FMCG Export Manager

Company Description

Shri Balaji Incense Industries is a prominent organization based in Ogalapada, Odisha, India. The company operates with a commitment to delivering high-quality products and maintaining excellence in its business practices. As a growing industry player, Shri Balaji Incense Industries focuses on enhancing customer satisfaction through reliable and efficient operations. Dedicated to its mission, the company aims to expand its reach and strengthen its position in both domestic and international markets.

Role Description

The Export Manager for the FMCG division will oversee export activities, ensuring efficient operations and growth within international markets. This full-time, on-site role is based in Bhubaneswar, where the Export Manager will handle tasks such as developing export strategies, managing relationships with international clients, overseeing logistics and compliance, and identifying new market opportunities. The role will also involve collaborating with internal teams to meet sales targets and ensuring adherence to international trade regulations.

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