The modern business environment requires highly developed competencies of employees in procurement and sales departments due to the introduction of digitization in business operations and increased market demands. This is particularly visible in the construction industry sector, which is significantly affected by the current unfavorable market situation. The basic task of procurement in the building material trade is to procure products and supplies at the lowest possible price, from verified suppliers and of the highest possible quality, while sales, on the contrary, has the task of ensuring the sale of these same products at the highest possible price and on the best possible conditions. This requires the possession and development of certain competencies of employees working in the purchasing and sales departments. In this paper, the author conducts research on the difference in knowledge and scope of work of employees in procurement and sales in the trade of construction materials. This research has shown that employees are aware of the increase in the scope of work in the procurement department, therefore they singled out expertise, analytical and calm, as well as organization and adaptability to new market conditions as the most important competencies. On the other hand, sales employees are aware that the job of sales is becoming more and more difficult due to changes in market requirements, therefore they have established communication skills and developed negotiation skills as the most important competencies. When a company establishes good relationships with customers based on trust, it creates loyal customers who stay with the company even in times of crisis. The conclusions of the research showed that there are certain differences in the scope and knowledge of employees in procurement and sales in the building material trade, but not so significant because both groups of employees are largely aware that the procurement process is as important as the sales process. After all, they depend on each other, and without successful procurement there is no successful sale, and vice versa.