Position : Head – Exports - International Sales

LOCATION: AHMEDABAD (GUJARAT)

Specialization: Coatings & Composits (Resins)

Department: International Business / Exports

Designation: Head – Exports

Reporting To: CEO / Head of Sales

Location: Ahmedabad / As per company requirements, with international travel as required

Business Segments: Coatings and Composites

1. Job Purpose To lead and drive the company's international business growth across the Coatings and Composites segments by developing new markets, expanding existing customer relationships, identifying recent business opportunities, and increasing export revenue and profitability.

The incumbent will be responsible for developing and executing the international sales strategy across the Middle East, Africa, Asia Pacific and neighbouring countries and other potential markets. The role requires a strong blend of commercial acumen, technical product knowledge, new product development capabilities, international business expertise, and operational excellence in export execution.

The position will also ensure coordination with CHA, efficient logistics, regulatory compliance, timely shipments, and seamless coordination across internal and external stakeholders.

- Key Roles and Responsibilities

A. International Sales and Business Development

 Develop and execute the international sales strategy for Coatings and Composites products,

aligned with the company'S business growth and profitability objectives.

 Expand the company's presence in existing export markets and establish business in new geographies, including the Middle East, Africa, and neighbouring countries.

 Identify and develop new customers, distributors, agents, channel partners, OEMs, and strategic business relationships.

 Drive customer acquisition, account development, market penetration, and long-term business partnerships.

 Develop territory-wise business plans, sales forecasts, revenue targets, and customer acquisition strategies.

 Monitor international market trends, competitor activities, pricing benchmarks, customer requirements, and emerging business opportunities.

 Negotiate commercial terms, pricing, payment conditions, annual contracts, and supply agreements to achieve sustainable business growth and margins.

B. Technical Sales and New Product Development

 Demonstrate strong technical understanding of specialty resins and their applications in the

Coatings and Composites industries.

 Lead technical selling by understanding customer formulations, application requirements,

performance expectations, and product specifications.

 Collaborate with R&D;, Technical Services, Quality, Production, and Marketing teams to develop products tailored to international customer requirements.

 Drive the complete new product development process, from identification of market needs and customer trials to product validation, commercialisation, and repeat business.

 Coordinate customer sampling, technical presentations, product trials, application testing, and resolution of technical complaints.

 Identify opportunities for product differentiation, value-added solutions, and expansion into high-potential applications and markets.

 Translate customer feedback and market intelligence into actionable product development and innovation initiatives.

C. International Market Development and Customer Relationship Management

 Conduct market mapping, identify potential customer segments, assess market attractiveness,

and develop territory-specific entry strategies.

 Build and maintain strong relationships with international customers, distributors, consultants,

and business partners.

 Undertake international customer visits, exhibitions, trade fairs, industry conferences, and business development meetings.

 Evaluate and appoint suitable channel partners and distributors, where appropriate, and monitor their performance.





 Develop customer-specific growth plans to improve customer retention, wallet share, and long-

term business value.

 Establish a structured system for tracking leads, enquiries, quotations, samples, customer trials,

orders, and conversion ratios.

D. Commercial, Legal and Financial Management

 Possess sound knowledge of international trade practices, export documentation, Incoterms,

Letters of Credit, bank guarantees, foreign exchange exposure, and international payment mechanisms.

 Evaluate customer creditworthiness, payment risks, commercial exposure, and country-specific business risks.

 Ensure appropriate commercial terms and contractual safeguards in international sales agreements.

 Work closely with Finance, Legal, Taxation, and banking partners on export payments, foreign exchange realisation, credit control, and applicable regulatory requirements.

 Ensure compliance with applicable Indian export regulations, customs requirements, Foreign

Trade Policy, DGFT procedures, GST/export documentation requirements, and relevant destination-country regulations.

 Understand applicable product registration, chemical regulatory, labelling, safety data sheet,

and other product-specific requirements in target markets.

 Monitor export incentives, trade agreements, customs duties, sanctions, and other developments that may affect international competitiveness, wherever applicable.

E. Export Operations, Logistics and Documentation

 Oversee the end-to-end export order execution process, from order confirmation and production coordination to dispatch, shipment, documentation, and payment realisation.

 Ensure accurate and timely preparation and submission of export documents, including commercial invoices, packing lists, shipping bills, certificates of origin, bills of lading, and other applicable documents.

 Coordinate air and sea shipments, freight forwarders, customs brokers, shipping lines,

transporters, and other logistics service providers.

 Develop cost-effective and reliable logistics solutions while maintaining delivery commitments,

product quality, and customer service standards.

 Evaluate freight rates, shipping routes, container utilisation, transit times, insurance, and logistics service provider performance.

 Coordinate with Production, Planning, Quality, Stores, Dispatch, Finance, and Customer Service to ensure timely order fulfilment.

 Ensure appropriate packaging, labelling, product identification, and handling requirements for international transportation of chemical products.

 Proactively resolve shipment delays, documentation discrepancies, customs clearance issues,

and customer delivery escalations.

F. Cross-Functional Leadership and Team Management

 Build, lead, and develop a capable international sales and export operations team.

 Establish clear goals, responsibilities, performance measures, and accountability for the team.

 Work collaboratively with R&D;, Production, Quality, Supply Chain, Finance, Legal, and senior management to achieve business objectives.

 Promote a customer-centric, commercially disciplined, and collaborative working culture.

 Provide regular updates to senior management on sales performance, market development,

customer pipelines, export profitability, and business risks.

3. Key Performance Indicators (KPIs)

The incumbent's performance will be assessed against the following parameters:

- Export Revenue Growth: Achievement of annual and territory-wise export sales targets.
- Profitability: Gross contribution and profitability of export business.




- New Market Development: Successful entry into new countries, regions, and customer segments.
- New Customer Acquisition: Number and quality of new customers converted into commercial business.
- Existing Customer Growth: Customer retention, repeat orders, and account growth.
- New Product Commercialisation: Successful conversion of product development initiatives,

trials, and samples into commercial orders.

- Sales Pipeline Conversion: Enquiry-to-quotation, sample-to-trial, and trial-to-order conversion rates.
- Export Execution: On-time shipment, documentation accuracy, and adherence to committed delivery schedules.
- Receivables and Risk Management: Timely payment realisation, adherence to credit terms, and control of overdue receivables.
- Customer Satisfaction: Resolution of complaints, technical support effectiveness, and customer feedback.
- Compliance: Adherence to applicable export, customs, contractual, and product-specific regulatory requirements.
- Team Effectiveness: Achievement of team objectives, cross-functional coordination, and capability development.

4. Educational Qualifications and Experience

 Bachelor's degree in Engineering, Chemistry, Chemical Technology, Business Administration, or a related discipline.

 MBA or postgraduate qualification in International Business, Marketing, Sales, or Supply Chain

Management will be an advantage.

 Minimum 12 years of experience in international sales, export business development, or international business leadership, preferably within specialty chemicals, resins, coatings,

composites, or allied chemical industries.

 Demonstrated experience in developing international markets, acquiring new customers,

negotiating commercial agreements, and managing export operations.

 Experience in technical sales, application-based selling, and coordinating new product development with R&D; and technical teams.

 Practical understanding of international logistics, customs procedures, export documentation,

trade finance, and regulatory compliance.

5. Required Competencies

Commercial and Strategic

 Strong business development orientation with a demonstrated ability to identify and convert recent opportunities.

 Excellent negotiation, pricing, margin management, and commercial decision-making skills.

 Strategic thinking, market intelligence, and international business planning capabilities.

Technical and Product

 Strong understanding of specialty resins and their applications in coatings and composites.

 Ability to communicate product value propositions and technical benefits to international customers.

 Strong customer application understanding and new product development orientation.

International Business and Communication

 Excellent written and verbal communication skills in English.

 Strong presentation, interpersonal, negotiation, and relationship management skills.

 Ability to work effectively across countries, cultures, time zones, and diverse business environments.

 Confidence in conducting international customer meetings, technical discussions, and commercial negotiations.

Operational and Leadership

 Strong knowledge of export documentation, air and sea freight, customs clearance, and logistics management.

 Sound understanding of legal, financial, contractual, and regulatory aspects of international trade.

 Strong analytical, planning, problem-solving, and decision-making capabilities.

 High ownership, execution discipline, teamwork, integrity, and customer focus.

- Expected Outcomes The Head – Exports is expected to establish a sustainable and profitable international business for

Speciality Resins by expanding the global customer base, increasing market penetration, strengthening technical and commercial customer relationships, accelerating new product commercialisation, and ensuring reliable, compliant, and cost-effective export operations.

📌 Head - International Sales (Coatings&Composits)-Ahmedabad
🏢 Atop Consultants
📍 Ahmedabad