• Supports and demonstrates IMA’s core values • Assists in the marketing process, including: • Organizes submission documentation • Prepares submissions for carriers • Negotiating coverage terms and conditions with underwriters • Builds proposals, quotes, and binders • Presents proposals to clients on a case by case basis • Facilitates account servicing needs during the policy year, including issuing binders, processing policies, and ordering endorsements • Communicates concisely and professionally with servicing teams and agents on day-to-day account needs • Supports the Account Executive and Practice leader on special projects, as needed • Maintains organized account files with proper documentation saved in agency management systems

• Own and execute the full upsell and expansion motion for existing accounts, including plan upgrades, add-ons, additional seats, and new product adoption. • Proactively identify and qualify expansion opportunities using product usage data, customer feedback, and firm growth signals. • Partner with Customer Success, Launch Managers, and Marketing to identify account growth opportunities and share feedback to improve the customer journey. • Drive adoption of new Monograph products and features—including billing, invoicing, and other tools—through consultative conversations that map customer needs to Monograph’s value. • Conduct targeted outreach to previously churned customers to reintroduce Monograph and win back accounts. • Build and maintain strong relationships with key stakeholders across architecture and engineering firms, from project managers to firm owners. • Maintain accurate records of opportunities, pipeline, and forecasts in CRM (HubSpot/Salesforce). • Help design, test, and refine Monograph’s upsell playbook—defining what works, what converts, and what drives customer retention. • Contribute to ongoing process improvement, reporting, and lead routing to help scale the expansion motion.

• Own the account relationship to secure annual growth objectives • Develop and execute a comprehensive sales strategy to meet or exceed monthly, quarterly, and annual sales and orders targets as assigned by Energy+ management • Drive business expansion by significantly increasing market share in existing accounts through establishing and nurturing strong relationships with end-users and customer management • Promote all Pall technologies and capabilities, including Growth - Equipment, Services & ET, and all other Energy+ products • Identify and prioritize high-value customer capacity expansion opportunities for further development by Sales and/or Strategic specialists, providing strategic support to ensure successful sales completion • Provide expert technical support (leveraging Field Sales Specialists and/or Strategic Specialist (where needed) to develop and support solutions that exceed customers’ expectations • Report and communicate all high-value business opportunities, solution concepts, and strategies to Pall management through SFDC and Energy+ SW and tools such as account plans

• introducing and placing new products with customers • executing business initiatives • driving sales for long-term growth • maintaining customer relationships • daily communications on pricing, product availability, and order management