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.
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.
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.