commercial law
The legal regulations that govern a specific commercial activity.
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.
Competences and skills
32 ESCO relationsEssential knowledge 5 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
3 competencesproduct comprehension
The offered products, their functionalities, properties and legal and regulatory requirements.
project management
The discipline of project management, the activities which comprise this area and the variables implied in it, such as time, resources, requirements, deadlines, and responding to unexpected events.
Cross-sector
2 competencescustomer 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.
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 for dealing with risks effectively.
Essential skills and competences 9 competences
Occupation specific
1 competencemanage 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
Sector-specific
1 competencemanage sales channels
Monitor, control and prospect new direct and intermediary ways to bring services and products to the market.
Cross-sector
7 competencesalign 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.
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.
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.
- Scope note
- This includes the development of social relationships with patients and customers.
implement marketing strategies
Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
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 in line with any legal limitations.
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.
digital
Optional knowledge 5 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
3 competencescustomer 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.
e-commerce systems
Basic digital architecture and commercial transactions for trading products or services conducted via Internet, e-mail, mobile devices, social media, etc.
digital
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.
Cross-sector
2 competencesinternational business
The processes related to production or distribution of goods and services across borders.
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.
Optional skills and competences 13 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
2 competencescommunicate 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.
deliver a sales pitch
Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
Cross-sector
11 competencesachieve 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.
analyse consumer buying trends
Analyse buying habits or currently prevalent customer behaviour.
fix meetings
Fix and schedule professional appointments or meetings for clients or superiors.
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.
manage tender processes
Organise the process of writing and designing proposals or bids for tenders.
manage yield
Ability to conceive a pricing strategy based on understanding, anticipating, and influencing consumer behaviour in order to maximise revenue or profit from a fixed perishable resource from airline resources, such as seats.
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.
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.
- Scope note
- It may include recruiting volunteers.
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.
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).