Managed Health Care Associates, Inc.

• Business Development & Sales • Consultative selling mindset that can identify, qualify, present, and close significant new business opportunities within the independent senior living market — including Assisted Living, Skilled Nursing Facilities, and Continuing Care Retirement Communities — across the West Territory. • Manage pipeline development using Salesforce CRM with disciplined forecasting and territory management, incorporating AI-driven lead scoring, predictive forecasting, and workflow automation to prioritize high-value opportunities. • Develop and leverage relationships with senior living operators, C-Level and Senior Management decision makers, food service, and Healthcare Technology partners. • Complex deal structuring and negotiation capability to navigate multi-stakeholder, multi-year GPO agreements and balance value creation with margin protection. • Conduct in-person and virtual meetings throughout the West Territory (50% travel). • Maintain West Territory travel and expense budget, using automation and route/scheduling optimization tools to maximize time efficiency and territory coverage. • Utilize AI-powered prospecting and enrichment tools (e.g., Salesforce Einstein, ZoomInfo, Apollo, or similar) to identify and prioritize target accounts more efficiently. • Leverage generative AI tools to accelerate account research, personalize outreach at scale, and prepare for executive-level meetings. • Business Planning • Develop and execute strategic sales plans to convert competitive GPO business to Navigator, using data and AI-driven market/account insights to sharpen targeting and prioritization. • Understand P&L impact, margin drivers, contracting economics, and ROI articulation for members leveraging Navigator's food service and Healthcare Technology programs. • Partner cross-functionally with Regional Support Specialists, Regional Sales Directors, Field Implementation Specialists, Finance, Operations, Legal, Analytics, and Marketing. • Promote Navigator's contracting programs and senior living channel services. • Communicate external sales and marketing initiatives developed by internal stakeholders. • Build and maintain automated workflows (e.g., CRM triggers, sequences, dashboards) that reduce manual administrative work and improve pipeline visibility for leadership. • Market Leadership & Engagement • Build executive-level relationships within senior living leadership teams across the West Territory. • Participate in industry organizations and regional/national senior living conferences to enhance brand presence. • Monitor competitive landscape and market conditions within the West Territory to identify growth opportunities, using AI-based market intelligence and news-monitoring tools to stay ahead of competitor activity and market shifts.

• Lead, coach, and motivate a team of Inside Sales Representatives to achieve and exceed individual and team sales targets. • Oversee member communications and ensure consistent, high-quality experience across all Inside Sales interactions. • Provide ongoing training, mentoring, and professional development to enhance the team’s sales capabilities, product knowledge, and customer engagement skills. • Develop and implement short and long-term sales strategies that support business objectives and member growth within Navigator. • Prepare and present regular reports on performance, forecasting, and strategic insights to senior leadership. • Establish and manage sales goals, activity metrics, and KPIs; monitor performance through dashboards and CRM reporting. • Analyze sales data and work with Navigator to understand market trends to identify opportunities for improvement and recommend process or strategy adjustments. • Lead the identification, implementation, and optimization of AI-powered tools, bots, and workflow automation solutions to enhance lead generation, customer engagement, CRM management, reporting, and overall sales productivity. • Evaluate sales processes to identify automation opportunities, drive adoption of new technologies, and deliver measurable improvements in operational efficiency, response times, conversion rates, and scalability across the inside sales function. • Partner with Marketing, Navigator, Trade, and Business Partners to align lead generation, outreach campaigns, and sales initiatives. • Prepare and present regular reports on performance, forecasting, and strategic insights to senior leadership.

• Plan, initiate, and prioritize development requirements to manage projects related to the Net-Rx suite of solutions • Serve as liaison between business and technical aspects of projects • Understand the user workflow and train staff to support and sell the product • Own and maintain the product vision and roadmap for the Net-Rx suite of solutions, balancing short- and long-term priorities in alignment with company strategy and business goals • Conduct market analysis to validate product-market fit and differentiation, identifying competitive gaps and white-space opportunities that inform product positioning and design • Evaluate and prioritize product initiatives and development requirements using established scoring methodologies (e.g., RICE, MoSCoW), making clear trade-off decisions and managing stakeholder expectations • Manage the full product lifecycle from intake through sun-setting, including design, testing, execution, messaging, pricing, profitability management, and post-launch performance reviews • Develop and maintain product documentation, including user guides, sprint release notes, and knowledge base materials, ensuring accuracy and timely delivery aligned with each development cycle • Actively participate in Agile sprint ceremonies, including sprint planning and backlog grooming, collaborating with development teams to refine requirements and manage delivery priorities • Manage day-to-day product development workflow, including Jira ticket review, requirements clarification, stakeholder follow-up, and hands-on user acceptance testing (UAT) to validate functionality prior to release • Maintain and apply deep knowledge of the LTC market landscape, including SNF, ALF, IL, and memory care segments, key industry players, and growth drivers to inform product strategy • Ensure product design and specifications proactively embed healthcare regulations and compliance requirements, including CMS Conditions of Participation, HIPAA, and applicable state regulations, partnering with legal and compliance teams as needed • Design and execute Voice of Customer (VoC) research through user groups, one-on-one customer meetings, interviews, and surveys to understand needs, pain points, and desired solutions

• Serve as the primary point of contact and advocate for clients, ensuring their needs are understood and prioritized thought clear and effective communication • Provide direct client support and foster relationships with various contacts within the pharmacy by conducting regular check-ins and follow-ups with customers via email and/or phone to support current needs, address concerns, and provide account updates • Monitor and analyze market trends, competitor activities, and customer needs to refine sales tactics • Maintain a robust sales pipeline and regularly report on sales activities, progress, and forecasts • Develop and maintain strong, positive relationships with key client stakeholders to foster trust and loyalty • Develop and implement effective internal sales strategies to penetrate the post-acute care market and achieve revenue goals • Identify opportunities to upsell or cross-sell additional products or services to existing clients • Create internal sales opportunities for MHA products and services to long-term care providers for MHA contracts • Ensure client satisfaction and retention by delivering a high level of service and support • Identify and resolve any client issues or concerns related to LTC Network and Medicare Part-D promptly and effectively • Proactively anticipate potential problems and implement preventative measures to minimize client dissatisfaction • Utilize all MHA sales and marketing reports to support and articulate the value prop and review the opportunities for our member pharmacy providers • Manage and communicate the external sales and marketing activities developed by internal marketing, Trade Relations, senior management and clinical research • Work closely with internal teams, including customer service, operations, and product development, to ensure client needs are met • Communicate client feedback and market insights to internal stakeholders to drive continuous improvement and innovation • Coordinate with the finance team to manage account receivables and ensure timely payments • Utilize customer relationship management (CRM) tools to manage client interactions, track opportunities, and maintain accurate records • Prepare and deliver regular performance reports to management, highlighting achievements and areas for improvement

• Serve as the Primary system administrator for the Salesforce org — own all user provisioning, license management, profile and role hierarchy configuration, and permission set • Maintain org health as a standing discipline: monitor system limits, technical debt, deprecated flows, redundant automation, and field utilization; keep the org clean and performant. • Manage all declarative configuration — page layouts, record types, validation rules, formula fields, custom objects, and relationship structures — with precision and Own the sandbox strategy and release management process: maintain development, UAT, and production org environments with a disciplined change and deployment cadence. • Administer data integrity standards: define and enforce data governance policies, run routine data audits, manage duplicate rules and matching logic, and own the data dictionary. • Triage, prioritize, and resolve platform support requests from Sales, Marketing, and Service users — with a bias toward root-cause fixes over one-off workarounds. • Own the Salesforce platform roadmap — partner with Sales, Marketing, and Service Operations leaders to prioritize enhancements, integrations, and technical investments with clear business justification. • Serve as the technical platform product owner: run intake, manage the backlog in Jira in concert with business product owners and scrum master, define requirements, and drive delivery from concept to production. • Establish and maintain platform governance: naming conventions, change management protocols, environment strategy, and release cadences. • Proactively surface opportunities to connect workflows, eliminate friction, and increase platform adoption across all four go-to-market teams. • Design and maintain scalable object models, data architecture, and cross-cloud configuration (Sales Cloud, Service Cloud, Marketing Cloud / Account Engagement) • Build and own complex declarative automation: Flow Builder (screen flows, record-triggered, scheduled, platform events), Dynamic Forms, and Einstein features • Manage security architecture including profiles, permission sets, permission set groups, field-level security, sharing rules, and organization-wide defaults • Architect and maintain connected app configurations, OAuth flows, and Named Credentials for external system integrations • Write and maintain Apex classes, triggers, and asynchronous processing (Batch, Queueable, Schedulable) for business logic that exceeds declarative limits • Develop Lightning Web Components (LWC) to create purpose-built, embedded UI experiences within Salesforce • Design, build, and maintain REST/SOAP API integrations with third-party systems (ERP, marketing tools, data platforms, billing systems) • Utilize Salesforce CLI, SFDX, and Git-based version control to manage metadata deployments through sandbox-to-production release pipelines • Build and maintain custom reports, dashboards, and Einstein Analytics / Tableau CRM workbooks that serve as the operating layer for revenue leaders • Serve as the systems integration partner for Sales, Marketing, and Service Ops — map end-to-end workflows across teams and identify where data, process, and platform need to connect • Facilitate discovery sessions and requirements workshops with each team, document user stories, process flows, data dependencies, and acceptance criteria • Ensure CRM data flows cleanly across the full customer lifecycle — from marketing lead capture through sales pipeline to service case resolution • Drive platform adoption through team-specific enablement, in-app guidance, and documentation tailored to each function's workflows • Measure and communicate platform impact: adoption metrics, workflow efficiency gains, and business outcomes tied to Salesforce investments.

• Develop and implement sales strategies to penetrate the post-acute care market and achieve revenue goals • Meet sales budget and generate new sales opportunities (email, cold calling, referrals) • Conduct presentations and product demonstrations to prospective clients • Articulate MHA’s value proposition using sales and marketing reports • Identify and pursue new business opportunities based on market insights • Align sales strategies with leadership (Senior Director, EVP) to drive results • Build and maintain strong relationships with key decision-makers • Ensure member satisfaction and retention • Conduct regular client meetings to understand needs and address concerns • Establish and maintain positive business and customer relationships within assigned accounts • Communicate client feedback and market conditions to management • Manage onboarding process for new accounts and required documentation • Grow and manage assigned territory and member base • Drive expansion within existing accounts (contract portfolio growth) • Coordinate with internal teams to resolve pricing discrepancies and service issues • Collaborate cross-functionally to ensure client needs are met • Analyze market trends, competitor activity, and customer needs • Utilize sales and marketing reports to identify opportunities and support selling • Provide proactive data analytics to identify and quantify business trends • Track and report on sales performance (revenue, pipeline, engagement) • Present insights that enable members to make timely business decisions

• Own the product vision, multi-year strategy, and roadmap for the LTC/Post Acute product portfolio • Lead the end-to-end product lifecycle in alignment with the organization’s product discipline (intake → development → launch → optimization) • Make portfolio-level prioritization and investment trade-off decisions across competing initiatives, resources, and timelines • Ensure strong product-market fit and clear differentiation across offerings • Own launch excellence, including value hypotheses, success metrics, post-launch performance reviews, and continuous improvement • Drive measurable business and customer outcomes across adoption, retention, revenue, utilization, and customer experience • Source, synthesize, and apply Voice of Customer and market intelligence to inform product strategy, roadmap, and lifecycle decisions • Ensure product concepts and launches are grounded in validated customer needs, clear value hypotheses, and defined success metrics • Communicate product strategy, trade‑offs, and results effectively to senior and executive leadership

• Proactively contact current and prospective members by phone and email to promote and sell business and medical-surgical products and services • Build and maintain strong relationships quickly, establishing trust and rapport with members and stakeholders • Manage follow-up communication to keep leads engaged and progressing through the sales funnel • Support members through onboarding, including guidance on the affiliation process • Identify sales opportunities and help drive conversions to meet monthly and quarterly sales targets • Follow the sales process from lead generation through close, leveraging CRM tools, reports, and dashboards • Proactively search for new business opportunities, by cross selling, engaging prospects, generating leads, and developing opportunities to expand revenue • Drive sales development initiatives, converting prospects into customers and contributing to pipeline growth • Maintain detailed and accurate records of calls, emails, and interactions in CRM systems • Analyze sales data and dashboards to identify trends, opportunities, and performance gaps • Provide regular reporting on activities and outcomes (calls made, leads generated, conversions achieved) • Collaborate with business partners to align on prospect engagement and sales strategies • Perform additional sales-related duties and projects as assigned • Work closely with cross-functional teams to coordinate efforts, share insights, and optimize sales initiatives

• Build on a culture of execution and accountability across the sales organization through disciplined, data-driven performance management. • Drive commercial and go-to-market strategy by analyzing market dynamics, customer needs, and competitive trends • Create and operationalize sales goals and targets aligned to company revenue growth, including revenue, growth, retention, and engagement • Own business unit sales planning, budgeting, forecasting, pipeline health, and territory strategy to accelerate revenue growth • Lead, develop, and inspire a high-performing National and Regional Account Management organization • Build, recruit, train, and retain an engagement team aligned to MHA’s mission and growth strategy • Establish performance expectations, compensation structures, and incentive programs • Provide coaching and mentorship to drive accountability and professional growth • Champion the voice of the member across Long-Term Care, Home Infusion, and Specialty Pharmacy segments • Build trusted, consultative relationships with senior-level stakeholders • Drive engagement through value-based selling and Quarterly Business Reviews • Maintain strong market and industry connections • Leverage CRM platforms and sales technologies to drive execution • Partner with marketing while maintaining ownership of sales outcomes • Execute differentiated strategies across post-acute segments • Monitor competitive landscape and adjust tactics