Export sales manager

Export sales managers sell products or services to overseas customers. They research potential markets, conduct personal selling visits, organise sales promotions, appoint agents and distributors and negotiate sales contracts. Some might also arrange the transport of goods and the collection of payments.

Also known as:

Sales manager – exports

Work activities

Export sales managers are responsible for managing the sale of products or services to customers in other countries. They develop knowledge of the cultural, business and political background of the countries they are responsible for, together with an understanding of consumer tastes. They combine this with the results of market research to decide what will sell in these countries and how to sell it. They look for new opportunities to sell to different international markets. Export sales managers build up and maintain good relationships with customers, agents and distributors. They negotiate with them (often in a foreign language) to try to make a sale. Depending on the level of their responsibility, they often travel internationally, and sometimes spend weeks away from home. They might have to decide whether the product can be modified to meet the customer’s requirements or whether special discounts can be offered. This is usually done after consultation with product managers and suppliers. They also have to consider, and comply with, legal and ethical restrictions on international trading.

Export sales managers provide quotations (estimates of price); for larger orders, they might need to complete a tender document (a competitive bid for the supply of goods or services) and agree a final contract if the bid is successful. They monitor the processing of orders and check that the distribution is running smoothly and that everything is on schedule. When the product has finally been delivered, they might 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 also organise sales briefings and conferences, and they visit international trade fairs. They provide information to colleagues on international markets and issues. Export sales managers are usually responsible for a department of other export sales and support staff.

Personal qualities and skills

As an export sales manager, you will need:

Good interpersonal skills.
Negotiating skills.
Knowledge of international contract terms, foreign currencies, tariffs and trading regulations.
Verbal communication skills.
Foreign language skills.
The ability to work to deadlines.
Knowledge of economics, business and accounting.
The ability to use IT.
Delegating and leadership skills.
To be well organised.
Stamina to cope with international travel.
Number skills (for managing budgets and analysing sales).
Written communication skills.

In some companies, you might need technical skills and experience in the specific products being sold in addition to sales skills.

Pay and opportunities

Sales managers earn in the range of £22,000, rising to as much as £70,000 with experience. Salaries might be supplemented by performance or profit-related pay, and a company car and expense account could be included with the salary.

Export sales managers usually work a 38-40-hour week, Monday to Friday. However, they might 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.

Opportunities for export sales managers occur in some towns and cities throughout the UK.

Where are vacancies advertised?

Vacancies are advertised in local/national newspapers and professional journals, on job boards and employers’ websites, and on the Government’s Find a Job service.

Entry routes and training

Some export sales managers first gain experience in business, sales, marketing or shipping before specialising in exports. In addition to this experience, many new entrants are graduates, with a degree in, for example, international trade, international marketing or international business. Degree courses in business studies and marketing sometimes include options or specialisms in international trade. Alternatively, you could start off in a shipping department or export office, dealing with customer service or orders. Then, you might move on to deal with export administration, export sales support or export marketing, before putting all these skills together as an export sales manager.

A level 4 (higher) apprenticeship in the role of sales executive could be a great way into this career path.

Many companies offer in-house training for their staff. The Institute of Export and International Trade runs a series of short training courses in export sales and related topics. It could be possible to work towards a general work-based qualification in sales at levels 2 and 3, and/or a work-based qualification in foreign language skills. Increasingly, employers require potential managers to gain professional qualifications from the Institute of Export and International Trade. The Institute offers qualifications at all levels.

Export sales managers can progress by, for example, handling larger accounts, moving to larger companies and taking further qualifications in exporting, sales, marketing and management. Some might progress to senior management and director posts. Some might become international trade advisers, helping other businesses to start trading overseas.

Qualifications

As well as having experience in export business, sales, marketing or shipping, many new entrants are graduates. The usual minimum entry requirements for a relevant degree are:

Two to three A-levels.
GCSEs at grades 9-4 in two to three other subjects
English and maths at GCSE (grades 9-4).
Edexcel (BTEC) level 3 National qualifications.
International Baccalaureate (IB) diploma.

To get onto a higher apprenticeship, you’ll typically need two relevant A-levels plus GCSEs in maths and English.

Adult opportunities

Age limits: It is 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 could, at the Institute’s discretion, study for the Institute of Export and International Trade’s professional examinations, provided they have relevant practical experience in international trade.

If you don’t have the qualifications needed to enter your chosen degree or HND course, a college or university Access course (for example, Access to Business) could be the way in. These courses are designed for people who have not followed the usual routes into higher education. No formal qualifications are usually needed, but you should check this with individual colleges.

Distance learning is available from the Institute of Export and International Trade. A range of colleges and universities offer courses in Exporting and International Trade at undergraduate and postgraduate level, including by distance learning.

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