The Role
Leads profitable international sales growth across assigned markets by developing distributors, OEMs, end users, and strategic accounts. Responsibilities include regional sales planning, pipeline and forecast management, commercial negotiations, technical solution selling, customer and channel development, international travel, and cross-functional coordination. The role also coaches an Export Coordinator, supports strategic initiatives, and improves sales processes while representing Cat Pumps at customer meetings, trade shows, and industry events.
Summary Generated by Built In
Cat Pumps is seeking an experienced, customer-focused International Sales Manager to lead profitable sales growth across assigned international markets not directly supported by Cat Pumps U.K. (CPUK), Cat Pumps Deutschland (CPD), or Cat Pumps International NV (CPINV). This role combines commercial leadership, technical solution selling, distributor and customer development, and disciplined execution to strengthen Cat Pumps’ global market presence.
The ideal candidate is a hands-on sales leader who builds trusted customer relationships, understands technically engineered products, and translates market opportunities into sustainable revenue and profitability. This individual will work closely with customers, channel partners, Engineering, Operations, Customer Service, and other commercial teams while demonstrating Cat Pumps’ commitment to quality products, exceptional service, profitable growth, and teamwork.
Key Responsibilities
International Sales & Profitable Growth
- Own sales performance, revenue growth, and profitability for assigned international markets in alignment with annual plans and corporate objectives.
- Develop and execute regional sales plans that define target markets, customers, channel strategies, growth priorities, and measurable actions.
- Identify, qualify, and convert new business opportunities with distributors, OEMs, end users, and other strategic customers.
- Manage the opportunity pipeline, prepare forecasts, and maintain clear visibility to sales activity, risks, and expected results.
- Lead commercial negotiations, pricing discussions, quotations, and closing activities while protecting margin and long-term customer value.
- Monitor market, customer, and competitive developments and recommend actions that improve Cat Pumps’ position and performance.
Customer, Distribution & Market Development
- Build and maintain strong relationships with customers and channel partners through regular communication, business reviews, and in-market engagement.
- Travel internationally to understand customer operations, uncover growth opportunities, strengthen partnerships, and support the sales process.
- Partner with customers to understand application requirements and coordinate technically sound pumping solutions with internal subject-matter experts.
- Support distributor effectiveness through goal alignment, product and application knowledge, opportunity planning, and performance follow-up.
- Represent Cat Pumps professionally at customer meetings, trade shows, industry events, and other market-facing activities.
- Ensure customer inquiries, quotations, and commercial issues are addressed accurately, promptly, and with appropriate internal coordination.
Leadership & Cross Functional Execution
- Provide day-to-day direction, coaching, and performance support to the Export Coordinator, including clear priorities, accountability, and development.
- Coordinate effectively with Engineering, Customer Service, Operations, Finance, Marketing, and regional entities to deliver consistent customer experience.
- Communicate market needs, product feedback, competitive intelligence, and customer priorities to support informed business decisions.
- Improve sales processes, tools, reporting, and operating rhythms that increase commercial effectiveness and execution discipline.
- Lead or support special projects and strategic initiatives as assigned.
Key Performance Indicators
- Achievement of assigned revenue, gross margin, and profitable growth objectives.
- Quality and conversion of the sales pipeline, forecast accuracy, and execution of regional sales plans.
- Growth and retention of priority customers, distributors, and strategic accounts.
- Expansion into targeted applications, channels, and geographic markets.
- Timely, accurate customer follow-up and effective resolution of commercial issues.
- Strong cross-functional partnership, team leadership, and representation of Cat Pumps in the marketplace.
Skills Knowledge and Expertise
Required Qualifications
- Bachelor’s degree in Business, Engineering, Marketing, International Business, or a related field; equivalent relevant experience may be considered.
- At least 8 years of progressive experience in international sales, technical sales, business development, channel management, or a related commercial field.
- Demonstrated success delivering profitable sales growth and closing complex business opportunities.
- Experience selling engineered, technical, or industrial products and translating customer requirements into practical solutions.
- Experience developing distributors, channel partners, OEMs, or strategic accounts across international markets.
- Ability to lead an employee and coordinate work effectively across functions, cultures, and geographic regions.
- Strong business acumen, negotiation, planning, organization, and problem-solving skills.
- Excellent written and verbal communication skills, including the ability to present recommendations and represent the company with customers and partners.
- Proficiency with Microsoft Office applications and experience using CRM or other commercial reporting tools.
- Ability and willingness to travel internationally based on business needs.
- Ability to work in the United States without current or future employer sponsorship.
Preferred Qualifications
- Engineering or technical background with knowledge of pumping systems, fluid handling, or related industrial applications.
- Experience with high-pressure pumps, engineered components, industrial equipment, or manufacturing environments.
- Experience managing sales across multiple countries, cultures, currencies, and distribution models.
- Proficiency in an additional language relevant to assigned markets.
About
Franklin Electric is a global leader in water and energy systems, committed to continuous improvement and innovation to meet the diverse needs of our customers. Our founders in 1944 named the company after America’s pioneer electrical engineer, Benjamin Franklin, which lives on today in our culture to drive us to push boundaries and create meaningful change. We offer a comprehensive range of pumps, motors, drives, and controls for residential, commercial, agricultural, industrial, and municipal applications.More than just a workplace, Franklin Electric is a vibrant and inclusive community of forward-thinkers, united by our mission to drive positive impact worldwide. Our culture fosters career growth and personal development, with a focus on promoting from within and nurturing talent. Our recent awards in “America's Most Responsible Companies”, “Most Trusted Companies” by Newsweek, “America’s Climate Leaders” and “Indiana’s Best Places to Work” attest, we're dedicated to upholding the highest standards of corporate responsibility.At Franklin Electric, we believe that everyone deserves to be treated fairly and respectfully, and that our diversity of thought, culture and experience makes us a stronger company. Our commitment to social responsibility is evident in programs like the Franklin Women's Network and our philanthropic efforts through the Franklin Wells for the World Foundation. Through these endeavors, we've provided clean water to over 284,000 people in 12 countries, addressing the global water crisis head-on,Locally in our communities, the Franklin Electric Charitable and Educational Foundation (FECEF) supports causes close to our hearts, such as United Way, Boys & Girls Club, and Big Brothers Big Sisters. Our dedication to excellence extends beyond our products and services, shaping a brighter future for both our employees and the communities we serve. Join us in driving meaningful change and making a difference with Franklin Electric.
Skills Required
- Bachelor's degree in Business, Engineering, Marketing, International Business, or a related field; equivalent relevant experience may be considered.
- At least 8 years of progressive experience in international sales, technical sales, business development, channel management, or a related commercial field.
- Demonstrated success delivering profitable sales growth and closing complex business opportunities.
- Experience selling engineered, technical, or industrial products and translating customer requirements into practical solutions.
- Experience developing distributors, channel partners, OEMs, or strategic accounts across international markets.
- Ability to lead an employee and coordinate work across functions, cultures, and geographic regions.
- Strong business acumen, negotiation, planning, organization, and problem-solving skills.
- Excellent written and verbal communication skills, including presenting recommendations and representing the company with customers and partners.
- Proficiency with Microsoft Office applications and experience using CRM or other commercial reporting tools.
- Ability and willingness to travel internationally based on business needs.
- Ability to work in the United States without current or future employer sponsorship.
- Engineering or technical background with knowledge of pumping systems, fluid handling, or related industrial applications.
- Experience with high-pressure pumps, engineered components, industrial equipment, or manufacturing environments.
- Experience managing sales across multiple countries, cultures, currencies, and distribution models.
- Proficiency in an additional language relevant to assigned markets.
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The Company
What We Do
Founded in 1944, Franklin Electric has grown from a small motor manufacturing company into a leading global provider of complete water systems and fueling systems. Franklin Electric's principal markets include clean water systems, water transfer and grey water systems, and fueling systems. Headquartered in Fort Wayne, Indiana, Franklin serves all corners of the world with facilities spanning the globe.
