What is an International Business Development Executive?

A reader recently asked what the difference is between an International Business Development Executive and an International Sales Executive.

The answer can seem simple to many readers. For many companies they are one and the same. Some companies feel that the job title International Business Development Executive is more palatable than a job title with "Sales" in it.

The Job Scope

Some people can argue that an International Business Development Executive spends his time to:

• Create strategic alliances on a broad level
• Initiate strategic relationships with third parties
• Look for new business opportunities

While the International Sales Executive:

• Looks for more immediate sales opportunities
• Follows up sales leads

And in large companies there are usually two distinct job functions. Small companies, however, usually have one person to cover the global sales function.

You see, both job functions are sales functions. They are revenue generating job functions.

The Job Function

But the job functions of an International Business Development Executive can vary from one company to the next. You see how an International Business Development Executive spends his days depends on his company's current international business situation and where they want to go.

A business can:

• Sell from their local offices to clients abroad
• Have foreign offices with foreign sales representatives
• Work with international sales agents
• Have foreign distributors
• Operate foreign franchises
• Rely on international joint ventures

And the International Business Development Executive will work within the corresponding development strategies.

Broad Responsibilities When Working Abroad

This reader's question came up because no matter what the job title and size of the company, the International Business Development Executive and the International Sales Executive have the same role.

It comes with the territory.

• Working abroad.
• Resources are usually limited.
• Companies need all sources of international business intelligence.

Even when a company tries to separate or limit responsibilities, the person in the field has the direct contact with that market. Good team work will get you more international sales, not rigid hierarchy.

Improve Sales Appeal

But the question of International Business Development Executive or International Sales Specialist brings up the issue of cultural perception. And what job title will get you more international sales.

For example, it is easy to imagine that a foreign company selling to a North American market will usually need to re-vamp job titles to be taken seriously.

There are distinct cultural responses to the word "sales" in many cultures.

The best way to find out what title you need is to look at the other job titles in the country you are targeting.

Remember, international sales appeal is not all about your job title. It is often more about:

• How your company positions itself
• How you are introduced
• How you introduce yourself
• Your reason for approaching your international client

In many cultures, it is the combination of this information that will create the right response in your international client.