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A commercial manager is a professional who works in the sales area within a company. This type of professional may have several different backgrounds within the area of administration and finance.
Functions of a Commercial Manager
As it is a high – level position hierarchically , the commercial manager has several responsibilities, such as managing customer service, coordinating sales teams, developing strategies and defining goals for the company’s growth.
A commercial manager usually has direct and indirect contact with customers, and is also responsible for making new contacts and taking care of any problems that may occur between a salesperson and the company’s customer.
Women in the Commercial Management Market
It is still not very common to see women in high positions like those of a commercial manager. According to research, women still occupy only 37% of management positions in a company, which is an improvement, but at the same time far from the ideal of equality between genders.
This data may mean that a woman may have some difficulties in becoming a business manager, but it does not mean that it is unlikely, much less impossible.
If we take into account the advances of the last few years and the social changes that we have been experiencing, we can say that a woman reaching a management position has become more and more normal and the tendency is for these numbers to increase over the years.
What is the Profile of a Commercial Manager?
First, it is important that a commercial manager has a spirit of leadership and knows how to act in front of a team of professionals . This does not mean being rigid or harsh, but understanding what each person’s needs are in order for the planned results to be
achieved. One of the main characteristics of a good boss is knowing how to motivate people, in addition to having a good knowledge about the team in which she works.
Characteristics of the professional
In addition to knowing how to work as a team, a commercial manager must also have a good planning capacity and be well organized so that all plans occur within the deadlines set by the company.
Another characteristic that helps a commercial manager to be a good professional is the ability to deal with problems and solve them, since the work is done within an area in which they appear constantly. Therefore, having control over everything that happens within your department is also very important, especially when your team is large.
All these characteristics must be added to the desire to do a good job and the commitment to deal with customers on a daily basis. Because in addition to knowing how to motivate your group, a commercial manager also needs to be motivated and prepared to face the challenges of the profession.
What Does a Commercial Manager Do?
A business manager’s job can be summed up in managing a company’s sales resources . But it is clear that the work goes far beyond that, with several branches within companies, we can find different types of commercial managers, each with a specialization and with different tasks to be accomplished. The main types are:
- External Commercial Manager
- Commercial Service Manager
- Commercial Representation Manager
Although the tasks of each of these functions converge at one time or another, the specifics of each open up a range so that a professional in the field can choose between one of the possible paths.
External Commercial Manager
An external commercial manager has the responsibility to handle everything that happens outside the company with regard to the sales area. In other words, the professional will deal directly with customers and the company’s sales representatives, finalizing sales transitions, negotiating better prices and solving problems that customers may have with the product being sold.
In addition, it is an important role for an external business manager to handle the relationship of your company’s sales representatives . The work of these professionals needs to be closely monitored, and it is also the role of the external commercial manager to assist in the resolution of problems and to indicate possible ways for the professionals to achieve their goals. Therefore, to occupy this position, you need a good leadership spirit and a great capacity to motivate your team.
Commercial Service Manager
A commercial service manager, unlike an external commercial manager, deals with sales issues that occur within the company, which is why this type of professional is also called an internal commercial manager .
Its main functions are after-sales customer service , that is, dealing with problems that happened after the entire transition between the customer and the sales representative has already been completed.
Conduct training of professionals for the sales area , and here we can say that such training is done both to qualify salespeople and to prepare new employees for their positions.
There are also other functions that a commercial service manager needs to perform, such as developing study reports on the company’s sales by region, by month or by each type of product. It is also the job of this professional to develop reports on sales representatives and give feedback on their results within the company.
Within smaller companies, many of the functions of a commercial service manager and an external commercial manager are merged and given to a single professional. In larger companies, however, it is common to see this separation of functions and a greater organization in the sales area.
Commercial Representation Manager
Although many companies also combine the function of a commercial representation manager with other functions, this position exists for a better organization in the sales area.
Many of the functions of a commercial representation manager are similar to those of an external commercial manager, not least because the two functions deal with the external part of selling a company. The big difference between the two is that a sales representative manager focuses on how the company’s image will be passed on to its customers.
For this, its functions are to manage the team of commercial representatives, assisting them in whatever is necessary and also motivating them , assessing the work of their team and understanding how it can be improved.
Training of a Commercial Manager
A commercial manager may have several different backgrounds to perform her role . A high-level position will usually require the woman to be well educated, in addition to experience in the field. To become a business manager, a woman can attend college in business, economics, accounting or marketing.
Main Business Schools in Brazil
- Getúlio Vargas Foundation – Rio de Janeiro (RJ)
- University of Brasília – Brasília (DF)
- Ibmec College of Minas Gerais – Belo Horizonte (BH)
- Federal University of Bahia – Salvador (BA)
- Federal University of Espírito Santo – Vitória (ES)
Main Economics Colleges in Brazil
- Catholic University of Brasília – Brasília (DF)
- Getúlio Vargas Foundation – Rio de Janeiro (RJ)
- State University of Campinas – Campinas (SP)
- Pontifical Catholic University of Rio de Janeiro – Rio de Janeiro (RJ)
- University of São Paulo – São Paulo (SP)
Main Accounting Sciences Faculties in Brazil
- FIPECAFI University – São Paulo (SP)
- Brazilian College – Vitória (ES)
- Estácio de Sá University – Nova Iguaçu (RJ)
- University of Santa Cecília – Santos (SP)
- Euro-American University Center – Brasília (DF)
Major Marketing Colleges in Brazil
- University of São Paulo – São Paulo (SP)
- Federal University of Minas Gerais – Belo Horizonte (MG)
- Higher School of Advertising and Marketing – São Paulo (SP)
- University of Brasilia – Brasilia (DF)
- Anhembi Morumbi University – São Paulo (SP)
Specialization of a Commercial Manager
As we can see, there are several possible formations to become a commercial manager, but it is necessary to specialize in order to be able to reach the highest positions and with the best salaries.
A postgraduate degree in commercial management or strategic management in sales can vary from R $ 800.00 to R $ 1,600.00 , depending on the institution where the course takes place and the region of the country.
In a postgraduate degree in business management, the student will find disciplines such as applied finance, client management, trade marketing, corporate interpersonal communication, sales administration, among other things.
The focus of most courses is on how the student can become a professional who knows how to deal with the sales area in all aspects so that she can be a quality commercial manager. To enter a postgraduate degree in business management, the student may have taken any of the courses mentioned above.
How Much does a Commercial Manager Earn?
The salaries of commercial managers can vary according to the company in which they work, but it is possible to make an average, since these professionals end up exercising very similar functions within their companies.
How Much does a Trainee Commercial Manager Earn?
- Small company: R $ 3,614.00
- Average company: R $ 5,422.00
- Large company: R $ 8,133.00
How Much Does a Jr. Commercial Manager Earn?
- Small business: R $ 4,699.00
- Average company: R $ 7,048.00
- Large company: R $ 10,573.00
How Much Does a Full Commercial Manager Earn?
- Small business: R $ 6,109.00
- Average company: R $ 9,163.00
- Large company: R $ 13,745.00
How Much Does a Master Commercial Manager Earn?
- Small business: R $ 10,324.00
- Average company: R $ 15,486.00
- Large company: R $ 23,229.00
Having a high position is not always easy. You will often have to deal with many types of people and be forced to make difficult decisions in no time . But if this is common in senior positions, it is even more common when working in sales.
Therefore, it is important to know that inside work, there are moments of ups and downs, there are disappointments , joys and problems that any other job will also have. Despite this, for those who enjoy working with sales, being a commercial manager is one of the highlights of their career.
See also: Nurse – What do you do and how much do you earn?
My name is Dr. Alexis Hart I am 38 years old, I am the mother of 3 beautiful children! Different ages, different phases 16 years, 12 years and 7 years. In love with motherhood since always, I found it difficult to make my dreams come true, and also some more after I was already a mother.
Since I imagined myself as a mother, in my thoughts everything seemed to be much easier and simpler than it really was, I expected to get pregnant as soon as I wished, but it wasn’t that simple. The first pregnancy was smooth, but my daughter’s birth was very troubled. Joana was born in 2002 with a weight of 2930kg and 45cm, from a very peaceful cesarean delivery but she had already been born with congenital pneumonia due to a broken bag not treated with antibiotics even before delivery.
