Job description of the Deputy for commercial issues. Job description of the Deputy Director for Commercial Affairs. The main qualities that a professional should have

APPROVE:

_______________
"____" ___________ 20

JOB DESCRIPTION
Deputy Commercial Director
1. GENERAL PROVISIONS.

1.1. This job description defines functional responsibilities, rights and responsibility of the Deputy Commercial Director.
1.2. The Deputy Commercial Director is appointed to the position and dismissed by the Provision Director.
1.3. The Deputy Commercial Director reports directly to .
1.4. An employee may be appointed to the position of Deputy Commercial Director
with higher vocational education
with expert knowledge of Russian labor legislation and current regulations,
having at least 3 years of work experience in the specialty,
good administrative skills,
PC and Internet skills.
1.5. The tasks of the Deputy Commercial Director include increasing retail sales goods and maximizing trading income.
1.6. The Deputy Commercial Director in his work is guided by the legislation of the Russian Federation, internal regulations and this job description.

2. RESPONSIBILITIES OF THE DEPUTY COMMERCIAL DIRECTOR

Deputy Commercial Director:
2.1. Organizes the work of the commercial department and coordinates related structural divisions enterprises.
2.2. Ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, range, assortment, quality, timing and other conditions of supply).
2.3. Compiles and controls delivery schedules of goods by suppliers.
2.4. Controls the acceptance of goods, the timeliness of the export of goods to the trading floor, the establishment of cards for new product, ensuring the conditions of storage of goods in warehouses.
2.5. Controls out-of-town deliveries, monitors the profitability of transport services.
2.6. Prepares and manages delivery schedules for suppliers
2.7. Controls the availability of commodity stocks, takes prompt measures to eliminate excess stocks of inventory items.
2.8. Supervises the placement of goods in trading floor, provides the presence of planograms.
2.9. Ensures timely returns to suppliers.
2.10. Draws up a monitoring schedule, supervises its implementation.
2.11. Provides performance reports.

3. RIGHTS OF THE DEPUTY COMMERCIAL DIRECTOR

The Deputy Commercial Director has the right to:
3.1. Initiate and take part in the development of projects related to the personnel management system.
3.2. Submit proposals to improve the personnel management system for consideration by the management.
3.3. Give other employees and specialists binding instructions within their authority.
3.4. Take part in summing up the results of work for the period and initiate penalties for employees of the unit in case of violations of labor discipline, non-compliance official duties.
3.5. Approval of documents within their authority.
3.6. Negotiate and conclude contracts with product suppliers.
3.7. Submit materials to the legal department of the enterprise for filing claims against suppliers.
3.8. Make suggestions for improving activities related to the performance of their duties.

4. RESPONSIBILITIES OF THE DEPUTY COMMERCIAL DIRECTOR

4.1. The Human Resources Manager is responsible for:
- timely and high-quality performance of the duties assigned by the job description;
- false information about the state of affairs and the performance of official duties;
– maintaining trade secrets and not disclosing any information obtained as a result of professional activity;
- offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation;
- causing damage (material or damage to business reputation) to the enterprise within the limits determined by the current labor and civil legislation;
— failure to comply with orders, orders of the director of personnel and the director of the profile direction.
— violation of the Internal Labor Regulations, safety measures and fire safety and sanitary and hygienic standards.

5. WORKING MODE OF THE DEPUTY COMMERCIAL DIRECTOR

5.1. The mode of operation of the Deputy Commercial Director is determined in accordance with the terms of the employment contract and the Internal Labor Regulations established at the enterprise.
5.2. Due to production needs, the Deputy Commercial Director may be sent on business trips (including local ones).
5.3. In connection with the production need, the Deputy Commercial Director may be involved in work outside the standard length of the day.

JOB INSTRUCTIONS OF THE DEPUTY COMMERCIAL DIRECTOR

Foreword

0.1. The document comes into force from the moment of its approval.

0.2. Document developer: _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _.

0.4. Periodic check this document produced at intervals not exceeding 3 years.

1. General provisions

1.1. The position "Deputy Commercial Director" belongs to the category "Head".

1.2. Qualifications— experience in a similar position from 3 years, sales experience, knowledge of 1C, Excel.

1.3. Knows and applies:

— laws, resolutions, orders, orders, decisions and other regulatory legal acts of bodies state power and local government for trade;

— basics of labor legislation;

— rules and norms of labor protection, industrial sanitation and fire protection.

1.4. The Deputy Commercial Director is appointed to the position and dismissed by the order of the organization (enterprise/institution).

1.5. Deputy Commercial Director reports directly

1.6. Deputy Commercial Director supervises the work,

1.7. The Deputy Commercial Director during his absence is replaced by a duly appointed person who acquires the relevant rights and is responsible for the proper performance of the duties assigned to him.

Job Responsibilities

Management of the Sales Department (cold and hot sales of the company's services, corporate sales, administrative department).

Supervising and coordinating the work of the Sales Department staff, personal selling, handling objections.

Protection of strategy and sales plans, coordination and control of implementation.

KPI by subordinates, recruitment, alignment of work with clear implementation and overfulfillment of established sales plans.

Control of information input in 1C, daily monitoring and control of the work of subordinates.

Prescribing call scenarios, listening to managers' conversations, training managers in sales technology.

Daily monitoring of the work of managers, continuous improvement of indicators and results.

To ensure a constant increase in sales of the Company. Performance annual plans regional sales in the context trademarks and product groups.

Strategic and operational sales planning.

Development of measures to increase sales volumes and the level of distribution in all sales channels in the regions.

Improving and maintaining partnerships with clients, negotiating to improve commercial conditions.

Management of the regional sales department.

Development of key KPIs for sales departments, regular analysis of the results.

Selection, motivation of employees of regional sales departments.

Budget control trade marketing activities, evaluation of their effectiveness.

Negotiating with key clients.

Building a systematic work of the department, forming an effective team.

Budget management, cost optimization.

3.1. The Deputy Commercial Director has the right to take action to prevent and eliminate the occurrence of any violations or inconsistencies.

3.2. The Deputy Commercial Director has the right to receive all social guarantees provided for by law.

3.3. The Deputy Commercial Director has the right to demand assistance in the performance of his duties and the exercise of his rights.

3.4. The Deputy Commercial Director has the right to demand the creation of organizational and technical conditions necessary for the performance of official duties and the provision necessary equipment and inventory.

3.5. The Deputy Commercial Director has the right to get acquainted with the draft documents relating to his activities.

3.6. The Deputy Commercial Director has the right to request and receive documents, materials and information necessary for the performance of his duties and orders of the management.

3.7. The Deputy Commercial Director has the right to improve his professional qualifications.

3.8. The Deputy Commercial Director has the right to report all violations and inconsistencies identified in the course of his activities and make proposals for their elimination.

3.9. The Deputy Commercial Director has the right to get acquainted with the documents that define the rights and obligations of the position held, the criteria for assessing the quality of the performance of official duties.

4. Responsibility

4.1. The Deputy Commercial Director is responsible for non-fulfillment or untimely fulfillment of the duties assigned by this job description and (or) non-use of the rights granted.

4.2. The Deputy Commercial Director is responsible for non-compliance with the rules of internal labor regulations, labor protection, safety, industrial sanitation and fire protection.

4.3. The Deputy Commercial Director is responsible for disclosing information about the organization (enterprise/institution) that is a commercial secret.

4.4. The Deputy Commercial Director is responsible for non-fulfillment or improper fulfillment of the requirements of internal normative documents organizations (enterprises/institutions) and legal orders of management.

4.5. The Deputy Commercial Director is responsible for offenses committed in the course of his activities, within the limits established by the current administrative, criminal and civil legislation.

4.6. The Deputy Commercial Director is responsible for causing material damage organization (enterprise/institution) within the limits established by the current administrative, criminal and civil legislation.

4.7. The Deputy Commercial Director is responsible for the misuse of the granted official powers, as well as their use for personal purposes.

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[Job title]

_______________________________

_______________________________

[Name of company]

_______________________________

_______________________/[FULL NAME.]/

"______" _______________ 20___

JOB DESCRIPTION

Deputy Director for Commercial Affairs

1. General Provisions

1.1. This job description defines and regulates the powers, functional and job duties, rights and responsibilities of the Deputy Director for Commercial Affairs [Name of the organization in the genitive case] (hereinafter referred to as the Company).

1.2. The Deputy Director for Commercial Affairs is appointed to the position and dismissed from the position in the established current labor law by order of the head of the Company.

1.3. The Deputy Director for Commercial Affairs reports directly to the Director of the Company.

1.4. The Deputy Director for Commercial Affairs belongs to the category of managers and is subordinate to:

• sales department;
• marketing department;
• advertising department;
• PR department;
• sales promotion department;
• direct marketing department (direct sales);
• logistics Department;
• warehouse.

1.5. The Vice President of Commercial Affairs is responsible for:

• proper organization of work on the sale of products in accordance with the approved programs (plans) of the Company;
• performing and labor discipline employees of commercial services;
• safety of documents (information) containing information constituting a trade secret of the Company, other confidential information, including personal data of the Company's employees;
• ensuring safe working conditions, maintaining order, complying with fire safety rules in the premises of the sales service.

1.6. Persons with a higher professional (economic or engineering-economic) education and experience in economic work for leadership positions at least 5 years.

1.7. AT practical activities Deputy Director for Commercial Affairs should be guided by:

• legislation, regulatory legal acts, as well as local acts and organizational and administrative documents of the Company that regulate the organization of sales and the activities of commercial services;
• internal labor regulations;
• rules of labor protection and safety, ensuring industrial sanitation and fire protection;
• instructions, orders, decisions and instructions of the head of the Company;
• this job description.

1.8. The Deputy Director of Commercial Affairs should know:

• legislation, regulations on the organization of sales of products, the basics of commercial law;
• organizational structure of the Company, profile and specialization, as well as the purpose and development strategy;
• current and prospective needs of the Company in the sale of products, methods of their planning and forecasting;
• the tasks of the sales service to meet the needs of the Company in the sale of products of the appropriate quality, quantity, assortment and nomenclature, its ability to solve these problems;
• methods of analysis of sales markets, their current and prospective state;
• main and reserve sales channels for products;
• the state and prospects for the development of the industry that is specialized for the organization (enterprise);
• the procedure for drawing up and coordinating plans for the sale of products;
• the procedure for concluding and executing contracts for the supply and after-sales service finished products and spare parts for it;
• modern theories of marketing activity;
• advanced domestic and foreign experience in organizing the sale of products;
• the composition and structure of the Company's commercial documentation;
• management (to the extent required for effective leadership sales service), Business Etiquette, rules for conducting business correspondence on commercial matters;
• means of computer technology, communication and communications;
• labor protection rules and regulations.

1.9. During the temporary absence of the Deputy Director for Commercial Affairs, his duties are performed by a duly appointed person. This person acquires the appropriate rights and is responsible for the proper performance of the duties assigned to him.

1.10. The Deputy Director for Commercial Affairs may be entrusted with the performance of the duties of the Director of the Company during the absence of the latter (business trip, vacation, illness, etc.), acquiring for this period the appropriate rights and responsibility for the proper performance of the assigned duties.

2. Job responsibilities

The Deputy Director for Commercial Affairs is obliged to perform the following labor functions:

2.1. Lead the Company's sales activities, sales department and confidently manage its activities.

2.2. Create optimal conditions for the timely and high-quality performance by the sales service of the daily tasks assigned to it in strict accordance with the approved procedure (regulations) of work, marketing technologies, product sales plans.

2.3. Manage the work on the formation of the sales policy and marketing strategy, the definition of its main directions in accordance with the Company's development strategy and measures for its implementation.

2.4. Participate in the development of business plans for the organization of the Company in terms of meeting its current and future needs in the sale of products of a certain quality, quantity, range and range.

2.5. To ensure the necessary level of development of the sales infrastructure and its constant growth, the proper effectiveness of marketing decisions, and the steady increase in the efficiency of the sales service.

2.6. Organize the holding in the Company marketing research, including with the involvement of third-party organizations (institutions), as well as the development and implementation of comprehensive programs to increase competitiveness and product marketing plans.

2.7. To carry out personally and through subordinates effective control over the actual indicators of sales of products, their compliance with planned values, the state of the sales infrastructure, as well as the observance in the sales service of discipline, rules and regulations on labor protection, safety, industrial sanitation and fire safety.

2.8. Organize the participation of the Company in fairs, auctions, exhibitions to advertise and sell products, as well as promotions aimed at promoting new (including those planned for release) types and samples of products.

2.9. Conclude on behalf of the Company agreements (agreements, contracts) for the supply of products, their after-sales service.

2.10. Manage the implementation of secondary resources, by-products and production waste.

2.11. Submit proposals for consideration by the Company's management aimed at improving the range and quality of products, their improvement and renewal, the creation of new competitive types of products, and the optimization of marketing technologies available to the sales department.

2.12. Ensure timely preparation of commercial documentation.

2.13. Participate in analysis commercial activities Companies in order to identify reserves for the sale of products, rational use of material, human and other resources.

2.14. Ensure the preparation of reports on the results of commercial activities, statistical reporting, as well as submitting them in the prescribed manner to the relevant authorities.

2.15. Ensure reliable protection of documents (information) containing information constituting a commercial secret of the Company, other confidential information, including personal data of the Company's employees.

2.16. Supervise the training of subordinates, create conditions for them to improve their skills, professional growth, business career development and promotion in accordance with personal merit and skill level.

2.17. Monitor compliance by subordinates with the rules of labor protection and safety, industrial sanitation and fire protection.

2.18. Use in relation to subordinates the granted rights to encourage them (bring them to responsibility).

2.19. Manage planning and reporting on sales of products, activities of the sales service.

2.20. Manage the distribution of tasks for the sale of products, ensuring its timely, rhythmic and uniform delivery to the sales departments, the development of the forms of documents necessary to ensure the activities of the sales service, as well as internal organizational, regulatory and regulatory and methodological documents on sales of products.

2.21. To study, generalize and apply in the activities of the chief engineer service the best domestic and foreign experience in sales management.

2.22. Consider proposals for ensuring ergonomic working conditions, rationalization of sales service workplaces and submit them for decision to the head of the Company.

2.23. Advise the head of the Company, heads of departments on topical and pressing issues of practical organization of sales.

2.24. Provide personally and through the involvement of subordinates methodological assistance to employees of the enterprise's divisions on the choice of optimal methods for fulfilling the task of selling products, the most effective use of marketing technologies.

2.25. Timely and fully work out and submit reporting and other documentation to officials with appropriate powers.

If necessary, the Deputy Director for Commercial Affairs may be involved in the performance of his official duties overtime, by decision of the head of the Company, in the manner prescribed by labor legislation.

3. Rights

The Deputy Director for Commercial Affairs has the right to:

3.1. Make decisions in order to properly organize the marketing of products, ensure the daily activities of the sales service, on all issues within its competence.

3.2. Submit to the head of the Company their proposals for encouraging (bringing to responsibility) employees of the sales service, in cases where their own powers are not enough for this.

3.3. Prepare and submit to the head of the Company their proposals for improving sales management, the activities of the sales service (its additional personnel, logistics).

3.4. Participate in the work of collegiate management bodies when considering issues related to production work and business activities.

4. Responsibility and performance evaluation

4.1. The Deputy Director for Commercial Issues bears administrative, disciplinary and material (and in some cases provided for by the legislation of the Russian Federation, also criminal) responsibility for:

4.1.1. Non-fulfillment or improper fulfillment of official instructions of the immediate supervisor.

4.1.2. Failure or improper performance of labor functions and the tasks assigned to him.

4.1.3. Unlawful use of the granted official powers, as well as their use for personal purposes.

4.1.4. Inaccurate information about the status of the work entrusted to him.

4.1.5. Failure to take measures to suppress the identified violations of safety regulations, fire and other rules that pose a threat to the activities of the enterprise and its employees.

4.1.6. Failure to enforce labor discipline.

4.1.7. Offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.

4.1.8. Causing material damage and / or losses to the enterprise or third parties related to the action or inaction during the performance of official duties.

4.2. The evaluation of the work of the Deputy Director for Commercial Affairs is carried out:

4.2.1. Direct supervisor - regularly, in the course of the daily implementation by the employee of his labor functions.

4.2.2. Certification Commission enterprises - periodically, but at least once every two years, based on the documented results of work for the evaluation period.

4.3. The main criterion for evaluating the work of the Deputy Director for Commercial Affairs is the quality, completeness and timeliness of his performance of the tasks provided for by this instruction.

5. Working conditions

5.1. The working hours of the Deputy Director for Commercial Affairs are determined in accordance with the internal labor regulations established by the Company.

5.2. In connection with the operational need, the Deputy Director for Commercial Affairs is obliged to go on business trips (including local ones).

5.3. In connection with the production need, the Deputy Director for Commercial Affairs may be provided with company vehicles to perform his labor functions.

6. Right to sign

6.1. To ensure his activities, the Deputy Director for Commercial Affairs is granted the right to sign organizational and administrative documents on issues that are part of his functional duties.

Familiarized with the instruction ___________ / ____________ / "____" _______ 20__
(signature)

Download job description
Deputy Director for Commercial Affairs(.doc, 92KB)

I. General provisions

1. The Deputy Director for Commercial Affairs belongs to the category of managers.
2. A person who has a higher professional (economic or engineering) education and at least 5 years of economic work experience in managerial positions is appointed to the position of Deputy Director for Commercial Affairs.
3. Appointment to the position of Deputy Director for Commercial Affairs and dismissal from it is carried out by order of the director of the enterprise.
4. The Deputy Director of Commercial Affairs should know:
   1. 4.1. Legislative and regulatory legal acts that determine the direction of development of the relevant industry and the financial and economic activities of the enterprise.
   2. 4.2. Profile, specialization, features of the structure of the enterprise.
   3. 4.3. Prospects for the technical and financial and economic situation of the enterprise.
   4. 4.4. The production capacity of the enterprise.
   5. 4.5. Fundamentals of production technology of the enterprise.
   6. 4.6. The procedure for the development and approval of plans for the production, economic and financial and economic activities of the enterprise.
   7. 4.7. Market methods of management and financial management enterprises.
   8. 4.8. The procedure for keeping records and compiling reports on economic and financial activities enterprises.
   9. 4.9. Organization of loading and unloading operations.
   10. 4.10. The procedure for developing standards working capital, consumption rates and inventories.
   11. 4.11. The procedure for concluding and executing economic and financial contracts.
   12. 4.12. Economics, organization of production, labor and management.
   13. 4.13. Rules and norms of labor protection, safety measures, industrial sanitation and fire protection.
5. The Deputy Director for Commercial Affairs reports directly to the director of the enterprise.

II. Job Responsibilities

Deputy Director for Commercial Affairs:

1. Manages the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, marketing of products on the market and under supply contracts, transport and administrative services, ensuring the efficient and targeted use of material and financial resources, reducing their losses, accelerating the turnover of working capital.
2. Organizes the participation of subordinate services and structural units:
   1. 2.1. In drawing up long-term and current plans for the production and sale of products.
   2. 2.2. In defining a long-term business strategy and financial plans enterprises.
   3. 2.3. In the development of standards for the material and technical support of product quality, the organization of storage and transportation of raw materials, and the marketing of finished products.
3. Takes measures for the timely conclusion of economic and financial contracts with suppliers and consumers of raw materials and products, expansion of direct and long-term economic relations, ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, range, assortment, quality, timing and other conditions of supply).
4. Provides control over:
   1. 4.1. Sales of products.
   2. 4.2. Logistics of the enterprise.
   3. 4.3. Financial and economic performance of the enterprise.
   4. 4.4. Expenditure of working capital and targeted use of a bank loan.
   5. 4.5. Termination of production of products that do not have a market.
5. Ensures timely payment wages workers and employees.
6. Leads the development of measures for:
   1. 6.1. Resource saving and integrated use material resources.
   2. 6.2. Improving the rationing of the consumption of raw materials, materials, working capital and inventories.
   3. 6.3. Improvement of economic indicators and formation of a system of economic indicators of the enterprise.
   4. 6.4. Increasing production efficiency.
   5. 6.5. Strengthening financial discipline.
   6. 6.6. Prevention of the formation and liquidation of excess stocks of inventory items, as well as overspending of material resources.
7. Participates on behalf of the enterprise in fairs, auctions, exhibitions, exchanges for advertising and selling products.
8. Controls the observance of discipline in the performance of tasks and obligations for the supply of products and their compliance with business contracts, studies the market conditions for the products manufactured by the enterprise.
9. Organizes the work of warehousing, creates conditions for the proper storage and preservation of material resources and finished products.
10. Ensures the rational use of all modes of transport, the improvement of loading and unloading operations, takes measures to maximize the equipment of this service with the necessary mechanisms and devices.
11. Organizes work on the use and sale of secondary resources and by-products.
12. Ensures timely preparation of budget and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport.
13. Coordinates the work of subordinate departments and departments.
14. During the absence of the director of the enterprise (business trip, vacation, illness, etc.), acquires his rights and performs his duties in the following areas:

III. The rights

The Deputy Director for Commercial Affairs has the right to:

1. Act on behalf of the enterprise, represent the interests of the enterprise in relations with other structural divisions of the enterprise, organizations and public authorities on commercial issues.
2. Request and receive from the heads of structural divisions of the enterprise and specialists the necessary information.
3. Check the activities of supply and marketing and other subordinate structural divisions of the enterprise.
4. Participate in the preparation of draft orders, instructions, instructions, as well as estimates, contracts and other documents related to the financial and economic activities of the enterprise.
5. Give instructions to the heads of structural divisions of the enterprise on commercial issues.
6. Within its competence, sign and endorse documents; issue under his signature orders for the enterprise on commercial issues.
7. Independently conduct correspondence with the structural divisions of the enterprise, as well as other organizations on issues within its competence.
8. Make proposals to the director of the enterprise on bringing officials to material and disciplinary liability based on the results of inspections.

IV. A responsibility

The Vice President for Commercial Affairs is responsible for:

1. For improper performance or non-performance of their official duties provided for by this job description - to the extent determined by the current labor legislation of the Russian Federation.
2. For offenses committed in the course of carrying out their activities - within the limits determined by the current administrative, criminal and civil legislation of the Russian Federation.
3. For causing material damage - within the limits determined by the current labor and civil legislation of the Russian Federation.

DEPUTY DIRECTOR FOR COMMERCIAL ISSUES

Job responsibilities. Manages the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, marketing of products on the market and under supply contracts, transport and administrative services, ensuring the efficient and targeted use of material and financial resources, reducing their losses, accelerating turnover of working capital. Organizes the participation of subordinate services and structural divisions in the preparation of long-term and current plans for the production and sale of products, the definition of a long-term strategy for commercial activity and financial plans of the enterprise, as well as the development of standards for the logistics of product quality, the organization of storage and transportation of raw materials, the sale of finished products products. Takes measures for the timely conclusion of economic and financial contracts with suppliers and consumers of raw materials and products, expansion of direct and long-term economic relations, ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, range, assortment, quality, timing and other conditions of supply). It monitors the sale of products, the material and technical support of the enterprise, the financial and economic performance of the enterprise, the correct use of working capital and the targeted use of bank loans, the termination of production of products that do not have a market, and ensures the timely payment of wages to workers and employees. Leads the development of measures for resource saving and the integrated use of material resources, improving the rationing of the consumption of raw materials, materials, working capital and stocks of material assets, improving economic performance and forming a system of economic indicators of the enterprise, increasing production efficiency, strengthening financial discipline, preventing the formation and elimination of excess stocks inventory items, as well as overspending of material resources. Participates on behalf of the enterprise in fairs, auctions, exhibitions, exchanges for advertising and selling products. Controls the observance of discipline in the performance of tasks and obligations for the supply of products and their compliance with business contracts, studies the market conditions for the products manufactured by the enterprise. Organizes the work of warehousing, creates conditions for the proper storage and preservation of material resources and finished products. Ensures the rational use of all modes of transport, the improvement of loading and unloading operations, takes measures to maximize the equipment of this service with the necessary mechanisms and devices. Organizes work on the use and sale of secondary resources and by-products. Ensures timely preparation of budget and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport. Coordinates the work of subordinate departments and departments.

Must know: legislative and regulatory legal acts that determine the direction of development of the relevant industry of production and financial and economic activities of the enterprise; profile, specialization, features of the structure of the enterprise; prospects for the technical and financial-economic situation of the enterprise; production capacity of the enterprise; fundamentals of production technology of the enterprise; the procedure for the development and approval of plans for the production, economic and financial and economic activities of the enterprise; market methods of managing and financial management of the enterprise; the procedure for keeping records and compiling reports on the economic and financial activities of the enterprise; organization of financial work at the enterprise, logistics, transport service and marketing of products; organization of loading and unloading operations; the procedure for developing standards for working capital, consumption rates and stocks of inventory items; the procedure for concluding and executing economic and financial contracts; economics, organization of production, labor and management; rules and norms of labor protection, safety measures, industrial sanitation and fire protection.

Qualification requirements. Higher professional (economic or engineering-economic) education and at least 5 years of experience in economic work in managerial positions.

In every growing company, there comes a time when it is simply necessary to expand the staff and redistribute responsibilities. It was then that the deputy directors of the company appeared on various issues. These are people responsible for supply, production, advertising and promotion, as well as finance. The commercial director is practically the second person in the company after the general director. He has his own duties, tasks and rights. The commercial director must have specific and operational skills. What kind of person is this, what exactly does he do and how to write a resume in a good company?

Who is a commercial director?

The sphere of finance is quite wide, so each applicant must clearly understand the essence of the chosen profession, the scope of duties and responsibilities.

So, a commercial director is a specialist who is directly involved in various trading operations and their support. Wherein full list duties depends solely on the specifics of the enterprise and its size. But we can definitely say that it is thanks to the commercial director that the company makes a profit, the course and pace of development are determined.

Such an employee manages not only the purchases and sales of products, but also the marketing and logistics departments. Same Commercial Director Forms and maintains relationships with large and key clients of the company and is responsible for concluding particularly profitable deals.

In general, one can say that this key person in the structure of any company. That is why the requirements for the applicant are quite high and tough.

The place of the commercial director in the organizational structure of the company

Very often confused with the head of the sales department. But the commercial director has a well-defined place in the management hierarchy. It is thanks to this distribution of responsibilities that the company works like clockwork.

The post of commercial director belongs to the second level of management. This is the next step after the director. At the same time, a financial deputy is appointed, and also removed from office exclusively general manager companies.

On all working issues, the commercial director reports and reports directly to the director. These are issues of operational management, trade and money turnover and financial planning. At the same time, he is personally responsible for the safety of various material resources and signs an appropriate agreement with the management.

If the chief financier is absent from the workplace due to illness, business trip or vacation, then another employee of the company is appointed in his place by a separate order of the head. The Deputy Commercial Director has the same rights and obligations that he receives for a certain period of time. He also bears financial responsibility.

What does a commercial director do?

To choose the right place in the company, you need to clearly understand what tasks and goals you face. This will allow you to more efficiently and rationally distribute your time and effort. In addition, this fact is valuable for both the applicant and the employer. After all, having outlined the scope of duties and tasks, one can safely demand specific results from the employee. You can also constantly monitor the effectiveness of its activities.

The only thing that appeals Special attention is the company's revenue. The commercial director of the company must constantly monitor the situation and take prompt measures when this indicator decreases. To do this, he can request any commercial documents from other departments, as well as coordinate actions with other department heads.

This indispensable employee can represent the financial interests of the enterprise in relations with various institutions and government bodies. In this case, he is the face of the company and has full authority to resolve emerging problems.

Main responsibilities

A commercial director is a person who is entrusted with enormous powers and responsibilities. Accordingly, he must fully comply with all the instructions of the director of the company, develop and expand commercial relations, and also adhere to the existing business plan.

As such, he has the following responsibilities:

• Control and coordination of the development of standards for the quality and storage of products or services, as well as their quantity. It is the commercial director who determines the final cost of goods, their assortment and output volumes.
• Coordination of the development and implementation of the marketing strategy of the enterprise. directly affects the future financial well-being of the company.
• Responsible for training and supervising the work of employees.
• Monitor the timely preparation of reporting documents, as well as provide them to management in a timely manner. In addition, the tasks of the commercial director include the sighting of all financial papers.
• Monitor the implementation of the overall business plan, as well as the budget of the enterprise. Ensure the timeliness and completeness of salary payments.

In addition to these requirements, each company has the right to introduce its own terms of reference for the commercial director. It all depends on the size, specifics of the enterprise and the management structure. AT Russian companies the specific wishes of the founders can also influence the completeness of official duties.

The main qualities that a professional should have

A commercial director is a very difficult position, requiring from an employee not only relevant working skills, but also certain personal qualities. And this is due not only to personal sympathies and preferences, but rather, the peculiarity of the chosen post.

So let's start with professional qualities and skills. Most companies present the following criteria to the applicant, which the commercial director must indicate in his resume:

• Ability to work and knowledge of the specific market in which the company operates.
• Ability to shape and control existing and proposed distribution channels.
• Navigate the marketing system in order to effectively implement various advertising projects.
• Ability to communicate with VIP clients, sign contracts to conclude large transactions.
• Ownership English language for communication and work with documents.

If we talk about the personal qualities of the candidate, then here the requirements of the employer are quite standard. As in many other positions, the future commercial director must be purposeful and stress-resistant, sociable and charismatic. He must be a leader, effectively interact with the staff and any audience. Efficiency and non-conflict are also especially appreciated.

Which companies use this position

Now in the labor market you can find quite a large number of vacancies for commercial director. Their peculiarity is that such ads can hang for a long time. There are several for this objective reasons: firstly, the employer conducts a rather strict and thorough selection of candidates, and, secondly, newly hired employees do not withstand the full scope of job duties and the rhythm of work.

The approach to finding a financier and the requirements for his knowledge and skills differ significantly between Western and domestic companies. Here one should take into account the mentality and history of business development in Russia and abroad.

In domestic companies, the position of commercial director appears as a result of the expansion of the enterprise or the restructuring of the management structure due to its inefficient performance. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universally trained and experienced specialist who is able to quickly deal with the problems that have accumulated over the years.

In Western companies, the functionality and requirements for applicants have long been clearly defined. Therefore, it is much easier for the applicant to find out what exactly he is responsible for, what his main tasks and responsibilities are. In addition, attention is paid here to professionalism, and not to subjective sympathies.

Salary level and basic requirements for the candidate

What can the future commercial director expect as compensation for his difficult work? After all, the job description of a commercial director provides for a fairly wide range of duties and huge responsibility.

It is worth noting here that the salary will directly depend on the size of the company and even on its location. For example, the most high salary the commercial director is observed in Moscow or St. Petersburg. Here, an employee can count on a monthly income of 80,000 rubles. The farther from the capital, the lower the reward will be.

In addition, to higher salary higher requirements are also made: work experience in the relevant position from 3 years, passing various courses and sales training, experience in financial planning and effective negotiations. An MBA degree and knowledge of English is also welcome.

At the same time, the average age of a future commercial director is about 40 years. Most often these are men with higher profile education. In addition, each candidate must have good recommendations from a previous job.

Also, the employer may present specific requirements for the applicant. For example, this is the ownership of vehicles, consent to perform duties outside of working hours, the presence of certain diplomas, etc.

Hiring a Commercial Director

This issue in each company is resolved in accordance with and existing legislative acts. Previously, the candidacy is agreed with the owners of the company. If there is no way to find professional employee on the side, most often the chief accountant of the enterprise is appointed to this position. This person has all the necessary knowledge and skills for this position. At the same time, a corresponding record of the transfer is made in work book.

The order on the appointment of a commercial director is signed personally general director or business leader. In the same way, an employee is dismissed from this position.

Due to the fact that a huge responsibility lies on the newly adopted person, it is advisable to conclude employment contract. It, like the job description, indicates all the rights and obligations of the future commercial director. There is also a clause on confidentiality and non-disclosure, about liability and conditions for early termination of an existing contract.

However, in any case, the personnel department makes a corresponding entry in the work book about the time of acceptance and the number of the order.

Job description for commercial director

In the structure of the enterprise, a special manual is drawn up for each employee, which indicates all aspects of the activity and the nuances of the position held.

Job description commercial director contains the following items:

1. General provisions. Here, as a rule, the basic definitions and terms, the requirements for professional and personal qualities, and the basic rules of work at the enterprise are deciphered.
2. Employee duties. This paragraph clearly spells out all the points for which the commercial director is responsible.
3. The rights. This section specifies the capabilities and powers of an employee.
4. A responsibility. This point is especially important, because. contains information about the obligations of the commercial director to the company and legislation.

Also, this document may indicate working conditions, requirements for the employee and other items at the discretion of the management of the enterprise. An employee may be fired for non-compliance with the job description.

How and by what indicators is the work of a commercial director evaluated?

Now in any company, one of the main indicators of an employee's performance is his performance, that is, what he brought to the table and what benefits it turned out to be. Or it may be the value of the final profit received by the firm for the period of work of a person. This is a very important indicator, because it can subsequently directly affect the amount of salary and recommendations.

The performance of most commercial directors is evaluated according to the following criteria:

1. Accurate execution of own job description. Here, compliance with each clause of the contract is assessed.
2. High level of discipline and subordination. The director of commercial affairs must be a highly organized and responsible person, since he is responsible for the present and future well-being of the company.
3. Implementation of the existing business plan of the firm. The company's work with financial performance calculated carefully and accurately. If any item is not completed on time, this can have a rather negative impact on her future.

Writing a compelling and meaningful resume

The employer cannot know about the unique personal qualities, skills, experience and other nuances of the personality of the future employee. Therefore, any applicant needs to be able to correctly compose his resume. After all, it depends on whether they take him to the team.

So, in the resume, the commercial director should indicate:

1. Personal data (date of birth, place of registration or residence, etc.).
2. Education (higher educational establishments and all courses).
3. Work experience (name of enterprises, position and responsibilities).
4. and skills (the item should represent a competitive advantage).
5. Additional information (knowledge of programs and languages).

In addition, there are some tips for filling out a resume:

1. More specific information and figures in the description of professional achievements.
2. It is better to indicate the scope of activities of companies in which you worked before.
3. Look at your resume through the eyes of an employer.