• Lead client delivery across a large, complex account spanning multiple brands. • Oversee a team of account professionals, ensuring excellence in day-to-day delivery. • Build and maintain strong, trusted relationships with mid- to senior-level client stakeholders. • Anticipate client needs and proactively identify opportunities to add value. • Serve as an escalation point for issues and resolve challenges quickly. • Directly manage and mentor a team of account professionals. • Set clear expectations and support career development and performance growth. • Guide resourcing and workload planning in partnership with project management and operations. • Develop a deep understanding of the client’s business, disease areas, and brand strategies. • Provide strategic input on brand planning, campaign development, and tactical pull-through. • Ensure work is strategically sound, insight-driven, and compliant with medical, legal, and regulatory requirements. • Support account financial health by monitoring scopes, estimates, forecasts, and burn. • Identify risks related to scope creep, resourcing, or timelines and proactively address them.

• Execute and implement on key Retailer sales plans, strategies, promotions and activations in local markets…focused and targeting incremental growth and conversions with the identified PRO RESCON contractors • Establish strong relationships with targeted retailers and end user accounts, to drive growth and maximize sales opportunities • Collaborate with key retailers’ outside and inside sales representatives to train and assist in selling to targeted end users, empowering them to represent SBD brands and drive conversions. • Engage regularly with key decision makers in local markets, understanding their unique needs and challenges, and provide tailored solutions to enhance their business operations. • Identify and engage with large residential jobsites in the region. • Build relationships with key stakeholders to facilitate product seeding, research, and other initiatives. • Serve as the region expert within the RESCON trade vertical. • Gain in-depth knowledge of the trade…including market, retailer, and end-user landscape, core products; to become the team's go-to expert and support conversion opportunities. • Utilize key service programs like Impact Rewards, Trade Up, and others with Residential Construction Pro contractors to help support sale growth • Engage, participate, and form strategic partnerships with national associations by leveraging key retailers, implementing targeted promotions, and other programs to enhance sales through these retailers. • Plan and execute large PRO events in the region in collaboration with Retailer and team partners • Digital Engagement (Showpad / Workplace / Salesforce / BI reporting systems)

• Oversee and manage the quarterly and annual renewal portfolio and quota for the designated territory. • Maximize renewal value, renewal rates, on-time renewals and uncover growth opportunities during the renewal cycle by working closely with the sales team. • Identify churn risks, develop strategies and execute "save plans" in collaboration with Account POD to mitigate churn and drive high renewal rates. • Engage customers a minimum of 120 days in advance of renewal. Build on-going customer cadence and relationships while ensuring high customer satisfaction. • Develop and execute win-win negotiation strategies, prepare renewal quotes and proposals, and address customer questions and objections. • Maintain accurate renewal forecasts in Salesforce ensuring opportunity, quote, close plans are accurate, up-to-date, and compliant with internal policies and practices. • Work effectively with cross-functional teams, including Sales, Customer Success, Finance, and Legal. • Develop an understanding of the software product, its use cases, licensing models to articulate the value proposition effectively to customers.

• Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts • Lead renewals and expansions with a consultative, value‑based sales approach • Maintain accurate forecasts and account health status in Salesforce • Manage multiple concurrent opportunities and accounts with consistent discipline • Build strong, trust‑based relationships with customer stakeholders • Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions • Identify and mitigate churn risk early through proactive engagement • Execute strategic, multi‑threaded sales motions across functional stakeholders • Collaborate with internal teams to support upsell motions that are grounded in customer success • Maintain up-to-date and accurate activity, contacts, opportunities, and forecasting in Salesforce • Provide reliable sales pipeline visibility and forecast updates • Follow defined sales processes and cadences to ensure consistency and predictability • Prioritize documentation and record‑keeping that supports internal alignment and execution • Partner effectively with Technical Success, Support, Product, and Professional Services teams • Coordinate internal resources to ensure customer success at renewal and expansion points • Share customer insights to inform product direction and go‑to‑market improvements.