U.S.

Department of State

INTERAGENCY POST EMPLOYEE POSITION DESCRIPTION

Prepare according to instructions given in Foreign Service National Handbook, Chapter 4 (3 FAH-2)
1. POST 2. AGENCY 3a. POSITION NO.

Maputo, Mozambique FCS

3b. SUBJECT TO IDENTICAL POSITIONS? AGENCIES MAY SHOW THE NUMBER OF SUCH POSITIONS AUTHORIZED AND/OR ESTABLISHED
AFTER THE “YES” BLOCK. Yes No

4. REASON FOR SUBMISSION

a. Reclassification of duties: This position replaces

Position No.
, (Title) (Series) (Grade)

b. New Position

c. Other (explain)

Date
5. CLASSIFICATION ACTION Position Title and Series Code Grade Initials (mm-dd-yy)

a. Post Classification Authority Commercial Specialist

b. Other

c. Proposed by Initiating Office

6. POST TITLE OF POSITION (if different from official title) 7. NAME OF EMPLOYEE
Commercial Specialist

8. OFFICE/SECTION a. First Subdivision

b. Second Subdivision c. Third Subdivision

9. This is a complete and accurate description of the duties and 10. This is a complete and accurate description of the duties and
responsibilities of my position. responsibilities of this position.

Typed Name and Signature of Employee Date(mm-dd-yy) Typed Name and Signature of Local Supervisor Date(mm-dd-yy)
11. This is a complete and accurate description of the duties and 12. I have satisfied myself that this is an accurate description of the
responsibilities of this position. There is a valid management need position, and I certify that it has been classified in accordance
for this position. with appropriate 3 FAH-2 standards.

Typed Name and Signature of American Supervisor Date(mm-dd-yy) Typed Name and Signature of Human Resources Officer Date(mm-dd-yy)

13. BASIC FUNCTION OF POSITION

The incumbent supports the Senior Commercial Officer and the Commercial Service globally in promoting U.S.
exports to Mozambique. Major duties include, but are not limited to: Follows and analyzes economic and
commercial developments in country. Responsible for all CS activities associated with assigned market sectors
and general knowledge of priority sectors for the country. Plans, organizes and executes the promotion of CS
products and core fee-based services. Coordinates major trade exhibitions, seminars, conferences, product
launches and trade missions. Conducts market research for trade shows, trade missions, and client services.
Monitors and reports on trade opportunities and trends/changes within assigned market sectors. Researches and
writes major portions of the Country Commercial Guide (CCG) and writes periodic International Marketing
Insights and similar Commercial Service reports. Provides initial technical review of the CCG for accuracy,
clarity, completeness and grammatical presentation. Compiles, interprets and analyzes market intelligence data in
order to exploit it in the promotion of CS activities in assigned sectors and best prospect sectors. Demonstrates,
builds and maintains an extensive range of mid to senior-level contacts in business and government. Counsels
clients on their potential for export success. Conducts pre and post license export checks and reports back to
Washington, D.C. The incumbent handles complex trade complaints, especially from U.S. companies. Assists
and advises the Senior Commercial Officer on complex Mozambican government tenders and associated
commercial advocacy projects on behalf of U.S. companies. Assists the Senior Commercial Officer with senior-
level Commerce Department official visits to Mozambique. Mentors junior staff on Commercial Service policies
and procedures. Serves as a team leader for more extensive projects, and may be requested to supervise and/or
provide training to junior staff in all aspects related to the work of a Commercial Specialist.

14. MAJOR DUTIES AND RESPONSIBILITIES

A. CS Products and Core Fee Based Services – 25% OF TIME

Conducts business matchmaking and promotes and carries out CS products and services: Identifies distributors,
for Gold Key Services (GKS), Platinum Key Services (PKS), Initial Market Checks (IMC), Business Facilitation
Services (BFS) and International Partner Searches (IPS) and prepares company background checks for
International Company Profiles (ICP). Plans, organizes and implements trade missions and individual Gold Key
visits by making critical business appointments according to the marketing objectives of the Trade Mission or the
individual business traveler. Analyzes the marketing objectives of the participants; seeks out and verifies current
market information from industry and trade sources that match these objectives. Solicits interest from local firms
by conducting extensive telephone and email campaigns and outside visits to interested parties (agents,
distributors, buyers and joint venture partners) who may wish to meet with members of visiting trade delegations
and/or the individual Gold Key client in appropriate group or individual site visits. Responsibilities include
coordination among American clients and U.S. district offices, global CS teams, and other CS Sub Saharan Africa
posts. Develops and maintain a database for all program activities and contacts in Mozambique.

B. Client Counseling, Advice and Briefing – 20% OF TIME

Counsels U.S. business people and provides advice on market opportunities (both public and private sector
opportunities) in Mozambique, local business laws and regulations, key government and industry contacts,
government-industry linkages, and sector issues pertaining to Mozambique-U.S. trade and business relations that
merit close monitoring and detailed analysis, with the purpose helping the visiting company develop an
appropriate marketing strategy for Mozambique. Responds to the more complex and important communications
received from local and U.S. business organizations, which are of an unusual nature and scope deserving special
handling, confidentiality and display of proper judgment. Renders advice, information, encouragement and
counsel to Mozambique businessmen as it pertains to promoting U.S. trade in assigned and best prospect sectors
and identifying U.S. suppliers. Supports local buyers groups intending to visit the United States and encourages
and promotes their participation in U.S. trade shows and exhibition.

Counsels Senior Commercial Officer on a range of commercial and economic issues and provides advice and
support during commercial strategy development and execution. Provides guidance on norms for doing business
in Mozambique and strategies for interacting with government and private sector decision makers. At times,
represents Senior Commercial Officer in his/her absence.

C. Market Research and Market Intelligence – 20% OF TIME

Performs a range of research-related activities. In assigned sectors prepares market studies, analyzing statistics
and forecasting trends in trade, production and markets, assuring the maximum degree of accuracy, completeness
and reliability in the final report. Sources of information include official government contacts and reports,
industry and trade association contacts and reports, trade directories, and web sites. When formal statistical
information does not exist, uses contacts in industry and government and own good judgment and analytical
ability to estimate data. Writes analytical reports indicating how the host country’s complex laws, policies, and
business practices affect U.S. trade and investment. Assists in development of the post’s annual market research
plan and helps ensure timely completion. The range of market studies produced includes Customized Market
Analysis (CMA), Industry Sector Analysis, International Market Insight, Flexible Market Research (FMR) and
the Country Commercial Guide (CCG). Occasionally such reports or parts thereof, are performed by outside
contractors, in which case the incumbent selects and supervises the contractors and reviews the final report for
conformity with CS quality standards.

D. Trade Events – 15% OF TIME

Advises on the development of post’s annual event calendar, proposing trade events (trade missions, exhibitions,
seminars, videoconferences, etc.), both within assigned sector(s) of responsibility and with a view toward
maximizing best prospect opportunities for U.S. goods and services in Mozambique. Works to implement events
as the leader of a team that includes promotion, recruitment, and administrative staff (team may include
Department of Commerce HQ staff, other Embassy sections, as well as trade associations and/or trade fair
authorities). Assumes hands-on or oversight responsibility for organizing logistics and event/meeting schedules,
preparing promotional materials, drafting market research and briefing materials, preparing and monitoring
budgets, supervising contractors, managing promotion and recruitment, preparing end-of-show reports, and
following up to identify and report success stories. Incumbent also tracks client satisfaction and uses results to
propose and implement improvements for future events, products, services, and procedures. In trade missions led
by high-ranking USG officials, the incumbent works closely with the USG official’s office to prepare the official
agenda and the event scenarios, as well as advise on local policy and procedures. Identifies the most important
trade exhibits in the U.S. and organizes groups of host country firms to attend them. Briefs local buyer groups on
business practices and advises them in partnering with appropriate U.S. firms. After completion of trade events,
conducts follow-up on post event activities, such as responding to inquiries generated during the event (trade
leads), consolidates and writes export success summaries, enters new contacts into the Client Tracking System
(CTS) database and prepares brief international market intelligence reports (IMIs) from information gathered.
Reports on selected trade opportunities, major projects, and tender announcements which are not of a routine
nature and merit special attention. Responsible for trade promotion budgets of $20 -30,000/year.

E. Sector Management, Coordination and Tracking - 15% OF TIME

Directly responsible for monitoring and reporting trade opportunities, preparing marketing and sector opportunity
reports including trends and changes within the major Mozambique business sectors. Interacts with business
organizations, chambers of commerce, trade and industry associations, and other multiplier agencies. Actively
participates in, and attends seminars, symposia, and other forms of business, industry-government interaction.
Exercises initiative in developing strategies and coordinating efforts with U.S. business groups, the Embassy and
other interest groups to address market access and policy barriers to the Mozambique market. Works effectively
with USAID, OPIC, USTDA, MCC and EX-Bank and other Trade Promotion Coordinating Council (TPCC)
members to develop, support and implement global and market development export initiatives (such as Power
Africa, Trade Africa and the Doing Business in Africa Campaign).
Networking and Contacts: Initiates and maintains critical relationships with mid-level Government of
Mozambique officials. Cultivates and maintains contacts with purchasing and general managers of Mozambique
private companies. Actively promotes and documents commercial successes.

F. Commercial and Administrative Support – 5% OF TIME

Actively maintains database list of mid and senior level contacts and contributes to the Post CTS database. Work
with this database includes entering new client records as well as manipulating them to produce contact lists for
promotional purposes. Also maintains hard copy files for use by self and other commercial service staff on clients
contacted. Maintains record of business inquiries phone, fax, letter and electronic), for statistical purposes as well
as to ensure that action has been taken in support of trade activities and even being promoted, assists with office
support tasks such as fax and email broadcast marketing campaigns. Working with the International Trade
Administration’s Bureau of Industry and Security and under guidance from SCO, conducts pre and post export
license checks to ensure that controlled export items are appropriately used. Reports back to Washington as
necessary. With support of Commercial Assistant designs and creates trade event specific marketing material and
advises on office website and electronic promotional efforts.

15. QUALIFICATIONS REQUIRED FOR EFFECTIVE PERFORMANCE

a. Education:
A (four year) bachelor’s degree or host country equivalent in economics, accounting, marketing,
international trade or business administration or equivalent postsecondary education/work experience is
required.
b. Prior Work Experience:
At least 5 years of responsible work experience in a sales, marketing, business management, trade promotion,
market/economic research or information management environment within the Mozambique market is
required.

c. Post Entry Training:

On the job training by the Commercial Service on export promotion programs, market research, software
applications and other needed skills. Commerce distance learning courses and other web-based training as
well as potential training in the U.S.

d. Language Proficiency:
English: Level IV (reading, writing, speaking). Portuguese: Level IV (reading, writing speaking)

e. Job Knowledge:
Thorough knowledge of the domestic economy, commercial, governmental and industrial structures,
business and industry customs and practices and trade and investment laws, regulations and policies.
Thorough understanding of Commercial Services’ trade promotion goals, programs and procedures,
marketing strategies and reporting requirements or ability to learn them quickly.

f. Skills and Abilities:

Ability to develop and maintain an extensive range of mid to high-level contacts in the host government and
private sector; to plan, organize and execute complex commercial research projects; to prepare precise and
accurate reports embodying in-depth analytical evaluations; and to render advice with objectivity and
employing sound professional judgment. Use of industry standard word processing, spreadsheet, electronic
mail, and information management databases is required. Strong interpersonal, diplomatic and motivational
skills are required. Ability to draft accurate and detailed business correspondence requiring minimal editing.
Ability to prioritize tasks.

__________________________________________________________________________________________________________________________
16. POSITION ELEMENTS

a. Supervision Received:
Generally works independently under broad guidance and standards provided by the Senior Commercial
Officer who sets guidelines and standards. Incumbent is expected to use his/her own initiative and judgment
to accomplish assigned tasks.

b. Supervision Exercised:
 No direct supervision responsibilities. On ad hoc basis acts as project manager for major projects including
trade missions, with involvement by junior and lateral staff. Mentors junior CS personnel on trade
promotion practices and projects.

c. Available Guidelines:
US&CS Operations Manual, Country Marketing Plan or equivalent, specific instructions by USDOC, the
Commercial Specialist, or SCO. These resources are available on the Department of Commerce Intranet.

d. Exercise of Judgment:
Exercises sound business judgment in all aspects or work. Substantial, independent judgment is a key
requirement of this job. Many assignments are carried out with minimal supervision.

e. Authority to Make Commitments:

No authority to make independent financial commitments.

f. Nature, Level and Purpose of Contacts:

Local and U.S. business representatives, local government officials and their representatives, Embassy
officials and visitors to the U.S. Embassy. International travel may be required.

g. Time Expected to Reach Full Performance Level:

One year

OF 298 (08-2001)