The Sales Export Head is responsible for leading and expanding the company's international sales operations across assigned regional markets. The role drives export growth, develops distributor and key account partnerships, identifies new market opportunities, and ensures achievement of revenue, profitability, and market share objectives in the consumer goods sector.
The position requires strong regional exposure, strategic commercial leadership, and deep understanding of export operations, international trade regulations, distributor management, and consumer market dynamics across multiple countries.
Key Responsibilities
1. Export Sales Strategy & Business Growth
- Develop and execute regional export sales strategies aligned with company growth objectives.
- Identify new business opportunities, market expansion initiatives, and distribution channels across international markets.
- Drive sustainable revenue growth and profitability for assigned export territories.
- Establish annual sales targets, budgets, and market development plans.
- Analyze market trends, competitor activities, consumer behavior, and pricing structures.
2. Regional Market Management
- Manage and grow export operations across key regional markets (e.g., ASEAN, Middle East, Africa, APAC, etc.).
- Build strong relationships with distributors, importers, retailers, and regional key accounts.
- Evaluate market performance and implement corrective commercial strategies when necessary.
- Lead market entry initiatives including product launches, channel development, and promotional programs.
- Ensure effective territory coverage and distributor capability development.
3. Distributor & Key Account Management
- Appoint, negotiate, and manage regional distributors and partners.
- Conduct regular business reviews with distributors to monitor sales, inventory, execution, and profitability.
- Negotiate commercial agreements, pricing structures, rebates, and trade terms.
- Ensure distributors comply with brand standards, sales targets, and operational requirements.
- Resolve commercial issues, customer concerns, and supply-related challenges.
4. Sales Operations & Forecasting
- Prepare accurate sales forecasts, demand plans, and export projections.
- Coordinate closely with supply chain, production, finance, and logistics teams to ensure product availability and timely delivery.
- Monitor inventory health, shipment schedules, and export documentation compliance.
- Ensure efficient order management and export execution processes.
5. Financial & Commercial Management
- Manage regional sales budgets, trade spending, and profitability targets.
- Monitor pricing strategies, margins, and foreign exchange impacts.
- Analyze sales performance, business KPIs, and profitability by market/channel.
- Recommend actions to improve commercial efficiency and market competitiveness.
6. Regulatory & Compliance Management
- Ensure compliance with international trade regulations, customs requirements, labeling standards, and export documentation.
- Coordinate with regulatory teams regarding product registrations and certifications in export markets.
- Ensure adherence to company policies and regional commercial governance standards.
7. Leadership & Team Management
- Lead, mentor, and develop export sales teams and regional account managers.
- Build a high-performance, results-oriented commercial culture.
- Drive cross-functional collaboration across marketing, supply chain, finance, and operations.
- Support succession planning and capability development within the export organization.
Qualifications
- Bachelor's degree in Business, Marketing, International Trade, or related field; MBA is an advantage.
- Minimum 10–15 years of commercial or export sales experience within the consumer goods/FMCG industry.
- Strong regional exposure handling international markets and distributor networks.
- Proven track record in export sales growth and market expansion.
- Strong understanding of international trade practices, export operations, and commercial negotiations.
- Experience managing multi-country distributor operations.
- Excellent leadership, strategic planning, and stakeholder management skills.
- Strong analytical and financial acumen.
- Willingness to travel extensively across regional markets.
