Import and Export Sales Executive

roles and responsibilities of Import-Export Sales and Marketing Business Executives.

This role is a combining the strategic thinking of marketing, the relationship-building of sales, and the intricate operational knowledge of international trade. Professionals in this field are often called International Business Development Managers, Export Sales Managers, or Global Account Managers.

The role can be broadly divided into four key areas: Market Research & Strategy, Sales & Marketing, Operations & Logistics, and Compliance & Finance.

---

1. Core Objective

To profitably increase a company's international market share by identifying opportunities, building a client base, and managing the end-to-end process of selling and moving goods across borders.

---

2. Key Roles and Responsibilities

A. Market Research & Strategy (The Planner)

• Market Analysis: Identify and evaluate new international market opportunities for the company's products or services. This involves studying economic, political, and cultural trends.

• Target Identification: Pinpoint specific customer segments, industries, and potential buyers (e.g., distributors, retailers, end-users) in the target market.

• Competitive Intelligence: Research and analyze competitors operating in the same international space to understand their pricing, marketing strategies, and market position.

• Market Entry Strategy: Develop a strategy for entering a new market, which may include direct sales, appointing agents or distributors, forming joint ventures, or e-commerce.

• Pricing Strategy: Develop competitive Incoterms-based price quotes (e.g., FOB, CIF, DAP) that account for product cost, freight, insurance, duties, taxes, and profit margins.

B. Sales & Marketing (The Negotiator)

• Lead Generation & Prospecting: Find and attract potential international clients through trade shows, online B2B portals (e.g., Alibaba, Global Sources), international directories, diplomatic missions, and digital marketing.

• Client Acquisition: Actively reach out to prospects, conduct sales presentations (often via video call), and negotiate sales contracts.

• Relationship Management: Build and maintain strong, long-term relationships with key international clients, distributors, and agents. This requires cultural sensitivity and often international travel.

• Marketing Material Development: Adapt product brochures, websites, and marketing campaigns to suit the language, culture, and regulations of the target market.

• Representation: Represent the company at international trade fairs and exhibitions to showcase products and network.

C. Operations & Logistics Coordination (The Coordinator)

• Order Management: Process international purchase orders and ensure clear communication of specifications between the client and the production/fulfillment team.

• Logistics Coordination: Work closely with freight forwarders, shipping lines, airlines, and customs brokers to arrange transportation (air, sea, land).

• Documentation Oversight: Ensure all critical export/import documentation is accurate and completed on time. This is a crucial responsibility and includes:

• Commercial Invoices

• Packing Lists

• Certificates of Origin

• Bill of Lading / Air Waybill

• Insurance Certificates

• Export Licenses (if required)

• Supply Chain Liaison: Coordinate with internal departments (warehouse, production, quality control) and external partners to ensure timely order fulfillment and shipment.

D. Compliance & Finance (The Risk Manager)

• Trade Compliance: Ensure all transactions adhere to international trade regulations, including export controls, economic sanctions, and import requirements of the destination country.

• Customs Knowledge: Understand customs procedures, tariff codes (HS Codes), and duty structures to ensure smooth clearance and provide accurate cost estimates to clients.

• Payment Management: Manage international payment terms (e.g., Letter of Credit, Advance Payment, Documentary Collection, Open Account) to mitigate financial risk and ensure timely payment.

• Contract Management: Draft, review, and negotiate international sales contracts, ensuring they clearly define terms of sale, delivery, payment, and liability.

---

3. Essential Skills and Qualifications

• Education: A bachelors degree in International Business, Marketing, Supply Chain Management, or a related field is typically required.

• Experience: Prior experience in sales, marketing, or logistics, preferably with an international focus.

• Knowledge of Incoterms: Must have a thorough understanding of standard international trade terms (e.g., EXW, FOB, CIF, DDP).

• Logistics & Documentation Knowledge: Familiarity with shipping processes and crucial trade documents.

• Cultural Awareness & Language Skills: Ability to work across cultures. Proficiency in a second language is a significant advantage.

• Negotiation & Communication: Excellent verbal and written communication skills for dealing with clients and partners across the globe.

• Problem-Solving: Ability to troubleshoot issues that inevitably arise with shipping, customs, or communication across time zones.

4. Key Performance Indicators (KPIs)

An Import-Export Executive is typically measured by:

• Sales Revenue and Growth in assigned territories

• Number of New International Clients acquired

• Profit Margins on international orders

• Customer Retention and Satisfaction rates

• Order Accuracy and On-Time Delivery performance

In summary, an Import-Export Sales and Marketing Executive is a versatile and strategic professional who acts as the crucial link between a company's products and the global marketplace, managing everything from the first customer inquiry to the final delivered product.

Contact Details : rutuja@rbktechnologies.com / 9272117909