WHAT DOES AN INTERNATIONAL SALES MANAGER DO?
Reviewed under Editorial Standards by Lam Nguyen

Updated: Nov 17, 2025 - The International Sales Manager oversees global key accounts and distributors while developing and executing strategies to drive revenue growth and strengthen market presence. This role leads and mentors a sales team to achieve performance targets, enhance customer partnerships, and deliver on international P&L objectives. The manager also identifies new market opportunities, aligns trade and marketing initiatives, and ensures consistent brand execution across all regions.

A Review of Professional Skills and Functions for International Sales Manager

1. International Sales Manager Duties

  • Client Acquisition: Prospect and extend the client portfolio in the region
  • Market Leadership: Build up a leading position in the performance-based mobile marketing market
  • Project Management: Follow-up projects to help clients develop their mobile user acquisition strategy
  • Global Expansion: Contribute to growth worldwide
  • Team Recruitment: Recruit and staff the team
  • Brand Awareness: Develop the Addict Mobile brand awareness
  • Business Planning: Create detailed business plans designed to attain predetermined goals and quotas
  • Sales Cycle: Manage the entire sales cycle from finding a client to securing a deal and acquire new customers by winning them over from competitors and discovering new opportunities
  • Networking Skills: Unearth new sales opportunities through networking and turn them into long-term partnerships
  • Product Presentation: Present products to prospective clients
  • Customer Support: Support professional after-sales to maximize customer loyalty
  • Client Relations: Remain in regular contact with clients to understand and meet their needs
  • Issue Resolution: Respond to complaints and resolve issues to the customer's satisfaction and to maintain the company's reputation
  • Contract Negotiation: Negotiate agreements and keep records of sales and data

2. International Sales Manager Details

  • Sales Leadership: Take the lead and manage Sales, Marketing and Export functions and drive international sales and market share, profitably
  • Team Direction: Provide direction and support to the company, sales team and management team
  • Customer Engagement: Be actively involved with "key" customers and conduct regular visits, cementing solid business relationships
  • Business Growth: Maintain and grow existing business levels and nurture/grow existing customers' spend
  • Opportunity Management: Monitor, manage and capitalise on new business opportunities, ensuring sufficient procedures and processes are implemented to quantify all new business leads
  • Cross-Functional Collaboration: Work in tandem with other company divisions from purchasing, operations and ensure connectivity for the sales and marketing division through other departments across the business
  • Product Launch: Lead the launch of new products from a sales and introduction capacity to all customers
  • Performance Tracking: Constantly track achievement versus plan, maintain, and revise the sales business plan to react to results achievement to hit annual targets
  • Productivity Improvement: Propose ways to increase the productivity and effectiveness of the sales in the Area
  • Market Expansion: Drive profitable and sustainable market share growth by developing processes, tools and metrics, service-oriented initiatives, performance management and territory/account/visit planning
  • Account Planning: Guide the development of individual Account Plans for the key distributors
  • Skill Development: Identify key development needs (agronomy, product knowledge, sales skills, and competencies) to focus on coaching and broader training efforts for all members of the sales team
  • Training Support: Support with knowledge testing, assessment, tracking, and reporting and prepare and implement development plans
  • Data Analysis: Ensure collection, compliance, and evaluation of data and information gathered from multiple sources (market, customer, competition)

3. International Sales Manager Responsibilities

  • Sales Operations: Conducts all sales activities and processes within the parameters of the Herman Miller Sales process, utilizing corporate tools/resources provided
  • Account Strategy: Develops, implements, and maintains account strategies and business plans for assigned accounts, providing forecasts of account potential
  • Relationship Management: Develops and maintains A and D relationships with appropriate A and D Reps based on specific account requirements
  • Revenue Growth: Guides and influences strategy for assigned International accounts to increase sales revenue and profitability
  • CRM Management: Maintains Salesforce information so the Regional Lead can accurately complete monthly forecasts of expected sales volume by account and product line
  • Market Research: Manages up-to-date information on international markets, the Education market sector, products, services, and distribution capabilities and facilitates learning for multinational lead development
  • Budget Control: Manages within the assigned expense budget
  • Business Support: Provides consultation to GAMs and the distribution channel on multinational accounts, projects, and required support
  • Account Research: Provides and maintains account research to support all account inquiries and regional focus markets
  • Client Representation: Represents International markets on client visits
  • Issue Resolution: Resolves operational and other issues for assigned accounts and participates in the global pricing and contract development with appropriate Herman Miller resources and clients

4. International Sales Manager Job Summary

  • Sales Strategy: Develops and implements strategic sales plans to accommodate corporate goals
  • Forecast Management: Directs sales forecasting activities and sets performance goals accordingly
  • Demand Coordination: Coordinates production forecasting with sales demands
  • Market Analysis: Reviews market analysis to determine customer needs, price schedules, and discount rates
  • Client Advising: Advises clients internationally concerning sales and advertising techniques
  • Relationship Management: Meets with key clients, assisting sales representatives with maintaining relationships and negotiating and closing sales
  • Sales Reporting: Prepares periodic sales reports showing countries status for opportunities and programs
  • Competitor Evaluation: Monitors and evaluates the activities and products of the competition
  • Trade Representation: Attends major trade shows and represents the Company at important Demo events
  • Market Expansion: Prospects new markets, ensuring sales growth
  • Bid Management: Prepares quotations and responds to international bids
  • Team Collaboration: Works in cross-functional teams to respond to bids
  • Proposal Development: Prepare technical proposals and define a strategy to win international tenders and bids
  • Country Strategy: Creates individual country strategies to increase presence

5. International Sales Manager Accountabilities

  • Sales Management: Manage and oversee the sales effort for KiwiTech's technology solutions in the regions
  • Partnership Development: Leverage existing relationships with key partners to onboard clients directly onto KiwiTech's platform
  • Data Analysis: Analyze and interpret key sales metrics to create marketing strategies that produce the best results for partners
  • Performance Monitoring: Maintain awareness about performance related to monthly, quarterly, and annual goals, and conduct sales forecasts regularly
  • Team Leadership: Hold team members accountable for revenue goal achievements, KPIs, and engagement in all sales initiatives
  • Employee Coaching: Coach, develop, and support all team members while leading by example
  • Market Assessment: Strategically assess current market trends for new sales opportunities and make recommendations for changing service offerings
  • Alliance Building: Develop strategic alliances with Entrepreneurs, Incubators, and Accelerators in multiple cities in the target region
  • Pipeline Development: Participate in finding opportunities and creating the pipeline
  • Needs Analysis: Uncover primary technical and business needs, and communicate how KiwiTech can meet those needs and solve the prospect's problems
  • Proposal Coordination: Follow up with the proposal team for timely delivery to the client

6. International Sales Manager Functions

  • Strategic Planning: Refinement, implementation and drive of the strategic 5-year growth plan
  • Global Management: Create and implement plans by continent, country and distributor across the globe, setting targets and objectives to meet business requirements and address external opportunities or threats
  • Revenue Growth: Achieve targets for revenue and sales growth for the department
  • Event Coordination: Manage the attendance and costs of international medical conferences that support international and business strategies, whilst representing the brand
  • Team Leadership: Management and development of the International Sales Team
  • Distributor Relations: Dedicated visits to key distributors to increase product awareness, train on products, build meaningful relationships, and increase their ability to demonstrate and sell products
  • Product Presentation: Deliver effective demonstrations and sales presentations to distributors and their clients, promoting the company and explaining the concept and ethos underpinning the product range
  • Partnership Development: As part of the overall strategy review, distributor performance, identify new distributor partnership opportunities, sales and business potential that will drive new revenue to meet company objectives
  • Customer Support: Assist customers with clinical, technical and commercial enquiries
  • Market Awareness: Keep up to date with market conditions and competition
  • Performance Reporting: Regular reporting to the Commercial Director on the performance of the business, both past and future

7. International Sales Manager Job Description

  • Sales Strategy: Planning, developing and executing a winning sales strategy
  • Partnership Building: Building new commercial partnerships
  • Product Sales: Sell company products and services to new customers
  • Opportunity Management: Identify opportunities and manage the sales pipeline
  • Independent Work: Work independently and with limited supervision and guidance
  • Stakeholder Relations: Develop strong relationships with internal and external stakeholders
  • Event Representation: Representing the company at industry or other networking/promotional events
  • Customer Engagement: Maintaining regular contact with customers, introducing new products to customers, and identifying new revenue streams
  • Proposal Preparation: Preparing and submitting customer proposals
  • Market Knowledge: Develop a comprehensive knowledge of the product portfolio and the global mobility market as a whole

8. International Sales Manager Overview

  • Contact Identification: Finding Key Contacts from the Targeted Accounts or Region
  • Executive Networking: Networking and Initiating Dialogues with Senior Executives in Universities
  • Lead Generation: Recognize the decision makers and generate interest among them via phone calls and emails
  • Proposal Development: Develop presentations and proposals for key accounts in line with client requirements
  • Deal Negotiation: Managing end-to-end negotiation with the prospects and closing the deals
  • Relationship Building: Engage with prospects on an ongoing basis for requirement gathering and relationship building throughout the sales cycle
  • Strategic Insight: Provide strategic inputs for the business based on interactions with prospective customers
  • Target Achievement: Ambitious, tenacious and determined in meeting agreed sales targets and resilient in handling any buyer objections
  • Presentation Skills: Articulate, confident and persuasive with the meeting presence and presentation skills necessary to sell effectively to individuals, small groups and larger groups for whom English may be a second language
  • Data Analysis: Analyse customer and market data and identify and anticipate new opportunities

9. International Sales Manager Details and Accountabilities

  • Business Strategy: Develop and implement long-term business strategies and marketing plans for the international market
  • Sales Management: Business development and sales management for international sales to grow sales and improve profitability
  • Market Intelligence: Ensure consistent market intelligence for related products
  • Market Anticipation: Anticipate changes in the market environment
  • Pricing Execution: Execute pricing strategy with the team
  • Project Implementation: Implement key project initiative
  • Sales Strategy: Develop and implement effective sales strategies to deliver company growth
  • Competitive Analysis: Analyze and understand the competitive landscape in each market
  • Business Negotiation: Generate new business and negotiate business terms
  • Distributor Network: Build a network of distributors and agents
  • Customer Relations: Building and maintaining strong, long-lasting customer relationships
  • Product Innovation: Lead product development and innovation for markets
  • Sales Forecasting: Forecast and track sales metrics
  • Sales Reporting: Prepare reports and analytics on sales status

10. International Sales Manager Tasks

  • Account Management: Oversee all Major and National accounts and Distributors internationally
  • Sales Strategy: Develop a sales strategy that drives enhanced revenue generation and implement internationally
  • Team Leadership: Coach, lead, and develop a sales team of 10+ to maximize potential with retail partners and develop strong JBPs
  • Customer Focus: Drive the focus of customers in each market whilst ensuring all metrics and targets are achieved
  • Investment Strategy: Serve as a key contributor towards the delivery of global P&L ambitions by leading the customer investment strategy internationally
  • Market Expansion: Identify new markets and channels to maximize commercial opportunities
  • Client Negotiation: Manage the largest customers directly and negotiate terms
  • Forecast Management: Liaise with the team and head office to support the monthly S&OP meeting, overseeing the top-line forecasting requirements for the channel
  • Omnichannel Development: Partner with the Head of eCommerce to maximize presence and execution in Omnichannel retailers
  • Sales Collaboration: Collaborate with Heads of Sales for key markets on country plans and customer JBPs to double the business in focus territories
  • Model Optimization: Review and rejuvenate the current RTM model by market
  • Strategic Alignment: Coordinate with the Specialty Sales Lead to align on country strategies and top-line tactical plans
  • Trade Marketing: Develop and implement Trade Marketing initiatives to build brand awareness across markets
  • Program Support: Partner with Marketing to support programs
  • Inspirational Leadership: Lead by example and inspire the team and organization through a passion for brand and mission
Editorial Process

Lamwork content is developed through structured review of publicly available job postings and documented hiring trends.

Editorial operations are managed by Thanh Huyen, Managing Editor, with research direction and final oversight by Lam Nguyen, Founder & Editorial Lead. Content is periodically reviewed to reflect observable labor market changes.

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