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Assistant Export Manager
I am a part of the commercial team, as an Assistant Export Manager I manage the export business. The business model around is, you have distributers across many countries, but in some areas you cannot have distributers or where your distributers are a bit small. You target other customers who are export customers so usually we ship them products locally and they export them to these countries. An example would be Libya, Iraq, where the political situations are a bit unhealthy to have on ground operations.
Assistant Export Manager
Starts with a lot of e-mails and a lot of phone calls. I get request from customers, we work on pricing. They come over and we set meetings, we align the price and we close the deal. So it’s a lot of negotiations in between to ensure that he gets the stocks and the products that he wants and we get the best price that we can.
Assistant Export Manager
Travelling is a part of our daily life. Being a salesperson who handles a region you should visit countries once in a while, you should visit the market to understand what is happening. Sitting in the office as a salesperson is not the best way to do it you need to go down and see what the market is lacking and try to fill that need.
Assistant Export Manager
Sales is a beautiful job. You meet a lot of people and it gives you the rush when you close the deals, whenever you get contracts. When you sit on the table and discuss millions and you have a target and you achieve it, that sense of achievement is the only way you can get it is when you work in sales.
Assistant Export Manager
Once you have a plan for the full year the hardest part is not sticking to the plan, the hardest part is when you have external factors which does not allow you to achieve, for example lack of currency in a certain country, high stocks, certain distributers, competition is one of the things that you control to achieve that target. So this is the hardest part of the job.
Assistant Export Manager
You need to understand the person sitting in front of you because sales is more of negotiations and filling a gap so you need to understand the market and the person sitting in front of you to be able to close that gap. So all I have to say that you need to be a people’s person and you need to be able to catch vibes around you to be a good sales person.
Assistant Export Manager
Marketing creates the need for the product, we in the Sales Department or the Commercial Team we ensure the product is available on shelf. How do we do that, we do that by managing our distributers, we have distributers on ground, we have sales people, we have key account manager who visit markets and ensure our products are available. What we do is mainly planning and ensuring they have the right stock levels. This is the main role of the commercial team.
Assistant Export Manager
Once you go into the field of business there is always a technical understanding, marketing people they have their budgets and they want to spend it in a certain way. Business people, commercial or sales team have a different perspective of how to spend that money. So understanding where they are coming from you can always find a place to meet ensure that the way you do your marketing campaigns are fully scaled on sales initiatives.
Assistant Export Manager
Sales is a huge world. There are a lot to learn in Sales. To start in Sales you should start on ground, you should start by understanding the basics. Once you know the basics you can do Sales. What I mean is, where the product is coming from, how does it reach to the shelf, how does it arrive to the port, who takes it from your warehouse, who puts it into the van, from the van to the store. That’s a very long chain that you need to understand, once you understand you can sit in the office and negotiate the pricing and contracts. If you don’t know how the basics are, so you cannot move directly in Sales. So my advice is learn the basics, Sales is a very interactive job, you meet with a lot of people as I said before. So you have to be a people’s person and you need to enjoy going to the market and travelling around the world to understand the best possible way to sell. And I think that is my advice to anyone who wants to do Sales.