1. GENERAL PROVISIONS

1.1. This job description defines the functional duties, rights and responsibilities of the Deputy Director for commercial issues of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations).

1.2. The deputy director for commercial issues is appointed and dismissed in the manner established by the current labor legislation by order of the director of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations).

1.3. The deputy director for commercial issues reports directly to the director of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations).

1.4. A person with a higher professional (economics or engineering-economics) education and at least _____ years of economic experience in managerial positions is appointed to the position of Deputy Director for Commercial Affairs.

1.5. The Deputy Director for Commercial Affairs should know:

Legislative and regulatory legal acts regulating the economic activities of the industry and the financial and economic activities of legal entities; profile, specialization, features of the enterprise structure (options: OJSC, CJSC, LLC, institutions, organizations); prospects for the technical, financial and economic situation of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations); production capacity of the enterprise; basics of production technology; the procedure for developing and approving plans for production, economic and financial-economic activities of an enterprise (options: OJSC, CJSC, LLC, institutions, organizations); market methods of business and financial management; the procedure for maintaining records and drawing up reports on economic and financial activities; organization of financial work at the enterprise (options: in OJSC, CJSC, LLC, institution, organization), logistics, transport services and sales of products; organization of loading and unloading operations; the procedure for developing working capital standards, consumption rates and inventories; the procedure for concluding and executing economic and financial contracts; economics, organization of production, labor and management; rules and regulations of labor protection, safety, industrial sanitation and fire protection.

1.6. During the temporary absence of the Deputy Director for Commercial Affairs, his duties are assigned to _______________.

2. FUNCTIONAL RESPONSIBILITIES

Note. Functional responsibilities Deputy commercial directors are determined on the basis and to the extent of the qualification characteristics for the position of Deputy. Director for Commercial Affairs and can be supplemented and clarified when preparing a job description based on specific circumstances.

2.1. Manages the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, sales of products on the market and under supply contracts, transport and administrative services, ensuring the effective and targeted use of material and financial resources, reducing their losses, accelerating turnover of working capital.

2.2. Organizes the participation of subordinate services and structural divisions in drawing up long-term and current plans for production and sales of products, determining a long-term strategy for commercial activities and financial plans of the enterprise, as well as in developing standards for the logistics of ensuring product quality, organizing the storage and transportation of raw materials, and marketing finished products. products.

2.3. Takes measures to timely conclude economic and financial agreements with suppliers and consumers of raw materials and products, expand direct and long-term economic relations, ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, nomenclature, assortment, quality, terms and other terms of delivery).

2.4. Monitors the sale of products, the logistics of the enterprise, the financial and economic performance of the enterprise, the correct expenditure of working capital and the targeted use of a bank loan, the cessation of production of products that do not have sales, and ensures the timely payment of wages to workers and employees.

2.5. Manages the development of measures for resource saving and integrated use of material resources, improving the regulation of consumption of raw materials, materials, working capital and inventories of material assets, improving economic indicators and forming a system of economic indicators of the enterprise, increasing production efficiency, strengthening financial discipline, preventing the formation and liquidation of excess reserves inventory items, as well as overexpenditure of material resources. Participates on behalf of the enterprise in fairs, auctions, exhibitions, exchanges for advertising and sales of products.

2.6. Monitors compliance with discipline in fulfilling tasks and obligations for the supply of products and their compliance with business contracts, studies market conditions for products manufactured by the enterprise.

2.7. Organizes the work of the warehouse, creates conditions for proper storage and safety of material resources and finished products.

2.8. Ensures the rational use of all types of transport, improves loading and unloading operations, takes measures to maximally equip this service with the necessary mechanisms and devices.

2.9. Organizes work on the use and sale of secondary resources and by-products.

2.10. Ensures the timely preparation of financial estimates and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport operations.

2.11. Coordinates the work of subordinate services and divisions.

3. RIGHTS

The Deputy Director for Commercial Affairs has the right:

3.1. Give his subordinate employees, services and divisions instructions and tasks on a range of issues included in his functional responsibilities.

3.2. Monitor the implementation of planned tasks, timely completion of individual orders and tasks, and the work of subordinate services and divisions.

3.3. Request and receive the necessary materials and documents related to the activities of the Deputy Director for Commercial Issues from the services and divisions of the enterprise.

3.4. Enter into relationships with third-party institutions and organizations to resolve operational issues of production activities that are within the competence of the Deputy Director for Commercial Affairs.

3.5. Represent the interests of the enterprise in third-party institutions and organizations on issues related to the production activities of the enterprise.

4. RESPONSIBILITY

Deputy Commercial Director is responsible for:

4.1. Results and efficiency of the enterprise's production activities.

4.2. Failure to ensure the fulfillment of his functional duties, as well as the work of subordinate services and departments regarding their production activities.

4.3. Inaccurate information about the status of implementation of work plans of subordinate services and departments.

4.4. Failure to comply with orders, instructions and instructions from the director of the enterprise.

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

4.6. Failure to ensure compliance with labor and performance discipline by employees of subordinate services and personnel subordinate to the Deputy. Director of Commercial Affairs.

5. RIGHT OF SIGNATURE. WORKING CONDITIONS

5.1. To ensure his activities, the Deputy Director for Commercial Affairs is given the right to sign organizational and administrative documents on issues included in his functional responsibilities.

5.2. The working hours of the Deputy Director for Commercial Affairs are determined in accordance with the Internal Labor Regulations established at the enterprise.

5.3. Due to production needs, the Deputy Director for Commercial Affairs may go on business trips (including local ones).

5.4. To resolve operational issues related to ensuring production activities, the Deputy Director for Commercial Affairs may be allocated official vehicles.

Other instructions in the section:

I approve

(name of company,

enterprises, etc., his (last name, initials)

organizational and legal form) _________________________

(director or other

executive,

authorized to approve

job description)

» » _____________ 20__

Job description

Deputy Director for Commercial Affairs

______________________________________________

(name of organization, enterprise, etc.)

» » ______________ 20__ N_________

This job description was developed and approved by

based on an employment contract with __________________________________________

(name of the position of the person for whom

And in accordance with

this job description has been compiled)

provisions of the Labor Code of the Russian Federation and other regulatory

acts regulating labor relations in the Russian Federation.

1. General Provisions

1.1. The Deputy Director for Commercial Affairs belongs to the category of managers, is hired and dismissed by order, to which he is directly subordinate in his work.

1.2. A person with a higher professional education (economics or engineering-economics) and at least _________ years of economic experience in managerial positions is appointed to the position of deputy director for commercial issues.

1.3. In his work, the Deputy Director for Commercial Affairs is guided by:

— legislative and regulatory acts regulating the production, economic and financial and economic activities of the enterprise;

— methodological materials on commercial issues;

— the charter of the enterprise;

— labor regulations;

- orders, instructions and other instructions from the director of the enterprise;

1.4. The Deputy Director for Commercial Affairs should know:

— legislative and regulatory acts that determine the directions of development of the relevant industry of the country and the financial and economic activities of the enterprise;

— profile, specialization, features of the enterprise structure;

— prospects for the technical, financial and economic situation of the enterprise;

— production capacity of the enterprise;

— fundamentals of the production technology of the enterprise’s products;

— the procedure for developing and approving plans for production, economic and financial and economic activities of the enterprise;

— market methods of economic management and financial management;

— the procedure for maintaining records and drawing up reports on the economic and financial activities of the enterprise;

— organization of financial work at the enterprise, logistics, transport services and sales of products;

— organization of loading and unloading operations;

— the procedure for developing working capital standards, consumption rates and inventories;

— the procedure for concluding and executing business and financial contracts;

— economics, organization of production, labor and management;

— rules and regulations of labor protection, safety precautions, industrial sanitation and fire protection.

1.5. During the absence of the Deputy Director for Commercial Affairs, his duties are performed by

II. Functions

The Deputy Director for Commercial Affairs is assigned the following functions:

2.1. Management of the financial and economic activities of the enterprise.

2.2. Control over the material and technical support of the enterprise, financial and economic performance indicators of the enterprise, the correct use of a bank loan, and the fulfillment of contractual obligations for the supply of products.

2.3. Coordination of the work of subordinate services and divisions.

2.4. Ensuring timely payment of wages to workers and employees.

2.6. Interaction with other enterprises (organizations, institutions, etc.) in the process of performing their duties.

2.7. Creating healthy and safe working conditions for subordinate performers.

III. Job responsibilities

To perform the functions assigned to him, the deputy director for commercial issues of the enterprise is obliged to:

3.1. Manage the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, sales of products on the market and under supply contracts, transport and administrative services, ensuring the effective and targeted use of material and financial resources, reducing their losses, accelerating turnover of working capital.

3.2. Organize the participation of subordinate services and structural divisions in drawing up long-term and current plans for production and sales of products, determining a long-term strategy for commercial activities and financial plans of the enterprise, as well as in developing standards for the logistics of ensuring product quality, organizing the storage and transportation of raw materials, and marketing finished products. products.

3.3. Take action:

— on the timely conclusion of economic and financial agreements with suppliers and consumers of raw materials and products;

— to expand direct and long-term economic ties;

— to ensure the fulfillment of contractual obligations for the supply of products (in terms of quantity, nomenclature, assortment, quality, timing and other terms of delivery).

3.4. Exercise control:

— sales of products, logistics of the enterprise, financial and economic indicators of the enterprise’s activities;

— for the correct expenditure of working capital and the targeted use of a bank loan;

— cessation of production of products that are not marketed;

- ensuring timely payment of wages to workers and employees.

3.5. Lead the development of measures:

— on resource conservation and integrated use of material resources;

— to improve the regulation of consumption of raw materials, materials, working capital and inventories of material assets;

— to improve economic indicators and create a system of economic indicators of the enterprise’s performance;

— to increase production efficiency, strengthen financial discipline, prevent the formation and liquidation of excess inventories of inventory, as well as overexpenditure of material resources.

3.6. Participate on behalf of the enterprise in fairs, auctions, exhibitions, exchanges to advertise manufactured products and sell them. Study the market conditions for the products manufactured by the enterprise.

3.7. Monitor compliance with discipline in fulfilling obligations to supply products and their compliance with business contracts.

3.8. Organize the work of warehouse facilities, create conditions for proper storage and safety of material resources and finished products.

3.9. Ensure the rational use of all types of transport, improve loading and unloading operations, take measures to maximally equip the relevant service with the necessary mechanisms and devices.

3.10. Organize work on the use and sale of secondary resources and by-products of the enterprise.

3.11. Ensure the timely preparation of financial estimates and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport operations.

3.12. Coordinate the work of subordinate services and departments.

3.13. _____________________________________________________________.

4.1. Represent the interests of the enterprise on commercial issues in relations with other organizations and government bodies.

4.2. Get acquainted with draft decisions of the enterprise management concerning its activities.

4.3. Submit proposals for improving the activities of the enterprise for consideration by management.

4.4. Sign and endorse documents within your competence: issue orders for the enterprise on commercial issues with your signature.

4.5. Conduct correspondence with organizations on issues within his competence.

4.6. Interact with the heads of structural services of the enterprise, obtain information and documents necessary to perform their job duties.

4.7. Monitor the activities of supply, sales and other structural divisions of the enterprise subordinate to him.

4.8. Submit for consideration by the director of the enterprise proposals on the appointment, relocation, dismissal of employees, proposals for their encouragement or imposition of penalties on them, in accordance with the legislation of the Russian Federation.

4.9. Require the management of the enterprise to provide assistance in the performance of their official duties and rights.

4.10. _____________________________________________________________.

V. Responsibility

The Deputy Director for Commercial Affairs is responsible for:

5.1. For failure to perform (improper performance) of one’s job duties as provided for in this job description, within the limits determined by the labor legislation of the Russian Federation.

5.2. 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.

5.3. For causing material damage - within the limits determined by labor, criminal and civil legislation of the Russian Federation.

5.4. ______________________________________________________________.

The job description was developed in accordance with ________________

(Name,

_____________________________.

document number and date)

Head of structural (initials, surname)

department (personnel service) _________________________

(signature)

» » _____________ 20__

(initials, surname)

_____________________________

(signature)

» » ________________ 20__

I have read this job description: (initials, surname)

_________________________

(signature)

» » _____________ 20__

JOB DESCRIPTION DEPUTY DIRECTOR FOR COMMERCIAL ISSUES

1. General Provisions

1.1. This job description defines the functional responsibilities, rights and

responsibility of the Deputy Director for Commercial Affairs [Name of the organization in the genitive case] (hereinafter referred to as the Company).

1.2. Deputy Director for Commercial Affairs is appointed to the position and

dismissed from office in accordance with the current labor legislation

1.3. Deputy Director for Commercial Affairs reports directly to

Director of the Company.

1.4. Deputy Director for Commercial Affairs belongs to the category of managers

— direct marketing department (direct sales);

1.5. Deputy Director for Commercial Affairs is responsible for:

— proper organization of work on product sales in accordance with approved

programs (plans) of the Company;

— performance and labor discipline of commercial service employees;

— safety of documents (information) containing information that constitutes

commercial secret of the Company, other confidential information, including personal

data of the Company's employees;

— ensuring safe working conditions, maintaining order, following rules

fire safety in sales premises.

1.6. Can be appointed to the position of Deputy Director for Commercial Affairs

persons with higher professional qualifications (economics or engineering-economics)

education and experience of economic work in managerial positions for at least 5 years.

1.7. In practice, the Deputy Director for Commercial Affairs should

guided by:

— legislation, regulations, as well as local acts and

organizational and administrative documents of the Company regulating the organization

sales and commercial services activities;

— internal labor regulations;

— labor protection and safety rules, ensuring production

sanitation and fire protection;

— instructions, orders, decisions and instructions of the head of the Company;

- this job description.

1.8. The Deputy Director for Commercial Affairs should know:

— legislation, regulations on organizing product sales, fundamentals

commercial law;

— organizational structure of the Company, profile and specialization, as well as the purpose and

development strategy;

- current and future needs of the Company in the sale of products, methods for their

planning and forecasting;

— tasks of the sales service to meet the Company’s needs for product sales

appropriate quality, quantity, assortment and nomenclature, its ability to

solving these problems;

— methods for analyzing sales markets, their current and future states;

— main and backup channels of product sales;

— the state and prospects for the development of the production sector relevant to the organization

(enterprises);

— the procedure for drawing up and agreeing on product sales plans;

— the procedure for concluding and executing contracts for supply and after-sales service

servicing finished products and spare parts for them;

— modern theories of marketing activities;

— advanced domestic and foreign experience in organizing product sales;

— composition and structure of the Company’s commercial documentation;

— management (to the extent required for effective management of the sales service),

business etiquette, rules for conducting business correspondence on commercial issues;

— means of computer technology, communication and communications;

— rules and regulations of labor protection.

1.9. During the temporary absence of the Deputy Director for Commercial Affairs, his

duties are performed by a person appointed in accordance with the established procedure. This person acquires the corresponding 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

performing the duties of the director of the Company during the absence of the latter (business trip, vacation, illness, etc.), acquiring for this period the corresponding rights and responsibility for the proper performance of assigned duties.

2. Functional responsibilities

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

2.1. Lead the sales of the Company's products, the sales service and confidently manage

her activities.

2.2. Create optimal conditions for timely and high-quality implementation

the sales service carries out daily tasks assigned to it in strict accordance with the approved work procedures (regulations), marketing technologies, and product sales plans.

2.3. Manage the development of sales policy and marketing strategy,

determining its main directions in accordance with the Company’s development strategy and measures for its implementation.

2.4. Take part in the development of business plans for the Company’s organization in terms of

ensuring its current and future needs for the sale of products of a certain

quality, quantity, assortment and nomenclature.

2.5. Ensure the necessary level of development of the sales infrastructure and its constant

growth, proper effectiveness of marketing decisions, steady increase

efficiency of the sales service.

2.6. Organize marketing research in the Society, including with

involving third-party organizations (institutions), as well as the development and implementation

comprehensive programs to improve competitiveness and product sales plans.

2.7. Exercise personal and through subordinates effective control over actual

product sales indicators, their compliance with planned values, condition

sales infrastructure, as well as compliance in the sales service with discipline, rules and regulations on labor protection, safety precautions, industrial sanitation and fire safety.

2.8. Organize the Company’s participation in fairs, auctions, and advertising exhibitions

and sales of manufactured products, as well as promotions aimed at promoting new (including those planned for release) types and samples of products.

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

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

production.

2.11. Submit proposals for consideration by the Company's management aimed at

improving the range and quality of products, its improvement and

renewal, creation of new competitive types of products, optimization of sales technologies available to the sales service.

2.12. Ensure timely preparation of commercial documentation.

2.13. Participate in the analysis of the Company’s commercial activities in order to

identifying reserves for product sales, rational use of material,

human and other resources.

2.14. Ensure the preparation of reports on business results,

statistical reporting, as well as their presentation in the prescribed manner in

relevant authorities.

2.15. Ensure reliable protection of documents (information) containing information

constituting a trade secret of the Company, other confidential information, including

personal data of the Company's employees.

2.16. Manage the training of subordinates, create conditions for them to advance

qualifications, professional growth, business career and job development

promotions in accordance with personal merit and level of qualifications.

2.17. Monitor compliance of subordinates with labor safety and equipment rules

safety, industrial sanitation and fire protection.

2.18. Use granted rights to subordinates to encourage them

(bringing to responsibility).

2.19. Manage planning and reporting on product sales and activities

sales services.

2.20. Manage the distribution of product sales assignments, ensuring it

timely, rhythmic and uniform delivery to sales departments,

development of forms of documents necessary to ensure the activities of the sales service, as well as internal organizational, regulatory and regulatory documents for

product sales issues.

2.21. Study, generalize and apply in the activities of the advanced chief engineer service

domestic and foreign experience in sales management.

2.22. Consider proposals to ensure ergonomic working conditions,

rationalization of sales service jobs and presenting them for decision making

the head of the Company.

2.23. Consult the head of the Company, heads of departments on

current and pressing issues of practical sales organization.

2.24. Provide methodological assistance to employees personally and through the involvement of subordinates

divisions of the enterprise on the issues of choosing the optimal methods for fulfilling the task of selling products, the most effective use of marketing technologies.

2.25. Timely and fully work out and present to officials with

reporting and other documentation with appropriate authorities.

If necessary, the Deputy Director for Commercial Affairs can

be involved in the performance of their duties overtime, by decision of the manager

Companies, in the manner prescribed by labor legislation.

3. Rights

The Deputy Director for Commercial Affairs has the right:

3.1. Make decisions in order to properly organize the sales of products, ensure

daily activities of the sales service - on all issues falling within its competence.

3.2. Submit to the head of the Company your proposals for incentives (attracting

to liability) of sales service employees - in cases where their own powers for this are not enough.

3.3. Prepare and submit to the head of the Company your proposals for

improvement of sales management, activities of the sales service (its additional

personnel, logistics, etc.).

3.4. Participate in the work of collegial governing bodies when considering issues

relating to production work and the activities of commercial services.

4. Responsibility and performance evaluation

4.1. The Deputy Director for Commercial Affairs is responsible for administrative,

disciplinary and material (and in some cases provided for by the legislation of the Russian Federation, criminal) liability for:

4.1.1. Failure to carry out or improperly carry out official instructions

immediate supervisor.

4.1.2. Failure to perform or improper performance of one’s job functions and assigned duties

tasks for him.

4.1.3. Illegal use of granted official powers, as well as

using them for personal purposes.

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

4.1.5. Failure to take measures to suppress identified violations of safety regulations,

fire safety and other rules that pose a threat to the activities of the enterprise and its

employees.

4.1.6. Failure to ensure compliance with labor discipline.

4.1.7. Offenses committed in the course of carrying out their activities - in

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 company or third parties,

associated with action or inaction during the performance of official duties.

4.2. The work of the Deputy Director for Commercial Affairs is assessed by:

4.2.1. Direct supervisor - regularly, in the course of everyday

the employee performs his labor functions.

4.2.2. Certification commission of the enterprise - periodically, but at least once every two years

based on documented performance results for the evaluation period.

4.3. The main criterion for assessing the work of the Deputy Director for Commercial Affairs

is the quality, completeness and timeliness of his performance of the tasks provided for

this instruction.

5. Working conditions

5.1. The working hours of the Deputy Director for Commercial Affairs are determined in

in accordance with the internal labor regulations established in the Company.

5.2. Due to production needs, Deputy Director for Commercial

issues, is required to go on business trips (including local ones).

5.3. Due to production needs, the Deputy Director for Commercial

questions for the performance of his labor functions may be provided with official

motor transport.

6. Signature right

6.1. Deputy Director for Commercial Affairs to ensure his activities

is granted the right to sign organizational and administrative documents on issues included in his functional responsibilities.

The job description was developed in

According to____________________________

(name, number and date of document)

Head of structural

divisions

____________ ________________________

___________ _______________________

(signature) (surname, initials)

I have read the instructions:

__________ ________________________

(signature) (surname, initials)

There comes a time in every growing company when it is simply necessary to expand staff and redistribute responsibilities. It is then that deputy directors of the company appear on various issues. These are the people responsible for procurement, production, advertising and promotion, and finance. The commercial director is practically the second person in the company after the general director. He has his own responsibilities, 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 for a good company?

Who is a commercial director?

The field of finance is quite broad, so each applicant must clearly understand the essence of the chosen profession, the range of duties and responsibilities.

So, a commercial director is a specialist who is directly involved in various trade operations and their support. Moreover, the full list of responsibilities 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 and determines the course and pace of development.

Such an employee manages not only the purchasing and sales of products, but also the marketing and logistics departments. Also, the commercial director forms and maintains relationships with large and key clients of the company and is responsible for concluding particularly profitable deals.

In general, we can say that this is a key figure in the structure of any company. That is why the requirements for the applicant are quite high and stringent.

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 clearly defined place in the management hierarchy. It is thanks to this distribution of responsibilities that the company runs like clockwork.

The position of commercial director belongs to the second level of management. This is the next step after the director. In this case, a financial deputy is appointed, and is also removed from office exclusively by the general manager of the company.

On all operational 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 assets and signs the corresponding agreement with management.

If the chief financier is absent from the workplace due to illness, business trip or vacation, then another company employee is appointed in his place by a separate order from the manager. The Deputy Commercial Director has the same rights and responsibilities that he receives for a certain 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 are facing you. This will allow you to more effectively and efficiently distribute your time and energy. In addition, this fact is valuable for both the applicant and the employer. After all, having outlined the range of responsibilities and tasks, you can safely demand specific results from the employee. You can also constantly monitor the effectiveness of its activities.

The only thing that pays special attention to is the company’s revenue. The commercial director of the company must constantly monitor the situation and take prompt measures if 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 irreplaceable 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 all the authority to resolve problems that arise.

Main responsibilities

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

In this regard, he is entrusted with the following responsibilities:

• Control and coordination of the development of quality standards and storage of products or services, as well as their quantity. It is the commercial director who determines the final cost of goods, their range and production volumes.
• Coordination of the development and implementation of the enterprise's marketing strategy. directly affects the future financial well-being of the company.
• Responsible for training and monitoring the work of employees.
• Monitor the timely preparation of reporting documents and submit them to management on time. In addition, the tasks of the commercial director include the approval of all financial papers.
• Monitor the implementation of the overall business plan, as well as the enterprise budget. Ensure timely and complete payment of wages.

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 management structure. In Russian companies, the specific wishes of the founders may also influence the completeness of job responsibilities.

The main qualities that a professional should have

Commercial director is a very complex position, requiring from the employee not only relevant work skills, but also certain personal qualities. And this is determined not only by personal sympathies and preferences, but rather by the peculiarity of the chosen post.

So, let's start with professional qualities and skills. Most companies impose the following criteria on 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.
• Proficiency in English for communication and working with documents.

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

Which companies use this position?

Now on the labor market you can find quite a large number of vacancies for the position of commercial director. Their peculiarity is that such advertisements can hang for quite a long time. There are several objective reasons for this: firstly, the employer conducts a rather strict and careful selection of candidates, and, secondly, newly hired employees cannot withstand the full scope of job responsibilities 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 you 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 ineffective activities. Therefore, the requirements for candidates are very vague. Here, the commercial director is a universal, trained and experienced specialist who can quickly cope with 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 figure 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 a future commercial director count on as compensation for his difficult work? After all, the job description of a commercial director provides for a fairly wide range of responsibilities and enormous 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 highest salary for a 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, there are also increased requirements for an increased salary: at least 3 years of experience in a relevant position, completion of various courses and sales training, experience in financial planning and conducting effective negotiations. An MBA degree and knowledge of English are also desirable.

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

The employer may also present specific requirements to the applicant. For example, this is ownership of a vehicle, consent to perform duties during non-working hours, possession of certain diplomas, etc.

Registration of a commercial director for work

This issue is resolved in each company in accordance with existing legislation. The candidacy is first agreed upon with the owners of the company. If it is not possible to find a 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. In this case, a corresponding entry about the transfer is made in the work book.

The order for the appointment of a commercial director is signed personally by the general director or head of the enterprise. In the same way, an employee is fired from this position.

Due to the fact that a newly hired person has a huge responsibility, it is advisable to conclude an employment contract with him. It, like the job description, specifies all the rights and responsibilities of the future commercial director. A clause on confidentiality and non-disclosure, financial liability and conditions for early termination of the existing contract is also written down here.

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

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.

The job description of the commercial director contains the following points:

1. General provisions. Here, as a rule, the basic definitions and terms, requirements for professional and personal qualities and the basic rules of work at the enterprise are deciphered.
2. Responsibilities of the employee. This paragraph clearly states all the points for which the commercial director is responsible.
3. Rights. This section indicates the capabilities and powers of the employee.
4. Responsibility. This point is especially important because contains information about the obligations of the commercial director to the company and the law.

This document may also indicate working conditions, requirements for the employee and other points at the discretion of the enterprise management. An employee may be fired for failure to comply with job descriptions.

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

Now in any company, one of the main indicators of an employee’s performance is his performance, i.e., what useful things he brought and what benefits this turned out to be. Or it may be the amount of final profit received by the company during the period of the person's work. This is a very important indicator, since it can subsequently directly affect the salary and recommendations.

The activities of most commercial directors are assessed according to the following criteria:

1. Strict implementation of own job description. Here compliance with each clause of the contract is assessed.
2. High level of discipline and subordination. The commercial director 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 company's existing business plan. The company's work, along with financial indicators, is carefully and accurately calculated. If any item is not completed on time, it can have a rather negative impact on her future.

We create a correct 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 he will be accepted into the team.

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

1. Personal data (date of birth, place of registration or residence, etc.).
2. Education (higher education institutions 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 numbers in the description of professional achievements.
2. It is better to indicate the scope of activity of the companies you worked for previously.
3. Look at your resume through the eyes of an employer.

I CONFIRM:

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"____"___________ 20

JOB DESCRIPTION
Deputy Commercial Director
1. GENERAL PROVISIONS.

1.1. This job description defines the functional duties, rights and responsibilities of the Deputy Commercial Director.
1.2. The deputy commercial director is appointed to the position and dismissed from it by the director for the provision of
1.3. The Deputy Commercial Director reports directly.
1.4. An employee may be appointed to the position of Deputy Commercial Director
with higher professional education
with expert knowledge of Russian labor legislation and current regulations,
having at least 3 years of experience in the specialty,
good administrative management skills,
PC and Internet skills.
1.5. The tasks of the Deputy Commercial Director include increasing retail sales of goods and obtaining maximum 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. OFFICIAL RESPONSIBILITIES OF THE DEPUTY COMMERCIAL DIRECTOR

Deputy Commercial Director:
2.1. Organizes the work of the commercial department and coordinates the related structural divisions of the enterprise.
2.2. Ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, nomenclature, assortment, quality, timing and other terms of delivery).
2.3. Draws up and monitors supplier delivery schedules.
2.4. Controls the acceptance of goods, the timely removal of goods to the sales floor, the creation of cards for new goods, and ensuring the conditions for storing goods in warehouses.
2.5. Controls out-of-town deliveries, monitors the profitability of transport services.
2.6. Draws up and controls supplier delivery schedules
2.7. Monitors the availability of inventory, takes prompt measures to eliminate excess inventories of inventory items.
2.8. Monitors the placement of goods on the sales floor and ensures the availability of planograms.
2.9. Ensures timely returns to suppliers.
2.10. Draws up a monitoring schedule and controls its implementation.
2.11. Provides work reports.

3. RIGHTS OF THE DEPUTY COMMERCIAL DIRECTOR

The Deputy Commercial Director has the right:
3.1. Initiate and participate in the development of projects related to the personnel management system.
3.2. Submit proposals for improving the personnel management system for management's consideration.
3.3. Give other employees and specialists mandatory instructions within the limits of their authority.
3.4. Take part in summing up the results of work for the period and initiate penalties against department employees for violations of labor discipline or failure to fulfill official duties.
3.5. Endorse documents within your authority.
3.6. Negotiate and conclude agreements with product suppliers.
3.7. Provide materials to the legal department of the enterprise for filing claims against suppliers.
3.8. Make proposals for improving activities related to the performance of their duties.

4. RESPONSIBILITY OF THE DEPUTY COMMERCIAL DIRECTOR

4.1. The HR manager is responsible for:
— timely and high-quality performance of duties assigned by the job description;
— inaccurate information about the state of affairs and performance of official duties;
— maintaining trade secrets and not disclosing any information obtained as a result of professional activities;
- 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, instructions from the HR director and the director of the relevant area.
— violation of internal labor regulations, safety and fire safety regulations and sanitary and hygienic standards.

5. WORKING MODE OF THE DEPUTY COMMERCIAL DIRECTOR

5.1. The working hours of the deputy commercial director are 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. Due to production needs, the Deputy Commercial Director may be involved in work beyond the standard length of the day.

JOB DESCRIPTION FOR DEPUTY COMMERCIAL DIRECTOR

Preface

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

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

0.4. Periodic verification of this document is carried out at intervals not exceeding 3 years.

1. General Provisions

1.1. The position “Deputy Commercial Director” belongs to the “Manager” category.

1.2. Qualification requirements: 3 years of experience in a similar position, sales experience, knowledge of 1C, Excel.

1.3. Knows and applies in practice:

— laws, regulations, orders, directives, decisions and other regulatory legal acts of state authorities and local governments on trade issues;

— basics of labor legislation;

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

1.4. The deputy commercial director is appointed to the position and dismissed from the position by order of the organization (enterprise/institution).

1.5. Deputy Commercial Director reports directly to

1.6. The Deputy Commercial Director supervises the work,

1.7. During his absence, the Deputy Commercial Director is replaced by a person appointed in accordance with the established procedure, who acquires the corresponding rights and is responsible for the proper performance of the duties assigned to him.

Job responsibilities

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

Monitoring and coordinating the work of Sales Department employees, personal selling, handling objections.

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

KPIs by subordinates, personnel selection, organizing work with strict implementation and exceeding established sales plans.

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

Writing call scripts, listening to managers' conversations, training managers in sales technology.

Daily monitoring of managers' work, constant improvement of performance and results.

Ensure constant growth in the Company's sales. Implementation of annual regional sales plans by brand and product group.

Strategic and operational sales planning.

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

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

Regional sales department management.

Development of basic KPIs for sales departments, regular analysis of results.

Selection and motivation of employees of regional sales departments.

Monitoring the use of the budget for trade marketing activities, assessing their effectiveness.

Conducting negotiations with key clients.

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

Budget management, cost optimization.

3.1. The Deputy Commercial Director has the right to take actions to prevent and eliminate cases 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 official duties and the exercise of 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 of the necessary equipment and inventory.

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

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

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 familiarize himself with documents defining the rights and responsibilities of the position held, and criteria for assessing the quality of performance of official duties.

4. Responsibility

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

4.2. The Deputy Commercial Director is responsible for failure to comply with internal labor regulations, labor protection, safety regulations, industrial sanitation and fire protection.

4.3. The Deputy Commercial Director is responsible for the disclosure of information about the organization (enterprise/institution) related to trade secrets.

4.4. The Deputy Commercial Director is responsible for non-fulfillment or improper fulfillment of the requirements of internal regulatory documents of the organization (enterprise/institution) 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 to the 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 unlawful use of the granted official powers, as well as their use for personal purposes.

ECSD 2018. Revision dated April 9, 2018 (including those with changes that entered into force on July 1, 2018)
To search for approved professional standards of the Ministry of Labor of the Russian Federation, use directory of professional standards

Deputy Director for Commercial Affairs

Job responsibilities. Manages the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, sales of products on the market and under supply contracts, transport and administrative services, ensuring the effective 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 drawing up long-term and current plans for production and sales of products, determining a long-term strategy for commercial activities and financial plans of the enterprise, as well as in developing standards for the logistics of ensuring product quality, organizing the storage and transportation of raw materials, and marketing finished products. products. Takes measures to timely conclude economic and financial agreements with suppliers and consumers of raw materials and products, expand direct and long-term economic relations, ensures the fulfillment of contractual obligations for the supply of products (in terms of quantity, nomenclature, assortment, quality, terms and other terms of delivery). Monitors the sale of products, the logistics of the enterprise, the financial and economic performance of the enterprise, the correct expenditure of working capital and the targeted use of a bank loan, the cessation of production of products that do not have sales, and ensures the timely payment of wages to workers and employees. Manages the development of measures for resource saving and integrated use of material resources, improving the regulation of consumption of raw materials, materials, working capital and inventories of material assets, improving economic indicators and forming a system of economic indicators of the enterprise, increasing production efficiency, strengthening financial discipline, preventing the formation and liquidation of excess reserves inventory items, as well as overexpenditure of material resources. Participates on behalf of the enterprise in fairs, auctions, exhibitions, exchanges for advertising and sales of products. Monitors compliance with discipline in fulfilling tasks and obligations for the supply of products and their compliance with business contracts, studies market conditions for products manufactured by the enterprise. Organizes the work of the warehouse, creates conditions for proper storage and safety of material resources and finished products. Ensures the rational use of all types of transport, improves loading and unloading operations, takes measures to maximally equip this service with the necessary mechanisms and devices. Organizes work on the use and sale of secondary resources and by-products. Ensures the timely preparation of financial estimates and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport operations. Coordinates the work of subordinate services and divisions.

Must know: legislative and regulatory legal acts that determine the direction of development of the relevant branch of production and financial and economic activity of the enterprise, profile, specialization, features of the structure of the enterprise, prospects for the technical and financial and economic situation of the enterprise, production capacity of the enterprise, the basics of the production technology of the enterprise's products, the procedure for development and approval plans for the production, economic and financial-economic activities of the enterprise, market methods of management and financial management of the enterprise, the procedure for maintaining records and drawing up reports on the economic and financial activities of the enterprise, organizing financial work at the enterprise, logistics, transport services and sales of products, organization loading and unloading operations, the procedure for developing working capital standards, consumption standards and inventories of inventory, the procedure for concluding and executing business and financial contracts, economics, organization of production, labor and management, rules and regulations of labor protection, safety precautions, industrial sanitation and fire protection.

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

Vacancies for the position of Deputy Director for Commercial Affairs on the all-Russian vacancy database