海外営業の仕事内容と年収は?必要なスキルなど徹底解説What is overseas sales work and what is the annual salary? A Thorough Explanation of Required Skills and More

The job description of an overseas sales representative may give a glamorous image of negotiating in English with multinational representatives of overseas companies. In reality, it is a challenging and rewarding job that allows you to be active on a global scale, although you may be responsible for a variety of tasks that are not only glamorous.
In this article, we will explain the concerns and worries that those considering a career change to overseas sales may have about the job description and how to deal with them. Please read to the end and take the first step toward your desired career change.

Unlike domestic sales, the work of overseas sales differs from that of domestic sales not only in that the clients are non-Japanese companies and the person in charge is not Japanese, but also in the wide range of work and variety of tasks. In this section, we will explain the work that overseas salespeople handle, citing examples of actual work at manufacturers. We will also explain the two types of work: work at overseas bases and work from within Japan.

A Wide Variety of Overseas Sales Job Descriptions

The work of an overseas sales representative is not limited to simply making sales to overseas companies. It may also include administrative work such as trade administration, business coordination, and contract conclusion, as well as marketing work such as local research and sales promotion.
The following are examples of six main types of work.

1. Contact point for local subsidiaries (handling inquiries, complaints, business negotiations, and negotiations)
2. Intermediary with the head office in Japan (business reporting, preparation of contract documents, and coordination of various internal operations)
3. Import/export management (trade administration, delivery management)
4. Local market development, research and sales promotion
5. Sales strategy formulation and documentation
6. Product development support
    

In overseas sales, many of the above tasks are performed in foreign languages. In addition, since they are also responsible for discussing and coordinating local requests with the head office in Japan, they are required to have high communication and negotiation skills not only in foreign languages but also in Japanese.

Example of a manufacturer's overseas sales job

Although the basic tasks of overseas sales are the six listed above, the job description of overseas sales for a company belonging to a manufacturer differs slightly depending on whether the customer is a corporation (B2B) or a consumer (B2C). Here are some examples of overseas sales work for manufacturers.

When the customer is a corporation (B2B)

When the customer is a corporation (B2B), products are sold through a route from the customer to the consumer, and work is basically conducted with the customer. Therefore, you will share everything from sales plans to sales strategies with the customer, sometimes putting pressure on the customer as you work. In addition to sales work, you may also be responsible for tasks such as marketing to sell products.

When the customer is a consumer (B2C)

When the customer is a consumer (B2C), mainly trading companies fall into this category, but some manufacturers may have companies whose customers are consumers. In this case, products are sold directly to consumers, so marketing for strategies to meet consumer needs is also necessary. Marketing operations responsibilities are often separate from overseas sales when the company's customers are consumers.

Job descriptions for the two different types of overseas sales operations

There are two types of work in overseas sales: those who are stationed mainly at overseas offices, and those who work from domestic offices and travel to overseas locations as needed. The following is an explanation of each type of work.

Stationed at overseas offices

In the overseas assignment, you will live and work with local staff and customers. In addition to sales, the role of an expatriate is to act as a researcher on local industry and country trends, laws, and culture, as well as a bridge and interpreter between the local office and the head office in Japan, and sometimes to train local staff.

Working from an office in Japan    

Working from a domestic office, you will work remotely from Japan and may be responsible for administrative work in Japan that cannot be done locally, especially export and contract-related work. Urgent business trips may be required when necessary, and in some cases, a long and sudden stay in the country may be necessary. Some companies have personnel who specialize in trade administration, but these personnel will rarely have to travel on short notice. Operations from domestic offices vary in nature depending on their role.

For the characteristics and rewards of overseas sales work,

• The ability to work in a multinational and culturally diverse business
• The opportunity to work on a large scale
• Overseas sales experience is highly promising
• You can improve your language skills.

Here are some of the benefits of working in overseas sales.

You can work in a multinational and culturally diverse environment.

Although it depends on the organization of the overseas sales department, most companies' overseas sales departments will have a system of assignments by country, region, or product. Especially if you are in charge of many regions or countries, you will be working with a multinational and diverse culture.

You can be involved in operations on a large scale.

One of the main roles of international sales is to develop new markets.
However, if you are able to make a deal on a large scale, you will be able to feel a great sense of accomplishment and accomplishment.

Overseas sales experience is highly promising.

The experience gained from working in international sales in diverse cultures and performing a wide variety of tasks will be highly valued even if you return to domestic sales. There will be no shortage of Japanese companies looking to expand their business overseas to take advantage of the huge overseas market potential. Your overseas sales experience will be highly promising when you consider your next career move.

Improve your language skills

In an environment where customers and colleagues do not speak Japanese, you will inevitably have to study English or other foreign languages in order to conduct business.
More and more people will resume their language studies to brush up their language skills and improve their skills to facilitate their work as well as to put them into practice on the job. In an overseas sales position, there will be more exposure to languages other than English, and more options to try learning other languages. 

Because overseas sales jobs deal with overseas companies, there will be situations in which you will experience difficulties that are not present in sales jobs in Japan. What are the difficulties in overseas sales work?

• Long-term stays in unfamiliar environments
• Risk management required due to cultural differences in other countries
• Dealing with countries where discrimination against women is strong

There are many difficulties in overseas sales work. Here, we will explain some of the difficulties in overseas sales work.

You may stay in an unfamiliar environment for a long period of time.

Depending on the region you are in charge of and the products you handle, you may be required to stay and work in a rural area far from the capital city for an extended period of time. Basic infrastructure such as electricity, water, and transportation may be unstable in some situations. Even if the infrastructure is stable, you may fall ill due to incompatibility with local water or food, and you may not be able to visit a hospital as easily as in Japan. It is necessary to carry out business operations even under such circumstances. Also, it is often difficult to get used to the time difference from Japan.

Need to manage risks due to differences in laws and culture of the other country.

Overseas salespeople who sell products are required to export from Japan and import in the other country, since the purpose of overseas sales is to sell Japanese products overseas. Therefore, basic knowledge of importing and exporting is also required. In addition, import conditions may differ from country to country, and risk management for various situations will be required in order to make proposals that are in line with the laws and culture of the country.

There are also transactions with countries where discrimination against women persists.

In overseas sales, there are many situations in which women can take advantage of their unique advantages. For example, women may be better at language skills, consideration for diverse cultures, and detailed clerical work. However, it is said that there are still some countries where business negotiations do not go well or people do not even talk to you mainly because you are a woman, depending on the culture and customs of the country you are dealing with. It is also necessary to have the mental strength to withstand such adversity and the ability to understand the culture of the other party.

The average annual salary of overseas salespeople is higher than that of other domestic salespeople, depending on the company and position, as shown in the graph below. Here we explain why the average annual salary of overseas salespeople is higher.

　　　　　　　　　　　　Data citation: [Latest in 2023] What is the average annual income and salary of salespeople? |Nikkei Jobchange Edition

Average annual salary is higher than that of domestic sales

The scope of work is wider than that of domestic sales, and expertise that goes beyond product knowledge, such as language skills and knowledge of trade, is required, so the annual salary is expected to be higher than that of domestic sales.
In addition, various skills are required, such as knowledge of the country you are working in and the ability to adapt, and because the scale of the business you are handling is larger, a higher sales volume is also required.

Differences in job content

Even in overseas sales, there are differences in annual income depending on the nature of the work.
For example, it is possible to imagine that there is a difference in annual salary between a case in which the main work is import/export-related trade administration because of the high degree of specialization in trade knowledge, and a case in which the employee is stationed overseas and must perform a series of work by himself/herself.

Expatriation increases take-home pay.

When you are stationed overseas, you will receive various allowances such as housing, car and gasoline expenses, family allowances, insurance, etc., and since the taxation system is different from that in Japan, your take-home pay will often be higher than if you were living in Japan. However, this may require some people to deal with an unfamiliar lifestyle and culture, as well as unexpected expenses that were not necessary in Japan, so it depends on the person whether the amount of money remaining in one's pocket will increase or not.

Income increases with allowances for frequent overseas business trips

Japan-based jobs that require frequent overseas business trips will also have a business travel allowance. The criteria for the business travel allowance also vary from company to company, so some may not receive much increase. Even if the allowance increases, things such as travel expense reimbursement

English proficiency is not the only skill required for overseas sales.
The main skills required are,

• Sales experience and internal coordination skills
• Information gathering, adaptability, and risk management skills
• Language and negotiation skills

In addition, although qualifications are not required to work in overseas sales, there are some qualifications that should be taken in order to facilitate the smooth operation of the business.
This section describes the skills required in addition to English proficiency and the qualifications required for overseas sales.

Required Skills

Skills required for overseas sales include
 

• Sales experience and internal coordination skills
• Ability to gather information, adaptability, and risk management
• Language and negotiation skills
   

Language skills and negotiation skills This section introduces the skills required for career advancement from domestic sales to overseas sales.

Sales experience and internal coordination skills

Experience in sales is essential for overseas sales. In particular, industry and product knowledge and internal coordination skills gained from domestic sales experience are strong assets. In overseas sales, you will need to coordinate not only with your counterparts in Japan, but also with overseas staff and customers from various cultures, as well as with the overall trends in the counterparty country, so basic coordination skills are a necessary skill.

Information gathering, adaptability, and risk management skills

Even in domestic sales, you will gather information about the industry, competitors, and global trends. In overseas sales, you will need to be able to research and judge not only the industry and competition in the country you are selling to, but also trends within the country you are selling to and the country's potential influence on the country you are selling to. To do this, it is necessary to secure the correct information sources in the partner country. The same information source in Japan may not necessarily be valid in the other country. Therefore, it is necessary to have information sources that are tailored to the other country. In doing so, it may be necessary to secure multiple sources of information and ensure consistency. This kind of risk management ability is also required.

Language and negotiation skills

When thinking about the skills required for overseas sales, language skills are probably the first thing that comes to mind. Of course, language skills are necessary, but it cannot be said that language skills alone will lead to a deal. In addition to language skills, negotiation skills are necessary. In your past domestic sales experience, you have probably had a small amount of negotiation experience. In overseas sales, negotiation skills that take into account the situation in the other country are necessary.

Qualifications Required

There are no specific qualifications for overseas sales positions. However, in terms of self-motivated acquisition of knowledge, qualifications are a great advantage for those who wish to become an overseas sales representative.
The required qualifications are,
 

• TOEIC, which tests English language skills
• Chinese and French language certificates, etc.
• Trade Practices Test for knowledge of imports and exports
   

and others. Here we introduce the qualifications recommended for those aiming to work in overseas sales.

TOEIC, which tests English language skills

TOEIC is the best way to learn business English. Usually, TOEIC is focused on listening and reading, but if you are aiming for overseas sales, you should also challenge the Speaking and Writing (S&W) test.
Another way to determine English proficiency is to take the Eiken test. The Eiken test includes all four skills in its test subjects and is a good way to judge overall English proficiency. However, since most of the content of the test is geared toward students and the general public, the TOEIC is recommended for those who want to improve their English for business purposes, as it offers more practical content.

Chinese and French language examinations, etc.

In most countries where business can be conducted in English, especially in Chinese- and French-speaking countries, English is not used on a daily basis, so being able to use the local language will enable smooth communication in both expatriate and business travel. For those who aim to work overseas in non-English speaking countries, acquiring a second foreign language will be essential.

Trade Practices Test for Knowledge of Import/Export

In overseas sales, import/export related work occurs in no small amount. Although there may be a specialized person within the company in charge of practical matters, basic knowledge of the flow of trade and terminology is still necessary. The Customs Broker Certificate is one of the qualifications for trade, but its pass rate is low and it is said to be a difficult certification to pass, so this level of knowledge is not required for overseas sales personnel. There are certifications specialized for actual trade practice, and you can study according to your level, from Level A for advanced tradespeople to Level C for beginners, so we recommend that you start with Level C.

After understanding what overseas salespeople do, there are ways to gain an advantage if you are considering a career change to overseas sales in the future.
 

• Work for a manufacturer or trading company that does business overseas
• Gain experience in corporate sales and leadership
• Enhance your expertise and language skills through experience and qualifications
• Clarify your reasons for applying for a job and the points that appeal to you
• Use a recruitment agent that specializes in overseas sales
   

Here, we will explain the methods you should consider now in order to get a job in overseas sales.

Work for a manufacturer or trading company that does business overseas

The industries to which most companies with overseas sales departments belong are major manufacturers and trading companies. Even if you are not initially assigned to the domestic sales department, you may be able to transfer if you have a good track record and develop your skills. There are also some small and medium-sized companies that are expanding overseas or considering doing so. Considering the recruitment framework and the possibility of changing jobs if you do not have much experience in overseas sales, it is recommended that you join a manufacturer or trading company and start out in domestic sales, aiming for the overseas sales department.

Gain experience in corporate sales and leadership

To change jobs to overseas sales, sales experience is essential. In particular, experience in corporate sales is required.
In addition, since the scope of work handled is wider and larger than that of domestic sales, you will work as a team more often. Therefore, if you have the ability and experience to organize a team as a project leader, it will be an effective point of appeal. If there is an opportunity to gain experience in your current job, take it.

Enhance your expertise and language skills through experience and qualifications

Overseas sales requires a constant attitude of learning, as there is an increasing amount of work to be done in a wide variety of areas, research on partner countries, and language study. Therefore, if you are changing jobs in the same industry, having a depth of expertise, such as product knowledge and knowledge of the surrounding market, will be an appealing point for you. If you have any related qualifications, acquiring them will also demonstrate your willingness to learn and your ability to achieve your goals. Of course, it is also a good idea to constantly brush up on your English skills and improve your TOEIC score, or acquire a second foreign language qualification such as Chinese or French.

Clarify your reasons for applying for a job and the points that appeal to you.

Although you will be asked this question in any industry, it is important to clarify your reasons for applying for a new job in overseas sales and your self-analysis. It may be difficult to find time to think about how you can make the most of your strengths when you are busy with your daily work, but it is important to use your job search as an opportunity to rethink your career plan.

Use a recruitment agent that specializes in overseas sales.

Even if you have done all you can to prepare for your new job, you may still feel uneasy about changing jobs on your own, because the job may not match the actual position, the position may not be what you are looking for, or even if you do get the job, the gap may lead to early retirement. By using a recruitment agent that specializes in international sales, the agent's consultant will be able to match the company's needs with the job seeker's hopes and strengths, and introduce you to jobs that you could not find on your own. Since different recruitment agents specialize in different fields and offer different types of support, we recommend that you choose the agent that best suits your needs.

Sales jobs require a wide range of skills and the ability to adjust and adapt to diverse cultures due to the wide scope and variety of work. If this is your first time changing jobs or if you are unsure about changing jobs, we recommend that you use a recruitment agent that specializes in overseas sales to find a company that matches your strengths and desires.    

At United World Inc., dedicated career counselors work closely with each individual to support their job change activities. After carefully listening to your detailed requirements and career plans, we will introduce you to the best job opportunities that suit you best, so if you are considering changing jobs, please click the button below to contact us.

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