What to pay attention to? A job description is not a mandatory document (with the exception of state-owned companies), but its development will set clear tasks for the commercial director, outline his powers and responsibilities.
In this article:
The role of the commercial director in the company
The need for a job description for a commercial director
Duties of the Commercial Director
Skills and qualities of a taiwan business email list commercial director
Responsibility of the Commercial Director.
Preparation of job description for a commercial director.
Using a professional standard to draft a job description for a commercial director
Search for a Commercial Director
Frequently asked questions about the job description of a commercial director
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The role of the commercial director in the company
The job description of a commercial director provides for control functions in such areas as purchasing, logistics, marketing promotion and sales.
The role of the commercial director in the company
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The possible range of tasks for a specialist in such a position includes:
Participation in the formation of the enterprise strategy . For this task, it is necessary to conduct an analysis of market trends to identify the needs of the target audience and differentiate from competitors.
Planning processes at various levels of the organization . For example, within the framework of the corporate strategy, the commercial director makes plans for the development of trade. In turn, at the applied level, he, together with marketers, makes decisions on expanding the product range.
Monitoring the activities of the enterprise to identify weaknesses and strengths .
Control of financial receipts and expenses with analysis of income growth dynamics.
Search for cost reduction options . For example, assessing the potential of replacing suppliers or adjusting logistics schemes.
Training of sales managers . As a rule, commercial directors have experience in this area and can participate in the selection of new personnel.
Making decisions in force majeure situations to minimize the company's losses.
In the case of combining a number of positions, for example, managing a sales department, the commercial director will have to personally communicate with the most important clients, manage the department’s employees and evaluate the effectiveness of this structure.
Often such combinations lead to confusion: is a commercial director and a head of the sales department the same position? Sometimes, he is confused with the financial director of the organization.
The role of the commercial director in the company
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The table below presents the main differences in the functions of the above-mentioned managers.
Job title Area of responsibility
Commercial Director All commercial activities of the company, from the selection of suppliers to the training of sales managers (sales managers need to have a clear understanding of how to increase revenue and retain customers).
Financial manager Cash flows of the organization. Provides search for resources among offers of banks and investors, manages accounts receivable.
Head of Sales Department Fulfillment of sales volume plans. Monitors sales department specialists, expands the customer base and resolves problematic issues arising with customers.
We see that the job description of the commercial director contains a broader functionality, in comparison with the head of the sales department and the financial manager. This manager is responsible not just for one direction, but for the strategy and budget of the enterprise as a whole.