Requirements for the head of the commercial department
Posted: Mon Jan 27, 2025 9:11 am
A commercial director is often expected to perform a miracle: this extraordinary person who knows a certain secret of success will come along, and the company will immediately take the top positions. There is some truth in this, a competent professional is really capable of giving a new impetus to a business, opening up unknown horizons and ensuring stable sales growth. However, not everyone who responds to a vacancy for a commercial director meets these requirements, so the search often drags on for a long time.
The head of this area, which is essential to the company’s success, must possess a host of professional skills, including:
contribute to budget discussions and business opportunity seekers email list preparation;
develop pricing policy and determine advertising strategy;
choose effective channels for product promotion;
motivate employees to achieve goals;
understand the company's HR policy;
control the preparation of sales plans;
negotiate with suppliers, customers, partners;
understand the legal intricacies of the contracts being concluded.
Work experience is a mandatory requirement for a person applying for a position in the top management. For a commercial director, the optimal areas for acquiring the necessary skills are marketing, logistics, and sales. To work with foreign partners, you need a person who has already worked with representatives of Western or Asian companies.
The manager supervising the activities of the commercial department faces the task of uniting various departments, setting common goals and organizing productive activities. Its implementation requires leadership qualities and high communication skills. This person must equally easily find a common language with both top management representatives and ordinary employees. He must correctly select people to delegate part of his powers and delicately monitor the implementation of the tasks assigned to them.
A commercial director needs skills to work with large amounts of information. He must easily retain a lot of information in his memory, analyze the current situation, quickly make the right decisions and convey them to his subordinates.
External circumstances are constantly changing, so the commercial director must quickly learn and adapt to new requirements. Moreover, he must quickly propose adjustments to the company's development strategy within his competence.
The ability to convince interlocutors, masterfully conduct negotiations, find ways out of difficult relationships with counterparties - a person applying for the position of commercial director of a company must also have all these advantages.
Basic knowledge of psychology, the ability to find an approach to any person, strong intuition, and stress resistance are necessary for any manager, and the head of the commercial department is no exception.
When choosing a worthy candidate for this position, the head of the company must be aware that he will be transferring many of his own powers to his right hand. It is important to determine in advance how free the commercial director will be in making decisions. If every step has to be agreed upon with the business owner, the efficiency of management will be significantly reduced.
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The scope of duties assigned to such a specialist is enormous, therefore, the material remuneration should be appropriate. As a rule, we are talking about a social package, a solid salary and a motivational bonus. The opportunity to receive a bonus in a fairly large amount will be a good incentive for the personal contribution of the commercial director to the development of the company and the achievement of the set goals.
One should not forget about such things as payment for mobile communications and transportation costs. Due to his duties, this manager constantly negotiates on the phone, participates in various meetings and negotiations. Even a high salary implies full compensation for these costs, since they are necessary for the successful work of the commercial director.
Finding a candidate who meets all the above requirements is not easy. You will have to study many resumes, conduct personal interviews with the most suitable candidates, and make sure that your choice is correct during the probationary period. For a commercial director, it is at least six months. During this time, he will be able to understand the specifics of your company and offer his own strategy for increasing sales.
The head of this area, which is essential to the company’s success, must possess a host of professional skills, including:
contribute to budget discussions and business opportunity seekers email list preparation;
develop pricing policy and determine advertising strategy;
choose effective channels for product promotion;
motivate employees to achieve goals;
understand the company's HR policy;
control the preparation of sales plans;
negotiate with suppliers, customers, partners;
understand the legal intricacies of the contracts being concluded.
Work experience is a mandatory requirement for a person applying for a position in the top management. For a commercial director, the optimal areas for acquiring the necessary skills are marketing, logistics, and sales. To work with foreign partners, you need a person who has already worked with representatives of Western or Asian companies.
The manager supervising the activities of the commercial department faces the task of uniting various departments, setting common goals and organizing productive activities. Its implementation requires leadership qualities and high communication skills. This person must equally easily find a common language with both top management representatives and ordinary employees. He must correctly select people to delegate part of his powers and delicately monitor the implementation of the tasks assigned to them.
A commercial director needs skills to work with large amounts of information. He must easily retain a lot of information in his memory, analyze the current situation, quickly make the right decisions and convey them to his subordinates.
External circumstances are constantly changing, so the commercial director must quickly learn and adapt to new requirements. Moreover, he must quickly propose adjustments to the company's development strategy within his competence.
The ability to convince interlocutors, masterfully conduct negotiations, find ways out of difficult relationships with counterparties - a person applying for the position of commercial director of a company must also have all these advantages.
Basic knowledge of psychology, the ability to find an approach to any person, strong intuition, and stress resistance are necessary for any manager, and the head of the commercial department is no exception.
When choosing a worthy candidate for this position, the head of the company must be aware that he will be transferring many of his own powers to his right hand. It is important to determine in advance how free the commercial director will be in making decisions. If every step has to be agreed upon with the business owner, the efficiency of management will be significantly reduced.
Get clients from the site every month
In a guaranteed volume
Read more
The scope of duties assigned to such a specialist is enormous, therefore, the material remuneration should be appropriate. As a rule, we are talking about a social package, a solid salary and a motivational bonus. The opportunity to receive a bonus in a fairly large amount will be a good incentive for the personal contribution of the commercial director to the development of the company and the achievement of the set goals.
One should not forget about such things as payment for mobile communications and transportation costs. Due to his duties, this manager constantly negotiates on the phone, participates in various meetings and negotiations. Even a high salary implies full compensation for these costs, since they are necessary for the successful work of the commercial director.
Finding a candidate who meets all the above requirements is not easy. You will have to study many resumes, conduct personal interviews with the most suitable candidates, and make sure that your choice is correct during the probationary period. For a commercial director, it is at least six months. During this time, he will be able to understand the specifics of your company and offer his own strategy for increasing sales.