The foreign trade department in our company is engaged. Department of foreign economic activity of the enterprise, its structure and functions. Two main areas of activity

The area of activity "manager" today includes a large number of specializations. Each of them requires a certain education, skills, personal qualities. We would like to acquaint the reader with such an interesting and promising job as a foreign economic activity manager. Who is this? What does a specialist do? What are the requirements for it? What is the salary? This material will help answer these and other questions.

Who is this?

Foreign Economic Activity Manager - a specialist who manages the export / import of products of a company or its partners abroad / from abroad.

And what about the abbreviation? Foreign economic activity - foreign economic activity. What is included in this concept? All kinds foreign economic activity companies (economic, organizational, economic, commercial) that are aimed at the world market. This will also include the chosen strategy and methods of cooperation.

Foreign trade managers, therefore, work in companies that intend to cooperate or are already in contact with foreign partners.

Two main areas of activity

The specialist's field of employment is extensive. First of all, the direction of work of a foreign economic activity manager depends on the activities of the employer:

The company is engaged in the supply of its products abroad. Accordingly, a specialist in foreign economic activity will deal with issues related to the export of goods. He needs to thoroughly study the foreign market, analyze the capabilities of competitors, find out the requirements for quality, design, and other characteristics of products in the country of interest to the employer. In other words, develop an export strategy.
The company is engaged in purchasing foreign products. The Foreign Economic Activity Purchasing Manager will be responsible for import-related issues. Here again, a scrupulous study of the foreign market is needed. But in this case, it is aimed at finding a supplier, cooperation with which is the most profitable, long-term and safe.

The daily work of a specialist

It will be important to determine what the foreign economic activity manager is doing every working day:

Organization of product transportation. Foreign economic activity, logistics are connected. Therefore, this employment will somewhat resemble the work of a logistician. The manager finds the most suitable transport, builds the most convenient route.
Development of customs schemes for import / export, interaction with customs brokers (representatives of the company at customs).
Working with all kinds of documentation. The most important thing here is contracts with foreign partners. To conclude the most profitable and safe foreign economic transactions, you need excellent knowledge of both domestic and foreign legislation.
Registration of permits - environmental, hygienic and others.
Coordination of prices with partners, control over the receipt of finances to the cash accounts of your company. It directly follows from this that the task of the foreign economic activity manager is also tracking the exchange rate of world currencies.

The main responsibilities of a manager

Summarizing all of the above, let's highlight the key tasks, duties of a specialist in foreign economic activity:

Conclusion and support of foreign trade (import / export) contracts.
Negotiation, business correspondence with logistics partners, brokers under the terms of cooperation. Foreign economic activity and logistics in any organization will be interconnected.
Accompanying supplies from their placement to receipt by the addressee.
Control over timely payment for products by partners, transfer of finance to suppliers.
Registration of all the necessary accompanying documentation for foreign economic transactions - licenses, certificates, permits, delivery schedules, etc.
Participation in international exhibitions, conferences.
Monitoring of the foreign market aimed at finding new partners.

These are the main ones for foreign economic activity. Let's move on to the next important question.

Requirements for a specialist

The main requirements for a manager are experience in concluding foreign economic transactions, well-established Specialists who possess both, are valued in this area literally worth their weight in gold.

The general requirements of employers are based on job responsibilities Foreign Economic Activity Manager:

Higher education... Of course, technical or economic is desirable.
Excellent knowledge of a foreign language - a specialist must speak it fluently, read, draw up documents. Most companies require classic English. However, depending on the partners chosen, knowledge of German, French and even Chinese or Japanese may be required. Important not only colloquial, but also fluency in specific terminology.
Knowledge of the foreign market, legislation, customs requirements. Again - in relation to those states with whose representatives the employer cooperates or plans to establish contact. Much attention is paid here to a free orientation in positions on the world market, knowledge of legislation in the field international trade, private law. A big plus if the specialist has experience in cooperation with customs authorities, logistics companies.
Experience in working with business documents. In particular, with import / export contracts.
Possession of a computer, other smart devices, programs and applications necessary for the activity at the level of a professional user.
Psychological negotiation skills, public speaking skills are encouraged. It is important if diplomacy is not alien to the applicant. The specialist must also be aware of the cultural characteristics of the country where the business partner is located.

Personal qualities

To have experience in one of the types of foreign economic activity is an important requirement for an applicant. However, a number of personal qualities are also valued. They also help the specialist himself, who is engaged in such a responsible, but also interesting activity. Specifically, these are the following:

The most important thing is management and organizational skills.
Initiative.
Stress tolerance.
Sociability.
The ability to negotiate, diplomacy, the gift of persuasion.
Self confidence.
Ability to work.
Punctuality.
Responsibility for your decisions and actions.

Pros of the profession

The following main advantages of working as a manager for foreign economic transactions can be distinguished:

High wages (of course, for experienced professionals).
Possibility of developing, cognitive business trips to foreign countries.
Fast enough career.

Cons of the profession

Like all other work activities, this one will also have disadvantages. Let's list the most important ones:

Quite nervous and stressful work. This is due to the fact that in conditions of uncertainty, you need to quickly make decisions on which both your own career and the development of the employing company depend.
The so-called deadlines are situations when a large amount of work must be completed in a limited time.
A high share of responsibility for each of their actions or decisions.
The need to find a common language, to establish successful communication even with diametrically opposite partners.

How to become a specialist in foreign economic activity?

Of course, the best option is to get a higher education in economics. The most suitable specialization is " World economy". Pay attention also to the directions related to commerce and trade.

However, if you already have a university, humanitarian or technical education, then for retraining, you can turn to short-term courses at economic universities. Their duration is from a week to a year. These are such areas as "Foreign economic cooperation", "Logistic activities" and others.

Getting started and career growth

As a rule, after receiving a specialized education, a graduate has several ways:

Find the required position in a small firm.
Get a job as an ordinary employee in the department of foreign economic work in large corporation.
Find a foreign trade manager.
Get appointed as responsible for the development of a small international project, the supply of a specific product.

All of these paths will help you gain much-needed experience in this specialization. Of course, there is no reason to hope for high wages for now.

The most important thing at the beginning of a career is to thoroughly study the world market, engage in marketing research, establish business contacts and acquaintances.

Since the profession in our country is young, but at the same time quite in demand, the forecasts for a quick career growth are very high. With the growth of the responsibility of the employee, the scale of his field of activity, wages will also increase.

Monetary reward

Wage a foreign economic activity manager consists of three components:

The fixed part is the salary.
Percentage from concluded transactions.
Annual awards based on the results of particularly successful completed projects.

It is difficult to designate any specific numbers. also depends on settlement, and on the scale of the employing company. And of course, from the professionalism and diligence of the manager himself. For a beginner worker, the average salary in Russia is considered to be 20-40 thousand rubles. Experienced specialists, professionals in their field, monthly receive about 100 thousand rubles, or even more.

Foreign economic activity manager is a young, but rather promising specialization. Here, fast career growth and decent wages are possible. However, quite high requirements are imposed on a specialist as well. What is unfavorable for beginners, first of all, work experience and established business connections are valued here. However, there are several ways that allow you to find all this soon. It is also important not to forget about your personal qualities, because the success of a specialist here depends on his interactions with partners.

Department of Foreign Economic Activity (OVED) - this is a part of the management apparatus of the enterprise, its task is to plan, organize and coordinate the foreign economic activity of the enterprise.

The main tasks Foreign Economic Activity Department:

Management of the export potential of the enterprise and the creation of competitive products;

Ensuring the fulfillment of obligations to foreign partners;

Mastering new forms of industrial, scientific, technical and investment cooperation;

preparation of contract goods for the customs clearance procedure.

In this case, the volume of export-import transactions is constant, homogeneous, and its geography is limited.

The main function of the foreign economic activity department is to ensure stable and adequate foreign economic activity of the enterprise, deepening trade relations with foreign partners.

The main types of work performed by the department are the following:

Organization of export-import operations;

Monetary and financial transactions;

Declaration and customs clearance of goods;

Establishing partnerships with firms from other countries;

Scientific information work;

Search for ways to enter the enterprise into the foreign market;

Study of directions and trends in the development of the world market for a specific product.

Declaration and customs clearance are one of the main activities of the foreign economic activity department, since not only consumers of the company's products are located abroad, but also the main suppliers of raw materials - foreign partners. This leads to constant flows of raw materials and goods. Declaration of goods involves the execution of the following documents:

Cargo customs declarations (CCD);

Electronic copies of the customs declaration;

Declarations of customs value;

Descriptions of documents attached to the customs declaration.

The end result of the declarant's activity is the receipt of the customs mark "Release allowed".

In accordance with these general tasks and areas of activity of the foreign economic activity department, its employees have their specific responsibilities.

Consider structure Foreign Economic Activity Department , the composition of whose employees is determined by the structure and characteristics of the production of export products, the forms and scale of foreign economic activity at the enterprise: the head of the department, the deputy head, who is directly subordinate to the head of the department, and in turn subordinates to him: an expert on customs regulation, economist, protocol bureau.

Boss of the Foreign Economic Activity Department carries out the general coordination of the activities of the employees of the department and coordinates the activities of the department with other departments and services of the enterprise, deals with the movement of foreign exchange funds, solves current operational issues. In some departments there is a position of a specialist in foreign exchange operations (planning, control over foreign exchange transactions, etc.).

Deputy Chief The Foreign Economic Activity Department monitors the timely implementation of instructions, maintains correspondence with enterprises and firms of Ukraine and other countries on scientific, consulting, economic and other issues, participates in the development of contract terms.

Economist The Foreign Economic Activity Department is responsible for calculating the prices of export products, taking into account the delivery basis and other conditions, drawing up commercial offers for the sale of the company's products, developing contract articles, drawing up a transaction passport for sales contracts, preparing an action plan for fulfilling the terms of the contract and its control. In some departments, instead of an economist, there is the position of a leading specialist in market conditions and prices.

Expert on customs regulation maintains all customs documentation: provides customs clearance of products exported and imported by the enterprise, prepares cargo customs declarations, leads statistical reporting department.

In competence protocol bureau includes the preparation of programs for the stay of delegations, translation of all documents received at the enterprise from foreign languages, assistance in organizing negotiations, preparation of the necessary documentation for foreign business trips of specialists.

As you can see, the department is small, but it can successfully cope with its functions thanks to interaction with other departments before acceptance .

Wherein marketing department studies markets and consumer demand, establishes requirements for quantity, frequency of supply and quality of products.

Planning and Economic Department carries out the planning of the enterprise, makes the necessary calculations in this regard, transfers to the foreign economic activity department basic data on prices for products, raw materials and materials.

Department new technology conducts technical development and control over the production of export products. The technical department is responsible for the quality of export products.

Financial department is responsible for the financial support of export-import operations, therefore, the foreign economic activity department provides him with all service notes and invoices to pay current expenses (duties, customs payments, payments to certification bodies, etc.).

Accounting department the foreign economic activity department transfer acts for the performance of work on economic, scientific and technical cooperation with foreign organizations, cost estimates for foreign economic activities, data on the allocated financial resources and documents for maintaining a currency account.

Transport workshop carries out documenting cargo, transportation of goods and draws up a schedule for their dispatch.

Thus, the FEA department in its activities interacts with the services and departments of the enterprise. The coordination of this interaction lies with the employees of the Foreign Economic Activity Department.

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The Foreign Economic Activity Department is a part of the enterprise management apparatus, whose task is to plan the organization and coordination of foreign economic activity at the enterprise, as well as manage the export potential of the enterprise and create competitive products, ensure the fulfillment of obligations to foreign partners, master new forms of production, scientific -technical and investment cooperation and preparation of contract goods for the customs clearance procedure.

The structure of the foreign economic activity department may look as follows: the head of the foreign economic activity department - the deputy head - the expert on customs clearance - the economist - the protocol bureau. The main function of the Foreign Economic Activity Department is to ensure stable and adequate foreign economic activity of the enterprise, deepening trade relations with foreign partners.

The main types of work that this department performs are the following:

implementation of export-import operations;

declaration and customs clearance of goods;

establishing partnerships with firms from other countries;

scientific information work;

search for ways to bring the enterprise to the external market;

study of directions and trends in the development of the world market for a particular product.

Declaration and customs clearance are one of the important areas of activity of the foreign economic activity department, since not only the consumers of the company's products are located abroad, but also the main suppliers of raw materials, which causes constant cargo flows of raw materials and goods. Declaration of goods involves the execution of the following documents:

cargo customs declarations (CCD);

electronic copies of the customs declaration;

declarations of customs value;

inventories of documents attached to the customs declaration.

The end result of the declarant's activity is the receipt of the customs mark “release allowed”. In accordance with these general tasks and areas of activity of the department, its employees have their own specific responsibilities. The head of the foreign economic activity department carries out the general coordination of the activities of the employees of the department and coordinates the activities of the department with other departments and services of the enterprise, deals with the movement of foreign exchange funds, and solves current operational issues.

In some departments there are positions of specialists in foreign exchange operations (planning, control over foreign exchange transactions, etc.). The Deputy Head of the Foreign Economic Activity Department monitors the timely execution of the department's instructions by other departments and services and enterprises, maintains correspondence with enterprises and firms of other countries on scientific, consulting, economic and other issues, participates in the development of contract terms.

The economist of the foreign economic activity department is responsible for calculating the prices of export products, taking into account the delivery basis and other conditions, drawing up commercial offers for the sale of the company's products, the development of articles of contracts, registration of the transaction passport under the purchase and sale agreements, preparation of an action plan for the fulfillment of the terms of the contract and its control.

In some departments, instead of an economist, there is the position of a leading specialist in market conditions and prices.

The expert on customs regulation maintains all customs documentation, provides customs clearance of products exported and imported by the enterprise, prepares cargo customs declarations, maintains statistical reporting of the department.

The competence of the protocol bureau includes the preparation of programs for the stay of delegations, translation of all documents received at the enterprise from foreign languages, assistance in organizing negotiations, preparation of the necessary documentation for foreign business trips of the enterprise specialists.

The Foreign Economic Activity Department closely interacts with other departments of the enterprise, in particular with such as: marketing department, economic planning department, new technology department, financial department, accounting department and others.

In particular, the interaction of the foreign economic department with the marketing department is due to the fact that this marketing department sets requirements for the quantity, frequency of deliveries and quality of products.

The planning and economic department plans the work of the enterprise, makes the necessary calculations and transfers to the foreign economic activity department basic data on prices for products and raw materials, materials.

The new technology department carries out technical development and control over the production of export products.

The finance department is generally responsible for the financial support of export-import operations. Therefore, the Foreign Economic Activity Department provides him with all the memos and invoices for paying current expenses (duties, customs payments, payments to certification bodies).

The accounting department of the foreign economic activity department receives facts on the performance of work on economic, scientific and technical cooperation with foreign organizations, calculations of expenses for foreign economic activities, data on the allocated financial resources and documents for holding a foreign currency account.

The transport department carries out documentary registration of goods, transportation of goods, draws up a schedule for their dispatch, hence its connection with the foreign economic activity department.

Thus, the foreign economic activity department in its activities interacts with many services and departments of the enterprise. On large enterprises providing large supplies, there may be a more complex structure of foreign economic activity management.

In particular, the sales department finished products, which may include a product export bureau that exports to various regions of the world. The tasks and functions of the foreign economic activity department in this case are:

holding marketing research sales market conditions abroad;

preparation for the conclusion of contracts for export deliveries of finished products abroad;

shipment and transportation of goods in accordance with the concluded contracts, the conclusion of contracts upon the fact of ships and other means of transport;

settlements with suppliers and consumers under concluded contracts;

ensuring communication with foreign companies;

declaration of import and export cargo;

control over registration, storage and observance of the terms of storage of goods in the temporary storage warehouse;

ensuring communication with customs authorities;

execution of all necessary additional documents for the dispatch of goods (conclusions of the chamber of commerce, certificates of origin, etc.);

conclusion (if necessary) contracts for freight forwarding;

accounting and control of payment for shipped products;

execution of documents for foreign business trips for the company's specialists, obtaining, issuing and keeping records of foreign passports, agreeing on the terms of business trips and the program of stay abroad with foreign partners;

reception of foreign delegations arriving at the enterprise;

organization of production and scientific and technical cooperation with foreign enterprises and firms, work on participation in international exhibitions;

translation of catalogs, brochures and other documentation.

The sales department of finished products includes a product export bureau, which carries out export-import operations with partners from different regions and performs the following functions:

develops plans and prepares for the conclusion of an agreement for the export of wholesale products to various regions of foreign countries and the import of equipment and spare parts;

concludes contracts, processes requests for the supply of products;

organizes negotiations and monitors the execution of contracts with importers from different countries;

searches for consumers based on sales forecasts;

keeps a card index for accounting of consumers;

performs planning and control over export products.

In general, together with the sales department of finished products, the foreign economic activity department coordinates the work of sales services for the modern shipment of finished products in accordance with the requirements specified in contracts, orders and other regulatory documents, monitors the identification of orders, contracts and specifications issued to the production service. He also coordinates plans for the transportation of goods with the railway department and draws up the necessary documentation for this.

Together with the legal department, the Foreign Economic Activity Department carries out work on the consideration of claims and complaints received from customers regarding the violation of contact conditions in terms of packaging, transportation, delivery times and volumes.

Together with the financial department, the Foreign Economic Activity Department carries out accounting and control over payments for shipped products, as well as for banking, foreign exchange, credit and settlement transactions. From the planning department, the foreign economic activity department receives information about the prime cost and selling price of products and determines its export price.

Thus, the FEA department is connected with almost all divisions of the enterprise, since it declares all export or import goods under contracts concluded by these divisions independently and has the right to require the provision of any documents for the implementation of its functions.

Management of foreign economic activity of an enterprise is an impact on the preparation and implementation of foreign economic operations, focused on making a profit, increasing profitability through participation in the international division of labor.

A prerequisite for the successful operation of each enterprise is a well-thought-out functional structure and a rational management system, and the effectiveness of management, in turn, depends on the choice of the organizational structure.

The organizational structure is a relatively stable relationship that exists between the elements of the organization, on the basis of which the company management process is implemented.

Management (in a broad sense) is the impact on people, and through them - on the results of their activities.

The process of organizing management in an enterprise involves influencing the channels of power and communication between its various administrative services, as well as information flows within these channels.

The management activities of the enterprise cover the following areas: production; quality; staff; research and development; finance and investment activities; supply and marketing activities; storage and transport facilities.

Ensuring the effectiveness of the management process is largely determined by the rational distribution of powers in decision-making between different levels management, i.e. the ratio of centralization and decentralization. Centralization is concentration in decision-making, concentration of power at the highest level. Decentralization is the delegation (transfer) of rights and responsibilities to lower levels of government. The optimal balance of centralization and decentralization ensures efficiency and realism management decisions.

An enterprise can manage its foreign economic activity using six main management functions:

1. Planning - drawing up short-term, medium-term and long-term plans development of foreign economic activity, as well as the development of business plans for new foreign economic projects.

2. Organization - the creation (formation) of organizational units of the enterprise for the implementation of foreign economic operations, the distribution of employees to work areas, endowing them with appropriate functions, powers and responsibilities, determining the forms and methods of preparation and implementation of foreign economic relations.

3. Coordination and coordination of tasks and functions of foreign economic activity with other departments and divisions of the enterprise in order to avoid contradictions in decisions and ensure coherence and optimization of all work.

4. Accounting for results and assessing the effectiveness of foreign economic activity by determining the profitability of foreign economic transactions separately for specific types of goods across the entire range of products, by region, by type of operations (export / import), etc.

5. Control over foreign economic operations (both in operational and strategic mode - current monitoring of the implementation progress and control over the implementation of annual, medium-term and long-term plans for foreign economic activity and organization of appropriate audits for the implementation of foreign economic and marketing strategies in life.

6. Providing an information system for servicing the foreign economic activity of the enterprise through the implementation information systems management, use of the Internet, etc. to create a databank of foreign economic information. Currently, a number of management information systems are successfully used for these purposes, such as MIS-Management Information System, DSS-Decision Support System, MDSS - Marketing Decision Support System, MSM - Market Selection Model, etc.

Along with the main management functions, specific functions of managing the foreign economic activity of an enterprise can be distinguished:

1. Analytical, which involves the study of the international market environment, the conjuncture of individual foreign markets, offers / requests of consumers of foreign market segments.

2. Commodity production - improvement and adaptation of goods to the conditions of local markets.

3. Sales, involving the organization of a sales network abroad for the promotion of goods for export.

4. Implementation of a certain pricing policy, advertising work in foreign markets, etc.

On manufacturing enterprise the choice of the form of organization of the foreign economic activity service is determined by:

* kind economic activity enterprises (industrial, agricultural, trade, etc.);

* motives and needs that encourage participation in the international division of labor (export, import, attraction of foreign investment, participation in international cooperation and etc.);

* degree of internationalization production activities(already involved or only intends to be involved in international operations, the number and nature of already developed foreign markets);

* methods of selling the company's products (independent export operations or through intermediaries);

* the scale of the enterprise and the volume of its actual and potential export, which determines the quantitative parameters of the foreign economic activity management service;

* the nature of foreign economic operations (their implementation on an ongoing basis or periodically, from time to time).

The form of organization of foreign economic activity management depends on these factors. If the enterprise plans to carry out single foreign trade operations with a one-time or periodic supply, then it is enough to involve one specialist in the work. The form of the organization is a specialist in foreign economic activity.

The department of foreign economic activity (OVED) is created in the structure of enterprise management with the constant nature of export and other foreign economic operations, with a focus on their expansion.

It is advisable to create a Foreign Economic Activity Department when large companies focused on foreign economic operations, which are permanent, stable, usually on long-term terms.

Foreign trade firms (VTF) are part of large associations with large-scale foreign economic operations (as a rule, with the rights of a legal entity, existing in the form of Trading Houses).

In addition, the organization of the management of foreign economic activity of the enterprise is carried out with the help of national specialized and state intermediaries or the services of foreign intermediaries.

In general, the choice in favor of one or another organizational structure of foreign economic activity management and its effectiveness are determined by the degree of its adaptation and adaptation to the changing conditions of the market environment.

Due to the variety of specific goals, objectives and conditions, there cannot be a single standard structure of a foreign trade firm (WTF) for all enterprises. At OJSC "Mogilevliftmash" the structure looks like this:

Marketing Deputy;

Financial - economic block;

Marketing block;

Chancery;

Department of market conditions and prices;

Administrative - economic department;

Planning and Economic Department;

Engineering and technical department;

Technological Service Department;

Human Resources Department;

Department of Foreign Business Trips;

Legal department.

Specialized foreign trade firms can be created both at branch and large enterprises, and in the latter case, as a subdivision of the enterprise, and as an independent entity with its own balance. All types of specialized foreign trade enterprises are characterized by the presence in their states of highly qualified specialists with extensive practical experience in international economic cooperation and special foreign economic training.

It should be borne in mind that such foreign economic associations prefer to engage in large, highly efficient export-import transactions, entering into contacts with fairly reputable partners.

At enterprises that are actively involved in foreign economic activity, but where it is only part of the economy, the management structure of this area can be represented by the foreign economic department (foreign economic relations department).

The functions of the department of foreign economic relations of the enterprise are as follows:

* foreign market research, study and accounting market demand, the needs of consumers of products with the aim of orienting scientific, industrial, technical and sales activities enterprises for the production of competitive products;

* organization of work on the selection of partners, conclusion of contracts, their extension, drawing up and maintaining a card index of consumers and suppliers, dossiers on partner companies, work with stock exchanges, brokers, firms, customs;

* organization of protocol events related to foreign economic activity (receiving and seeing off delegations, negotiations, providing translators, etc.);

* control, regulation and accounting of the results of foreign economic activity;

* participation in fairs, exhibitions, preparation and publication of brochures, advertising activities.

The department of foreign economic relations at non-specialized enterprises in foreign economic activity is not an autonomous entity, but is a part of the management apparatus. In this regard, OVEC works in close contact with the relevant functional departments of the enterprise: economic planning, financial, production, technical, accounting, legal and other departments. They all form a single organizational structure management.

Along with the organization of foreign economic activity management at the enterprise, in which all work is headed by the department of foreign economic relations, and the leading role in it belongs to the marketing service, there are often other structures in which the management of the foreign economic sphere is carried out by the marketing department, in other words, the OVEC can be transformed into a marketing department ... This option is quite justified, since there are no fundamental, fundamental differences between marketing for the domestic market and marketing for the foreign market, although one cannot ignore the higher requirements imposed on the foreign market, which is explained by more intense competition and a significant excess of demand over supply.