What are the duties of a Temporary Export Manager (TEM)? How can it support Italian companies in their international growth?
This figure is often mentioned when talking about exporting or internationalizing companies, yet for many companies it is still unclear exactly what functions a Temporary Export Manager performs. Even more, it is unclear why a TEM may be of crucial importance to all those companies that want to Expand their business abroad.
In this article we will clarify what the duties of this position are, so that you can understand whether it is also necessary for your business, in case you want to optimize your business activities.
Let's start with a fundamental concept: this professional role deals with Everything related to a company's foreign market. By “everything,” we refer to the series of processes that, starting with the formulation of ad hoc strategies, then go on to cover the actions necessary to establish the company's presence in the international arena.
A Export Manager must also be able to design projects that include not only maintaining the results achieved, but also aiming to Generate higher and higher profits. In fact, this figure becomes crucial in planning all corporate growth processes involving foreign countries, which is why he generally works closely with the top management of the company. Specifically, his activities can be summarized as follows.
That is, to identify the countries you wish to target for the sale of your products. This assesses the potential demand for the products you want to sell from a specific market. This research also includes all information regarding any charges, such as tax and customs charges. This preliminary analysis is carried out taking into account the company's target customers, and keeping in mind the geopolitical landscape in which all export actions will have to take shape. In addition, a risk assessment must be carried out, so that all those steps can be taken to minimize it as much as possible.
This means formalizing, within the company's business plan, the activities to be undertaken to internationalize the company, either for the first time or to address new markets. This elaboration includes the definition of the objectives and the timeline for their implementation, as well as the choice of the figures to be involved and their tasks, and the budget to be allocated to the project. The strategy set by the Temporary Export Manager must also include ways of action to counteract competitors, and the implementation of a wide-ranging marketing plan, including the optimization of digital presence, such as that derived from social channels. Another aspect that will be addressed is that related to the brand's website, which will have to be particularly well taken care of, even after the product launch. Indeed, the company's online platform is crucial for generating new leads and conversions, and also for conveying greater trust to all customers;
To identify the best techniques that can promote the foreign trade of one or more products. Each sales methodology must be carefully designed, and implemented always with the results of the preliminary analysis and export strategy in mind. In particular, a sales timeline that can keep up with the purchasing timeline will have to be ensured. Especially for the foreign market, it is essential that customers receive the goods they have bought as quickly and accurately as possible;
To have full control over product purchasing trends, post-purchase feedback, and logistics from the acquisition of goods to their shipment. The Temporary Export Manager will also be able to deal with the acquisition of certain certifications that are valid for the relevant foreign markets, and any commercial contracts with companies in the area (and also distributors and agents) to facilitate sales processes.
As the role of export manager is becoming increasingly crucial, they are numerous government calls and actions for help enterprises in its acquisition. To better regulate this figure and its competencies, a specific standard was also implemented, the UNI Standard 11823:2021.
Through this document, it is possible to derive the specific responsibilities that can support the professionals involved in internalization by precisely defining their duties.
If you want to expand your business in the foreign market, whatever sector you operate in, the use of a Temporary Export Manager is almost a given. As we have seen, this figure supports your company in setting up an internalization strategy and putting it into practice, monitoring every step of this process.
All this, starting from the analysis and identification of more profitable markets, to the actual marketing in foreign countries by setting up an effective distribution network.
Do you want to transform your business from local to international? Hiring a Temporary Export Manager will allow you to minimize risk and approach a new, more current and strategic way of doing business.
At Octagona, we have in our team figures of. Temporary Export Manager, which are aimed at all those businesses intent on increasing their business, through expansion into foreign markets.
To get more information, you we invite you to contact us. We will get back to you quickly, providing all the clarification you need.
Also take a look at the Companies we have helped internationalize: you too could be among them, to your and our full satisfaction.
The Temporary Export Manager is responsible for everything related to the company’s foreign market. He starts by defining tailored strategies, then follows through with actions to consolidate the international presence. He also develops projects to maintain results and increase profits, working closely with the company’s top management.
The main activities of a TEM are four: analysis of the international market, development of the export strategy, development of the sales methodology, and monitoring of sales. Together, they cover the selection of target countries, the planning of objectives, timelines, and budgets, commercial techniques, and order control, feedback, and logistics.
The analysis of the foreign market identifies the countries to focus on and assesses the potential demand for the products. It includes information on tax and customs charges, the target customer base of the company and the geopolitical context. It also includes a risk assessment, to adopt measures that allow it to be reduced as much as possible.
The export strategy enters the company’s economic plan and defines objectives, timelines, and the roles and responsibilities involved. It also outlines how to counter competitors and a comprehensive marketing plan, with digital presence on social media and a well-maintained website to generate leads, conversions, and trust.
The role of the Export Manager is governed by UNI 11823:2021. The document defines precisely the tasks and responsibilities of internationalization professionals. Since the role is increasingly strategic, there are also government tenders and actions that help companies hire this figure.
It is advisable to use a Temporary Export Manager when a company wants to expand into foreign markets, regardless of the sector in which it operates. The TEM sets the internationalization strategy and implements it, monitoring every phase. It helps identify the most profitable markets, build a distribution network, and minimize the risks of transitioning from local to international operations.
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