FMCG Export Manager (International Trade)

Role Overview

The Export Manager will drive international expansion for our incense (agarbatti) business by developing distributor networks, generating leads, and managing end-to-end export operations. The role focuses on building strong global partnerships and scaling export sales across key markets.

Key Responsibilities

1. International Sales & Market Expansion

• Identify high-potential markets for agarbatti (e.g., Middle East, Africa, USA, Europe, Southeast Asia)

• Appoint and develop country-wise distributors / importers

• Achieve monthly & quarterly export sales targets

• Develop market-specific product strategies (fragrance preferences, packaging, pricing)

• Study cultural and religious demand patterns to drive sales

2. Lead Generation & Distributor Development

• Generate international leads through:

• B2B platforms (Alibaba, IndiaMART, TradeIndia)

• Export exhibitions & trade fairs

• Email outreach and LinkedIn networking

• Convert inquiries into long-term distributors rather than one-time buyers

• Build and maintain a strong export pipeline (country-wise leads tracking)

• Coordinate with marketing for catalogues, samples, and branding

3. Product Positioning (Important for Agarbatti Business)

• Suggest fragrance variants based on region:

• Middle East → Strong Oudh, Musk

• India/Nepal → Sandal, Floral

• Western markets → Mild, premium fragrances

• Recommend packaging formats:

• Bulk packs for distributors

• Premium boxes for retail exports

• Align pricing as per market positioning (economy vs premium segments)

4. Export Operations & Coordination

• Handle complete export cycle:

• Order finalization

• Production coordination with factory

• Dispatch planning

• Ensure accurate documentation:

• Invoice, Packing List

• Certificate of Origin

• Bill of Lading / AWB

• Coordinate with CHA, freight forwarders, and shipping lines

• Ensure timely shipment and tracking updates

5. Payment & Risk Management

• Negotiate and manage payment terms:

• Advance / LC / DP / DA

• Follow up for payments and reduce risk exposure

• Coordinate with accounts for reconciliation

• Monitor forex fluctuations and pricing impact

6. Distributor Relationship Management

• Maintain strong communication with international distributors

• Support them with:

• Pricing

• Schemes

• Marketing materials

• Ensure repeat orders and long-term partnerships

• Resolve complaints and ensure smooth after-sales service

7. Reporting & Strategy

• Maintain daily/weekly MIS:

• Leads generated

• Conversion status

• Order pipeline

• Track country-wise performance

• Suggest expansion strategy for new markets

• Provide competitor insights and pricing benchmarks

Key Skills Required

• Strong international sales & negotiation skills

• Knowledge of export documentation and logistics

• Understanding of FMCG / agarbatti market (preferred)

• Lead generation & distributor development expertise

• Good communication (English mandatory; additional languages a plus)

Preferred Qualifications

• MBA / Graduate in International Business, Marketing, or Commerce

• 3–7 years experience in exports (FMCG preferred)

• Experience in handling distributors globally

KPIs (Very Important for Your Business Model)

• Export sales value (monthly & quarterly)

• Number of active international distributors added

• Lead-to-conversion ratio

• Repeat order frequency

• On-time shipment %

• Outstanding payment control

Bonus Structure (Suggested)

• Incentive on:

• New distributor onboarding

• Sales achievement beyond target

• High-value market entry (new country)

Practical Add-on (Highly Recommended)

You can align this role with your system:

• Export Manager should feed leads into your app/CRM (like Madhukunj system)

• Track:

• Inquiry → Sample → Order → Repeat cycle

• This will bring the same discipline you have in domestic distribution into exports