Our dynamic and connected world is pushing companies to develop their business, both in France and internationally, to innovate and to attract more and more customers. In a context of growth, job opportunities are multiplying and offering unique professional experiences.

Recruiting and managing employees have become essential elements in sales development. To monitor sales abroad, the position of export manager was created.

What are the expected duties for this position? What qualities and skills are required? What type of training should I pursue after high school?

Discover the secrets of this profession, which is part of the sales field.

The export manager, also known as the export area manager or export technical sales representative, plays an essential role in the company. This senior sales representative is responsible for developing and implementing a sales strategy for a specific geographical area 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.

He travels frequently and is responsible for establishing new partnerships, finding new markets for the company, and achieving financial targets.

The role of export manager involves several tasks:

• Developing his company's international markets (developing a commercial strategy based on in-depth market research to target export opportunities).
• Implementation of the commercial strategy outside France.
• Management of international revenue, margin, and profitability targets.
• Investment management.
• Selection of distributors capable of selling 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 sales teams: skills development and project management.
• Implementation of marketing and communication initiatives both offline (attendance at trade shows, local and international events, special operations) and online (specialized press).

This job requires a set of fundamental qualities:

• Leadership : The export manager must know how to manage a team, even remotely when traveling internationally.
• Availability, mobility : Given the numerous trips abroad that must be made, this job requires a high degree of availability.
• Keen business sense : The export manager must have a strong interest in sales and in conquering new markets.
• Negotiation : The objective of the export manager is to conclude commercial agreements that are advantageous for the company. They must therefore master the art of negotiation.
• Dynamism, independence, and open-mindedness : This expert must be highly adaptable in order to become accustomed to different cultures that may influence marketing strategies.
• Analysis, responsiveness, and stress resistance : the manager must respond quickly to changes and opportunities.
• Communication : The export manager has strong interpersonal skills, both written and oral. He or she must be able to present proposals to each client.
• Very good knowledge of his sector of activity and international markets.

To be an export manager in a company, certain skills are required:

• Possess solid knowledge of management, commercial law, and international taxation.
• Find out about modes of transport, customs, geopolitical changes, and possible payment methods for exports.
• Stay connected with international market trends.
• Possess strong management skills in order to effectively oversee commercial operations.
• Master marketing and sales tools.
• Be proficient in several foreign languages or at least English (written and spoken).

To work as an export manager, you need a five-year degree. Most candidates come from business and management schools, engineering schools, or public universities. It is possible to get this job with a two-year degree, for example by completing a BTS (advanced vocational training certificate) in international trade, but it is preferable to complete a longer course of study to gain experience in sales. This is because there are many candidates during the recruitment process, and the level of experience can make a difference.

Here are some training programs that lead to this profession:

Two years of postsecondary education:

• BTS in International Trade,
• Technical degree in marketing techniques.

Bachelor's degree:

• Professional degree in import-export.

Bachelor's degree:

• Bachelor's degree in business,
• Bachelor's degree in import-export management.

High school diploma + 2 years of higher education:

• Master's degree in commerce,
• Master's degree in international trade.

MBA:

• MBA in International Business.

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

A school in France offers professional training in this constantly growing field: ISAL PARIS.

Within it, we find the Master's Degree in Marketing and Strategy which trains future export managers. This program is open to students with a bachelor's or master's degree in marketing, business, logistics, management, applied languages, and design. Students develop real marketing expertise based on the creation of innovative business strategies. The Master's in Marketing and Strategy offers the RNCP Level 7 professional certification in “Organizational Management.”.

Once they graduate, each student needs several years of experience as a sales representative or export assistant before becoming an export manager.

The career prospects are broad. Experts can work as international sales managers, subsidiary managers, or national sales managers.

The remuneration of an export manager depends on their profile (number of years of experience), the size of the company they work for, and the sector of activity. Certain bonuses may be added depending on sales results.

In general, the gross annual salary for an export manager ranges from €30,000 to €40,000. An experienced executive can expect a gross annual salary ranging from €40,000 to €70,000.