraregional delivery.
To solve this problem, we decided to grow in the regions. During the work, various groups of customers were tested - from individuals to giant FMCG companies whose goods transport hundreds of cars daily.
# 3. Work with customers
Many suppliers of goods and services want their clients giants. We were no exception. But in work with such companies faced difficulties:
Long delay payments Individual document flow Specific product requirements
We focused on large local manufacturers and distributors of local goods - food products, building materials. Middle-scale companies have fewer requirements and are much easier than all processes are organized. Business marginality with them above.
The transition to customers of another scale provided an increase that allowed Deliver to get out of the market leaders.
#four. Selection of sales channels
We started from direct sales. Then the marketing channels were tested, spent huge amounts for marketing and PR, participated in conferences and exhibitions, tried agency and partner referral programs and loyalty programs.
Assessing the cost of attracting one client and the cycle of his life, we realized that direct sales are more profitable for the rest. And therefore focused on them.
Marketing performs supportive function - this is not an independent department, it helps direct sales. The challenge was to analyze these channels. We had several teams: one was engaged in marketing, the other - PR projects, the third - BTL activity, indirect impact on consumers. Together we analyzed the results and searched for the most effective customer attraction channels.
Any commercial company is aimed at making a profit. In essence, the commercial director and its department is a structure that generates this profit. Commercial director communicates with clients, understands the internal processes of the organization and, of course, affects the company's financial performance.
I studied the experience of successful commercial directors and managers in world companies and amounted to a list of five key qualities and skills of a commercial director.
#one. Leadership
The commercial director is a leader capable of rapidly make decisions in a rapidly changing situation and lead people to the goals.
# 2. Strategic thinking
The commercial director should be able to rise above the teaching, on the situation and decide, in which direction to move. To be able to apply new techniques and generate innovative ideas.
# 3. Sales and Communication Skills
The work of the commercial director is closely related to communication - with customers, employees, suppliers and colleagues. He must be able to negotiate and understand the principles of sales.
#four. Organizational abilities
One of the main competences of the commercial director is a desire and ability to work in a team, organize it. Motivating employees, encouraging and controlling them, commercial director seeks success in his department.
#five. Personal efficiency
Like any other head, the commercial director must have a flexible mind. For this, it is important to constantly develop, self-improvement, pass courses and trainings.
In general, the creation of a commercial department consists of three steps.
Determine the portrait of the target client. It is important to register as much as possible, who, why and how will it be used by your product or service.
Select basic sales channels.Based on the customer's portrait, you define the main sales channels: direct, through dealers or distributors, with a bias in online marketing or agency sales.
Choose and train employees. As soon as you decide who and how to sell, collect a suitable team.
Often, the head of the sales, procurement or logistics department is appointed to the position of commercial director. These employees are more immersed in the production process and the process of producing profits, directly affect it and know some of the tasks. It is easier for them to take over the rest of the tasks.
Commercial director in contact with marketing. But a set of tools with which he should own, directly depends on the industry and the company's products.
In the marketing, online instruments are intensively applied - it is important to deal with at least at the basic level. The commercial director needs to understand the general principles of work and the main metrics, which measure the effectiveness of campaigns. And you should not share marketing and PR - they are interrelated.
The main task of the commercial director is to identify a group of clients on which marketing campaigns will be focused, and test the tools, finding the cheapest and capacious channels of attraction.
Commercial Director interacts with stakeholders - stakeholders. Internal stakeholders are divided into three types:
Founders Investors staff
Investors and founders Companies affect the definition of business strategy, budget agreement, products and profits of the company. From personnel The speed and quality of work on the creation of a product, the provision of the service and the overall development rate of the company.
In cooperation with managers - top management - in my opinion, the main thing is not to engage in political games. It is important to understand the tasks and objectives of other divisions and build communication based on the general goals of the company. If there is a correct argument and you say rational things, convey to colleagues the usefulness of your suggestion is easy. The main thing is honest and open dialogue.
It is worth mentioning that in various companies, the obligations of this manager suggests leadership on such components of the activity as sales, marketing, advertising, procurement. Therefore, it is worth saying that the name of the position may sound differently, for example, a sales director or director of marketing.
Official duties of the commercial director
The position of the commercial director is practically no faces, so the circle of its tasks and functions can be wide enough. It can act in the following directions:- Development of plans for the activities of an enterprise or organization in conjunction with leadership, that is, the general director and shareholders society.
- Search for new paths and opportunities necessary for the firm to successfully develop and occupy its niche in the market.
- Solving tasks in the field of personnel development, such as sellers and managers.
- Market analysis.
- Guide to the division engaged in sales, selection and selection of sales channels.
- Development of price policy and product range or services provided by services that allow you 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.
- Implementation of control in the field of logistics.
- Drawing up plans and forecasts about future needs and costs of the company.
Job description
In each company and the organization, the official instructions of the person occupying this position are drawn up taking into account all the features of the activity that the company is engaged. Therefore, a job description, for example, a commercial director of the oil refinery and a person's job description, working on a similar position in a company that sells household appliances, will be very different.But, nevertheless, there will also also have a general list of tasks and directions in which this leader should be able to understand and work.
It is important to understand that the person who holds the position of a commercial director must necessarily have an appropriate level of knowledge and skills, as well as experience in senior positions.
What role does the commercial director play?
Since this leader has a wide range of responsibilities and tasks, it can be assumed that in the company he plays one of the leading and significant roles.Without his participation, no important meeting of the company's shareholders is not being discussed, the plans and prospects for the development of the organization are not being discussed, the budget for a fiscal year is not being formed, only with its approval, contracts with suppliers and firms that provide services are concluded.
Due to the fact that the commercial director is a person with certain powers, it is important when receiving to work to pay attention to his personal characteristics, so that it does not have to fight with its use of a service provision for personal purposes.
Rights and responsibility of the commercial director
This employee has the following rights:- Present the interests of the company on their activities to public authorities, other organizations, enterprises and institutions.
- Making information requests from divisions and branches of the Company that are necessary for the implementation of its activities.
- Subject to shareholders and general director proposals for the development and improvement of the company.
- To develop duties for their subordinates.
- Participate in the preparation, development of documentation relating to its activities.
- Put a signature and a visa on the documentation that is directly related to its activities.
- Require from the management of a company or enterprise to ensure that all organizational and technical conditions for working out work activities were observed.
- Implement cooperation on issues related to its activities with the heads of other structural units.
To the above list of these rights, any organization, if it considers it necessary, has the right to add his own.
Most companies responsibility This employee comes down to the following items:
- For offenses that are committed in the process of activity in accordance with the Criminal Code of the Russian Federation, the Civil Code of the Russian Federation.
- For improper performance or non-fulfillment of official duties registered in the official instruction in accordance with the Labor Law of the Russian Federation.
- For causing material damage to the company in accordance with the Criminal Code of the Russian Federation, Civil Code of the Russian Federation.
Responsibilities of the commercial director LLC
Responsibilities of the commercial director of Ltd., that is, a private firm, is largely determined by the specificity of its activities. In most firms, no matter what form (LLC, OJSC or JSC), the commercial director performs such tasks:- deals with the definition of the strategy and policy of the company;
- makes up the characteristics of the products being implemented;
- carries out intracorporate and intercorporate communication on issues that directly concern sales of products;
- optimizes mechanisms and sales methods.
Responsibilities of the commercial director of the Trade and Construction Firm
For greater clarity, the obligation of the commercial director can be considered on the example of a trading and construction company. Responsibilities of a person who occupy this position in a large construction companyare usually as follows:- he search for new customers who need construction services;
- engaged in the development of such areas of the company as construction, project;
- negotiations with suppliers and customers;
- analyzes competing organizations;
- prepares documentation, commercial proposals for the provision of construction services;
- prepares documents for participation in tenders;
- controls the quality and deadlines provided by construction services.
The main tasks of the commercial director in trading company Somewhat different, as all of his activities are aimed at sales and promotion of goods sold in the market in order to increase sales and profits. This manager is engaged in making procurement and sales plans, makes the selection and training of sales managers, develops the organization's marketing policy, is the systems for motivation and personnel adaptation.
In whatever field, this leader does not work, it is very important that his personal characteristics correspond to the level of office. Successful in this position will be those people who are communicable, stress-resistant, mobile, are able to strategically think, have a leader depository, responsible and can analyze.
The commercial director is responsible for: - the proper organization of work on the sale of products in accordance with the approved programs (plans) of the Company; - the performers and labor discipline of commercial services; - the safety of information (documents) containing information constituting the commercial secret of society, other confidential information, including personal data of the Company's employees; - ensuring safe working conditions, maintaining order, executing fire safety rules in the sales service. 1.6. Persons who have higher professional (economic or engineering and economic) education and experience of economic work in senior positions of at least 5 years can be appointed to the position of commercial director. 1.7.
Rights and obligations of a commercial director
To ensure reporting on the results of commercial activities, statistical reporting, as well as submitting them in the prescribed manner to the relevant authorities. 2.15. Provide reliable information protection (documents) containing information that make up the commercial secret of society, other confidential information, including personal data of the Company's employees. 2.16. To lead the training of subordinates, create them the conditions for advanced training, professional growth, business career development and job promotion in accordance with personal merits and level of qualifications.
2.17. Control over compliance with subordinate rules for labor protection and safety, industrial sanitation and fire protection. 2.18. Use with respect to subordinate rights to encourage them (attracting liability). 2.19.
Commercial Director: Responsibilities, Requirements and Personal Qualities
The main case of this employee in this case is the promotion of the brand and goods of the enterprise in the market in order to profit. To achieve these goals, work is organized in several directions:
- definition and construction of marketing policies;
- control of receivables;
- formation of procurement and sales plans, supervision of their implementation;
- selection and training of trading team;
- creating a system of motivation and certification of managers;
- inspection of the sales process;
- watching customer requests.
The obligation of the commercial director of the trading company additionally includes planning and management of assortment policies, knowledge of logistics and the basics of broadcasting, interaction with key, important to the enterprise, clients, participation in responsible for organizing negotiations.
Commercial Director
The duties of a person who occupy this position in a large construction company are usually as follows:
- he search for new customers who need construction services;
- engaged in the development of such areas of the company as construction, project;
- negotiations with suppliers and customers;
- analyzes competing organizations;
- prepares documentation, commercial proposals for the provision of construction services;
- prepares documents for participation in tenders;
- controls the quality and deadlines provided by construction services.
The main tasks of the commercial director in the trading company are somewhat different, since all its activities are directed to the sales and promotion of the selling goods on the market in order to increase sales and profits.
Responsibilities of the commercial director, its role in the organization and main tasks
The commercial director is one of the key and significant figures in the management system of each enterprise. At the same time, a single understanding than he should do does not exist. It should be said, in some organizations the obligation of the commercial director suggests the management of marketing, sales, procurement, advertising, so the position may sometimes sound different, for example, director of sales and marketing.
In other companies, such a division as marketing is not subject to him. If we talk about small organizations, then this post, as a rule, is not in them. There simply gain individual executives for various units, while the official duties of the commercial director can take on the head.
It is worth noting, the commercial director submits directly to the head of the company.
Official duties of the commercial director
The main thing is not the presence of a diploma, but possession of the necessary qualities, skills and competencies. In addition to professional possession of computer programs, the applicant must have experience in promoting various goods, to know the psychology of buyers, understand the device and the specifics of the sales mechanism. Sometimes a specialist who came out of ordinary managers can bring more benefits than an employee hired by.
The main thing is that the candidate owe management skills and showing results to increase profits. After all, the commercial director is not the performer, but the organizer and leader.
- 01.04.2016
Read also
- Commercial director: duties and functions.
Responsibilities As noted above, the position of commercial director is very multifaceted, so the following areas may include its obligations:
- Together with the shareholders and the Director General, the development of a work plan (current and promising) organization, ensuring the efficient use of all resources.
- Development of strategies, finding new opportunities for the successful development of the company in the market.
- Determining the company's trade policy based on the market analysis and past sales indicators, the definition of geographic areas of the company, the introduction of the latest sales strategies.
- The commercial director whose responsibilities are quite versatile, is also responsible for the creation and efficient training of the seller team.
- Manual sales department, selection of sales channels, dealer network management.
What kind of commercial director of the LLC official duties?
What role does the commercial director play? Since this leader has a wide range of responsibilities and tasks, it can be assumed that in the company he plays one of the leading and significant roles. Without his participation, no important meeting of the company's shareholders is not being discussed, the plans and prospects for the development of the organization are not being discussed, the budget for a fiscal year is not being formed, only with its approval, contracts with suppliers and firms that provide services are concluded. Due to the fact that the commercial director is a person with certain powers, it is important when receiving to work to pay attention to his personal characteristics, so that it does not have to fight with its use of a service provision for personal purposes.
Personal qualities Candidate for such a high position as a commercial director, the responsibilities of which suggest constant contact with people should have certain personal qualities. Namely:
- The ability to interact with people, sociability.
- Qualities of the organizer and leader.
- Strategic thinking.
- High efficiency.
- The ability to work with numbers and other data, analytical abilities.
- Mobility, the ability to make solutions quickly.
- Responsibility, initiative, result-oriented.
- High resistance to stressful situations.
- The desire for self-development and growth.
Who obeys the commercial director of the enterprise
Create optimal conditions for timely and qualitative implementation by the sale of everyday tasks in strict accordance with the approved procedure (regulations) of work, marketing technologies, sales plans. 2.3. To lead the work on the formation of sales policy and marketing strategy, the definition of its main areas in accordance with the Company's development strategy and measures for its implementation. 2.4. To participate in the development of business plans to organize society in terms of providing its current and promising needs for the sale of products of certain quality, quantity, range and nomenclature. 2.5. Provide the necessary level of sales of sales infrastructure and its constant growth, the effectiveness of marketing solutions, steady increase in the efficiency of the sales service. 2.6.
Attention
The commercial director is a person who mobilizes with his actions, controls and aims the staff of the company to receive maximum profits. Depending on the activities of the industrial 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, its duties and functions are not always clear.
Most often, comes from the procurement department. Who, as not a sales manager, knows the specifics of communicating with customers, has the experience of concluding contracts, understands the features of its organization.
- As evolved the concept of "Commercial Director".
- Official duties and functions of the commercial director.
- What companies do not need a commercial director.
- In which cases of the commercial director it is advisable to rename to the sales director.
- In which enterprises commercial director can be responsible for purchases.
Commercial Director Engaged in areas of activity related to the issues of supply, economic and financial activity and sales of the company.
The term "commerce" has become a fundamental for people who first began to work by commercial directors in Russia. After all, many directions 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 to then sell more expensive. These tasks assigned to ordinary shuttles, and the whole companies that managed to reach millions of revolutions today.
In that period, many companies did not even have the posts director of sales, the Procurement Director, and the term "marketing" was known only to some. The commercial director was assigned a second role after the Director General, which was usually a shareholder or business owner.
Says the General Director
Ilya Mazin, General Director of CJSC Office Premier, Erichkrause Group of Companies, Moscow
Often, people in the posts of commercial director grow in successful owners and managers of enterprises. Such career growth in financial or administrative directors is much less common. Commercial directors in 80% of cases are specialists who have experience in sales departments, as managers or managers responsible for VIP directions. Commercial directors sometimes become both specialists who came out of procurement departments.
Commercial directors are discharged by official duties in several areas of activity at the same time. Consequently, it has sufficient skills to go to a higher position. Therefore, as a commercial director, a person acquires a fairly valuable, important experience, mastering the necessary skills and forming useful links for future work.
When all the business and markets acquired a more civilized nature, individual tasks began to be allocated from commercial activities - including marketing, procurement 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 on the examples figured out, for which indicators and in what amount it is worth rewarding the comeda.
Official duties and functions of a commercial director
The area of \u200b\u200bresponsibility of any commercial directors includes a number of basic functions:
- Defines the sales channels of goods and services.
- Strategic planning of the company's work.
- Work with providers.
- Regulation of the work of the Sales Department.
- Budgeting control in all components of the company.
- Coordination of company marketing.
- Reducing business costs.
Some companies in the interpretation of the Commercial Director's post may differ. Consider this issue in more detail on practical examples.
Commercial Director \u003d Sales Department
In this case on commercial Director The minimum set of functions is assigned. He will have to respond only for the sale of his company. A more appropriate title of position in this situation will not be commercial Director, and director of sales. In order for a person to feel a decrease, you can rename the position during the change of the head in this position.
Opinion expert
Andrei Milyaev, commercial director of the group of companies "Hosser", St. Petersburg
In our company, the commercial director will have to be managed by two sales departments - comprehensive telecommunication projects and engineering equipment. Now we are engaged in reorganization and restructuring of the business processes of your company. The purpose of such transformations is to improve the efficiency of our interaction with the market, and internal interaction in the company itself - between departments that are responsible for the spheres of logistics, sales and production. It is important that management in the company is provided from one point - for a single policy work policy. In the future, when business processes have been formed, it is necessary to allocate employees from the existing sales department employees who will become the leaders of these departments.
Commercial Director \u003d Director of Sales Department + Marketing Director
This option is the position of the Marketing and Sales Director, which has become common in Western practice. The director of marketing and commercial director in one person need the ability to excellently navigate the trends in the market, given the features of the work of competitors' companies, preferences and customer expectations. But to manage sales on the market, the maximum return is often necessary, which is why the marketing itself is moving into the background. As a result commercial Director May not have enough time for marketing. Consequently, it may not be enough for the necessary marketing tools, also the skills of their application in practice, a strategic look at the medium term of market development.
- Personal motivation. Tips of the General Director
Commercial Director \u003d Director of Sales Department + Marketing Director + Procurement Department Head
Combining marketing, sales and procurement in one hands provides a complex of important advantages when choosing the most popular product at the moment, also with understanding the consumer quality products (quite important when choosing products). Especially relevant, this option becomes, first of all, for intermediary and trading companies. But it should be used quite carefully if the company does not cooperate with permanent suppliers, and therefore it is necessary to regularly analyze the competitive market for finding the most suitable procurement conditions. In such conditions, the likelihood is increasing that with the desire for the implementation of the sales plan, the manager will not have the opportunity to pay due attention to the search for optimal work options with its supplier.
Opinion expert
Julia Queen, Commercial Director of the National Distribution Company CJSC, Moscow
The main principle of our organizational structure is the efficiency of decision-making, mobility. Therefore, the entire sales block (including purchases, marketing and sales) is combined, these functions are discharged by a commercial department. The tasks of the commercial director include not only control, but also its own work with clients, the conclusion of contracts for the supply of goods with large manufacturers, monitor price trends in their market. A similar organization of work allows us to have reliable information without distortion. For example, it can be distorted within companies in which these activities are discharged by various divisions (disagreement of actions). Thanks to the organizational principle, our company provides operational management of its business processes with cost reduction.
Commercial Director \u003d CEO
A similar option is possible when the CEO is formally not ready to convey its functions of the company's head, but is actually not engaged in operational management. Consequently, his tasks are discharged by their "right hand" - the first deputy, executive director, and in companies in which the priority is given to commercial activities, these functions are assigned to the commercial director. Personally, I am opposed to such combination of functions. The Director General needs resources to distribute in all directions of activity. And when conflicts appear (for example, between financial and commercial departments), the Director-General should become independent arbitration. When the functions of the head are assigned to the commercial director, there is a danger that these processes will be translated in favor of commercial departments.
Opinion expert
Dmitry Grishin, commercial director of Akva Star, Moscow
I work as a commercial director, but actually I am entrusted with the functions of the Director-General. Since the owner of our company with its ambitious plans in conquering new directions (not related to our main activity) seeks to achieve full control of the company's activities, but at the same time sufficient time to work on new projects. Consequently, some problems arise - important solutions of the company are taken too long.
We managed to get along with total control (for any spent penny), were allocated certain issues that could affect the company's work - the functional characteristics of the equipment, logistics, financial factors relating to loans and their repayment. These questions decide with our general director, together. At the same time, all issues remain under the control of the Director General.
Therefore, the company really remains under the control of the Director-General, but at the same time he received more free time.
Dmitry Kurov., Commercial Director of ISG, Moscow
According to personal experience, I can argue - to achieve the effectiveness of the work Commercial Director may, provided that it is "balanced" by the financial director. Since otherwise, the official duties of the commercial director may be mainly focused on commerce, which is why the issues of operational efficiency misses.
In most cases, the reason for the misunderstanding of the General and Commercial Director, it becomes the solution of the tasks of different levels. I had to work when the Director-General asked the vector of activities that prevented commercial development, from the position of the commercial director. In fact, the price of the company's shares affects many factors was more important.
What companies do not need a commercial director
The commercial director does not need a company in which the sale of services or products does not represent much difficult. These are mainly companies that occupy the situation in the market approximate to the monopoly (taking into account their location, specifics of products 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, representatives of the creative or manufacturing department are greater importance, their role is reduced to showing and presenting the developed products. Often, sellers are managed by one of the top managers, so there is no special relevance in the commercial director.
Says the General Director
Ilya Mazin, General Director of the Holding Office Premier, Erichkrause Group of Companies, Moscow
The need for a commercial director arises when companies have to associate 2 factors - obtaining favorable supplies and sales conditions. In the absence of either decentralization of one of these functions, the need for a commercial director does not occur in the appointment.
Also in the commercial director do not need very large or too small companies. After all, small companies simply can not afford the costs of managers. As a rule, the commercial director in this case replaces the company's owner directly.
If the company has several founders, they usually distribute controls among themselves. One of them takes on the earnings of money, on the second is the administrative and economic complex, etc.
In the case of a major business, the tasks of the commercial director for director managers are often distributed.
But in the work of the Middle Business Companies, the commercial director becomes a key figure - a top manager, which directly depends on the profitable part of the business.