The commercial director is one of the key and significant figures in the management system of each enterprise. At the same time, there is no single understanding of what he should do.
It should be noted that in some organizations the duties of a commercial director involve the management of marketing, sales, procurement, advertising, so the position may sometimes sound different, for example, the director of sales and marketing. In other companies, a unit such as marketing is not subject to it. If we talk about small organizations, then such a position, as a rule, is not in them. They simply recruit individual managers for various departments, while the duties of a commercial director can be assumed by the head.
It is worth noting that the commercial director reports directly to the head of the company. This position plays a decisive role in the preparation and implementation of strategies aimed at the development of the enterprise.
In most cases, the tasks that relate to the field of sales are decided by the commercial director. His responsibilities include the development of a sales plan, its implementation, as well as overseeing the sales system, logistics and marketing. He must also constantly maintain contact with shareholders.
In the event that the activity of a particular company is in production, then, first of all, the commercial director is responsible for the procurement of materials, supplies, logistics, transportation, as well as for relations with suppliers. If we talk about large structured organizations, then these 3 areas are controlled by individual linear directors, headed by a commercial director.
Responsibilities
As noted above, the position of commercial director is very multifaceted, so his responsibilities may include the following areas:
Together with shareholders and the general director - the development of a work plan (current and prospective) for the organization, ensuring the efficient use of all resources.
Development of strategies, search for new opportunities for the successful development of the company in the market.
Determination of a company’s trade policy based on market analysis and past sales performance, determination of the geographic areas of the firm’s work, implementation of the latest sales strategies
The sales director, whose responsibilities are quite versatile, is also responsible for creating and effectively training the sales team.
Sales department management, choice of sales channels, dealer network management.
Together with the marketing division, the commercial director is also obliged to develop assortment and pricing policies, and various programs that can increase the company's sales. The successful implementation of these policies and programs is also the responsibility of the commercial director.
Organization of logistics - packaging, warehouses, delivery and so on. Planning and forecasting future needs, as well as creating a structure for efficient delivery of goods, search for suppliers of warehouse and transport services.
For the uninterrupted cooperation with suppliers, for commercial procurement, the choice of services and suppliers, as well as for all coordination of supply issues, the commercial director is responsible. His responsibilities include participation in the development of the organization’s budget for the financial year.
Personal qualities
A candidate for such a high position as a commercial director, whose duties require constant contact with people, must have certain personal qualities. Namely:
The ability to interact with people, sociability.
Qualities of the organizer and leader.
Strategic thinking.
High efficiency.
Ability to work with numbers and other data, analytical skills.
Mobility, ability to make decisions promptly.
Responsibility, initiative, focus on results.
High resistance to stressful situations.
The desire for self-development and growth.