Daniels Health

• Develop and execute regional sales strategies aligned with national objectives to exceed revenue and growth targets. • Regularly review and refine sales strategies, territory coverage, and budget planning to ensure alignment with overall company goals and market dynamics. • Lead, coach, and develop a team of Regional Sales Managers and Account Executives. Foster a high-performance, accountability-driven culture. • Partner with individual sales representatives to develop and execute comprehensive territory business plans focused on Integrated Delivery Network (IDN) relationships. Leverage Salesforce.com to track target accounts, activities, and progress toward goals. • Maintain a strong and healthy sales pipeline through proactive opportunity management. Ensure all activities are accurately tracked in Salesforce.com to support transparency, forecasting, and strategic planning. • Continuously monitor sales activity, team strategy, and performance metrics. Deliver regular performance reports (monthly, quarterly, annually) to the Executive Team with key insights and strategic recommendations. • Champion customer satisfaction by ensuring client needs are met and relationships are nurtured—from initial contact to long-term IDN partnerships. Identify and implement strategies to secure long-term commitments with key clients and prospects. • Cultivate and maintain relationships with strategic accounts. Serve as an executive sponsor to support high-value deals and deepen client trust. • Identify growth opportunities in emerging or underserved markets. Monitor industry trends and competitor activity to inform and adapt regional strategy. • Collaborate with internal stakeholders including Marketing, Product, Customer Success, and Finance to ensure alignment in go-to-market execution and customer lifecycle management. • Actively participate in all relevant sales, strategy, and product meetings to stay aligned with company initiatives and product direction.

• Design, develop, program, and maintain PLC‑based control systems for advanced medical waste processing equipment • Integrate, program, and commission industrial robots for material handling, sorting, and automated processing • Design, implement, and optimize machine vision systems for detection, classification, inspection, and process verification • Train, tune, and validate vision models to ensure accuracy, robustness, and regulatory compliance • Collaborate with mechanical, electrical, robotics, and software engineering teams to deliver fully integrated automation solutions • Support commissioning, troubleshooting, and root‑cause analysis across controls, robotics, and vision systems • Prepare and review electrical, hydraulic, and pneumatic control drawings for new equipment and system upgrades • Develop system documentation including functional specifications, control narratives, operator manuals, maintenance documentation, and validation protocols • Ensure all control system designs comply with applicable US medical waste, environmental, and machine safety regulations • Work closely with suppliers, system integrators, and external service providers to deliver projects on time and to specification • Drive continuous improvement in automation performance, reliability, safety, and sustainability

• Assist the business development team with day-to-day administrative tasks, such as contracts and data entry • Engage with existing customer base providing excellent customer service and identify revenue generating opportunities • Opportunity to cross sell into existing customer base • Renewal and retention efforts • Assist with onboarding new clients and coordinate necessary information via salesforce • Assist in lead generation activities • Development of reporting

• Log into the national sales queue • Actively prospect for new business • Engage inbound sales leads • Update sales activities in the CRM • Meet average weekly KPI for sales activities • Present your ideas in a clear professional manner on paper, in-person, and over the phone • Manage your pipeline in various sales stages • Attain monthly sales targets • Work respectfully with our supporting departments

• Apply Lean Manufacturing, Total Productive Maintenance (TPM), and other structured problem-solving methodologies to eliminate waste, and drive measurable cost savings. • Identify and implement opportunities to improve safety, quality, delivery, and cost performance across processing plants and transfer stations. • Teach, lead, and develop capabilities within cross-functional teams on loss elimination tools and methodology. • Influence and engage individuals at all organizational levels — from frontline team members to senior leaders — to participate in ideation, active problem-solving, prioritization, solution development, testing, and full-scale deployment. • Coach and train site teams on Lean principles, structured problem-solving, and root cause analysis methodologies (e.g., PDCA, DMAIC, AMD, Loss Analysis, 8D, 5 Whys, Fishbone). • Develop internal CI champions and sustainment mechanisms to ensure long-term success of initiatives. • Support process design improvements, automation projects, and infrastructure optimization initiatives that reduce costs and increase throughput. • Partner with regional and site leadership to drive initiatives that lower operational expenses through improved process efficiency, waste minimization, and resource optimization. • Reinforce data-driven decision-making and evidence-based validation as standard practice for solution development and deployment. • Develop and standardize best practices that improve reliability, reduce variability, and enhance overall equipment effectiveness (OEE). • Work with regional operations leadership to prioritize and execute improvement initiatives that align with regional and national objectives. • Collaborate with local and national Maintenance and Engineering teams to improve equipment performance, reduce downtime, and enhance asset utilization. • Travel approximately 50% of the time to different business units.

• Develop pricing models and commercial recommendations using waste profiles, vendor costs, transportation needs, and margin targets • Analyze customer profitability and cost-to-serve to drive revenue growth and margin improvement • Support new business, renewals, and customized hazardous waste programs • Identify rightsizing opportunities across volumes, service levels, and disposal pathways • Partner cross-functionally to evaluate opportunities and translate operational data into financial insights • Participate in customer discussions, clearly explaining pricing, disposal options, and cost drivers • Validate assumptions around waste profiles, volumes, and vendor costs • Act as and collaborate with internal subject matter experts in hazardous waste pricing, disposal pathways, and TSDF capabilities • Monitor vendor costs, market trends, and regulatory changes to ensure competitive, compliant pricing • Support risk management, audits, and financial reviews

• Develop and execute strategies to drive revenue growth, reduce costs, and improve profitability. • Grow the client base and expand the regional book of business to meet annual targets. • Plan and manage customer outreach using Salesforce to identify new opportunities. • Travel within the territory to meet prospects and strengthen client relationships. • Maintain existing client relationships and support smooth transitions to account managers. • Present our full range of products and services to key stakeholders. • Align client needs with business strengths and prepare tailored proposals. • Collaborate on contract development and lead negotiations with clients. • Research market trends and identify new business opportunities. • Support upselling and portfolio growth within existing accounts. • Track performance and work with the Account Manager to refine strategies and improve results.

• Identify and win new business across existing customers and new prospects • Leverage established relationships while opening new doors across healthcare systems • Build and manage a strong pipeline through outbound activity and networking • Own the full sales cycle from first contact to close • Sell into complex environments and engage senior stakeholders • Work with internal stakeholders and external vendors to identify, develop and manage service solutions

• Identify and win new business across existing customers and new prospects • Leverage established relationships while opening new doors across healthcare systems • Build and manage a strong pipeline through outbound activity and networking • Own the full sales cycle from first contact to close • Sell into complex environments and engage senior stakeholders • Work with internal stakeholders and external vendors to identify, develop and manage service solutions

Role Description We are seeking an enthusiastic, customer service focused Regional Field Service Manager to help support our team throughout our Western territory. As an NFSM you will be responsible for providing exceptional service to a regional group of hospital accounts by managing Field Service Technicians and coordinating with the Plant Manager and Delivery Route Drivers. - Partner with sales staff to survey and determine needs in terms of labor and product for existing accounts and potential new accounts. - Coordinate and conduct in-service for relevant hospital staff. - Collect, collate, summarize, and review Trial data with Regional Operations Director prior to submitting to client. - Direct and manage all aspects of installation processes (Ward Walks, Physical installation, reporting, Techsmart, service, ordering and inventory levels, etc.). - Train and ensure proper use of Daniels products with customers, FST’s and others as assigned. - Ensure that the customer understands the reports generated via utilization of the Techsmart Device and works to ensure that the techs are utilizing the devices properly. - Determine proper product uses, which includes ordering and maintaining appropriate inventory levels of product. - Interface with all relevant facility department heads to develop a customer driven service schedule. - Develop positive relations with facility staff to provide ongoing monitoring of service level and assess customer needs and satisfaction. - Attend all mandatory facility meetings to ensure compliance with hospital standards and effectively communicate the Daniels Sharpsmart program. - Ensure on-time pick up of scheduled full collectors. - Review service schedule on a periodic basis to determine if customer expectations are being fulfilled. - Engage in periodic ward walks and account audits and provide for ongoing in-services to hospital staff. - Coordinate product delivery, develop par levels, and maintain appropriate inventory for successful completion of service schedules. - Monitor labor hours and overtime hours on a regular basis. - Interview, hire, train, and evaluate Service Technicians to perform duties for new and existing accounts. - Provide for ongoing safety training, review of hospital protocols and procedures. - Educate staff regarding regulatory requirements for all appropriate government agencies. - Establish labor hours by developing and performing periodic monitoring and review of service schedules. - Monitor and maintain accounts within established budgetary guidelines. - Ensure payroll is done accurately and submitted in a timely fashion. - Maintain training, attendance and vacation records. - Develop a relief program to provide for vacation relief as well as emergency substitution, and/or be able to perform service staff duties as needed. - Resolve any issues or conflicts with staff, and/or be able to administer progressive disciplinary action if required. - Provide that all ongoing service needs are met with a sense of urgency and professionalism while maintaining the highest safety, quality and cost efficiencies. - Communicate on an ongoing basis any feedback from hospital staff to Regional Operations Director and Sales Management to allow for continuous improvement. - Conduct regular quality audits on all assets which include, but are not limited to: sharps containers, transporters and internal delivery apparatus. Qualifications - 4 year degree or equivalent experience. - Minimum 5 years proven leadership experience in service related industry; hospital services or related industry experience highly desirable. - Excellent verbal and written communications skills to develop and maintain positive relationships with clients. - Outstanding project management skills to oversee complex installations and meet cost and time requirements. - Solid people management skills needed to hire, develop and lead direct reports. - Excellent customer service and problem solving skills to understand and follow through on resolution of needs of multiple accounts/clients. - Solid understanding of service-related financial drivers/KPIs and experience managing budgets and profit/loss. - Excellent organizational skills and attention to detail in order to maintain all regulatory and client care records at 100% accuracy. - Experience hiring, training and leading direct reports a definite plus. - Sense of urgency to deliver on results and resolve issues quickly. - Willingness and ability to travel 30-50%; most travel is local involving day trips or overnight stays. Physical Requirements - Occasionally lift containers weighing up to 40 lbs. - Occasionally push/pull wheeled transporters and/or palletized product up to approximately 500 lbs. - Occasionally travel up and down staircases. - Occasionally walk two (2) or more miles per day. - Sit for extended periods of time. - Occasionally work in and around hospital personnel, sensitive medical equipment, and patients. - Occasionally work in an outdoor environment. Company Description We are a healthcare service company providing safety systems and medical waste collection for hospitals, medical centers, surgical centers, nursing homes and an array of customers within the healthcare setting. Our focus is delivering quality and safety-focused medical waste management services that reduce needlestick injuries, positively impact infection control and reduce environmental burden. Daniels Health & Sharpsmart is an equal opportunity employer. In accordance with anti-discrimination law, it is the purpose of this policy to effectuate these principles and mandates. Daniels Health & Sharpsmart prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, age, national origin, disability status, protected veteran status, or any other characteristic protected by law. Daniels Health conducts background checks and drug testing as part of the post-offer hiring process. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.