QSSK-ESM-Export Sales Manager

Role Overview

The Export Sales Manager sets the commercial direction for international markets and turns growth plans into sales results. The role develops distributor partnerships, assesses where and how to expand, and coordinates pricing, supply, and compliance so products reach customers efficiently and profitably.

Key Responsibilities

• Build and deliver export market plans that support company revenue and profitability objectives.
• Assess target territories for customer demand, competition, regulations, trade barriers, and suitable routes to market.
• Source, evaluate, negotiate with, and onboard distributors, agents, and retail partners.
• Set partner sales goals and performance measures, then review results, stock levels, and promotional returns regularly.
• Create joint sales and marketing plans with distribution partners and internal marketing teams, including local campaigns and trade activities.
• Manage export pricing, commercial margins, credit arrangements, foreign-exchange exposure, trade budgets, and partner incentives in coordination with Finance.
• Prepare sales and revenue forecasts and work with Supply Chain and Logistics to align product availability, freight, shipping, and customs clearance.
• Monitor export documentation, product and labeling requirements, tariffs, trade agreements, and geopolitical developments affecting assigned markets.

Requirements & Qualifications

• Bachelor’s degree in Business Administration, Export Business, Marketing, Supply Chain, or a related discipline.
• At least 7 years of progressive sales experience in FMCG or manufacturing, including 3–5 years leading export markets, distributor networks, or cross-border trade operations.
• Evidence of developing sales in regional export corridors such as East Africa or COMESA.
• Strong negotiation skills, including experience with distribution agreements, commercial terms, and credit facilities.
• Working knowledge of Incoterms, foreign-exchange considerations, trade finance instruments such as Letters of Credit and Bank Guarantees, and margin management.
• Practical understanding of export documentation, shipping, customs requirements, and applicable trade regulations.
• Ability to interpret market research and sales data, produce reliable forecasts, and turn findings into commercial plans.
• Professional proficiency in Microsoft Office, with strong leadership, communication, cross-cultural relationship management, integrity, and the ability to handle competing priorities.
• A master’s degree or MBA in Export Trade or Commercial Strategy is preferred; export management or supply chain certification is an advantage.