By being responsible for closing sales and defining how brands and products will be positioned, their jobs have a direct impact on the companies' turnover.Despite this, in a market with falling consumption and rising prices, the purchasing power of those who work in the commercial area of Argentine companies ran the same fate as the rest of the market: an inflation that closed at 47% last year and salary adjustments that, on average, were positioned around 35%.When putting the magnifying glass in the different areas, it is observed that the increases varied according to the type of activity, according to a survey of the human resources consultant Mercer:- While retail provided an average adjustment of 27%, the bank showed an advance of 48% in 2018- In an intermediate range, although below inflation, IT (34%), agriculture (37%) and energy (38%) were positioned"Although at the end of last year companies planned to grant increases of less than 30% in 2019, now the expectation is that this percentage will change and be higher," said Florencia López and Paula Bavio, Mercer's senior consultants.Experts warn that "the commercial areas are seen as the core of the business, for which they are usually better paid than other sectors of the companies."According to a report by consultancy Mercer, which iProUP exclusively accessed, carried out on six positions in the area -including administrative positions and sales force-, the junior profiles charge a basic monthly salary of $ 41,089.At the top of the pyramid, his boss, the director of Sales receives a base compensation almost nine times higher: $ 363,791 per month.Between both extremes, the following posts are located:- Sales Manager: $ 154,947- Team leader: $ 97,155- Senior Professional: $ 64,806- Experienced professional $ 50,171Something similar happens with performance bonds that, in general, are paid at the beginning of each year based on the results of the previous year. The director of the area charges the highest bonus, equivalent to 3.6 salaries. The initial position, for its part, receives 1.2 salaries.The compensation and benefits of professionals in the commercial sector have a clear distinction:- Those who receive the sales force that works face to face with customers- Those who do it in the offices developing strategies and campaigns, or performing tasks of administration and support of operationsFor the first group, the variable salary is more aggressive: it represents 30% of their total remuneration and can be charged monthly or each semester. In addition, it is usually granted a car of the company or pay the expenses demanded by the vehicle itself (fuel, insurance, patent and maintenance)."In these cases, the expenses associated with mobility are covered, since for many vendors the car is considered a work tool rather than a benefit," Mercer analysts say.And they complete: "Although it is already a more generalized practice for other positions, the sales force is also granted the mobile phone, computer or tablet".On the other hand, the commercial staff working inside the company developing strategies receives a lower variable incentive, whose percentage depends on the policy of each company.The benefits of both profiles are aligned with the value proposition that each company has: medical coverage, life insurance, loans, flexible hours or vacations and extended licenses.Polyfunctional specialistsThe fall in consumption, the adoption of online sales channels and a market with increasing competition impacted the demand of commercial professionals at all levels. But this is a general rule that affects most sectors."The labor market, since the last year and a half, is characterized by absolute caution," warns Laura Bitocco, general manager of human resources consultancy Hidalgo & Asociados.In this context, the industries that experienced the greatest demand for positions were highly specialized, such as oil and gas to supply specific projects, and engineering and construction to replace profiles."The most requested commercial positions are within the industries with the most activity, mainly technical and specialized profiles, with knowledge of the market and experience in the sector, such as technology, oil, gas, generation and energy distribution. , and agribusiness, "says Bitocco.For the executive, "these positions are always needed, but the demand today is very linked to growth, the development of a new business unit, sales strategy or changes in the market."A similar view has Carla Cantisani, Services Director of Grupo Adecco Argentina, who points out that the only items that are expanding and generating employment are oil, renewable energy, gas, technology and telecommunications.In the rest, the searches of commercial positions are oriented to "very niche and strategic profiles, directly linked to a specific objective: winning or recovering market share, generating content to the brand, retaining or recovering customers, or designing a value proposal differential, because the market changed and competition is increasingly aggressive ".When they occur, the new incorporations demand knowledge about the experience and behavior of the clients, whose analysis can be applied to the improvement of the quality of the products and services, observes Cantisani. Specialization and knowledge are highly weighted."Commercial, sales and marketing profiles tend to be more and more multifunctional, they are asked to have a 360 view of the business, that are capable of analyzing and understanding financial reports or profitability indicators in order to develop, for example, strategies of customer loyalty or positioning in the market, "he adds.On the other hand, warns that "access to this information also involves the use of computer applications for the analysis of data and support for decision making," he warns."The companies that have online and digital sales channels bet a lot on this kind of profiles, such as services firms in general and banking and finance with a technological base," reveals Adecco's director.Hierarchical and middle management positions experienced the least number of requests. "These positions are sought to a lesser extent because companies prefer to invest in the development and training plan of the executives who are already in the company.This type of promotions have a lower learning curve and decision making is faster" , graphic Cantisani.The professionalsThese profiles - and in particular the sales force - tend to be more and more professional. "They are no longer sought only for their business skills, but they ask for training, comprehensive business knowledge, financial management, academic training and experience." Added to this is online marketing training, which is a requirement that is growing today. a lot, "says Bitocco, from Hidaldo y Asociados.In terms of attitudinal competencies, "which currently have a lot of weight, companies seek versatility," says the manager. He adds: "the flexibility and ability to adapt to changes in organizations, accept the performance of new roles and changes in positions in very short terms and have proactivity and guidance to results."As it happens in other specialties, the technology not only transformed the sales area, but it also became an unavoidable labor tool to optimize processes, support decision making and facilitate the analysis of information."The management of Business Intelligence (BI) systems and customer relationship management (CRM) are requirements, along with the ability to absorb and train in new technologies," says the Adecco executive.In this regard, Bitocco highlights the growing weight of searches linked to the digital economy, such as digital business managers, specialists in brand positioning on the Internet and ecommerce managers, channels and digital businesses.In short, for the executive this is because the skills, knowledge and management of new communication technologies today are a fundamental feature of any business profile, "since all organizations have their virtual lives".