{"id":10565,"date":"2026-04-10T08:02:00","date_gmt":"2026-04-10T11:02:00","guid":{"rendered":"https:\/\/eseg.edu.br\/blog\/gestao-comercial-o-que-faz-o-profissional-e-se-vale-a-pena\/"},"modified":"2026-08-10T14:24:26","modified_gmt":"2026-08-10T17:24:26","slug":"commercial-management-what-does-a-professional-do-and-is-it-worth-it","status":"publish","type":"post","link":"https:\/\/eseg.edu.br\/en\/blog\/gestao-comercial-o-que-faz-o-profissional-e-se-vale-a-pena\/","title":{"rendered":"Business Management: What does the professional do and is it worth it?"},"content":{"rendered":"

Business Management: What does the professional do and is it worth it?<\/h2>\n

*Written by: Paulo Kazuhiro Izumi, lecturer in the Administration course at ESEG College<\/em><\/p>\n

In a hyper-connected and competitive market, the ability to generate results has become the greatest challenge for organizations.<\/p>\n

In this scenario, Commercial Management has evolved: it has ceased to be an isolated area of "sales," and has consolidated itself as the strategic engine that integrates data intelligence, technology, and human leadership.<\/p>\n

Whether you're a college applicant deciding on a career or an undergraduate student, understanding the new business dynamics is essential.<\/p>\n

Ultimately, this is one of the most valued areas in the modern job market. So keep reading to understand more about the discipline of Business Management!<\/p>\n

What is Business Management?<\/h2>\n

Modern Business Management is the science of planning, executing, and optimizing a company's revenue cycle. Academically, today we discuss the concept of Revenue Operations (RevOps), which is the complete integration of marketing, sales, and customer success.<\/p>\n

The sales manager is the architect of this integration. They use analytical rigor to chart the course and leadership to guide the team.<\/p>\n

Practical example: In a large industry that sells to other companies (B2B), the manager doesn't just demand visits from salespeople. He analyzes the sales funnel via CRM, identifies at which stage customers are dropping out, and trains the team for a consultative approach, transforming a "product salesperson" into a "solutions consultant.".<\/p>\n

In day-to-day operations, this means monitoring sales performance, understanding what influences purchasing decisions, and adjusting strategies to improve results.<\/p>\n

Professionals in this field not only work operationally, but also strategically, contributing directly to the company's market positioning.<\/p>\n

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Read also:<\/strong> Management and leadership: understand what it is and why it's important.<\/a><\/p>\n<\/blockquote>\n

Difference between Business Management and Administration<\/h3>\n

The main Difference between Business Management and Administration<\/a> This is the focus of the performance.<\/p>\n

While Business Administration is broader and prepares professionals to work in various areas of a company\u2014such as finance, human resources, operations, and strategy\u2014Commercial Management is specifically geared towards sales, customer relations, and revenue generation.<\/p>\n

In other words, the administrator has an overall view of the business, while the sales manager specializes in making the company sell more and better.<\/p>\n

What does a Business Management professional do?<\/strong><\/h2>\n

Technology automates processes, but people buy from people. The sales manager is a leader who develops Power Skills \u2014 a blend of technical and behavioral skills in their team.<\/p>\n

He acts as a mentor, focusing on emotional intelligence and complex negotiation, ensuring that the team is motivated and aligned with the company culture.<\/p>\n

Among the main responsibilities, the following stand out:<\/p>\n