• Manage, protect and expand Qualitrol OEM business at key accounts in Mexico. • Responsible for executing all aspects of the sales process to hit accurate quote needs and forecasting. • Collaborate with internal teams to improve operation efficiency, product quality and driving product demand. • Work directly with Qualitrol leadership to establish and implement sales plans and tactics for the region. • Provide and be accountable for forecasts and maintain the region’s opportunity funnel in Qualitrol’s CRM. • Present technical solutions establishing value for the customer.

• Qualify inbound opportunities • Develop and finalize SOWs (pricing, scope, timeline) • Align scope and expectations with the delivery team • Drive a clean and reasonable proposal process with the delivery team for new deals • Run internal kickoff calls with the team before client kickoff • Share context and goals with the delivery team • Lead client kickoff calls • Serve as the primary client contact • Nurture relationships and manage expectations • Identify upsell and expansion opportunities • Align with the delivery team before confirming any upsells or expansions • Manage scope creep, drive upsells, and protect the team from scope expansion • Navigate client issues from both budgeting and relationship perspectives • Flag delivery team issues through the escalation process to prevent client churn • Ensure a seamless handoff from Account Management to Project Management • Liaise between the client and delivery team • Track project progress, budgets, and timelines in partnership with the PM • Communicate SOWs and payment schedules to the Finance team to ensure accurate billing • Maintain a clean CRM and accurate revenue forecasts to keep the delivery team prepared for incoming sales • Partner with the Sales Ops team to drive a clean and organized sales process

• Manage and nurture strategic relationships with clients, subsidiaries, and partners, ensuring exceptional customer experiences across all touchpoints. • Develop and execute business strategies to grow sales and margin within assigned accounts for all Staples Promotional Products lines. • Collaborate with cross-functional teams—including merchandising, customer service, and operations—to deliver seamless client solutions. • Lead client meetings and presentations, driving incremental revenue opportunities and providing expert direction on merchandise needs. • Analyze account performance, identify growth opportunities, and align internal teams with client brand objectives. • Negotiate contract extensions, ensure compliance with terms, and lead business reviews and strategic account discussions. • Travel to key locations and participate in on-site events to champion our full suite of services.

Skeleton's Commercial department is looking for a driven and experienced Senior Sales Manager - Grid (m/f/x). This role drives new business growth in the grid industry by managing the entire sales lifecycle—from prospecting to contract negotiation—while ensuring seamless collaboration with internal teams and delivering tailored technical solutions to customers. The person is also expected to maintain an accurate sales pipeline, contribute to strategic market insights, and negotiate contracts that support long-term customer success. Your responsibility areas: - Identify, engage, and close new business opportunities within the grid industry, actively managing the sales lifecycle from prospecting to contract negotiation. - Maintain a clear, accurate, and up-to-date sales pipeline in Salesforce, ensuring detailed documentation of all sales activities and customer interactions. - Regularly update and report pipeline status, ensuring timely and accurate revenue forecasting aligned with the sales management cadence. - Collaborate cross-functionally with Production, Supply Chain, Application Engineering, and Finance to facilitate smooth customer onboarding, order fulfilment, and revenue recognition. - Provide technical consultation to customers, clearly articulating product capabilities, competitive advantages, and value propositions relevant to grid infrastructure. - Proactively monitor market trends and competitor activities to identify opportunities and threats, contributing strategic input for positioning and product development. - Negotiate contracts and terms and conditions to a proficient level that ensures safe and mutually beneficial business engagement