Our dynamic, connected world is driving companies to develop their business, both in France and internationally, to innovate and win over more and more customers. Against this backdrop of growth, job opportunities are multiplying, offering a unique professional experience.

Recruiting and managing employees has become an essential part of sales development. The position of Export Manager has been created to monitor sales abroad.

What tasks are expected of this position? What qualities and skills are required? What kind of training should I take after my A-levels?

Discover the secrets of this sales profession.

The export manager, also known as export area manager or export sales technician, plays an essential role in the company. This key salesperson is responsible for developing and implementing a sales strategy for a specific geographic zone, in order to develop sales abroad and optimize the customer portfolio.

Accompanied by his sales team, he analyzes his customers' needs, makes sales proposals and negotiates contracts.

Often on the move, his mission is to establish new partnerships, find new markets for the company and meet financial targets.

The export manager's job involves several tasks:

• Develop your company's international markets (draw up a sales strategy based on in-depth market research to target export opportunities).
• Implementation of sales strategy outside France.
• Management of international sales, margin and profitability targets.
• Investment management.
• Selection of distributors able to sell the products or services marketed.
• Negotiating commercial partnerships.
• Prospecting for new customers.
• Measuring the return on investment of its actions.
• Management of sales, logistics and commercial teams: skills development and project management.
• Implementation of marketing and communication actions outside the media (presence at trade shows, local and international events, special operations) and media (trade press).

This job requires a number of fundamental qualities:

• Leadership The export manager needs to know how to manage a team, even from a distance during international trips.
• Availability, mobility The job requires a high degree of availability, given the numerous trips abroad.
• Sharp commercial sense The export manager must have a pronounced taste for sales and for conquering new markets.
• Negotiation The export manager's objective is to conclude commercial agreements that are advantageous to the company. They must therefore master the art of negotiation.
• Dynamic, independent and open-minded This expert needs to be able to adapt to the different cultures that can influence marketing strategies.
• Analysis, responsiveness and stress resistance The manager must react quickly to changes and opportunities.
• Communication The export manager has excellent interpersonal skills, both written and oral. They must be able to present their proposals to each customer.
• Very good knowledge of your business sector and international markets.

To be an export manager in a company, you need certain skills:

• Sound knowledge of management, commercial law and international taxation.
• Find out about modes of transport, customs, geopolitical changes and possible export payment methods.
• Stay in touch with international market trends.
• Solid management skills to effectively manage sales operations.
• Master marketing and sales tools.
• Proficiency in several foreign languages or at least English (written and spoken).

To work as an export manager, you need a BAC +5 degree. These qualifications are often obtained from business and management schools, engineering schools or public faculties. It's possible to land this job with a BAC +2 by having completed a BTS in international trade, for example, but it's preferable to take a longer course to gain experience in sales. When it comes to recruitment, there are a large number of candidates, and experience can make all the difference.

Here are some training courses that lead to this profession:

BAC +2 :

• BTS in international trade,
• DUT in marketing techniques.

BAC +3 :

• Licence pro import-export.

Bachelor :

• Bachelor of Commerce,
• Bachelor's degree in import-export zone management.

BAC +⅚:

• Master of Commerce,
• Master of International Business.

MBA :

• MBA in international trade.

To become accomplished export sales executives, candidates can specialize in a particular sector, such as fashion and luxury goods.

One school in France offers professional training in this ever-growing field: ISAL PARIS.

It includes the Master of Marketing and Strategy which trains future export managers. This program welcomes students with a BAC +3/4/5 in marketing, commerce, logistics, management, applied languages and design. They develop genuine marketing expertise based on the creation of corporate innovation strategies. The Mastère Marketing et Stratégie offers RNCP level 7 professional certification as an "Organization Manager".

After graduation, each student needs several years' experience as an export sales representative or assistant to become an export manager.

Career prospects are wide-ranging. The expert can work as international sales manager, subsidiary manager or national sales manager.

An export manager's salary depends on his or her profile (number of years' experience), the size of the company he or she works for and the sector of activity. Some bonuses may be added depending on sales results.

In general, the gross annual salary for an export manager fluctuates between 30,000 and 40,000 euros. A senior manager can expect a gross annual salary of between €40,000 and €70,000.