Deputy director for commercial activities. Job description of the Deputy Director for Commercial Affairs
I approve
(name of company,
enterprises, etc., his (surname, initials)
legal form) _________________________
(director or other
executive,
authorized to approve
job description)
» » _____________ 20__
Deputy Director for Commercial Affairs
______________________________________________
(name of organization, enterprise, etc.)
» » ______________ 20__ N_________
This job description has been developed and approved for
on the basis of an employment contract with __________________________________________
(name of the position of the person for whom
And in accordance with
this job description has been drawn up)
provisions Labor Code 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 from her by order, to which he is directly subordinate in his work.
1.2. A person who has a higher professional education (economics or engineering) and experience is appointed to the position of Deputy Director for Commercial Affairs economic work on leadership positions at least _________ years.
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;
— teaching materials for commercial matters;
- the charter of the enterprise;
- rules work schedule;
- orders, orders and other instructions of the director of the enterprise;
1.4. The Deputy Director of Commercial Affairs should know:
- legislative and regulatory acts that determine the directions for the development of the relevant industry of the country's production and the financial and economic activities 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 enterprises;
— fundamentals of production technology of the company's products;
- the procedure for the development and approval of plans for the production, economic and financial and economic activities of the enterprise;
— market methods management and financial management;
— the procedure for keeping records and compiling reports on economic and financial activities enterprises;
- organization financial work at the enterprise, logistics, transport service and marketing of products;
- organization of loading and unloading operations;
— the procedure for developing standards working capital, consumption rates and inventories;
– 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.
1.5. During the absence of the Deputy Director for Commercial Affairs, his duties are performed by
II. Functions
The Vice President for Commercial Affairs is responsible for the following:
2.1. Management of financial and economic activities of the enterprise.
2.2. Control over the material and technical support of the enterprise, financial and economic performance of the enterprise, over the correct use of a bank loan, fulfillment of contractual obligations for the supply of products.
2.3. Coordinating the work of subordinate departments and departments.
2.4. Ensuring timely payment wages workers and employees.
2.6. Interaction with other enterprises (organizations, institutions, etc.) in the process of fulfilling their duties.
2.7. Creation of healthy and safe working conditions for subordinate performers.
III. Job Responsibilities
To perform the functions assigned to him, the Deputy Director for Commercial Affairs of the enterprise must:
3.1. Manage the financial and economic activities of the enterprise in the field of logistics, procurement and storage of raw materials, marketing 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.
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 commercial activities And financial plans enterprises, as well as in the development of standards for the logistics of product quality, organization of storage and transportation of raw materials, marketing finished products.
3.3. Take action:
— timely conclusion of economic and financial contracts 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, range, assortment, quality, timing and other conditions of supply).
3.4. Exercise control:
- for the sale of products, logistics of the enterprise, financial and economic performance of the enterprise;
- for the correct expenditure of working capital and the targeted use of a bank loan;
- termination of production of products that do not have a market;
- ensuring timely payment of wages to workers and employees.
3.5. Lead the development of measures:
— on resource saving and integrated use of material resources;
- to improve the rationing of the consumption of raw materials, materials, working capital and inventories;
- to improve economic indicators and the formation of a system of economic indicators of the enterprise;
- to improve production efficiency, strengthen financial discipline, prevent the formation and liquidation of excess stocks of inventory items, as well as overspending of material resources.
3.6. Participate on behalf of the enterprise in fairs, auctions, exhibitions, stock exchanges to advertise products and sell them. Study market conditions for products manufactured by the company.
3.7. Control observance of discipline in the fulfillment of obligations for the supply of products and their compliance with business contracts.
3.8. Organize the work of the warehouse, create conditions for the proper storage and preservation of material resources and finished products.
3.9. Ensure the rational use of all modes of transport, improve loading and unloading operations, take measures to maximize the equipment of 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 budget and other documents, calculations, established reporting on the implementation of plans for the sale of finished products, financial activities, logistics and transport.
3.12. Coordinate the work of subordinate departments and departments.
3.13. _____________________________________________________________.
4.1. Represent the interests of the enterprise on commercial issues in relations with other organizations and public authorities.
4.2. Get acquainted with the draft decisions of the management of the enterprise relating to its activities.
4.3. Submit proposals to improve the performance of the enterprise for consideration by the management.
4.4. Sign and endorse documents within their competence: issue orders for the enterprise on commercial issues under their signature.
4.5. Correspond with organizations on issues within its competence.
4.6. To interact with the heads of structural services of the enterprise, to receive information and documents necessary to fulfill their official duties.
4.7. Control the activities of supply and marketing and other subordinate structural divisions of the enterprise.
4.8. Submit for consideration by the director of the enterprise submissions on the appointment, transfer, dismissal of employees, proposals for their encouragement or the imposition of penalties on them, in accordance with the legislation of the Russian Federation.
4.9. Require the management of the enterprise to assist in the performance of their duties and rights.
4.10. _____________________________________________________________.
V. Responsibility
The Vice President for Commercial Affairs is responsible for:
5.1. For failure to perform (improper performance) of their official duties provided for by this job description, to the extent 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 the 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)
subdivisions (personnel service) _________________________
(signature)
» » _____________ 20__
(initials, surname)
_____________________________
(signature)
» » ________________ 20__
I am familiar with this job description: (initials, surname)
_________________________
(signature)
» » _____________ 20__
JOB INSTRUCTIONS FOR DEPUTY DIRECTOR FOR COMMERCIAL ISSUES
1. General Provisions
1.1. This job description defines 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. The 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 Society.
1.4. Deputy Director for Commercial Affairs belongs to the category of managers
— Department of direct marketing (direct sales);
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;
- performance and labor discipline of employees of commercial services;
- the safety of documents (information) containing information constituting
trade secret of the Company, other confidential information, including personal
data of the Company's employees;
– ensuring safe working conditions, maintaining order, following the rules
fire safety in the premises of the sales service.
1.6. Can be appointed to the position of Deputy Director for Commercial Affairs
persons with higher professional (economic or engineering)
education and experience in economic work in managerial positions for at least 5 years.
1.7. IN practical activities deputy director of commercial affairs
guided by:
— legislation, regulatory legal acts, as well as local acts and
organizational and administrative documents of the Company, regulating the organization
sales and commercial service activities;
- internal labor regulations;
— rules of labor protection and safety, 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 of Commercial Affairs should know:
— legislation, regulatory legal acts on the organization of sales of products, the basics
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;
— tasks of the sales service to meet the needs of the Company in the sale of products
appropriate quality, quantity, assortment and nomenclature, its ability to
solution of these tasks;
— 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, profile for the organization
(enterprises);
- 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
maintenance of finished products and spare parts for it;
— modern theories marketing activities;
— advanced domestic and Foreign experience marketing organization;
— composition and structure of the Company's commercial documentation;
- management (to the extent required for the effective management of the sales service),
business etiquette, rules of conduct business correspondence for commercial matters;
- means of computer technology, communication and communications;
- Rules and norms of labor protection.
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
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. Functional responsibilities
The Deputy Director for Commercial Affairs is obliged 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 execution
the sales service of the daily tasks assigned to it in strict accordance with the approved procedure (regulations) of work, marketing technologies, sales plans.
2.3. Lead the formation marketing policy and marketing strategies
determination 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
ensuring its current and future needs in the sale of products of a certain
quality, quantity, assortment and nomenclature.
2.5. Provide required level development of the sales infrastructure and its permanent
growth, the proper effectiveness of marketing decisions, the steady increase
efficiency of the sales service.
2.6. Organize a meeting in the Company marketing research, including with
involvement of third-party organizations (institutions), as well as the development and implementation
comprehensive programs to improve competitiveness and sales 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
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, 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 on behalf of the Company contracts (agreements, contracts) for the supply of products, their after-sales service.
2.10. Manage the implementation 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 marketing technologies available to the sales service.
2.12. Ensure timely preparation of commercial documentation.
2.13. Participate in the analysis of the commercial activities of the Company in order to
identification of reserves for the sale of products, rational use of material,
personnel and other resources.
2.14. Ensure the preparation of reports on the results of commercial activities,
statistical reporting, as well as their submission in the prescribed manner in
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. Manage the training of subordinates, create conditions for them to improve
qualifications, professional growth, development business career and official
advancement in accordance with personal merit and skill level.
2.17. Monitor the compliance of subordinates with the rules of labor protection and technology
safety, industrial sanitation and fire protection.
2.18. Use in relation to subordinates granted rights to encourage them
(bringing to account).
2.19. Manage planning and reporting on sales of products, activities
sales services.
2.20. Manage the distribution of the sales task, ensuring it is
timely, rhythmic and uniform communication 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 and methodological documents for
product marketing issues.
2.21. To study, generalize and apply in the activities of the service of the chief engineer advanced
domestic and foreign sales management experience.
2.22. Consider proposals to ensure ergonomic working conditions,
rationalization of sales service jobs and present them for decision making
the head of the Society.
2.23. Advise the head of the Company, heads of departments on
relevant and pressing issues practical marketing organization.
2.24. Provide personally and through the involvement of subordinates methodological assistance to employees
divisions of the enterprise 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 officials With
appropriate powers reporting and other documentation.
If necessary, the Deputy Director for Commercial Affairs can
to be involved in the performance of their duties overtime, at the decision of the head
Society, 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
daily activities of the sales service - on all issues related to its competence.
3.2. Submit to the head of the Company their proposals for encouraging (attracting
to responsibility) of 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
improvement of sales management, activities of the sales service (its additional
personnel, logistics, etc.).
3.4. Participate in the work of collegiate management bodies when considering issues,
concerning production work and business activities.
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, also criminal) liability for:
4.1.1. Failure to follow or improperly follow official instructions
immediate supervisor.
4.1.2. Failure or improper performance of labor functions and entrusted
tasks for him.
4.1.3. Misuse of granted official powers, as well as
using them 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 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 - in
limits determined by the current administrative, criminal and civil
the legislation of the Russian Federation.
4.1.8. Causing material damage and / or losses to the company or third parties,
associated with an act or omission 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 process of everyday
performance 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 the performance of the tasks envisaged
this instruction.
5. Working conditions
5.1. The mode of operation of the Deputy Director for Commercial Affairs is determined in
in accordance with the internal labor regulations established by the Company.
5.2. In connection with the production need, Deputy Director for Commercial
issues is obliged to travel on business trips (including local importance).
5.3. In connection with the production need, the Deputy Director for Commercial
issues for the performance of his labor functions may be provided official
transport.
6. Right to sign
6.1. Deputy Director for Commercial Affairs to ensure its activities
the right to sign organizational and administrative documents on issues included in his functional duties is granted.
The job description was developed in
According to____________________________
(name, number and date of the document)
Head of structural
divisions
____________ ________________________
___________ _______________________
(signature) (surname, initials)
Familiarized with the instructions:
__________ ________________________
(signature) (surname, initials)
1. GENERAL PROVISIONS
1.1. This job description defines the functional duties, rights and responsibilities of the Deputy Director for Commercial Affairs of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations).
1.2. The Deputy Director for Commercial Affairs is appointed to the position and dismissed in accordance with the procedure 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 Affairs reports directly to the director of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations).
1.4. A person who has a higher professional (economic or engineering and economic) education and at least _____ years of economic work experience in managerial positions is appointed to the position of Deputy Director for Commercial Affairs.
1.5. The Deputy Director of Commercial Affairs should know:
Legislative and regulatory legal acts regulating economic activity industry and financial and economic activities legal entities; profile, specialization, features of the structure of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations); prospects for the technical and financial and economic situation of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations); production capacity of the enterprise; fundamentals of production technology; the procedure for the development and approval of plans for the production, economic and financial and economic activities of the enterprise (options: OJSC, CJSC, LLC, institutions, organizations); market methods of managing and financial management; the procedure for keeping records and compiling 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 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.
1.6. During the temporary absence of the Deputy Director for Commercial Affairs, his duties are assigned to _______________.
2. FUNCTIONAL RESPONSIBILITIES
Note. Functional responsibilities commercial directors are determined on the basis and to the extent of the qualification characteristics for the position of Deputy. Director of Commercial Affairs and can be supplemented, clarified in the preparation of the 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, 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.
2.2. 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.
2.3. 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).
2.4. 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.
2.5. 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.
2.6. 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.
2.7. Organizes the work of warehousing, creates conditions for the proper storage and preservation of material resources and finished products.
2.8. 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.
2.9. Organizes work on the use and sale of secondary resources and by-products.
2.10. 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.
2.11. Coordinates the work of subordinate departments and departments.
3. RIGHTS
The Deputy Director for Commercial Affairs has the right to:
3.1. To give instructions to subordinate employees, services and divisions, tasks on a range of issues included in his functional duties.
3.2. Control execution planned assignments, timely execution of individual assignments and tasks, 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 Affairs from the services and divisions of the enterprise.
3.4. Enter into relationships with third-party institutions and organizations to resolve operational issues production activities 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 The Commercial Director is responsible for:
4.1. Results and efficiency of production activity of the enterprise.
4.2. Failure to ensure the fulfillment of his functional duties, as well as the work of his subordinate services and divisions on issues of their production activities.
4.3. Inaccurate information about the status of the implementation of work plans of subordinate services and divisions.
4.4. Failure to comply with orders, instructions and instructions of the director of the enterprise.
4.5. 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, its employees.
4.6. Failure to ensure compliance with labor and performance discipline by employees of subordinates of the service and personnel subordinate to Deputy. director of commercial affairs.
5. RIGHT TO SIGN. WORKING CONDITIONS
5.1. 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.
5.2. The mode of work of the Deputy Director for Commercial Affairs is determined in accordance with the Internal Labor Regulations established at the enterprise.
5.3. Due to operational needs, the Deputy Director for Commercial Affairs may travel on business trips (including local ones).
5.4. To resolve operational issues related to the provision of production activities, the Deputy Director for Commercial Affairs may be allocated a company vehicle.
Other instructions in the section:
APPROVE:
_______________
"____" ___________ 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 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 professional education
with expert knowledge of Russian labor law and current regulations
having at least 3 years of work experience in the specialty,
good skills administration,
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 work 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, 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 availability inventory, 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, failure to perform 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;
- preservation trade secret and non-disclosure of 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 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 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 public authorities and local government on trade matters;
— 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 (sales of the company's services, cold and hot, corporate sales, administrative department).
Supervising and coordinating the work of the sales team personal selling, work with objections.
Protection of strategy and sales plans, coordination and control of implementation.
KPI by subordinates, recruitment, building 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 planning sales.
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.
Monitoring the use of the budget of trade marketing activities, evaluating their effectiveness.
Conducting negotiations with key clients.
lining up system work department, building 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 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 misuse of the granted official powers, as well as their use for personal purposes.
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In each developing 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. The commercial director also 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 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 clear certain 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 the position exclusively by the general manager of the company.
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 pays special attention is the company's revenue. The commercial director of the company must constantly monitor the situation and take prompt measures in case of a decrease in this indicator. 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 development and implementation marketing strategy enterprises. 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.
- Follow up overall business plan as well as the company's budget. 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. IN 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 to marketing system 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 speak about personal qualities candidate, 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 a fairly large number of vacancies for the position of commercial director. Their peculiarity is that such ads can hang for a long time. There are several objective reasons for this: firstly, the employer conducts a rather strict and thorough selection of candidates, and, secondly, newly hired employees cannot 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 highest salary of 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 increased requirements for higher wages: work experience in the relevant position for at least 3 years, passing various sales courses and trainings, 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 references with previous place work.
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 man has everything 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 CEO or business leader. In the same way, an employee is dismissed from this position.
Due to the fact that again accepted person there is a huge responsibility, it is advisable to conclude with him 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 for each employee is compiled special guidance, which indicates all aspects of the activity and the nuances of the position held.
The job description of the commercial director contains the following items:
- 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.
- Employee duties. This paragraph clearly spells out all the points for which the commercial director is responsible.
- Rights. This section specifies the capabilities and powers of an employee.
- 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 very important indicator, since it can subsequently directly affect the amount of salary and recommendations.
The performance of most commercial directors is evaluated according to the following criteria:
- Accurate execution of own job description. Here, compliance with each clause of the contract is assessed.
- 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.
- 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:
- Personal data (date of birth, place of registration or residence, etc.).
- Education (higher educational establishments and all courses).
- Work experience (name of enterprises, position and responsibilities).
- and skills (the item should represent a competitive advantage).
- Additional information (knowledge of programs and languages).
In addition, there are some tips for filling out a resume:
- More specific information and figures in the description of professional achievements.
- It is better to indicate the scope of activities of companies in which you worked before.
- Look at your resume through the eyes of an employer.
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 services and sales 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.
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