The Export Manager – “A Jack of all trades”

A career as an export manager can be very rewarding. It offers you the opportunity to travel, visiting new countries and learn about different cultures.

For those who work in the Food & Drink industry, it can also be an opportunity to taste different food.

When you work in this industry, it is easy to find partners that like eating. When you meet a new client for the first time and you demonstrate genuine interest in their culture and customs, they feel pride and will therefore take you for a taste ride through their gastronomy. I always say that to be a “foodie” in this line of work helps a lot!

But to be able to excel as an export manager you need more than that! You need to have a broad range of skills and knowledge! You have to be – A Jack of all trades!

And I mean as a compliment! The full quote is:

“a Jack of all trades is a master of none, but oftentimes better than a master of one.”

According to Forbes Magazine, “The phrase was originally used to describe a playwright who was always hanging around the theatres. He would help with the stage, the set and the costumes. He would remember lines and try directing.

This so-called jack of all trades was in fact William Shakespeare. The full phrase is: A jack of all trades is a master of none, but oftentimes better than a master of one. It was a compliment”.

In my opinion, to be a good Export Manager, you must have a diverse set of skills because if you are an expert in just one particular field, such as logistics, you will not do a great job! ?

Export Manager – A man or women of many hats

In most of the SME’s in the Food & Drink industry there’s only one or two people who take care of all international markets. In those companies the export manager plays different roles such as:

1. Sales

• Managing the business with international business partners.
• Developing relationships with potential partners and other stakeholders.
• Negotiating contracts with new partners.
• Analysing the sales activity, costs, and profit margins of their products.

1. Marketing

• Expert in the products sold.
• Maintain an up-to-date knowledge of competitor’s products in each market.
• Developing and implementing plans for increasing sales through brand awareness, new product development, and advertising.
• Researching and analysing foreign markets to identify new business opportunities.

Showcasing in trade shows and deliver product sales presentations to promote the company’s products.

1. Customer Care and International trade compliance

• Troubleshoot customer service/product issues.
• Work closely with customers to determine their requirements.
• Follow up and fulfil customer requests and complaints.
• Ensure compliance with all applicable laws and regulations.

1. Logistics

• Managing the supply chain process from production to customer delivery.
• Establishing and managing relationships with freight carriers and other service providers.
• Managing the inventory of goods (specially your international range) held in stock in your facilities and your client warehouse.
• Managing the logistics including documentation, shipping, customs, and insurance.

In bigger companies, those roles can be divided by many people or departments.

Export Manager Skills

To excel in this job, you must have a set of varied skills to help you. Export managers need the following skills to be successful:

• Good interpersonal skills – These are the behaviors and tactics we use every day when we communicate and interact with others. They are very important when dealing with people from different cultures. They include a wide range of skills, such as listening and effective speaking.
• Good presentation skills – You need to know how to showcase your products to your potential partners. Besides a good backstory and a great Unique Selling Proposition, your energy and commitment can make all the difference when you pitch.
• Analytical skills: These can help you make informed decisions about which products to export or promote and which markets to target.
• Problem-solving skills: These can help you find solutions to challenges that arise during the export process or in the target market.
• Decision-making skills: Export managers make many decisions throughout the day. On many occasions they must decide whether or not to make a deal, set a promotion or accept a proposal when they are visiting the target market.
• Leadership skills – You need to guide the way of your business internationally. As a leader you need to provide direction and the vision of your company for your team and partners. You need to motivate, inspire, and help them to create the environment that allows you to achieve your international goals.
• Project Management skills –When we are developing a new market entry, you need to plan and manage as projects so that every objective and deliverable is completed on time and within the budget.
• Fluency in English – According to Statista, “In 2023, there were around 1.5 billion people worldwide who spoke English either natively or as a second language”. English is the language of international trade and commerce by default. But fluency in another language can be a plus if it is used in some of your Natural Markets.

Export Manager – The Diplomat

Export managers are responsible for managing the sale of goods from one country to another. On many occasions, they work as diplomats that conduct official negotiations with another country or countries in a tactical and skilful manner. There are 4 different stakeholders that you must nurture:

Colleagues – As a diplomat make sure that everyone in your company is aligned with the international strategy. You always need to collaborate with other departments within the company to ensure a coordinated approach to export activities.

Partners – As a diplomat you know that your success depends on the success of your clients. You have to work daily with your partners to challenge them to have the ambition and the commitment for solid growth!

Government and other Official Entities – As a diplomat you know that, on many occasions, you will represent your company and country in public events in a foreign market.

Other Stakeholders – As a diplomat you know that there are other stakeholders that can influence the business. You may also be responsible for managing relationships with third-party providers such as customs brokers or freight forwarders. Your job is to ensure that all transactions are carried out with no problems.

Finally, having a growth mindset can help you be a better export manager!

“Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young.” ―? Henry Ford

Take full ownership of your export activities, visit new markets, learn new skills, be curious about other cultures and stay young!

What are your thoughts? Do you believe that having a diverse set of skills is important for the Export Manager role? Please share your opinion!

Sources:

“Why Being A Jack Of All Trades Is Essential For Success” in Forbes Magazine (Jodie Cook, 2021)

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