An export sales manager sells a company’s services or products to overseas buyers.

The Work

You could be:

• studying the market in the target country or countries
• identifying new markets for exports and developing new business accounts
• planning a sales campaign suited to that country and current consumer trends
• planning and reviewing budgets for product ranges
• meeting with clients here or overseas
• negotiating the sale terms and meeting sales targets
• organising licences and other legal requirements for certain products, such as pharmaceuticals
• managing administration, such as orders, contracts and export documents
• troubleshooting to sort out any problems with the exports.

Pay

The figures below are only a guide. Actual pay rates may vary, depending on:

• where you work
• the size of company or organisation you work for
• the demand for the job.

As an export sales manager, with some experience in international sales, you might expect a salary between £25,000 and £35,000 a year. With more experience this may rise to £45,000 to £60,000 or more. Some of your salary may be based on commission (how much you sell).

In addition to salary some companies offer benefits such as a company car and expenses account.

Conditions

• You will work long and irregular hours.
• You will work in an office here, but travel regularly abroad.
• You may spend long periods away from home.
• You will have to spend time developing and maintaining good contacts with clients, distributers and suppliers.

Getting In

You can enter export sales management in several ways.

• With a degree (SCQF Level 9-10) in any subject, but preferably including business, marketing or languages. You need 4-5 Highers for entry to a degree.
• With an HNC (SCQF Level 7) or HND (SCQF Level 8) in Business. You need 1 or 2 Highers and some subjects at National 5 for entry.
• With Highers, get a job as an export assistant and work your way up.
• Get a job in sales and later move into the field of export sales.
• You can get a job with a company with trade links abroad, or with an export agency which sells goods abroad on behalf of several companies.
• Language skills are useful. For some jobs employers specify the language required.

Job Outlook Scotland

Job Outlook Scotland and UK

  Scotland

2022

32918

1.4 %

RISE

2027

33389

  United Kingdom

2022

548002

1.8 %

RISE

2027

558050

LMI data powered by EMSI UK

What Does it Take?

You need to be:

• self-confident and outgoing
• a good organiser
• an excellent communicator
• persuasive and a good negotiator
• resilient
• decisive
• business minded, with IT and finance skills
• able to work under pressure to meet deadlines and targets
• able to build up good business relationships.

Training

• The Institute of Export offers several courses including: the Certificate in International Trade (CIT) (entry level), the Level 4 and 5 Diploma in International Trade and Foundation Degree in Professional Practice in International Trade.
• These are mainly studied via distance learning. See the Institute of Export website for entry requirements.

Getting On

• With more experience you can apply for a job as a senior manager or a company director.
• You might become self-employed, working freelance for several firms.

Video

Contacts

The following organisations may be able to provide further information.