International Sales Manager >>
Export Sales Representative >>
Procurement Manager >>
International Trader >>
World Trade Consultant >>
International Sales Manager
International Sales Managers have overall responsibility for sales efforts within a defined territory. They may deploy and manage a sales force employed by the company, or they may work through agents or distributors in each target market. Either way, the objective is to secure orders from individual customers.
The sales manager evaluates target markets, sets overall volume goals, and establishes sales quotas for sales representatives. The manager is responsible for motivating sales staff and ensuring that sales targets are met.
In some organizations the sales and marketing functions are combined under the leadership of a Director of International Marketing and Sales, with sales and marketing directors reporting to that position. At the most senior levels, a Vice President of Sales, who has added responsibilities for strategic leadership, may manage this function.
Qualifications
This is a senior position requiring a combination of advanced studies and extensive experience. A Bachelor’s degree in business supplemented by at least 10 years of experience is a typical requirement, but an MBA is a distinct advantage. Many Marketing Managers for technical products have engineering degrees plus an MBA. Training in the languages of target markets may be required.
Skills and Aptitudes
The International Marketing Managers is expected to conceive and implement strategies to achieve sales targets in each market, and must be capable of creating a global vision and communicating it to sales staff. He or she needs a strong appreciation for the differences among cultures and the effect this has on demand for the company’s products or services. For most products, this implies a solid knowledge of the technology underlying the product, and this may be a major requirement in some cases.
This position demands strong presentation skills backed up by a working knowledge of the principal languages in the company’s major markets. Candidates for this position should enjoy extensive travel, and working with people from different cultures.
Export Sales Representative
The Export Sales Representative is in the front line of the company’s sales efforts. He or she provides leadership in discovering customer needs, and determining product solutions. This is the person who calls on clients, makes offers and concludes individual deals for sales of the company’s products. This often involves writing proposals or coordinating bids for competitive tenders. Alternatively, a representative may coordinate the operations of local distributors.
Export Sales Representatives are most likely to be employed by companies with a small number of World customers buying relatively technical products where it is not practical to hire sales personnel in the local market. They are generally based in Canada and travel to the target market periodically. They may be assigned to a single customer, in which case they may be called an International Account Representative. In some companies product specialists will support a group of generalist sales representatives by providing technical support.
Qualifications
A Bachelor’s degree in business is a typical requirement for this position. For sales of technical products, an engineering or other technical degree may be required. Many employers seeking international sales representatives call for product-specific or country-specific experience.
Skills
International sales representatives require excellent interpersonal skills, backed up by a good understanding of the business culture in the target market. The sales representative must be able to gain access to decision makers and to understand their needs. But the ability to make a good impression is only the first part of the sales job. Negotiating and sales skills are ultimately directed towards the need to close the deal. This requires practical business sense. Sales representatives also require good written and oral communications skills and must be computer literate. Fluency in the languages of target markets may be required.
Aptitudes
International sales representatives should enjoy working with people, especially people from different cultures and should have outgoing personalities. They often work alone, but must also possess team skills. Since they must meet sales targets, and are often paid commissions, they need to be self-starters.
Procurement Manager
The Procurement Manager is responsible for seeking out sources of products and services that the US company requires for its operations. Typically, this involves comparing domestic and imported products and purchasing from both sources. The Procurement Manager is expected to locate the most suitable goods and services at the best possible price and ensure that they can be delivered where and when they are needed.
Large organizations, particularly those involved in consumer goods, may have international procurement specialists and logistics specialists on staff who report to the Procurement Manager, or specialists in purchasing specific commodities. Where there is a lot of procurement coming from a particular country the company may retain an Overseas Buyer, who is located in the source country. In large organizations the Procurement Manager may also be responsible for overseeing customs operations.
Procurement Managers are expected to maintain computer databases of procurement and importing information. The improved capability to compare large numbers of alternative product offerings and closely managing inventories has made the job more technical in recent years. The manager may also be expected to arrange for delivery in accordance with just in time inventory control systems.
Qualifications
A Bachelor’s degree in business is usually required for new entrants into this career stream. Experience in logistics or international business is a definite asset.
Skills
The procurement manager needs good communications skills to collaborate with company staff concerning their needs and to articulate these needs to prospective suppliers. He or she must be capable of managing assets and meeting efficiency targets for inventory control.
Good computer skills are required, including the ability to use specialized programs for inventory control, customs information and communications with World suppliers. In some cases, knowledge of Electronic Data Interchange techniques is required.
The procurement manager must be aware of currency fluctuations, terms of trade, and contract conditions affecting the purchases of materials and supplies.
Aptitudes
A good procurement manager is ambitious and entrepreneurial, and enjoys the opportunity to contribute directly to the company’s bottom line.
Significant travel is required to attend trade shows and visit suppliers in other countries. This may involve interruption of personal and family life and the need to work at odd hours.
International Trader
International trading involves both the export and import of goods and services. American companies can export indirectly through “trading houses”, which then distribute the products abroad. Importers also use these services.
Trading houses may act as agents on behalf of buyers and sellers, which means that they do not take title to the goods, or as distributors, in which case they do take title. Either way, they provide an integrated package of logistical services, including transportation, documentation, shipping and insurance. Trading houses are popular with small companies and those new to World markets, but they also handle commodities trading for larger importers. Many trading houses specialize in particular markets, such as automobile parts, or agricultural products. They have specialized knowledge of the products and the countries that are important customers or suppliers.
Import and export staff that work for trading houses are often called International Traders. The companies they work for generally handle both domestic and international trading, and international traders often start in the domestic market. Typical job titles are Trader or Desk Trader. All traders are expected to be capable of both buying and selling, although at any particular time they may be assigned to one function or the other.
International traders tend to specialize by product, and there is a great deal of teamwork involved within the organization. For example, an international trader engaged in selling diary products to a World customer might be asked about buying US poultry. The trader would work with an associate who specializes in buying and selling poultry in the US market to find a source.
Qualifications
There are no specific educational requirements for International Traders. A business degree with a specialty in international business is an asset, but does not necessarily develop the specific abilities needed for trading. Young people often enter the industry in entry-level positions in the logistics and documentation end of the business, and then work their way up to traders. At one time high school graduation was acceptable but in today’s market a university degree or community college diploma is usually a requirement.
Skills
International Traders require a detailed knowledge of the products that they buy and sell. They need to know exactly what product characteristics clients are interested in, how those characteristics can be specified, and where to buy or sell the goods. Traders must also have a detailed knowledge of sources and customers for the products they handle. This requires excellent communications skills since they are expected to establish long-distance relationships with both buyers and sellers. Knowledge of the language and culture of the trading partners is also essential. The trader must be capable of adapting his or her style to each situation.
Other important skills include knowledge of the terms and conditions of international transactions, especially “Incoterms”, which designate buyer and seller responsibilities for the costs of transportation, insurance and customs clearance. Traders also need a good knowledge of transportation methods and payment/collection systems.
Aptitudes
Traders operate in a hectic atmosphere and must be capable of working under pressure and focusing on business transactions in spite of many distractions. They must be team players capable of maintaining good interpersonal relationships with other employees and trading partners. Candidates for this position should enjoy working in a fast-paced environment.
World Trade Consultant
The World Trade Consultant is an independent broker who monitors activity in specific markets and earns a commission by matching buyers and sellers. The consultant does not take title to the goods, but may earn commissions based on the volume of sales in the market being managed.
World Trade Consultants will assess a company’s product line and advise on what is exportable. They will locate receptive markets, find customers, take care of local registrations and regulatory compliances and set up deals with distributors. They will also advise on local regulations, advise on product adaptation, and help design market entry strategies.
Qualifications
A Bachelor’s degree in international business is the minimum requirement, but many practitioners have graduate degrees such as MBAs. Many World Trade Consultants work for small owner-operated firms. In larger firms, entry-level positions include researchers and analysts, and client contact is added only after a few years of progressive experience. Fluency in the languages used in target markets is essential.
Skills
Strong interpersonal skills are required. World Trade Consultants must project an authoritative image, since clients place considerable faith in them in situations involving large investments.
These consultants must have an excellent knowledge of the market in which they work, and the analytical skills needed to assess the client’s strengths and weaknesses.
Negotiating skills are required to match sellers with distributors or major buyers.
Aptitudes
World Trade Consultants are frequently located in the target market, or travel there regularly. Successful practitioners are those who enjoy travel and working with people, and have a good appreciation of the local culture. These consultants should also enjoy the challenge of constantly learning about new situations, assessing different client’s problems and finding innovative and creative solutions.
^ TopEMU Home | Contact EMU | Site Map | Directories | Calendars | My.emich | Search