Hero Middle East & Africa’s Post

In a conversation yesterday with a senior colleague who had recently joined a leading manufacturing company in Ghana, he mentioned to me he was starting a new role in another manufacturing company after only 6 months with his former business. When I inquired about the reason behind his decision, one critical factor he highlighted was the lack of attention to secondary sales within the company. As a regional sales manager, he found it increasingly challenging to gauge his team's performance without proper tracking of secondary sales. Moreover, many distributors were losing interest in the business because the once-tracked and rewarded secondary sales had been discontinued, affecting their earnings significantly. This tells you the significance of secondary sales /in market sales in the FMCG manufacturing sector and how diligently monitoring them can fuel business growth and even help in retaining your sales force. Here are some key reasons why it's important to track secondary or in - market sales 📌 Understanding Replenishment Periods and Inventory Run Rates Post-selling to distributors, manufacturing companies must monitor secondary sales to grasp replenishment periods and inventory run rates effectively. This insight helps mitigate returns and prevent product expirations, optimizing inventory management. 📌 Enhancing Distribution Efficiency Solely tracking primary sales might inadvertently encourage teams to push excess inventory onto distributors. Conversely, monitoring secondary sales empowers teams to focus on improving numeric and weighted distribution. This strategic shift enhances product penetration, ensuring wider availability and coverage to reach more customers effectively. 📌 Improving Sales Efficiency Tracking secondary sales enables businesses to boost their strike rate by measuring the effectiveness of each sales visit. By identifying areas of improvement, such as sales per visit, companies can efficiently allocate resources, thereby maximizing sales opportunities. In today's fiercely competitive marketplace, optimizing every facet of the sales process is paramount to sustaining business growth. Embracing secondary sales tracking not only fosters a deeper understanding of market dynamics but also cultivates a more agile and responsive business approach, essential for long-term success Find in this infographic, difference between primary & secondary sales #secondarysales #inmarketsales

We are #hiring "International Senior Sales Operations Specialist" Location: Azza Fahmy – Zamalek Office Experience: 3-5 years of experience in a similar role, preferably within a high-end luxury branded environment. Job Responsibilities including but not limited to: International & Regional Markets: • Ensuring that all the international & regional markets needs are fulfilled by monitoring Junior’s role and aligning all needs with the planning team. • Ensuring that all the products information and collection materials are being delivered to all abroad teams and make sure to all teams are well trained on them by doing regular virtual meetings with the team. • Act as “Play Maker” between the Planning & Export markets by updating them with the new collections information’s & production plan for the year. • Takes responsibility of the products’ pricing process for the international & regional markets using each market pricing formula and to make sure that we have separate price sheets for each market and to be updated on a regular basis. • Finalize PO’s and lead the process with respective departments to ensure order fulfilment. • Ensuring that all the markets’ needs and orders are fulfilled by managing the WH/Planning whole process. • Managing the special orders process by ensuring the correct submission dates and delivery dates. • Following up with the planning team on the replenishment orders for all markets by providing all the data needed and sales/stock analysis on time. • Make sure that stores are well stocked in terms of packaging material & printed material and updating the Marketing department with the printed materials needed. • Ensuring that all our partners send their sales reports and stock on time. • Prepare monthly reports and presentations to analyze our partners’ performance. • Prepare detailed charts representing our sales, performance weekly, and versus last year. • Resolve & follow up with Digital marketing team on the glitches. • Resolve customer problems & fulfill their needs. • Maintain our client relationship through direct communications. Qualification: Education: bachelor’s degree is required ▪ Language: Perfect command of both spoken & written in English and Arabic, French is a plus. ▪ Excellent command of Microsoft word programs (power point, word and excel) ▪ A passion for and interest in fashion, and a luxury attitude. ▪ Exceptional customer relationship building skills with the ability to lead a luxury service culture. ▪ Ability to manage multiple tasks in a fast-paced environment. ▪ Proven ability to develop new opportunities and maintain client relationships while ensuring brand recognition and penetration in market. ▪ Comfort in making decisions and mediating conflict within a team-environment. ▪ Ability to address complex issues and allocate time to execute multiple tasks and changing priorities. If interested appreciate sharing your CV at careers@azzafahmy.com

In case you know anyone who might be interested.

Good opportunity

Product knowledge is great but I will always choose confidence in the product and self-believe above it. Prospects that have used various products know that every product has its own challenges and setbacks but what motivates them to buy is the confidence of the sales person in the product. If you believe in the efficacy of the product or service, that confidence that exudes from you would rub on them. The worse mental attitude of a sales person is self-doubt. This doesn't mean the sales person shouldn't know his or her product. But beyond product knowledge, let there be a light of confidence and self-believe in the product emanating from you. Some years ago when I was the sales lead of Airport West Hotel, in Accra, the General manager would asked "Dickson, have you been to Room 204? She might have made some upgrades in the room and wants you to see it or have a feel of it. Or go to the gym , I've bought a new machine, try it. All this is to let the sales person know experientially how the equipment or room feels. Experience your own product, it creates a spark in your sales. #SaaSsales

Great opportunity in Nairobi

Meet Imran Durrani: Accomplished Sales Management Professional Imran Durrani, based in Karachi, Sindh, Pakistan, brings nearly 𝟮𝟬 𝘆𝗲𝗮𝗿𝘀 of comprehensive experience in sales management across various industries. Renowned for his proactive approach and adeptness in optimizing business potential even in challenging market conditions, Imran excels in driving profitability, enhancing team performance, and ensuring top-notch customer satisfaction. As General Manager - Operations & Corporate Sales at 𝗠𝗢𝗕𝗜𝗖𝗘𝗟𝗟 𝗣𝗩𝗧 𝗟𝗧𝗗 since March 2022, Imran oversees all operations and corporate sales. He designs business strategies, maximizes profits, and maintains public and customer relations. Imran has built and managed a nationwide sales team, serving top clients like Unilever, Samsung, Xiaomi, Carrefour, Bank Alfalah, HBL, and more. Imran's experience with Unilever specifically highlights his capability to manage relationships with prestigious multinational corporations, ensuring high-level service and support. Prior to his current role, Imran held significant positions at Team Station Pakistan as an Amazon Business Consultant, where he executed business projects, assessed client needs, and formulated strategic recommendations. His tenure as a Channel Development Manager at DOUBLE A INTERNATIONAL NETWORK COMPANY LTD underscored his expertise in driving sales growth and forging strong channel partnerships. Imran's career journey highlights his proficiency in market and business analysis, negotiating win-win deals, and leading teams through effective coaching and training. He is adept at launching and relaunching products, managing budgets, and conducting thorough competitor analyses to maintain competitive advantage. Education-wise, Imran holds a Master of Business Administration (MBA) in Marketing from 𝘁𝗵𝗲 𝗔𝗺𝗲𝗿𝗶𝗰𝗮𝗻 𝗜𝗻𝘀𝘁𝗶𝘁𝘂𝘁𝗲 𝗼𝗳 𝗦𝗰𝗶𝗲𝗻𝗰𝗲 & 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁, Lahore, complementing his practical experience with a strong theoretical foundation. Driven by a passion for achieving excellence and armed with extensive industry knowledge, Imran Durrani is recognized for his strategic vision and leadership in navigating complex market landscapes. His commitment to delivering superior results and fostering long-term business relationships underscores his role as a pivotal leader in sales and operations. Connect with Imran Durrani today to explore opportunities for leveraging his expertise in driving your organization's growth and success in sales management and operations. #BusinessDevelopment #KarachiPakistan #Leadership #BusinessStrategy #Clap #ClapRecognize #ClapPakistan Clap recognizes Imran Durrani for his outstanding performance, which has fueled organizational growth! Want to be featured? Share your LinkedIn and a pro photo with clapdigitalagency@gmail.com or for a faster response, you can send them WhatsApp at +92 311 2791983. Let's show off your journey!

Job Title: Sales Manager (International Trade) Company: Faar Export Import Location: Noida, Uttar Pradesh, India (Remote/Hybrid options available) About Us: Faar Export Import is a growing company specializing in the export of high-quality vegetables and fruits. We are looking for a dynamic and results-driven Sales Manager to lead our international sales efforts, find new buyers, and drive the growth of our export business. If you have experience in international trade and a passion for building relationships, this is the role for you! Key Responsibilities: Sales Strategy & Development: Develop and execute effective sales strategies to find new international buyers for our products (vegetables and fruits). Market Research: Identify new markets, evaluate industry trends, and gather competitive intelligence to increase sales opportunities globally. Client Relationship Management: Build and maintain strong relationships with international buyers, distributors, and other stakeholders in the export market. Negotiation & Deal Closing: Negotiate terms of sales, contracts, and pricing with international clients, ensuring profitable deals. Sales Reporting & Forecasting: Monitor and report on sales performance, including tracking metrics like sales targets, customer acquisition, and revenue growth. Collaboration with Operations & Logistics: Work closely with operations and logistics teams to ensure smooth order fulfillment, timely shipments, and customer satisfaction. Customer Support: Address customer queries and resolve any issues regarding product quality, shipping, or delivery. Requirements: Experience: Minimum 3-5 years of experience in sales, preferably in international trade, export, or supply chain industries. International Trade Knowledge: Strong understanding of global markets, trade regulations, export documentation, customs processes, and INCOTERMS. Proven Track Record: Demonstrated success in sales, preferably with experience in B2B sales in the export-import sector. Communication & Negotiation Skills: Excellent verbal and written communication skills, with the ability to negotiate effectively with international buyers. Problem-Solving Skills: Ability to quickly address customer concerns and resolve issues regarding products, delivery, or payments. Language Skills: Proficiency in English is required; additional language skills (e.g., Spanish, French, or Arabic) are a plus. Tech-Savvy: Familiarity with CRM systems, MS Office, and other sales/communication tools. Industry Knowledge: Familiarity with the agricultural export sector, especially in fruits and vegetables. Global Network: Established connections or experience working with buyers in key export markets (e.g., Middle East, Southeast Asia, Europe). How to Apply: Please send your resume, along with a cover letter explaining your experience in international trade and sales, to faizakhtar123@gmail.com

From my 9 years of sales experience, I noticed a tactic that is shared amongst vendors in Indonesia. It makes me both sad and somewhat relieved at the same time. Most of my competitors are slashing their prices just to win a deal… even if it means eating into their margins. 💸 Now, here’s the thing: We put in most of the hard work… only to get sidelined by these elementary tactics. But, did we really lose anything? 🤔 Let’s be honest: ❌ Either we match their price and lose money every month, ✅ or we don't and focus on other deals—and preserve our margins. The latter will always be my choice. 🙌 Because here’s what I’ve learned: 1️⃣ A price war is a sign of poor sales methodology. It’s a short-term game that harms the brand and the business. 2️⃣ Winning and destroying your competitor's margins harms the perspective of your customer on the value of the product. 3️⃣ When your customer perceives your value at a lower price, they always expect that low price for the same amount of value. 4️⃣ When that customer gets sent a renewal proposal with a raised price, alarm bells will rang right into their CFOs office. What will they do? 5️⃣ Your customer will run and evaluate other vendors and expects a lower price, then they will immigrate to the other vendor, spending more manhour money at the same time. So, I’ll stick to delivering real value, building genuine relationships, and charging what we’re worth. Let’s focus on winning the right way. Your thoughts? Drop them below! 👇