Who is a foreign economic activity manager? Job description of a foreign economic manager, job descriptions of a foreign economic manager, a sample job description of a foreign economic manager Foreign economic activity of the profession

Foreign Economic Activity Manager- a specialist who manages the export or import of foreign goods. Foreign economic activity (FEA) - a set of economic, economic, organizational and commercial functions organizations aimed at the global market, taking into account the selected internal and external strategy, methods of work in foreign markets. The profession is suitable for those who are interested in economics, law and foreign languages (see the choice of profession for interest in school subjects).

If the company is engaged in the sale of its goods abroad, then the foreign economic activity manager manages export... For the successful sale of products, he studies the foreign market, analyzes the prices of competitors, finds out the requirements for consumer properties and the quality of goods in the country of interest to him. He clarifies the situation comprehensively - this helps him to develop an export strategy. If the company is engaged in the purchase of foreign goods, then he manages import products. In this case, on the basis of an analysis of the foreign market, he will have to determine in which country and with which company the goods are better and cheaper.

The foreign economic activity manager also organizes the transportation of goods, actually performing the functions of a logistician. He decides on which transport and which route it is more convenient to deliver the products. The manager for foreign economic activity and contacts with customs is in charge. He develops customs schemes for import or export, interacts with a customs broker (representative of the organization at customs). At the same time, a foreign economic activity specialist tries to organize the process as efficiently as possible, i.e. at no extra cost.

This manager deals with all kinds of documentation. This primarily includes contracts with foreign partners. Knowledge is required from a specialist foreign legislation, in order to conclude contracts that are as profitable as possible, but at the same time satisfy partners. The foreign economic activity manager is also involved in the preparation of all kinds of permits (for example, environmental permits, hygienic conclusions).

This specialist coordinates the prices of the goods with partners and controls the receipt of money on the account. Since settlements with foreign companies are made in foreign currency, the foreign trade manager monitors exchange rates on a daily basis.

Required professional skills and knowledge

knowledge of foreign languages (English), including professional terminology (knowledge of the language of the country with which you will have to work is mandatory)
study of foreign and domestic markets
knowledge of international trade legislation
knowledge of private international law
diplomacy, the ability to understand the cultural characteristics of foreign countries
experience with customs authorities and transport companies
documentation skills
knowledge and desirable practical experience in the field externally economic activity

Personal qualities

possession of modern software
sociability
good negotiation skills
well-developed organizational and management skills
stress resistance, self-confidence
ability to work, initiative

Pros and cons of the profession

pros

high salaries (after gaining some experience);
the possibility of business trips to foreign countries;
pretty fast career.

Minuses

high probability of stressful situations due to the need to make decisions and complete work as soon as possible;
the need to quickly find a way out of difficult situations;
possible misunderstanding with foreign colleagues due to different cultures, mentality.

Place of work and career growth

After graduation, a graduate can get the position of a foreign economic activity manager in a small company or in one of the foreign economic activity departments large enterprise as an ordinary employee. Due to the lack of experience, the salary of a foreign trade manager will be low. A young specialist can get a job as an assistant (assistant) to a foreign economic activity manager, or as an independent manager of a small project or a specific product. Also, at the beginning of his career, a foreign economic activity manager can do market research, establish the necessary contacts, and engage in marketing research.

Since the demand for the profession is high, career growth is quite possible. With the growth of responsibility and competence, the salary of a foreign trade manager will also increase significantly.

Can someone help

JOB DESCRIPTION
SALES AND FOREIGN ECONOMIC ACTIVITIES

1. General Provisions
1.1. A specialist in sales and foreign economic activity belongs to the category of specialists.
1.2. A sales and foreign economic activity specialist is appointed and dismissed by the order of the head of the organization.
1.3. For the position
- a specialist in sales and foreign economic activity is appointed a person who has a higher professional education without presenting requirements for work experience or secondary specialized education and work experience in positions replaced by specialists with secondary specialized education for at least 3 years;
- specialist in sales and foreign economic activity II qualification category a person is appointed with a higher professional education and work experience in the position of a sales specialist or in other positions replaced by specialists with a higher professional education for at least 2 years;
- a specialist in sales and foreign economic activity of the 1st qualification category is appointed a person who has a higher professional education, work experience as a sales specialist for at least 2 years.
1.4. In his activities, a sales and foreign economic activity specialist is guided by:
- regulatory legal acts, other guidance and methodological materials related to the work performed;
- guidance and methodological documents on relevant issues;
- the Charter of the organization;
- orders, orders of the head of the organization (direct manager);
- this job description.
- labor regulations;
1.5. A sales and foreign trade specialist should know:
- regulatory legal acts, other governing, methodological materials higher and other bodies regulating the implementation of entrepreneurial and commercial activities, as well as organizations regulating foreign economic and production and economic activities;
- directions and prospects of technical, economic and social development industries and organizations;
- market economy, entrepreneurship and business fundamentals;
- market conditions;
- assortment, classification, characteristics and purpose of goods;
- the procedure and conditions for the conclusion and execution of contracts;
- pricing methods, pricing strategy and tactics;
- the basics of marketing (the concept of marketing, the basics of marketing management, methods and directions of market research, ways to promote goods to the market);
- patterns of market development and demand for goods;
- the theory of management, macro- and microeconomics, the basics of technology, organization of production, business administration;
- advanced experience in organizing and improving foreign economic activity;
- organization fundamentals advertising activities and types of advertising;
- the procedure for the development of business plans and commercial terms of agreements, agreements, contracts;
- a foreign language in the volume necessary for the work performed;
- psychology and principles of sales;
- the technique of motivating customers to buy;
- ethics business communication;
- rules for establishing business contacts;
- the basics of sociology, psychology and labor motivation;
- price lists of wholesale prices for products manufactured by the organization;
- systems of wholesale and retail trade;
- main types of distribution network (by region, by product, by type of consumer)
- methods and procedure for concluding business supply contracts;
- rules for registration of materials for the conclusion of supply contracts, sales documentation;
- the procedure for preparing claims to consumers and responses to incoming claims;
- standards and technical conditions for manufactured products (work performed, services rendered), its (their) main properties, quality and consumer characteristics;
- organization of storage facilities and product sales;
- organization of accounting of sales operations and preparation of reports on the supply of products;
- enterprise management structure;
- methods of analysis and a system for collecting, processing and transmitting information using modern technical means communications and communications, computers;
- fundamentals of labor legislation;
- rules and norms of labor protection and fire safety.
1.6. Sales and foreign economic activity specialist report directly to the Deputy Director for commercial issues, the head of the department of marketing, sales and foreign economic activity and the head of the organization.
1.7. In the event of a temporary absence of a sales and foreign economic activity specialist, his duties are performed by a person appointed by order of the head of the organization, who is responsible for their proper execution.
2. Functions
The following functions are assigned to a sales and foreign economic activity specialist:
2.1. Organization of the establishment of direct, industrial and scientific and technical ties, solving issues of industrial and technical cooperation with enterprises and firms of other countries;
2.2. Organization of preparation and participation in negotiations with foreign companies;
2.3. Organization, in the prescribed manner, of reception of representatives of foreign and domestic enterprises (firms) who have arrived to resolve issues on foreign economic activity;
2.4. Organization of collection, systematization, study and generalization of information materials on
marketing, about the economic, sales and other activities of enterprises (firms) with which
agreements on cooperation have been concluded;
2.5. Organization of product sales;
2.6. Participation in the conclusion of contracts with consumers for the supply of products;
2.7. Organization of storage facilities and timely shipment of finished products;
2.4. Control over the timely receipt of funds for sold products, fulfillment of orders, contracts;
2.5. Monitoring the implementation of contracts with the external trade organizations for the supply of products to
export and supply of products by foreign import firms.
2.6. Organization of preparation of sales reports and other necessary documentation;

3. Job responsibilities
A sales and foreign economic activity specialist performs the following duties:
3.1. Carries out work on planning and developing schemes, forms, methods and technologies for selling goods, promoting goods on the market.
3.2. Develops and organizes pre-sale activities to create conditions for the systematic sale of goods, to meet customer demand for goods.
3.3. Carries out work on the establishment, maintenance and development of progressive forms of foreign economic relations (trade and economic, industrial, scientific and technical, financial, etc.), scientific, technical and trade and economic cooperation with foreign partners (countries, organizations, etc.) ...
3.4. Participates in the definition of the general foreign economic and marketing strategy of the organization, in the development and implementation of business plans and commercial terms of agreements, agreements and contracts, and in assessing the degree of possible risk.
3.5. Studies the market for goods (analyzes demand and consumption, their motivation and fluctuations, the forms of activity of competitors) and trends in its development, analyzes market opportunities.
3.6. Collects information about the demand for goods, the reasons for its change (increase, decrease), analyzes the needs of buyers.
3.7. Identifies the most effective sectors of the market for the sale of goods, develops a set of measures to use the opportunities of the goods market.
3.8. Carries out collection, study, systematization, replenishment and storage of information materials on marketing, characterizing the economic activities of the organization, foreign organizations (firms) with which contacts have been established (agreements on cooperation have been concluded).
3.9. Develops and implements measures for organizing and creating a network for the sale of goods (development and construction of channels for the movement of goods to consumers; building relationships with wholesale and retail trade enterprises, other intermediaries; development of dealer relations).
3.10. Develops and ensures the implementation of measures for organizing and creating a distribution network abroad (development and construction of channels for the movement of goods (works, services) to consumers; building relationships with wholesale and retail trade organizations, other intermediaries; developing dealer relations; creating our own distribution structures).
3.11. Identifies potential and prospective buyers of goods (wholesale and retail trade enterprises, other intermediaries, etc.) and establishes business contacts with them.
3.12. Conducts sales negotiations with buyers in the following areas: general information about goods and their properties; introduction of criteria for evaluating goods that are significant for the sale; elimination of doubts about the disadvantageous properties of goods; informing about the demand for goods and consumer reviews of goods; identification of potential needs of buyers, etc.
3.13. Takes part in pricing, works out the psychological aspects of price negotiations, determines the ways of justifying the price, determines the forms of settlements under contracts (settlements: by letter of credit, checks, collection, by open account, bank transfers, commodity credit, payment orders, etc.), develops and applies discount schemes depending on various factors.
3.14. Conducts pre-contractual work (selection of the type of contracts: distribution, purchase and sale, etc.; determination of methods and forms of fulfillment of obligations, development of pre-contractual documentation, coordination of disagreements, analysis of customer documentation, etc.) and concludes contracts of purchase and sale, supply, etc.
3.15. Manages the organization of work on the delivery or shipment of goods to customers under the concluded contracts.
3.16. Controls payment by buyers for goods under concluded contracts.
3.17. Collects information from buyers about the requirements for the quality characteristics of goods (service life, rules of use, packaging, etc.), as well as the requirements for after-sales service.
3.18. Analyzes the reasons for the sending of claims by buyers, reclamations under concluded contracts.
3.19. Prepares the necessary source documents and materials for the preparation and conclusion of contracts with foreign partners, participates in their conclusion and support.
3.20. Supervises the implementation of contracts concluded with foreign partners for the supply of products (performance of work, provision of services), the timeliness of payment by buyers for goods, the implementation of other terms of contracts.
3.21. Organizes work on participation in international exhibition and fair events, tenders.
3.22. Participates in the preparation and organization of negotiations, meetings, meetings, seminars, receptions, etc. with representatives of the authorities government controlled, foreign partners on issues within its competence.
3.23. Interacts with third-party organizations (government bodies, customs authorities, certification bodies, the chamber of commerce, etc.) when solving issues in the field of foreign economic activity.
3.24. Creates and ensures constant updating of information bases about customers (organizational and legal forms, addresses, requisites, phone numbers, names of managers and leading specialists, financial condition, volumes of purchases, volumes of sales, timeliness and completeness of fulfillment of obligations, etc.).
3.25. Keeps in touch with regular customers, renegotiates contracts with them.
3.26. Analyzes sales volumes and prepares reports on the results of the analysis for presentation to a superior official.
3.27. Organizes the preparation of batches of products for shipment to consumers in deadlines and in full;
3.28. Takes measures to ensure the timely receipt of funds for the products sold;
3.29. Takes part in: conducting marketing research to study the demand for the organization's products, the prospects for the development of sales markets; organization of exhibitions, fairs, trade shows and other events for product advertising; consideration of consumer claims received by the organization and preparation of responses to the claims filed, as well as claims to consumers in case of violation of the terms of contracts (delay in acceptance, payment, etc.);
3.30. Provides: accounting for the fulfillment of orders and contracts, shipment volumes, balances of unsold products, timely execution of sales documentation, preparation of the stipulated reports on sales (supplies), as well as reports on the implementation of sales plans;
3.31. Organizes the preparation of orders, summary orders and nomenclature delivery plans;
3.32. Organizes the accounting of orders, orders and specifications submitted by consumers, checks the compliance of the volumes and nomenclature of ordered products with production plans, as well as contracts, applicable standards, technical specifications and other regulatory documents
3.33. Carries out activities to form consumer demand for goods, stimulate sales, coordinates the certain types advertising campaigns, ensures the participation of the enterprise in product presentations, fairs and exhibitions.
3.34. Takes part in solving the issues of forming and changing the directions of development of the product range.
3.35. Keeps the relevant reporting.

4. Rights
A sales and foreign trade specialist has the right to:
4.1. To get acquainted with the draft decisions of the organization's management concerning its activities.
4.2. Make suggestions for improving the work related to the responsibilities provided for in this job description.
4.3. Within the limits of their competence, inform the immediate supervisor about all shortcomings in the activities of the organization ( structural unit, individual employees) identified in the course of the performance of their duties, and make proposals for their elimination.
4.4. Require the management of the organization to assist in the performance of their duties.
4.5. Sign and endorse documents within their competence.
4.6. Submit for consideration by the head of the organization ideas about the appointment, relocation, dismissal of employees of the marketing, sales and foreign economic activity department, proposals for their encouragement or imposition of penalties on them.

5. Performance evaluation and responsibility
5.1. The results of the work of a sales and foreign economic activity specialist are assessed by the head of the organization.
5.2. The salesperson is responsible for:
- non-fulfillment (improper fulfillment) of their official duties;
- non-observance of the internal labor regulations, rules and norms of labor protection and fire safety;
- causing material damage organizations - in accordance with applicable law.

Who is a foreign economic activity manager (abbreviated as foreign economic activity) and what does he do during the working day? The profession, by the way, is very interesting, but first things first.

I got into it, however, quite by accident. I have an economics education and a good knowledge of English. I've always wanted to somehow combine it. By the way, specialists who know 2-3 foreign languages are now very much appreciated: English is a must, Chinese is a very common requirement, then German and, oddly enough, Italian.

Why knowledge of languages and can you do without them?

You can get by if the foreign company employs specialists who speak Russian. I was lucky because we collaborated with a huge factory in Wiesbaden, where there was a whole department formed from Russians who, by the will of fate, ended up in Germany. But luck is not always. I had to cooperate with factories in Austria, Germany, Great Britain and Italy. And there, without knowing the language, nothing would have happened. Moreover, you need to be ready to conduct long-term correspondence in a foreign language and communicate by phone.

What is the essence of the work?

What does a foreign economic activity manager do? It really boils down to this: you have an order for products that are produced abroad. Your task is to find such a product and bring it into the territory of your country as quickly and as cheaply as possible.

This is how the search and long negotiations with potential suppliers begin. It is necessary to analyze the characteristics of products, compare prices, estimate how much transportation may cost. For example, it is easy to deliver goods from Austria or Germany: there are many carriers working in this direction, and it will be easy and accordingly cheap to find a car that is suitable in size. If you bring it from Great Britain, it is more difficult to find a car here, and you will have to pay 2-3 times more for it. This is the math.

Plus, you need to understand what this product consists of. After all, it depends on how much duty will need to be paid at customs. Quite often we have to deal with the fact that products for the same purpose have a different composition. This means that the duty can fluctuate in the range of 5-10%. The foreign economic activity manager must also make the correct calculations here. After all, a mistake will cost a firm dearly.

Communication with different departments and services

As a manager for foreign economic activity, I had to communicate with different departments. To understand whether you have found the right product, you need to constantly keep in touch with specialists. And yes ... translate the sometimes tedious technical instructions.

It is great if the company has a lawyer who will make international contract for the delivery of cargo. But this is not always the case. Therefore, the foreign economic activity manager also has to understand legal issues: terms of payment, delivery, return, etc. Accountants need to be given clear instructions on when and how much to pay partners.

Most often, foreign trade managers do not work directly with customs. For this, there are customs brokers who accept documents from the company and, on their basis, draw up a customs declaration.

In addition, you need to understand the logistics and understand: what parameters of the cargo, what car should be hired for transportation, so that the cargo would fit corny, and there would be no overweight, which route the car would take and through which border crossing, so that it would be more convenient, faster and cheaper.

Registration permits import of products is also the task of the foreign economic activity manager. Therefore, you have to run around in different instances and fill out a lot of different papers in order to get the necessary permission.

Customs clearance of cargo

This is the final stage. It means that the goods were selected correctly, the accounting department made the payment, everything was safely shipped at a distant factory abroad, the carrier crossed the border crossing and the cargo successfully arrived at its destination. With good preliminary preparation the cleaning itself takes place during the day. The broker prepares a customs declaration, and the entire package of documents is transferred to customs. There they are checked by specialists and give a conclusion that everything is fine with the cargo and it can be unloaded at the consignee's warehouse.

When the acceptance of the goods is successful and what is written converges with what arrived in reality, you can safely sign the documents to the carrier and let the car go. That's it, the deal is closed, and the work of the foreign economic activity manager has been successfully completed.

Features of work and pleasant bonuses

You can import the same product for years according to a knurled pattern - this is very convenient. It may happen that the goods are completely different and are imported for the first time, then you need to think about what permits to issue and what documents to prepare. The manager can have one customs clearance (customs clearance) per month or five or six. And they are all completely different. You never get bored.

So the profession of a manager of foreign economic activity is suitable for those people who like to be constantly on the move and communicate a lot. At the same time, static is not alien to them: after all, you need to remember that you will have to work with a huge number of documents, and mistakes are very expensive.

And a bonus ... For example, now I have a lot of good friends in Europe. The position obliged me to ride international exhibitions abroad to represent their country at the booth of our suppliers. Let's just say: the sensations are amazing and from communicating with interesting people, and from Europe too)))

This is the job of a foreign trade manager. As for me, very interesting and my favorite.

Business with foreign partners, access to international markets- signs of successful development of any company, which testify to its prestige and solidity.

A specialist in foreign economic activity (FEA), leading this direction, must have a sum of qualities that go beyond only business.

For example, for successful work with foreigners it is necessary to know well not only the language, but also business and everyday ethics, traditions of the countries with citizens of which you have to deal.

The globalization of the economy leads to the constant expansion of international economic contacts. In such conditions, the profession of a foreign economic activity manager becomes more and more important.

The specifics of the activity of such a specialist implies constant communication with foreign partners, the expansion of international business contacts, the diplomatic defense of the company's interests in relations with foreign counterparties.

A foreign economic activity manager is a specialist in such a profile in which it is very difficult for him to find a worthy replacement, especially if we take into account the established personal contacts with foreign partners.

The main duties of a foreign economic activity manager

Formation and expansion of the circle of foreign business partners
Negotiating with foreign partners and concluding contracts
Registration of documents for international shipping goods
Customs declaration of goods
Tracking the movement of money and goods on contractual transactions
Market monitoring, identification of promising areas of the company

The work of a foreign economic activity manager is responsible and intense. Any omissions and errors in it are fraught with serious financial losses, therefore, responsibility, attentiveness and the ability to foresee the situation in cases of making various decisions are the essential qualities of a foreign economic activity manager.

Analytical skills should be combined with communication skills, excellent memory and fluency in at least English.

Requirements for candidates for the position of foreign economic activity manager

The main requirements are:

Higher education (international economics, economic, technical)
Spoken and written English
PC proficiency (advanced user)
Good knowledge of customs legislation
Activity, ability to be convincing in communication
Communication skills
Initiative, result orientation, dedication
Ability to work on long business trips
Stress resistance, endurance

Preference for hiring is given to candidates with experience of work, preparation, conclusion and maintenance of contracts.

If the applicant has no experience, but has promising qualities, you can start with logistics, secretary or assistant in the foreign economic activity department. With absence basic education you can take special courses for foreign trade managers to get the basics of the profession, without which work in this area is simply impossible.

Typical foreign trade manager, working conditions and remuneration

Some statistics characterizing a typical representative of this profession.

Foreign trade managers:

Age - 25-40 years old
Higher education - 90%
Speak English fluently - 80%
Graduated from specialized courses in foreign economic activity - 75%
Just over 50% of employees are women
Full employment, social plastic bag, probation, office work

Salary is assigned individually and depends on vocational training and the personal qualities of a specialist. The size wages experienced professionals successfully working in the profession for three years in large companies, often amounts to several thousand dollars.

Foreign economic activity manager is a promising and very interesting position, the success in which is determined solely by the abilities, the level of professional training and the desire to be as useful as possible to your company.