Sales rep, key account manager, business developer: reading job titles
A sales representative sells to an existing portfolio, a key account manager grows a handful of large accounts, and a business developer opens new markets or wins new customers. Abroad, these words change meaning from one company to the next. A business developer may spend the day qualifying leads by phone, or negotiating complex contracts with senior management.
Before applying, read the advert line by line: who is the customer, how long is the sales cycle, and how much of the job is cold prospecting? If necessary, ask for a written job description. A good habit is to ask a current employee, through a professional contact, what the first months are really like: call volumes, quality of the leads provided, support given to newcomers.
Tell the story of a full sales cycle instead of listing figures
Choose a sale you genuinely led. Describe the prospect, how you uncovered their need, the people you met, the proposal you submitted, the objections and the close. A foreign recruiter then understands your method, even if they do not know your customers.
Be honest about what came from your own effort and what came from an inherited portfolio or an already well-known brand. If you quote a result, tie it to its context: market size, length of the sale, team involved. Figures without context interest hardly anyone.
- Targeting: how you chose your prospects
- Discovery: questions asked, needs identified
- Proposal: how you adapted it to the customer’s situation
- Follow-up: reminders, signature, retention
Territory, market and language: what the employer should spell out
A territory can be a country, a region or a list of accounts. Ask yourself whether a customer base already exists, whether local partners are preparing the ground and what marketing support you will get. Opening a market with no brand awareness and no contacts takes far longer than taking over an active area.
The language of the market matters a great deal. Selling in English to international buyers is possible in some sectors; elsewhere the relationship runs through the local language and through habits that only practice teaches. State your level frankly and your ability to improve. Finally, check whether the role asks you to recruit distributors, train resellers or manage the customer relationship yourself after the sale, because these tasks completely change the workload.
Targets, quotas and commission: do the maths before signing
Ask how the annual target is set, what it is based on and what percentage of colleagues reach it. A bonus that looks attractive on paper loses its appeal if the quota is unrealistic or if the rules change during the year.
Get clarity on the fixed salary, the threshold at which commission starts, any caps, the payment date and what happens to commissions if you leave. Note also how sales are credited when several people have worked on the same customer. Obtain these rules in writing.
Travel, trade fairs and technical backup: how the daily job is organised
An international sales job often involves travel: customer visits, trade fairs, meetings with distributors. Ask how often you would travel, by what means, how expenses are reimbursed and how time spent on the road is handled. Think also about the CRM tools in use: software you already know shortens your learning period considerably and helps you produce reliable forecasts from the first weeks.
When a sale involves a demonstration or a tailor-made offer, backup from technical teams becomes decisive. Check whether engineers or product managers support you, how quickly they reply and in which language they work. A salesperson without technical support loses contracts.
- Frequency and length of trips
- Expense reimbursement and advances
- Availability of technical experts
- Tracking tools: customer database, quotes, reporting
Employment status: local employee, secondees or independent agent
An employer may hire you on a local contract, second you from an existing entity or offer you the status of independent sales agent. Social protection, tax and income stability differ profoundly. An independent agent bears their own costs and does not always benefit from unemployment insurance or a supplementary pension.
Ask which entity signs, under which law, and how the end of the contract is handled. For a long-term move, ask the country’s authorities about the work permit attached to the position, because it may be tied to one specific employer.
The video sales interview: preparing for a live role-play
Many recruiters test selling live: presenting a product in ten minutes, answering an objection, simulating a discovery call. Prepare an example from your own sector and research the company, its customers and its competitors.
Check your own set-up too: connection, camera, sound, any document you plan to share. Finish by asking precise questions about the team, the first hundred days, the tools and the way performance is tracked. This shows professional sense and gives you the information you were missing.
Common mistakes in an international sales application
The first mistake is sending the same CV everywhere. A foreign employer expects examples tied to its market: sector, size of customers, length of sale. The second is inflating your results; references can be checked, and a gap between your file and the interview destroys all credibility.
The third mistake is ignoring local business customs. Some cultures expect a relationship of trust before any discussion of price, while others prefer a quick, priced proposal. Read the company’s website, browse its case studies and observe the tone of its publications.
Finally, do not neglect the administrative side: work authorisation, health insurance, tax and social security registration must be clarified before you accept, not after you arrive in the country.
Frequently asked questions
What is the difference between a sales rep and a business developer?
A sales rep generally sells to existing or identified customers, while a business developer looks for new markets, new partners or new types of customer. Companies use these titles in very different ways, so read the detail of the duties and ask for examples of a typical day.
Do you need to speak the local language to sell abroad?
It depends on the sector and the customers. In international business-to-business sales, English is sometimes enough. For a local customer base, the language of the country is often essential. State your level in your application and ask whether lessons or a field partner are offered.
How do you judge a pay package with a large variable part?
Ask for the fixed salary, the calculation formula, the average level reached by the team and the payment delay. Then compare the guaranteed income with the cost of living in the city. High variable pay is only worthwhile if the targets are achievable and the rules stable.
Can you sell abroad while living in your home country?
Yes, remotely, but the company must determine the legal framework, taxation and social protection that apply. Regular presence in a country can change these rules. Clarify in writing where you are employed, where you actually work and who pays for travel.