Based at headquarters, export sales managers are responsible for sales as a whole:

They explore foreign markets (competition study, market studies), identify potential clients and contact them in order to develop their company's market share abroad.

They negotiate, conclude contracts for which they set certain conditions (prices, deadlines, amounts) and also make business visits.

They can use on-site distributors who are recruited locally, and it is their responsibility to serve as the leader of this network.

As products sold become more technical, the more export sales managers interact directly with customers, listening to their needs and advising them on specific issues.

Export sales managers for consumer products devote their energies primarily to the motivation of their sales teams, which they endeavor to develop and strengthen.

They must be proficient in export techniques, negotiation techniques and marketing tools, speak two foreign languages including English, and lastly, know how to motivate a team and carry out competitive intelligence.