Gestão estratégica e as competências gerenciais na estrutura organizacional do departamento de vendas

Abstract

This work presents a case study in a beverage industry, in Santa Maria, RS, State of Rio Grande do Sul, which uses, in its activities, the Strategic Planning. The present research seeks to identify the managing competences of the Sales Manager of the company in question. In order to achieve this goal, there was a literature review, with a description and later analysis of some key models of strategic planning and strategic management in the literature as well as the current models of organization and structure of the Department of Sales of the company as well as the present and expected roles and the competences of the Sales Manager of the studied organization. In order to collect data, a structured interview was used, based on open and close questions, applied to the Marketing Manager, his/her superiors and subordinates. With these interviews, it was possible to identify the way the company s sales structure is organized, being an analysis of the managing competences that this professional has and should have, for and efficient perform of his functions and the optimization of the company s Strategic Management.