International Sales Manager

Reputed Alloy Steel Manufacturing Company · India

Location: Delhi, with extensive international travel

Reports to: GM Sales & Marketing / Head of Sales

Sectors: Defence, Oil & Gas, Mining, Railways, Nuclear, Aerospace, Capital , Agricultural, Engineering goods

Products: Hot rolled bars, open-die forgings, bright bars, quenched & tempered bars, shafts, and machined components

Role Purpose

Drive expansion of Kisco's export footprint — new territories and new customers — in support of the company's export growth target, working within pricing and commercial frameworks set by the GM Sales & Marketing, to whom this role reports.

Business Context

• Exports currently ~20% of company revenue; target is to grow this to 40%.
• Priority markets: Europe (incl. UK), Southeast Asia, Latin America, Middle East & GCC (incl. UAE) , Russia
• USA: secondary / opportunistic. Indian steel exports currently face Section 232 duties without the preferential caps extended to the EU, UK, Japan and Korea; revisit as tariff conditions evolve (current temporary structure runs through Dec 2027).

Key Responsibilities

1. Market Intelligence & Selection

• Use DGFT export data and customs-level trade databases (e.g. ITC Trade Map, Ex-im, Volza/Panjiva-type sources) to identify buyer volumes, pricing and competitor shipment patterns for Kisco's specific product forms.
• Track sector-specific demand cycles — rail/infrastructure procurement, oil & gas capex, mining, and regulated market tariff shifts — across the priority regions.

2. New Business Development & Execution

• Identify and onboard OEMs, Tier-1 contractors, distributors and agents in target sectors and regions.
• Own the full deal lifecycle: technical proposal, quotation, negotiation, contract, export documentation, logistics and customs clearance.

3. Commercial & Pricing Authority

• All pricing must clear Kisco's costing methodology as a floor — no order is booked at a loss.
• Above that floor, pricing is guided by the customer's ability to pay rather than strict cost-plus.
• Pricing decisions require GM Sales /MD sign-off initially; independent pricing authority (still bounded by the cost floor) is earned as a track record of new territory and customer growth is demonstrated and previous pricing set with existing customer.

4. Trade Compliance

• If required, knowledge of DGFT's licensing regime for defence/nuclear-adjacent exports, and end-user certificate requirements like SCOMET etc.
• Region-specific regulatory awareness across the priority markets, and AS9100-linked documentation for aerospace customers .

5. Collections Support

• Coordinate with the GM Sales & Marketing and Finance on receivables and credit-term adherence for owned export accounts wherever required.

6. Relationship & Brand Building

• Represent Kisco at international trade shows and exhibitions in priority regions; build relationships with buyers, trade bodies and, where relevant, procurement counterparts in defence/nuclear-adjacent programs.

Success Metrics (KPIs)

• Number of new territories entered.
• Number of new customers onboarded — measured at order booking, not pipeline stage.
• Contribution to company-wide export share growth (20% → 40%).
• Zero orders booked below the costing floor.
• Compliance with SCOMET and destination-market trade regulations.

Candidate Profile

• Bachelor's degree in Business Administration, International Business, Marketing or related field; MBA or International Trade specialization preferred.
• Minimum 8 years in business development / export sales, ideally in steel or manufacturing.
• Prior exposure to regulated-market exports and export documentation strongly preferred; SCOMET/DGFT licensing familiarity is a differentiator.
• Strong analytical ability — comfortable working with trade data to identify and prioritize markets.
• Excellent English communication and negotiation skills; comfortable using translation tools for non-English-speaking counterparts.
• Valid passport and visa eligibility for extensive travel across Europe, Southeast Asia, Latin America and the Middle East.

Eligibility & Travel

• Valid passport; visa-eligible across target regions (standard post-offer background verification applies, per company policy).
• Willingness for frequent international travel and flexible hours across time zones.