Export Sales Representative

Working Schedule

• Export Sales Representatives work full-time with frequent travel required, causing them to be away from home some nights, weekends, or holidays. 

Typical Duties

• Learn all the details about various products/services to be sold
• Understand and try to meet sales quotas
• Find prospective customers by using business listings and references
• Attend international trade fairs and conventions to gain exposure 
• Participate in membership organizations to network and generate leads
• Connect with clients and prospects to gauge their requirements 
• Schedule product or service demonstrations. Explain features and benefits
• Deliver technical presentations to potential buyers and other interested parties
• Share product samples and brochures 
• Address inquiries about products, costs, stock, and payment options
• Assist clients in choosing products that align with their needs. Discuss customization of products/services when applicable 
• Provide price estimates, contract conditions, information about guarantees, warranties, and discounts or promotions. Negotiate prices, terms, and conditions
• Offer estimated delivery dates and times
• Draft sales agreements and order documents. Finalize contract specifics and payment arrangements
• Gather and review credit data on potential clients
• Prepare and forward sales agreements to applicable departments for further action
• Send orders to production companies, or buy goods from producers or brokers and distribute to wholesale and retail customers
• Coordinate with logistics and shipping teams to ensure timely, compliant deliveries and setup
• Prepare shipping documents (if requested by customs department)
• Engage with clients post-sale to offer follow-up support and address any concerns
• Offer advice to retailers about product placement and marketing ideas

Additional Responsibilities

• Respond to emails, website contact forms, and phone calls 
• Utilize customer relationship management tools  
• Stay in touch with existing customers to promote and market new items or renew orders. Ensure customers have copies of catalogs or samples
• Train other sales reps
• Maintain records of travel and expenses; submit vouchers for reimbursement 
• Keep travel documentation updated, such as passport and visas
• Keep up-to-date on market trends, new products, competitor offerings, and pricing. Share and discuss insights with peers regarding sales techniques 
• Stay informed about international regulations and restrictions
• Manage records, sales reports, and expense tracking
• Monitor inventory levels and reorder products, if needed
• Help to resolve customs-related issues, and ensure products meet the regulatory standards of the importing country
• Collaborate with finance departments to manage foreign currency transactions
• Assess current challenges and look for new opportunities in overseas markets

Soft Skills

• Accuracy
• Active listening
• Analytical 
• Attention to detail
• Business acumen
• Communication skills
• Confidence 
• Customer service 
• Decisiveness
• Detail-oriented
• Email and phone etiquette 
• Emotional intelligence
• Empathy
• Flexibility 
• Independent 
• Integrity
• Interpersonal skills
• Motivation
• Patience
• Persistence 
• Persuasiveness 
• Problem-solving skills
• Storytelling
• Teamwork

Technical Skills

• Knowledge of software programs for:

1. Accounting
2. Business intelligence
3. Calendaring
4. Cloud-based management
5. Customer relationship management
6. Database management
7. Datamining
8. Enterprise resource planning
9. Financial analysis
10. Presentations
11. Project management
12. Sales and marketing
13. Spreadsheets
14. Trade management 
15. Transaction security
16. Travel arrangements 
17. Videoconferencing 

• Technical expertise in the products and services being sold
• Understanding of product compliance with foreign standards
• Ability to analyze international market trends
• Familiarity with international trade regulations, tariff codes, and customs procedures
• Knowledge of export documentation and shipping logistics
• Understanding of currency exchange and international banking practices
• Fluency in target country languages

• Agriculture and food producers
• Apparel and fashion brands
• Commodity traders
• Exporting houses
• Manufacturing companies
• Multinational corporations 
• Pharmaceutical companies
• Technology firms
• Trading companies
• Wholesale distributors

Export Sales Representatives often travel to different countries, where they must know how to properly engage with the local cultures and customs. They must navigate language barriers, manage time zone differences for meetings, and adhere to international regulations, all while hitting sales targets in foreign markets. 

Sometimes the financial stakes are high and there can be a lot of pressure from employers for sales reps to close deals. Meanwhile, irregular work hours can cause hardships for workers with families, making it tough to maintain a balanced work-life equilibrium. In addition, the frequent travel routine requires workers to adapt to diverse climates and manage health risks, as well. 

Exports are a major part of our economy, with America’s top exports including items such as machinery (including computers), aircraft, vehicles, electrical equipment, medical apparatus, pharmaceuticals, precious metals, cereals, oil seeds, meat, and cotton, among others.

These days companies in virtually every industry are selling to global customers. Even small businesses can tap into worldwide markets, especially thanks to the convenience of online shopping. 

Many exporters are striving to ensure that international workers are being treated better, requiring fair standards and practices as part of any trade agreements. Some deals, like the USMCA in North America, make trading simpler and help local economies. However, any international trade comes with its share of supporters and critics. 

Salespersons in general often love to talk, share ideas, and collaborate with others to get things done. Export Sales Reps may have been keen to travel and curious about other countries and cultures. They might have also had an independent streak, wanting to find a job where they had some freedom and were entrusted to work without being micromanaged.