| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Manager |
| Reports to | Head of Sales |
| Direct reports | Export Sales Executive |
| Experience | 8 to 12 years in export sales with team handling |
Export Manager job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Export Manager
Department: Sales and Business Development
Reports to: Head of Sales
Location: [City], [office, branch or site]
About the role
An Export Manager heads a company's international sales, developing overseas markets, managing buyers and agents, and leading the export team. They set the export strategy, win international orders, oversee documentation and compliance, and coordinate production and logistics to fulfil them. A strong export manager grows export revenue, opens new markets and keeps shipments and payments moving smoothly across borders. The role reports to a head of sales or business head and leads export sales executives and documentation staff.
Key responsibilities
- Develop and grow export sales across target overseas markets and regions.
- Identify and appoint overseas buyers, agents and distributors for the products.
- Lead the export team on targets, buyers and order fulfilment.
- Negotiate export contracts, pricing and payment terms with overseas buyers directly.
- Oversee export documentation, letters of credit and compliance with trade rules.
- Coordinate production, logistics and shipping to meet export order timelines reliably.
- Manage export receivables and ensure payments are collected within terms.
- Represent the company at international exhibitions and trade fairs to win buyers.
- Track export regulations, incentives and buyer country requirements that affect orders.
- Report export sales, orders and market development to the reporting manager.
Requirements
- Graduate in business, commerce or international trade
- MBA or diploma in international business is an advantage
- Experience leading export sales
- 8 to 12 years in export sales with team handling
KRAs and KPIs for a Export Manager
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Export sales | Export sales meet the assigned annual target |
| New markets | New overseas markets or buyers opened as per the plan |
| Order fulfilment | Export orders shipped within the committed timelines |
| Documentation compliance | Export documents compliant with no shipment held up |
| Collections | Export payments collected within the agreed terms |
| Team performance | Export team meeting order and buyer targets |
Skills and tools
Tools used day to day: ERP export module, Export documentation software, Trade portals, MS Excel, CRM platform.
Reporting line and career path
Next roles: Head of Exports, International Business Manager, General Manager Sales
Interview questions for a Export Manager
- How do you enter and grow a new overseas market?
- How do you appoint a reliable overseas buyer or agent?
- How do you manage export payment risk with letters of credit?
- How do you keep export documentation compliant across countries?
- How do you lead an export team to hit its targets?
- Tell me about an overseas market you opened and how.
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What does an export manager do?
An export manager heads a company's international sales. They develop overseas markets, appoint buyers and agents, lead the export team and win international orders. They oversee export documentation, letters of credit and compliance, and coordinate production and logistics to fulfil orders. They grow export revenue and keep shipments and payments moving smoothly across borders.
What skills does an export manager need?
They need export sales and international market development skills, deep knowledge of export documentation, letters of credit and Incoterms, and strong buyer negotiation. Compliance awareness keeps shipments moving, and team leadership drives the export desk. Cultural sensitivity and clear communication help in dealing with overseas buyers across different countries and time zones.
What is the difference between an export manager and an export executive?
An export executive handles export orders and documentation as an individual contributor. An export manager leads the export function: strategy, markets, buyers and the team. The executive processes and follows up on orders, while the manager owns the export target, opens new markets and manages the people and compliance behind the whole export business.