Senior Sales Manager - Export - Analytical Instrument

Department: International Sales & Business Development

Location: Head Office / Hybrid (with travel)

Job Purpose

The Export Sales Manager will be responsible for driving business growth, managing distributor networks, and expanding the company's market presence for analytical instruments (e.g., chromatography, spectroscopy, laboratory automation, or life science instruments) across international territories. This role requires a blend of technical understanding, international market compliance, and aggressive B2B sales strategy.

Key Responsibilities

1. International Business Development

- Identify, evaluate, and penetate new geographic markets for our range of analytical instruments.

- Formulate and execute strategic sales plans to achieve company-defined export targets and revenue goals.

- Conduct market research to analyze competitor offerings, pricing strategies, and emerging international laboratory trends.

2. Distributor & Channel Management

- Appoint, train, motivate, and manage a robust network of international distributors and agents.

- Set clear annual sales targets for distributors and conduct regular performance reviews.

- Provide distributors with necessary technical literature, sales tools, and marketing support.

3. Technical Sales & Key Account Management

- Engage with key institutional buyers, research laboratories, universities, pharmaceutical companies, and industrial testing facilities globally.

- Present high-level technical presentations and product demonstrations to scientists, lab managers, and procurement heads.

- Lead tender management processes for international government and institutional projects.

4. Export Compliance & Logistics Coordination

- Oversee the end-to-end export process, ensuring strict compliance with international trade laws, customs regulations, and dual-use technology export controls.

- Collaborate with the logistics and finance teams to manage shipping terms (Incoterms), Letters of Credit (LC), bank guarantees, and international payment terms.

Required Qualifications & Skills

- Education: Bachelor's degree in Biotechnology, Chemistry, Instrumentation Engineering, or a related scientific discipline. An MBA in International Business or Marketing is highly preferred.

- Experience: 5-8 years of B2B sales experience in the analytical instruments, laboratory equipment, or life sciences industry, with at least 3 years dedicated to export sales/international business development.

- Technical Expertise: Sound knowledge of analytical techniques and equipment (e.g., HPLC, GC, UV-Vis, Mass Spectrometry, or Material Testing equipment).

- Regulatory Knowledge: Deep understanding of global trade documentation, Incoterms, international payment cycles, and regulatory standards (CE, FDA, ISO).

- Soft Skills: Strong cross-cultural communication, negotiation, and relationship-building skills.

- Travel: Willingness to travel internationally (up to 30-40% of the time) for client meetings and international trade exhibitions.

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