Commercial director

Description

Commercial directors are responsible for the income generation for the commercial sector of their company. They manage several commercial tasks such as setting targets, overseeing the development of products, planning and developing selling efforts, managing sales agents, and determining product prices.

Other titles

The following job titles also refer to commercial director:

commercial marketing specialist
chief commercial officer
international commercial director
business development director
commercial manager
marketing director
corporate commercial manager
commercial strategy director

Minimum qualifications

Bachelor’s degree is generally required to work as commercial director. However, this requirement may differ in some countries.

ISCO skill level

ISCO skill level is defined as a function of the complexity and range of tasks and duties to be performed in an occupation. It is measured on a scale from 1 to 4, with 1 the lowest level and 4 the highest, by considering:

  • the nature of the work performed in an occupation in relation to the characteristic tasks and duties
  • the level of formal education required for competent performance of the tasks and duties involved and
  • the amount of informal on-the-job training and/or previous experience in a related occupation required for competent performance of these tasks and duties.

Commercial director is a Skill level 4 occupation.

Commercial director career path

Similar occupations

These occupations, although different, require a lot of knowledge and skills similar to commercial director.

network marketer
client relations manager
chief marketing officer
purchasing manager
pricing specialist

Long term prospects

These occupations require some skills and knowledge of commercial director. They also require other skills and knowledge, but at a higher ISCO skill level, meaning these occupations are accessible from a position of commercial director with a significant experience and/or extensive training.

Essential knowledge and skills

Essential knowledge

This knowledge should be acquired through learning to fulfill the role of commercial director.

Risk management: The process of identifying, assessing, and prioritising of all types of risks and where they could come from, such as natural causes, legal changes, or uncertainty in any given context, and the methods on dealing with risks effectively.
Project management: Understand project management and the activities which comprise this area. Know the variables implied in project management such as time, resources, requirements, deadlines, and responding to unexpected events.
Commercial law: The legal regulations that govern a specific commercial activity.
Product comprehension: The offered products, their functionalities, properties and legal and regulatory requirements.
Customer relationship management: The customer-oriented management approach and basic principles of successful customer relations that focus on interactions with customers such as technical support, customer services, after-sales support and direct communication with the customer.

Essential skills and competences

These skills are necessary for the role of commercial director.

Manage sales teams: Organise and lead a team of sales agents as part of the implementation of a sales plan. Provide coaching, impart sales techniques and directives, and ensure the compliance of sales goals
Implement marketing strategies: Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
Manage sales channels: Monitor, control and prospect new direct and intermediary ways to bring services and products to the market.
Use analytics for commercial purposes: Understand, extract and make use of patterns found in data. Use analytics to describe consistent happenings in observed samples in order to apply them to commercial plans, strategies, and corporate quests.
Integrate new products in manufacturing: Assist with the integration of new systems, products, methods, and components in the production line. Ensure that production workers are properly trained and follow the new requirements.
Manage contracts: Negotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, agree on and document any changes.
Develop professional network: Reach out to and meet up with people in a professional context. Find common ground and use your contacts for mutual benefit. Keep track of the people in your personal professional network and stay up to date on their activities.
Build business relationships: Establish a positive, long-term relationship between organisations and interested third parties such as suppliers, distributors, shareholders and other stakeholders in order to inform them of the organisation and its objectives.
Align efforts towards business development: Synchronise the efforts, plans, strategies, and actions carried out in departments of companies towards the growth of business and its turnover. Keep business development as the ultimate outcome of any effort of the company.

Optional knowledge and skills

Optional knowledge

This knowledge is sometimes, but not always, required for the role of commercial director. However, mastering this knowledge allows you to have more opportunities for career development.

Customer service: Processes and principles related to the customer, client, service user and to personal services; these may include procedures to evaluate customer’s or service user’s satisfaction.
Pricing strategies: The techniques, theories, and commonly accepted strategies regarding pricing of goods. The relation between pricing strategies and outcomes in the market such as profitability maximisation, deterrence of newcomers, or increase of market share.
E-commerce systems: Basic digital architecture and commercial transactions for trading products or services conducted via Internet, e-mail, mobile devices, social media, etc.
Market pricing: Price volatility according to market and price elasticity, and the factors which influence pricing trends and changes in the market in the long and short term.

Optional skills and competences

These skills and competences are sometimes, but not always, required for the role of commercial director. However, mastering these skills and competences allows you to have more opportunities for career development.

Deliver a sales pitch: Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
Manage staff: Manage employees and subordinates, working in a team or individually, to maximise their performance and contribution. Schedule their work and activities, give instructions, motivate and direct the workers to meet the company objectives. Monitor and measure how an employee undertakes their responsibilities and how well these activities are executed. Identify areas for improvement and make suggestions to achieve this. Lead a group of people to help them achieve goals and maintain an effective working relationship among staff.
Prepare cost-plus pricing models: Make up cost and pricing models on a regular basis by taking into account the cost of materials and supply chain, personnel and operating costs.
Recruit employees: Hire new employees by scoping the job role, advertising, performing interviews and selecting staff in line with company policy and legislation.
Manage tender processes: Organise the process of writing and designing proposals or bids for tenders.
Analyse consumer buying trends: Analyse buying habits or currently prevalent customer behaviour.
Use theoretical marketing models: Interpret different academic theories and models of academic nature and make use of them to create the marketing strategy of the company. Employ strategies such as the 7Ps, the customer lifetime value, and the unique selling proposition (USP).
Fix meetings: Fix and schedule professional appointments or meetings for clients or superiors.
Communicate with customer service department: Communicate with customer service in a transparent and collaborative manner; monitor how service is operating; relay real-time information to customers.
Achieve sales targets: Reach set sales goals, measured in revenue or sold units. Reach the target within a specific timeframe, prioritise sold products and services accordingly and plan in advance.
Train employees: Lead and guide employees through a process in which they are taught the necessary skills for the perspective job. Organise activities aimed at introducing the work and systems or improving the performance of individuals and groups in organisational settings.
Perform market research: Gather, assess and represent data about target market and customers in order to facilitate strategic development and feasibility studies. Identify market trends.

ISCO group and title

1221 – Sales and marketing managers

 

 


 

 

References
  1. Commercial director – ESCO
Last updated on August 8, 2022

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