home Business blog Sample resume of the Director (manager) - ready-filled templates. Sample resume of a commercial director: what should and should not be written Resume of a commercial director in a construction organization

Sample resume of the Director (manager) - ready-filled templates. Sample resume of a commercial director: what should and should not be written Resume of a commercial director in a construction organization

Main Feature today's sales market is a lot of competition. In order for the company to have successful development, in the staff of organizations, as a rule, a position is provided commercial director responsible for the organization of sales marketing and logistics of the enterprise.

commercial director resume, a sample of which will be discussed in this article, will help to correctly reflect the accumulated experience in the document and increase your chances of success in employment.

commercial manager resume example

Many educational institutions are engaged in the preparation of high-level specialists, relevant courses and trainings are held, so it is difficult to get a job in this prestigious job.

The job responsibilities of the commercial director include searching for promising sales directions, working with product suppliers and buyers. This can be helped by specialized education and practical experience. In some cases, it is necessary to communicate with representatives foreign companies, so knowledge foreign languages will be a plus for employment.

To stand out from the competition profitable”, you must properly present yourself to the employer, while remembering that the information must be presented in a concise form so that important information is not lost among unnecessary phrases.

Do not forget that the head of the company or the person involved in the selection of personnel looks through dozens or hundreds of profiles of applicants every day. First of all, he will pay attention to a resume with specific information, without unnecessary "water" and self-promotion.

Work experience in the resume of a commercial director

Getting a position as a commercial director is difficult, so if you want to be noticed, pay special attention to information about work experience.

In this case, it is very important to focus on the skills of wholesale and retail sales, since the prosperity of the company often depends on this. Tell us about your experience in managing a large team and what exactly you know how to sell. The employer must see in the applicant leadership qualities and the presence of real evidence of professionalism.

An example of one of the work experiences

Each person has his own life experience, what his employment history, but this does not mean that filling out a commercial director resume, it is necessary to indicate places of work that are not related to future position. Pay special attention to sales practice, commercial project management, but construction experience will come in handy, unless we are talking about employment in construction company. Tell the employer about job responsibilities and functions, as well as personal achievements, expressed in numerical terms.

An example of the experience of a commercial director:

04.2013 - 05.2018

Organization:

OOO "Consult-Group"

Position:

Commercial Director

Responsibilities:

- Drawing up a sales plan
— Conducting financial and economic activities of the company
- Negotiating with customers, conclusion of contracts for the supply of products
- Interaction with suppliers
— Management of managers and sales agents: development of a sales plan and control of its implementation
— Selection and training of personnel.

Achievements (for 2 years):

— Increased the turnover of the company by 2 times
— Signed 15 contracts with new suppliers
- Increased the number of trades. points from 250 to 320
— Brought 3 new product brands to the market

Resume of a specialist without experience

It is difficult to get a job as a commercial director without work experience, but it is necessary to try your hand, especially if you feel that you can cope with the task. The quality of the education received and your perseverance can help in finding a job. Even if the experience is not documented, tell us about any sales practice and you may be lucky. Leonard da Vinci can inspire you to achieve your goal:

"Every obstacle is overcome by perseverance"

Education in commercial director resume

Studying the resume of the applicant for the position of commercial director, employer or HR specialist in without fail pay attention to the section that tells about the education received.

In the accompanying document, it is important to indicate:

the name of the educational institution that issued the diploma;
faculty name;
acquired specialty.

Your chances will be significantly increased by specialized education.

Education example:

College of Business and Technology, St. Petersburg State University of Economics

Faculty:

Economic management

Speciality:

Management and Economics

Year of ending:

Remember also that special courses and professional trainings can increase your chances. Therefore, do not forget to indicate information about their passage, including the name educational institution and the name of the course, as in our example:

Example additional education:

Year of ending:

Name:

Wholesale technique

Host organization:

BizOne Business School

Commercial director skills

The skills section is also important to complete correctly, remembering that this is the only section where improvisation is allowed. You can indicate here knowledge that is not related to the vacancy, but do not forget about the brevity of the presentation of thoughts. It is also not worth talking about what is rather remotely related to the vacancy of a commercial director. For you can use commercial director duties indicated in the text of the vacancy.

What to write in the section "about yourself"

When announcing the search for a candidate for the position of commercial director, the employer hopes to see the candidate as a reliable assistant who can take the business to a new level and take responsibility for making decisions. Only a purposeful and persistent person can do this. And a sociable person with the makings of a leader can organize a work process and establish the work of a large team.

Specify Additional information that will be of interest to the employer.

An example of "About myself" in the resume of a commercial director:

I have an analytical mindset, independently make important decisions, and focus on the final result. I have experience in negotiating with the first persons of the company. I spend economic evaluation efficiency of the organization in order to increase the level of sales and reduce the tax burden. I successfully resolve conflict situations.

Contact details in resume

By sending a resume to an employer, the applicant pursues main goal- receive an invitation for an interview. Not to be missed important information, it is necessary to correctly approach the filling of contact information. A long-awaited message can come not only via SMS or email, but also as a message on Viber or WhatsApp, you can also specify the address of accounts in social networks.

An example of filling in contacts in the questionnaire:

7 812 000-00-02

[email protected] website

VoevodovMyresume

/voevodov_myresume/

Conclusion

Summing up what has been said, I would like to remind once again how important it is to correctly fill out commercial director resume, a sample of which was discussed above. It should only contain necessary information delivered in condensed form.

Do not knowingly enter false information into the questionnaire, as any information related to labor activity can be easily verified.

Remember also about literacy, and before sending, do not be too lazy to re-read the text of the document several times.

Filled out on our website in a convenient format and send to the employer by e-mail. Also be sure to bring one copy with you to your interview. In order not to miss an invitation, during the job search period, regularly check your email and instant messengers.

What does a business manager resume template look like?

commercial manager resume example

Sample business manager resume

Sidorov Valentin

Career objective: Commercial Director
Desired income level: 100 thousand rubles

Date of birth: 06/13/1979

Accommodation: St. Petersburg, metro station "Petrogradskaya"
Not ready to travel. Not ready to move.

Contact Information:
Phone: +7 (9хх) ххх-хх-хх
Email: [email protected] xxx.ru

Key knowledge and skills:

development of a strategy and plan for the development of the company;
development of pricing and marketing policy of the company;
extensive experience in department management and participation in negotiations;
ability to analyze marketing information and commercial offers;
initiative, analytical mindset, stress resistance, communication skills.

Achievements:

Developed a program for new employees to improve their skills and working conditions.
Successfully held a number of complex negotiations with major clients.
Carried out a comprehensive analysis of the company and proposed a number of changes, as a result of which it significantly increased financial indicators.

Experience:

11.2006 –04.2016 Commercial Director

Lenremont LLC, St. Petersburg

Company profile: repair company

Development and implementation various systems and suggestions to improve the company's productivity.
Managing the sales team of the company.
Implementation of strategies, business plans and projects of the company.
Making operational business decisions.
Setting tasks for employees and their training.
Conducting negotiations and meetings.

06.2002 –10.2006 Sales Manager

STD "PetroStroy", St. Petersburg

Field of activity of the company: trade and construction company

Finding clients and negotiating.
Training commercial offers.
Market monitoring.
Preparation, negotiation and conclusion of contracts.
Maintaining reporting documentation.

Education:

2012 Catalog of business trainings TopTraining.ru

Business training "Management and business" in St. Petersburg, certificate of professional development

2006 Business Education Center Business Seminar, St. Petersburg

Seminar "Commercial Director", certificate of advanced training

2002 St. Petersburg State University of Economics, St. Petersburg

Faculty of Economics and Finance, specialty: "Economics and Management at the Enterprise", diploma of higher education

Additional Information:

Foreign languages: English language – high level(C1).

PC knowledge: confident user (MS Office).

If you have not been actively looking for a job in the last couple of years, then your knowledge of the form, design and content of the resume is no longer relevant. Use the guidelines in this article to write a modern resume for the following sales positions by industry and market: retail sales, wholesale, direct sales, affiliate network, corporate sector, online services, network sales, B2B, B2C, B2G segment, online stores, E-commerce:

Commercial Director
Director of Sales
Head of Sales Department
Director of Business Development
Branch Director/Representation Director

Training
Purpose of search
Position profile
Responsibilities
Examples of Commercial Director Achievements
key skills
Professional quality
Examples for the "About me" section
Download resume templates

1. Preparation

Before looking new job need to do a SWOT analysis professional competencies and on the basis of this case, create a resume that will be adapted to the modern requirements of the labor market in your position/field/specialization. Before you start creating a resume, study the article:

In this publication, you will get acquainted with a case that will help you collect all necessary information to write a sales resume. A selling resume is created for a specific search goal, meets the requirements of vacancies in similar positions and contains a specific set of keywords.

2. Purpose of the search

The wording of your search intent should be placed at the beginning of the resume. In case you want to apply for a vacancy, the position name of which differs from your current position, then change it to the one indicated in the vacancy.

Position list, for which you can use the examples in this article:

First level positions (1):

Second level positions (2):

Business Development Manager
Head of Group of Account Managers
Head of Sales Department (ROP)
Director of Sales
Director of Business Development
Deputy Commercial Director for Development
Regional Director/Regional Sales Director

Positions of the third level (3):

3. Profile of the post of commercial director

Position profile- this is the standard of the ideal candidate, which contains a list of requirements for the knowledge, skills, qualifications of the candidate necessary for successful implementation official duties. Job Description - A short version of the job profile that includes a list of mandatory requirements for the initial selection of candidates based on resumes.

Job profile: Commercial director

Requirements:

Experience:

higher economic, financial education;
additional education - optional (MBA, marketing, financial, legal);
5+ years of experience as a commercial director/head of sales department, in sales and marketing management;
building and management experience commercial service;
experience in personnel management;
experience in negotiating with top managers, decision makers;
Experience in active sales to attract customers;
experience in creating new products;
experience in business process automation;
experience in a startup.

Knowledge and skills:

knowledge of sales management technology;
possession of the basics of strategic management and business planning;
knowledge modern technologies in sales, marketing, analytics;
the ability to mentor and train subordinates;
basic knowledge management accounting, budgeting;
Knowledge of the basics of marketing and the marketing mix;
public speaking skills.

Tasks:

Management of the sales structure as a profit center with responsibility for the main financial, economic and strategic indicators in the commercial area.
Development and implementation of the sales strategy and policy within the agreed development strategy of the company.
Expansion of coverage and presence of the company in the market.
Optimization of internal and external business processes, sales and customer service standards.
Creation of a system of effective interaction with related structural divisions.
Setting strategic and operational goals for the sales team.
Implementation of a system of motivation and performance indicators for subordinate personnel.
Planning advertising companies, development and implementation of programs to increase sales and customer loyalty.

4. Responsibilities

Below are lists of responsibilities for positions at different levels. These are the keywords/phrases that HR managers use to select resume candidates. The duplication of the names of the same positions in this section is due to the fact that in different areas of sales, responsibilities may vary depending on the direction, sales channels, product, services, etc. Choose from the proposed list those that match your experience and distribute them to your places of work.

Head of Sales Department

Development and implementation of a sales strategy.
Company sales management: list directions. For example, work with legal and individuals, segment B2B, B2C.
Ensuring the implementation of planned indicators for revenue and profitability.
Development of sales channels: list all channels.
Development and implementation of procedures, regulations and business processes.
Management of the sales department team, development of employees, participation in the selection.
Formation of an effective team to perform the assigned tasks.
Market monitoring/segmentation.
Active search for clients.

Director/Business Development Manager

Strategic development of a business area in the field of: specify. For example, B2B.
Active search and attraction of clients.
Developing and monitoring the implementation of a plan for working with each client.
Determining the needs and potential of each client.
Market launch of new company products.
Conducting negotiations and presentations with potential partners, closing deals.
Analysis of the competitive environment, study of the industry specifics of the company's clients.
Participation in tenders.

Director of Sales

Development of sales strategy and tactics.
Sales department management add information: the number of regions, which departments are subordinate, the number of employees in direct and functional reporting, area of responsibility).
Implementation of planned indicators: list KPIs.
Market analysis: market, distribution channels, competitors.
Setting goals and objectives for subordinates, monitoring their implementation.
Control of observance by the personnel of technology of sales and the established standards of work.
Conducting negotiations at the highest level.
Carrying out promotional activities.

Director of Sales

Formation of an effective structure of the sales department.
Cross-functional interaction with related departments: warehouse, delivery, marketing, finance, IT.
Building a qualitative and quantitative distribution.
Organization of a network of distributors in the regions, control of the activities of remote exclusive sales teams.
Ensuring the profitability of existing contracts with retail chains, conclusion of supply agreements with regional retail chains ( list the key networks of the region).
Selection, training and motivation of personnel, formation of a personnel reserve.
Planning and development of the client base, ensuring the achievement of indicators and growth rates.
Budgeting, analytics, reporting.

Director of Sales

Operational and strategic management company sales.
The control effective use agreed budget, coordination of promotions.
Negotiations with partners, annual negotiations, negotiation of commercial terms.
Development of the client base, expansion of the range, increase in the share of presence in each individual network and in the market as a whole.
Monitoring compliance with the terms of contracts and commercial conditions.
Preparation and coordination of the work plan for each partner, manager and department as a whole for the year, quarter, month.
Development of a strategy and tactics for working with channels for each product group and for the portfolio as a whole.
Development of sales channels: list all channels for which they were responsible for the entire time of work.
Identification and implementation of measures to expand the company's share of the shelves in customer retail stores.
Analysis of the market, indicators and dynamics of sales, prospects for its development.
Control and organization of the work of department employees, distribution of functionality, structuring, setting plans and tasks, monitoring their implementation, assessing the quality of work, training, motivation.

Head of Sales Department

Development and coordination of a sales strategy through a dealer network with the allocation of priority areas of activity.
Development of annual sales plans, provision of data for planning the volume of production.
Planning and coordinating the introduction of new products to the market.
Development of a draft budget, coordination and approval of the project based on the approved sales plan, further adjustment of the draft budget depending on the forecast and medium-term goals.
Monitoring the implementation of sales plans and the efficiency of spending budget funds by the sales department.
Market analysis, identification of the circle of potential customers.
Formation of price offers for clients.
Leading the development, coordination and implementation of a strategy in the field of search, development, retention and interaction with corporate clients to form stable client groups and increase corporate sales.
Increasing market share, strengthening the company's image in the market.
Monthly analysis of the results of customer satisfaction indicators, development of measures to improve indicators.
Product line management.
Development and implementation of new business processes, promotions, events, programs, depending on sales goals / priorities.

Director of Sales

Sales management: improving the sales strategy, sales and planning systems, control, ensuring the implementation of key performance indicators (KPI), performance analysis, pricing.
Personnel management: formation of a sales team, personnel development, development of a motivation system.
Participation in strategic planning company development.
Implementation of measures aimed at ensuring the implementation of key indicators.
Negotiation
Support of work with key current clients and new ones potential clients.
Monitoring the fulfillment of contractual obligations with clients.

Regional Director/Regional Sales Director

Development and implementation of a sales strategy in the assigned region.
Ensuring sales targets are met and maintaining market share.
Organization of sales to fulfill the sales plan in the region: personal sales, development of partner and client networks.
Ensuring the representation of products in the region.
Branch team management: recruitment, training, motivation of staff.
Assisting sales managers in complex negotiations/deals/clients.
Management of financial indicators and administrative and economic activities of the branch.

Representative Director

Implementation of sales and distribution plans for: retail stores, wholesale customers, network retail, tenders and public procurement.
Organization of work to increase the volume of sales of products and batteries.
Active development of the branch.
Organization and control of administrative and economic activities.
Delivery and warehouse management.
Selection and training of personnel.
Formation and monitoring of the implementation of KPI employees.
Active work with clients, negotiating, organizing and holding events aimed at attracting and growing an active client base.

Commercial Director

Organization of a commercial unit from scratch ( indicate the direction, for example: B2B market).
Achievement of KPIs for sales and customers ( list your KPIs)
Comprehensive analysis of markets, competitors, products, potential customers and consumers.
Sales forecasting and planning.
Development and implementation of a promotion and sales strategy.
Assortment and pricing management.
Development of sales channels ( list all channels).
Looking for new clients.
Establishment of work with distributors in the markets ( list the geography).

Commercial Director

Planning and control of achievement of target commercial indicators.
Standardization, optimization and control over the execution of business processes of the commercial block.
Planned income increase ( turnover).
Monitoring the implementation of monthly, quarterly and annual sales targets.
Evaluation of the work of managers in terms of sales funnels and plans.
Sales control in regional divisions: (p list regions).
Implementation of measures to improve work efficiency and achieve key KPIs.
Effective interaction with the marketing department in order to increase sales, gross profit, increase the attractiveness of the brand and product for distributors, networks and the end consumer.
Formation of commercial policy, assortment and pricing policy.
Development of a development strategy and planning of development tactics, sales priorities.
Market audit (competitors, customers, risks, segmentation of consumer demand, etc.).
Interaction with production, identification of priority commodity groups and positions, risks and cost minimization.
Sales management in sections: channels, customers, assortment, trade marketing.
Management of service support, stocks and transport logistics.
Preparation and analysis of reports, control of contractual obligations and financial discipline, control of the timeliness of deliveries.
Personnel management: planning, motivation, evaluation, training and development.

Commercial Director

Strategic and operational management
Budgeting and financial flow management
Accounts receivable management
Formation pricing policy
Formation of assortment policy
Planning and ensuring sales volumes
Regular market monitoring
Evaluation of the performance of sales staff
Development of a motivation and certification program
Search for new clients, negotiation of conditions, conclusion of contracts and development of clients

Commercial Director

Management of the sales structure with responsibility for the main financial, economic and strategic indicators in the commercial area.
Block management: purchases, sales, marketing, distribution, logistics.
Control over the financial and economic block of the company.
Cost and expense management.
Implementation of a rapid assessment of the company's performance, identification of shortcomings and development of plans to eliminate them.
Determination of priority sales directions.
Active participation in holding marketing analysis market, studying the needs of customers.

Block Responsibilities
Strategic management:

Development and implementation of the strategy of the sales department.
Planning the business performance of the company.
Development of commercial terms of concluded contracts on favorable financial and economic indicators.
Assessment of risks associated with the procurement of goods, development and implementation of a set of measures to reduce the identified risks.
Analysis of business processes. Market competitor analysis. Identification of new promising distribution channels.
Demand forecasting (Demand planning), conducting the process of operational planning (S&OP-process).
Profitability management (profitability analysis of products by categories and distribution channels, analysis of competitors' pricing policy, discount system and affiliate programs).
Formation of pricing policy and margin management in various market segments.

Operational management:

Ensuring sales and profit targets are met.
Search and attraction of potential clients and new sales channels in Russia and abroad.
Negotiating with suppliers, achieving the most favorable terms of purchases.
Personal sales and transaction support at all stages. Conducting multi-level negotiations and meetings with strategic, potential partners and key clients.
Formation and rotation assortment matrix, control over the optimal inventory.
Organization of events to promote the company's products.
Participation in tenders, preparation and submission of documents.

Budgeting:

Budget planning and control of its execution.
Marketing budget management, cost optimization.
Management of financial flows.
Accounts receivable control.

Employee management:

Management of the commercial service: team building, setting goals, monitoring results, developing motivational schemes, evaluating the performance of sales staff.
Development and implementation of a motivation system, job descriptions, reporting.

Marketing:

Development and implementation of marketing actions and campaigns (ATL & BTL).
Formation of marketing communications policy.
Market launch of new products, new product categories.
Compliance with standards for product and brand promotion.
Organization of exhibition and presentation events, holding PR campaigns.

4. Examples of achievements of the commercial director

The main points of attraction in the resume are achievements. Lead concrete examples what you did in your current/previous jobs. Use the examples below as a basis for creating your own results. They should reflect the main KPIs of your work, taking into account the objectives of the position for which you are currently applying.

Key performance indicators of the sales department

Volume of sales
Sales growth
Growth of active client base
Number of new contracts
Traffic
Market share
Revenue
Margin
Net profit
Operating profit
Production cost
% overdue payments
OD/AR
NPS ( Net promoter Score) - consumer loyalty index
CSS (Customers Satisfaction Survey)
Number of new contracts
Quantitative Distribution
Quality distribution
Implementation of the sales plan
Purchasing plan execution
Number of signed contracts
Average check
EBITDA
Supply Chain Efficiency

P examples of results by KPIs

Select the periods for comparing the results: it can be either year-to-year (2018 vs. 2017) or for the entire period of work in the company (2018 vs. 2015).

Brought the company to the top 5 in the industry in 3 years.
Identified opportunities for the corporation to enter new markets ( list), proposed and implemented a business development project.
Attracted new manufacturers' contracts to the company's assets ( list).
Initiated the split of distributors in the B2B and B2C segments, which increased sales in the B2B segment by 18% (2014 vs. 2015).
Developed and implemented new commercial conditions for working with distributors, which eventually led to overfulfillment of the sales plan by 35%, growth in market share by 4%.
Provided annual growth of 20+% vs YTD.
Outperformed GSV by 11.2% and NSV by 7%.
Increased the level of distribution of the mandatory range and priority products from 30% to 50%.
Played a key role in the expansion distribution network and entering new markets. Increased turnover by 20%.
Reduced the cost of TM investments by 14%. Signed an additional 25 marketing contracts.
Initiated work with the tender divisions of distributors, volume additional sales 15+% vs YTD.
Reduced OOS from 25% to 8% and provided additional sales growth by 12% YTD by optimizing the transport logistics scheme to the regions.
It ensured a decrease in the level of overdue debts to 0.6%.
The region was included in the Top-3 regions of Russia in terms of fulfilling financial KPIs. 20+% annual sales growth vs YTD.
The region took 1st place in the annual trade marketing program according to KPI: quantitative and qualitative distribution, effectiveness of promotional activities.
Received an award in the nomination "Best Regional Manager in the Russian Federation" for the maximum implementation of key KPIs: sales growth, distribution of priority products, battery growth (2018).
Implemented a project to transfer pharma channel clients to work with regional branches of federal pharma operators and mass distributors. Sales volumes in the channel grew by 45+%, distribution level by 40%.
In contracts with chains, he increased the average number of SKUs by 5% and agreed to expand the geography of sales by 25%. Key account sales grew by an average of 20% to 30%, excluding organic customer growth.
Fulfilled the planned targets for turnover by 110%, profits - by 105%.
Increased the company's revenue by 10% through participation in commercial tenders and public procurement.
Increased profitability in key product groups from 5% to 10%.
Increased the company's share in the regional market by 2.2%.
Completed the task of reducing the margin from 50% to 35%.
Attracted 10 major clients. Sales growth for key customers amounted to 35%.
Increased deal conversion by 25% in a highly competitive segment by working with a sales funnel.
Increased sales by 35%, market share by 5%, batteries by 50%, average bill by 15%.
Opened a branch in X from scratch. Brought the branch to the planned payback for 8 months.
Increased the growth of the amount of contracts for corporate clients by 35%.
Signed an exclusive contract with a foreign supplier, which led to a 15% cost reduction. Signed distribution contracts with: .
Increased trade turnover by 3 times due to entry into the key networks of the region: list customer names.
Managed projects for the implementation of new business processes based on CRM. Developed and implemented the main operational processes in the sales department, models for finding new clients and customers through professional communities and interaction with government agencies.
Identified opportunities for the company to enter new market, proposed and implemented a business development project. Attracted additional working capital in the amount of 1.5 monthly volume of deliveries.
Increased regional sales volume by 30%, sales share by 10%, shelf share by 12%.
Increased the division's sales share in the whole of Russia from 3% to 6%.
Reduced the amount of non-recoverable receivables to 1% of turnover.
Developed and implemented a new commercial policy for working with distributors, which allowed to reduce the discount by 5% and avoid price wars.
Provided sales growth in the MT channel by 8%. Achieved the best result in sales and profits in the MT channel through the implementation of a new marketing strategy promotion.
Outperformed GSV by 5% and NSV by 3%.
In contracts with networks ( list customer names) increased the average number of SKUs across networks by 15% and agreed to expand the geography of sales by 25%.
Increased sales volume by 5 times (2015 vs. 2010).
Percentage of overdue payments - average annual OD / AR - 10%.
Signed contracts with: list the names of the clients.
Increased sales by 110% with a market growth of about 5% (2016 vs. 2015).
NPS - 8.5 / 10.
Increased sales of complex design solutions from strategic customers by 40%: "X", "Y", "Z", "R", etc.
Implemented a project to exchange data with distributors to obtain objective sales data.
Speaker of the company at key specialized events in the region.
Increased sales by 35%, market share by 5%, active customer base by 50%;
Increased brand X sales by 45%;
Developed and implemented a new commercial policy for working with distributors.
Initiated the division of distributors in the B2B and B2C segments, which increased sales in the B2B segment by 25%.
Developed and implemented new commercial conditions for working with distributors, which ultimately led to overfulfillment of the sales plan by 30%, growth in market share by 5%.
Opened 7 new regional offices.
Profit growth by 10% due to the introduction of object and project sales technologies.
Identified an opportunity to enter the sector of the additional market, concluded agreements with large corporate clients: "X", "Y", "Z", etc.
Ensured a decrease in the level of overdue debts to 0.5%;
Provided sales growth of 30%, increased market share by 5%;
Battery growth was +130%;
Implemented plans to improve product delivery performance by 40%;
Provided sales growth of 9% with market growth of 1%
Achieved the best result in sales and profit in the history of business in Russia in this sales channel.
Increased market share in the area of responsibility by 5%.
Reduced direct distribution costs by 10% per year.
Achieved an increase in the share of the company by Russian market by 5% (2017).
Increased gross profit by 8%.
In 3 months, he formed the direction of dropshipping sales. Connected more than 40 online stores. The ROI of the channel was 500%.
Increased distribution of equipment in TT from 80% to 90%.
Reduced accounts receivable by 85% by optimizing supplies and exceeded the sales target by 130% (2018 vs. 2016).
Increased sales of brand "X" by 28% in the network "Z" by expanding the product range by 8 SKUs.
Reduced product returns to 0.9% vs. 5% (2018 vs. 2017)
Overfulfilled the plan by 150% in 4 months.
Signed contracts with two new distributors. Sales growth was 50% (2018 vs 2017).
Received 1st place for exceeding the sales target of additional services by 6 times.
Received the title The best seller» in Russia for sales volumes and the most big deal in 2018.
Received the title of "Best Seller" for the highest sales growth - 45% in 2018.
At the end of 2017, he received the title of "Best in Profession" for the following KPIs of work: sales volume, growth of the active working base of clients, minimization of the level of receivables.
Received an award Best Employee» and promotion to the position of sales manager after 6 months of work.
Developed and implemented a new pricing methodology based on the analysis economic indicators and competitive environment.
Reached agreements on cooperation with the "X" network, the increase in the average monthly GSV by 5%.
Participation in projects of cross-functional groups: “ Name of projects».
Increased trade turnover by 4 times by entering the key networks of the region: "X", "Y", "Z", "R", etc.
Increased sales volume by 135% in money terms and by 90% in units, market share by 12% (2016 vs. 2013).
Achieved the best indicator in the country in terms of the size and growth of the average check + 35% (2018 vs. 2016).
Increased share joint business with a strategically important client from 5% to 65%.
Attracted the second largest client in the region, more than 30 medium and small clients, returned more than 40 lost customers.
Development of new directions: list.
Growth of marginal profit on new business by 2 times (2018 vs. 2017).
Improved customer service level by 60%.

6. Key skills

Sales management
Strategic management
Operations management
E-commerce
B2B Sales
B2C Sales
Corporate Sales
B2G sales
Active sales
cold sales
Direct sales
Sales through distributors
Finding and attracting clients
B2B Marketing
B2C Marketing
trade marketing
Category management
Assortment management
Pricing
Attracting investments
Sales planning
Distribution development
Marketing strategy development
Crisis management
Business planning
Launch of new products
Opening of trade branches
Cash flow management
Formation of BDDS
Cost optimization
Management Accounting
Management reporting
Budgeting
Sales Analytics
Sales planning
Development of key clients
Negotiation
Team management
Employee management in regions
Training
Staff motivation
Development and implementation of the KPI system
Development of sales scripts
Recruitment
Preparation of commercial offers
Producing a presentation
big deals
Long trade cycles
Business process automation
Business process optimization
Customer Service
Purchasing management
Supply logistics
Warehouse management
1C: Integrated automation
Agile Project Management
PMBOK
MS Office (Word, Excel, PowerPoint, Project, Outlook)

7. Professional qualities

List personal qualities, which are required for required level performance of official duties. Choose 3-4 qualities that you possess and include in your resume/cover letter as you see fit. This is an optional section of your resume to complete.

Striving to achieve ambitious goals
striving to find effective ways to accomplish tasks
structured thinking
Analytical mind
organizational skills
leadership skills
communication skills
stress tolerance
teamwork skills
customer focus
ability to organize a process
ability to systematically approach problem solving
ability to support effective communication at any management level
ability to build long-term relationships with clients
business orientation
leadership
ability to make decisions quickly and effectively
ability to find non-standard solutions
ability to form a team, build an effective system of employee motivation
ability to make decisions under tight deadlines and limited resources
team player capable of leading the team forward
developed managerial skills
proactivity
strategic thinking
ability to innovation activities,
advanced analytics skills, the ability to “read” digital data
ability to work in a cross-functional team
Ability to multi-task and work under pressure
ability to take responsibility for decisions made
the ability to find an approach to different people
ability to solve tasks
the ability to plan and allocate resources, assess the timing, labor costs, reserves, risks, quality.
Ability to work in high intensity work environments
ability to achieve results within agreed timelines
the ability to influence the financial performance of the company's success
ability to take responsibility for their management decisions
ability to plan work time set tasks and evaluate the performance of subordinates
the ability to quickly make effective decisions
the ability to correctly argue one's position
ability to achieve goals
ability to plan own activities and activities of subordinate employees
the ability to independently solve non-standard tasks, organizational matters
Ability to motivate, train and inspire employees
focus in working on a deal with the end consumer

8. Examples for the "About Me" section

The "About Me" section is a general description of your professional background. It can be in the form of a short paragraph of 1-4 sentences or a bulleted list. Indicate those aspects of your qualifications that are integral components of the vacancy, such as areas of activity, areas of specialization, key competencies, technical skills, licenses, certificates additional education. For example:

Notes on the results of working with top-level candidates in sales

and viewing a large number of their resumes

Commercial director, sales director, head of sales department, etc. (yes, in general - a good sales manager of any level) - must be clearly, unequivocally and rigidly focused on the RESULT and only on the result. How to determine and evaluate this at the level of viewing a resume? Approximately as described below in the excerpts I cite from the articles of people I respect, who know firsthand what they write about.

The resume is viewed by the customer - the general director and / or the owner of the business. And he decides already at this level (viewing resumes) whether he is interested in this candidate or not, whether he will meet with him or not. An HR in this situation can (and should) express his opinion and insist on a meeting - in the event that the resume is not well written, but the candidate himself is very, very interesting and worth inviting him to a meeting. But for this, the HR must first meet with the candidate himself and make sure of this. And that means even earlier - this very candidate must be "seen" among dozens and hundreds of resumes of others, the same, nothing (from their point of view) no worse than candidates.

Thus, competent resume you need to be evaluated in absentia and invited to a face-to-face meeting. All other advantages you will tell already at a personal meeting. But you need to get to it ... And once you get there, prove that everything that is written in your resume is not a myth, but a reality, and you yourself created this reality and can create it more than once.

Thus, successful resume commercial director consists of the following blocks (in black type 10-12 Times New Roman, maximum 2-3 pages):

1. Work experience for the last 5-8 years in the following format:

Company name, business area (mandatory!), product, trademark

Position

Functional responsibilities (briefly), number of subordinates

Specific results of work and achievements: number of SKUs; increase in sales in rubles or %; sales channels that he personally developed and in which he worked; other results in specific brief formulations - “developed ...”, “implemented ....”, “organized ....” Naturally, taking into account such a thing as a "trade secret".

If the term of work in one company was less than 1-1.5 years, indicate the reason for dismissal.

2. Education - basic and additional. If you work as a manager and do not improve your qualifications at least once every 3-5 years, then this is still a significant minus for you.

3. Additional information: knowledge of languages, the availability of water rights, the possibility of business trips, etc.

A competent HR will invite such candidates for an interview in the first place. All the rest - according to the residual principle. If a potential manager who is looking for a job is sorry to spend half an hour compiling his competent resume or he does not consider it necessary to do this in order to effectively present himself (and what kind of a successful salesman and effective manager is he then?), then why should an HR spend his time on such a candidate?

Review your resume again, change it according to what you have read.

1) I repeat: professional achievements should be described in specific numbers, percentages, facts: by what percentage did sales increase, how many new customers were attracted monthly, your role in the implementation of a particular project, etc. This will allow the future employer to assess your potential performance and performance and significantly increase your chances. Just do not forget that you will be asked to comment on these achievements at the interview, to tell how, by what methods, methods, tools and thanks to which you achieved them. And you will have to tell and prove these successes not only and not so much at a meeting with an HR manager, but at subsequent meetings with your immediate future potential leader (leaders). And with a positive decision on your candidacy, the employer will expect no less outstanding results from you. That is, deception will not work here and will most likely be revealed with an accuracy of 90%.

2) Abstract and look at your resume through the eyes of the owner of the company, who is not interested in lyrics and beautiful words, but is only interested in the final result and the specific benefit that a particular candidate can bring to the company. Do you see this potential benefit and concrete result from the summary in front of you? Would you give this person the salary that you indicated on your resume or that you modestly kept silent about?

3) Nowhere do they like "flyers". They are especially not liked among managers. The higher the level of the leader, the more time he needs to achieve and consolidate the results of work. It is believed that the leader needs about 3 months to adapt to the company. Six months - to fully understand the essence of the matter and the characteristics of the company: its business processes, interactions between departments and relationships between specific people. In about six months or a year (from the start of work in the company), for example, a complete restructuring of business processes, a change in technology, a change in structure, and other major systemic changes and consolidation of the achieved results are possible. Another six months or a year - for, let's call it that, "polishing and fine-tuning." How much does it cost for a department head? One and a half to two years at least! If you do not fit into this framework, look for convincing reasons and explanations in yourself first of all. And you will definitely be asked about the reasons at the interview. It might even make sense to list them on your resume.

4) Indicate and decipher in your resume what the companies you worked for did, what product you promoted. Of course, it is not difficult for an HR to see on the Internet what companies under the names DIO CJSC, RVKK LLC, RKD-2000 CJSC are doing. But let's respect each other's strengths and time.

An interview is a negotiation. Treat HR as your ally and partner in these negotiations. A big mistake is made by those candidates who initially have a negative, contemptuous or condescending attitude towards the personnel service. Firstly, your negativity, even if you try to hide it carefully, is still read on the non-verbal and felt on the energy level. Secondly, the opinion of the HR about the candidate is important, since it depends on him whether you will pass the first level of selection and whether the turn will reach the interview with the person making the final decision. Thirdly, as I have already said, an interview is a negotiation and it is necessary for both sides to conduct them at the highest level.

Specific advice for a specific resume: “Of course, there are no rigid resume standards and there cannot be, but it can be noted that the general layout of the resume is correct, the volume of the resume is very correct ... At the same time, some key indicators not specified.

So you indicated that you managed the purchases of 8 product groups, indicated monthly turnover these groups, but did not indicate the number of SKUs in these groups, and without this it is difficult to imagine the real volume of your work. Also, the number of SKUs in the assortment that you have previously optimized is not indicated. You developed supply chains, the entire procurement logistics cycle, but did not indicate how many suppliers you worked with. If my plant daily collected applications, completed and shipped ready orders to address 800 outlets, then I understand exactly what kind of work it is. If these figures are not available, the employer has the right to suspect that the amount of work was small, so the numbers are not indicated. As I understand it, you have good experience work with a private label, but it is not described, and this is very promising direction. You know that private label sales account for 20% in a number of formats, while abroad there are formats in which they account for up to 80% of sales or more. And as you know, we diligently copy Western experience. There is something to think about. Do you have experience running a distribution center? This is an interesting experience, but what exactly was it and why on earth did you have it?

It is very important (!) that your resume does not legalize your professional knowledge, skills and abilities, or it may simply not indicate the receipt of certificates and other official documents confirming training and passing exams, for example, in training center Metro Cash & Carry, or at least the length of the course if it's solid. In any case, consider the issue of confirming your knowledge and skills by passing the relevant curricula. Otherwise, the employer has reason to believe that the performance of the described functions was not of high quality. your basic education must be supplemented by at least one line of any additional education that is consonant with the areas of your work.

But the main thing (!) is that your true competitive advantages are not highlighted and no emphasis is placed on them. And this is, first of all, experience in a Western company - the world leader in retail, as well as experience in Russian structured branded companies. These facts should shine in the summary, be visible from a distance of two meters.

“Different employers need different people for different positions. But there are qualities that are almost always in demand. For example, most employers prefer active, active, initiative candidates. And what part of speech do we associate with activity, activity, initiative? Of course the verb!

However, look at your resume. There are no verbs at all - only nouns. Not “created”, “raised”, “led”, but “creation”, “increase”, “leadership”. As a result, a living, active person disappears from the resume - an accounting inventory of his qualities remains ...

… They definitely want results from the top! Actually, they are ready to pay for the result. But it is not always clear from the resume that the candidate can provide this result .... all verbs are imperfective. “Created”, “increased”, “increased” ... (“Ksyusha was spinning, frying, steaming, but forgot the frying pan” - my note J ) To make the candidate’s activity look more effective, it is worth at least replacing some of the verbs with perfect ones: “created”, “increased”, “increased” (that is, you are not stuck “in the process”, but achieved the result - my note). And as much as possible, it would be good to back up the statements with concrete indicators. Increased by 20%. I tripled it. Brought to the first place in the industry ... The reception is simple, but it affects the quality of the resume very noticeably. Try it - see for yourself."

With sincere respect to all candidates,

Polukhina Elina,