Export Sales Manager

Introduction

Export sales managers sell products or services to overseas customers. They research potential markets, organise sales promotions, negotiate contracts and arrange the transport of goods. Legal knowledge of foreign currencies, tariffs and trading regulations is necessary. Hours are often long and unsocial.

Back to Top

Work Activities

Export sales managers are responsible for managing the sale of products or services to overseas customers. They combine the results of market research with their knowledge of consumer tastes and the cultural and political background of the countries they are responsible for, in order to decide what to sell and how to sell it.

Export sales managers negotiate with customers (often in a foreign language) to try to make a sale. They may have to decide whether the product can be altered to meet the client's requirements or whether special discounts can be offered. This is usually done after consultation with product managers, factories and suppliers. Legal and ethical constraints on international trading also have to be considered.

Export sales managers provide quotations and may also be responsible for drawing up tender documents and agreeing the final contract. They process orders and check that the distribution is running smoothly and that everything is on schedule. When the product has finally been delivered, they may have to deal with any complaints or queries that occur.

Other duties involve producing marketing plans, budgets and sales reports for discussion by company management. They may also organise sales briefings and conferences and visit international trade fairs.

Depending on the level of their responsibility, they may travel internationally and spend weeks away from home.

Back to Top

Personal Qualities and Skills

You'll need good organisational skills and the ability to work to deadlines. Language skills and a knowledge of economics, business and accounting are useful. The ability to use and understand computers is essential.

Back to Top

Pay and Opportunities

The pay rates given below are approximate.

Export sales managers earn in the range of £22,000 - £32,500 a year, rising to £43,500 - £60,000. Higher earners can make around £83,000 a year.

Salaries may include performance or profit related pay, and a company car and expense account may be included with the salary.

Export sales managers usually work a basic 40-hour week. However, they may work long hours, including evenings and weekends, as the job demands.

Posts in international marketing and sales are available in manufacturing and export companies. Other areas of employment include:
• merchant/overseas banks
• freight insurance and shipping companies
• warehouse management
• advertising for export companies.

Back to Top

Adult Opportunities

It is now illegal for any organisation to set age limits for entry to employment, education or training, unless they can show there is a real need to have these limits.

Some export sales managers first develop relevant skills in business, sales, marketing or shipping before specialising in exports.

People who do not meet the usual academic entrance requirements may, at the Institute's discretion, study for the Institute of Export's professional examinations, provided they have relevant experience.

Distance learning is available from the Institute of Export and some commercial organisations, such as Wade World Trade, offer courses in importing and exporting.

• 5% of sales and marketing managers work part-time.
• 7% have flexible hours.

Back to Top