Lotus Dairy Products Private Limited
Website:
lotusdairy.com
Job details:
JOB DESCRIPTION - EXPORT MANAGER – BEVERAGES
1. Job Purpose
To drive the Company's international business and export sales by developing new markets, appointing and managing distributors/importers, expanding the customer base, achieving sales and profitability targets, and ensuring smooth and compliant execution of export orders.
The role will be responsible for developing sustainable international markets for the Company's beverage portfolio and building long-term relationships with overseas customers and business partners.
2. Key Responsibilities
A. International Business Development & Export Sales
- Develop and execute the export business strategy in line with the Company's growth objectives.
- Identify and develop new international markets, customers, distributors, importers and business opportunities.
- Conduct market research covering market size, consumer trends, competition, pricing and distribution channels.
- Develop country-wise sales plans, forecasts and business projections.
- Achieve assigned export sales, volume, contribution and profitability targets.
- Generate new business through distributors, importers, institutional customers and other channels.
- Prepare quotations, commercial proposals and negotiate pricing, margins, payment terms, MOQ and other commercial conditions.
- Participate in international trade fairs, exhibitions, buyer-seller meets and business development events.
B. Distributor & Customer Management
- Identify, appoint and manage suitable international distributors, importers, agents and strategic partners.
- Establish sales targets and business plans with distributors and monitor performance.
- Develop distribution coverage and product availability in assigned markets.
- Build and maintain strong relationships with key international customers.
- Conduct periodic distributor/customer reviews and market visits.
- Identify opportunities for expansion into new territories, channels and customer segments.
- Resolve customer issues and ensure high levels of customer satisfaction and retention.
C. Beverage Market & Product Management
- Develop a strong understanding of international beverage markets, consumer preferences and competitive landscape.
- Monitor market trends across relevant beverage categories such as carbonated beverages, juices, energy drinks, packaged drinking water, functional beverages and other products.
- Provide market feedback regarding product variants, flavors, pack sizes, pricing and positioning.
- Coordinate with Marketing, Quality and Product Development teams for market-specific product and packaging requirements.
- Monitor competitor products, pricing, promotions and market positioning.
D. Export Documentation, Regulatory & Compliance
- Ensure compliance with applicable export regulations and destination-country requirements.
- Coordinate for product registration, approvals, labelling and packaging requirements in international markets.
- Ensure accuracy and timely completion of export documentation, including:
- Commercial Invoice and Packing List
- Certificate of Origin
- Bill of Lading / Airway Bill
- Health / Sanitary Certificates, wherever applicable
- Certificate of Analysis, wherever applicable
- Insurance and other statutory documents
- Coordinate with regulatory, legal, finance and compliance teams for international business requirements.
- Keep abreast of changes in applicable international trade, food/beverage and import regulations.
E. Order Execution, Logistics & Supply Chain
- Coordinate with Production, Planning, Quality, Warehouse, Finance and Logistics teams for timely execution of export orders.
- Monitor production, dispatch and shipment schedules against customer commitments.
- Coordinate with freight forwarders, shipping lines and CHA/customs agents.
- Monitor shipments from dispatch to delivery and resolve delays or documentation issues.
- Ensure appropriate export packaging and documentation.
- Negotiate and monitor freight/logistics costs and identify opportunities for cost optimization.
F. Pricing, Profitability & Receivables
- Prepare export costing and pricing for different markets.
- Analyze freight, duties, taxes, distributor margins and other market-related costs.
- Ensure achievement of targeted export margins and contribution.
- Monitor country-wise and customer-wise profitability.
- Coordinate with Finance for customer credit limits and payment terms.
- Monitor export receivables and ensure timely collection of outstanding payments.
G. Market Visits & Business Reviews
- Undertake regular international market visits to understand market conditions and customer requirements.
- Meet distributors, importers, retailers, institutional customers and prospective business partners.
- Conduct country-wise business reviews and prepare action plans.
- Track implementation of agreed business plans and market development initiatives.
4. Key Result Areas (KRAs)
The performance of the Export Manager will primarily be measured on:
- Export Sales Revenue – Achievement of assigned annual and periodic sales targets.
- Export Volume Growth – Growth in sales volume across assigned international markets.
- New Market Development – Successful entry and business development in new countries/markets.
- New Customer & Distributor Acquisition – Appointment of quality distributors, importers and customers.
- Market & Channel Expansion – Growth in geographical and channel coverage.
- Profitability – Achievement of targeted export contribution/margins.
- Order Execution – Timely and accurate execution of export orders.
- Receivables Management – Timely collection and control of outstanding payments.
- Customer & Distributor Management – Retention and performance improvement of key accounts/distributors.
- Regulatory Compliance – Timely completion of registrations, approvals and export documentation.
5. Required Experience & Competencies
Experience:
- 8–15 years of experience in Export Sales / International Business Development.
- Relevant experience in Beverages, FMCG, Food & Beverage or Consumer Products preferred. Experience in dairy beverages will be an added advantage.
- Proven experience in developing international markets and overseas distribution networks.
- Experience in managing international distributors, importers and key customers.
- Good exposure to export documentation, logistics, pricing and international trade processes.
- Experience in international commercial negotiations and customer relationship management.
- Exposure to product registration and regulatory requirements in overseas markets.
Key Competencies:
- Strong international sales and business development skills.
- Excellent negotiation and commercial acumen.
- Good knowledge of export processes and documentation.
- Strong distributor and channel management capability.
- Market research and analytical skills.
- Strong understanding of pricing, costing and profitability.
- Excellent communication and presentation skills.
- Strong customer relationship management skills.
- Cross-functional coordination and execution capability.
- Result-oriented approach with strong ownership and accountability.
- Willingness to undertake international travel.
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