la Figura del Gestor de Exportaciones
Uno de los profesionales necesarios para entrar en los mercados exteriores es el Gestor de Exportación, el único capaz de ayudar a la empresa a sentar las bases de una sólida estrategia internacional. Averigüemos juntos qué hace y por qué no puedes prescindir de él.
El Gestor de Exportaciones representa una figura profesional indispensable. Las exportaciones y las inversiones en mercados extranjeros potencialmente crecientes representan algo que toda empresa debe considerar para poder dar más crecimiento a su negocio.
La delicada tarea de un profesional como el Export Manager es velar por los intereses de la empresa antes y después del gran paso al extranjero. “Look before you leap«, como dice el refrán anglosajón: antes de emprender el vuelo, conviene considerar todas las posibles consecuencias, las variables en juego y la dirección correcta en la que moverse para aterrizar de la mejor manera posible.
Quién es y qué hace el Gestor de Exportaciones
El Export Manager, temporal o permanente, es una figura que se ocupa del análisis de los mercados exteriores y de la planificación de una línea de empresa que pueda permitir la introducción de un producto o servicio en estos mercados. Sus tareas consisten en identificar los países que mejor podrían adaptarse a los productos o servicios de la empresa, desarrollar un plan de marketing adecuado al país de destino, configurar las políticas de la empresa adaptándolas a un determinado mercado y definir estrategias que puedan facilitar la entrada de un determinado producto o servicio en mercados cultural y económicamente muy diferentes del nuestro.
El Export Manager también planifica y organiza la red de distribución del producto/servicio en el país extranjero, estipula y celebra acuerdos comerciales e institucionales con socios locales (empresarios, oficinas comerciales, operadores extranjeros del sector).
IBS Italia es una empresa que ofrece una amplia gama de servicios integrados desde 2004 y es capaz de seguir todo el proceso de internacionalización tanto en nombre de empresas como de particulares. Para más información, rellene el formulario de esta página y un experto se pondrá en contacto con usted.
Para ello, debe conocer la dinámica de la venta en el extranjero, ser capaz de interpretar los movimientos del mercado exterior, relacionarse con las estructuras y los actores presentes en la escena internacional, con una buena capacidad de adaptación a las diferentes realidades culturales con las que entre en contacto, conocer con fluidez el inglés y posiblemente la lengua del país de la zona geográfica en la que tendrá que operar, tener ya experiencia en negociaciones de venta y estar disponible para viajar con frecuencia.
En otras palabras, se trata de un profesional especializado en la internacionalización de empresas, que está especialmente familiarizado con las tendencias del mercado mundial y que sabe exactamente qué hacer para convertir una empresa local en una internacional.
Riesgos sin un especialista
La respuesta es sencilla: pone en peligro la supervivencia de su empresa fuera de España. En el escenario actual, el éxito de una empresa es directamente proporcional a su capacidad para estructurarse e imponerse en la escena mundial.
Para que la internacionalización de las empresas españolas sea algo más que una mera declaración de intenciones se hace imprescindible intervenir sobre la organización empresarial. Sólo una estructura fija de gestión de las exportaciones puede hacer de la exportación una palanca de competitividad y crecimiento a medio y largo plazo.
Fuente: por el equipo editorial de Exportiamo, redazione@exportiamo.it editado y traducido por info@exportamos.info
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