The Export Sales Director is responsible for the global management, performance, and development of the brand’s distributor network. The role owns the export business end-to-end, from distributor strategy and performance management to partner selection, contract negotiation, and long-term market development.
With a strong commercial and strategic focus, the Export Sales Director is expected to unlock growth in existing markets by reassessing distributor fit and performance, while also expanding into new markets where a distributor model is the most effective route to scale, taking into account local compliance, tax, and operational constraints.
The role plays a critical part in shaping the brand’s global footprint and ensuring consistent execution of its positioning across international markets.
Key Responsibilities
* Own and manage the global distributor network across all export markets
* Act as the primary point of contact for distributors, ensuring structured, professional, and consistent relationships
* Define and monitor distributor KPIs (revenue, distribution, brand execution, inventory, compliance)
* Lead regular performance reviews, including revenue reporting, forecasting, and action plans
* Ensure timely and accurate distributor invoicing in coordination with Finance
2. Joint Business Planning & Market Development
* Develop and manage annual and multi-year Joint Business Plans (JBPs) with distributors
* Align local market strategies with the brand’s global positioning, image, and commercial priorities
* Define distribution strategies by market (channels, doors, assortment, pricing)
* Identify opportunities to accelerate growth through improved execution, footprint expansion, or strategic refocus
* Identify markets where the current distributor setup is underperforming or misaligned with the brand’s ambition
* Lead distributor replacement processes, particularly in Asia and Australia, including market assessment and partner exit strategies
* Proactively identify and evaluate new distributor partners in existing or new markets
* Build robust business cases and 3-year development plans for new partnerships
* Assess partner capabilities across commercial, operational, financial, and brand criteria
* Lead negotiations on commercial terms, cost structures, and contractual frameworks
* Define and agree pricing architecture, margins, marketing contributions, and investment levels
* Ensure contracts support sustainable, profitable growth for both parties
* Work closely with Legal and Finance to ensure compliance and risk management
5. Market Entry Strategy & Business Model Adaptation
* Identify new market opportunities where a distributor model is the most effective route to entry
* Adapt the export business model to local regulatory, tax, and compliance requirements
* Define go-to-market strategies for new countries, including timing, scale, and investment level
* Support operational setup in new markets (logistics, compliance, onboarding)
6. Cross-Functional Leadership & Internal Alignment
* Act as the export business lead internally, coordinating closely with
* Marketing
* Supply Chain & Operations
* Finance & Legal
* Ensure internal teams are aligned on market priorities, forecasts, and execution constraints
* Provide clear visibility on export performance, risks, and opportunities to senior management
7. Strategic Contribution & Growth Agenda
* Contribute to the definition of the brand’s international growth strategy
* Continuously assess market potential, competitive landscape, and distributor effectiveness
* Proactively propose strategic initiatives to scale export revenue and improve profitability
* Build a scalable export framework to support long-term growth
Core Competencies & Skills
Commercial & Strategic
* Strong experience managing international distributors in a B2B or brand-led environment
* Proven ability to scale export or international business across multiple regions
* Strong strategic thinking with hands‑on execution capability
* Excellent financial and business case acumen
Negotiation & Partnership Management
* Proven track record of negotiating complex commercial agreements
* Ability to manage difficult conversations, including distributor exits or restructurings
* Strong partnership mindset, balancing brand control and local entrepreneurship
International & Market Expertise
* Deep understanding of international market dynamics, particularly Asia-Pacific
* Experience navigating regulatory, tax, and compliance challenges across markets
* Ability to adapt business models to local realities while protecting brand integrity
Leadership & Influence
* Strong cross‑functional leadership skills without direct line management
* Ability to influence senior internal and external stakeholders
* Structured, clear communicator, both internally and externally
Personal Attributes
* Highly autonomous and accountable
* Results‑driven, with a strong ownership mindset
* Comfortable operating in ambiguity and building frameworks from scratch
* Culturally agile, with a global mindset
Experience & Education
* 8–12+ years’ experience in international sales, export, or distributor management
* Experience in premium, luxury, or brand‑driven environments preferred
* Proven exposure to Asia‑Pacific markets strongly preferred
* Fluent English required; additional languages a plus
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