Exportconsultant: here's how an Interim Export Manager works
Over approximately fifteen years working as an Interim Export Manager, I have supported around one hundred industrial SMEs through a highly hands-on approach, always operating directly on behalf of the companies I work with.
Before becoming an Interim Export Manager, I worked first as an Export Manager and later as Sales and Marketing Director within industrial companies.
Most of the Industrial Companies I support are small and medium-sized manufacturing businesses (SMEs), almost always characterised by:
a lack of resources specifically dedicated to export development;
no dedicated senior export management structure, with most decisions concentrated in the hands of the owner, who is often my main point of contact;
limited communication and branding activities;
low market visibility;
a strong concentration on a limited number of industries and customers;
high commercial risk resulting from customer concentration;
greater vulnerability when their traditional markets stagnate;
previous experience with export consultants or Interim Export Managers;
a strong focus on products and technologies, often supported by solid technical arguments that can be effectively leveraged in the market.
Projects generally run for approximately twelve months. However, I have also been working with one client for eight years — a collaboration through which I won the 2025 International Manager of the year award — and with another for three years. Both companies operate in the mechanical engineering industry.
my specialisation is business development with International OEMs.
My average commitment is around three/four days per month. The required investment is therefore generally sustainable for companies with annual revenues of at least five million €.
The main needs I am usually asked to address include:
diversifying the international customer base;
differentiating the company from a large number of competitors by strengthening and defining its corporate identity;
increasing revenue over the medium term;
diversifying into new industrial sectors.
What are the main phases of an Interim Export Manager project?
How does an Interim Export Manager actually work?
In my case, a project is divided into two main phases: business development planning and the operational search for and acquisition of international customers.
The job includes analysing the company's offering, selecting priority industries and countries, profiling potential customers, contacting buyers and technical departments, and supporting commercial negotiations.
Phase 1. Business Development Planning
reviewing and, where necessary, developing the content and tools required for effective communication — particularly the company website and newsletters — with the aim of generating interest, especially within the direct OEM channel through lead generation activities;
analysing the company's strengths and developing a clear value proposition, so that its message is aligned with the priorities and expectations of potential customers;
analysing, discussing and profiling the industrial sectors to be developed, starting with those in which the company can demonstrate specific experience and a proven ability to meet the needs of customers operating in those industries;
assessing the current performance and medium-term development trends of the selected industries in order to identify those offering the strongest growth potential;
identifying the main countries in which the selected industries are most highly developed.
Phase 2. Business Development and Lead Generation
researching potential customers — primarily OEMs — through the direct sales channel and profiling them according to the selected industries;
developing a value proposition designed to generate interest and requests for quotation;
identifying the right decision-makers and influencers, particularly buyers and technical departments, and contacting them through a coordinated combination of telephone and email outreach;
supporting negotiations and commercial agreements.
The purpose of these activities — and at the same time the main criteria used to evaluate the project — includes:
creating a broad database of potential customers, segmented by industry and country, ranging from several dozen to several hundred prospects depending on the market and industry;
presenting the company and its capabilities through valuable and relevant content, with the aim of establishing long-term contact with prospect buyers, even beyond the duration of the Temporary Export Management project;
building relationships with the relevant decision-makers within the identified prospect companies;
generating requests for quotation;
arranging customer visits and/or supporting prospects during visits to the company's facilities.
If your company wants to reduce its dependence on a limited number of customers, identify more receptive markets/sectors and turn export development into a structured and continuous commercial process, you can find out more about how I work as a Interim Export Manager for industrial SMEs.
Starting from an analysis of your company's offering, priority industries and target countries, I can help you develop an operational project for identifying and acquiring new international customers, with clearly defined activities, timing and expected results.
Contact me for an initial assessment of your company's international business development opportunities.
Comments