• Create a Sales & Revenue Strategy to win prospects and drive net new logo market share penetration for State, Local & Education Prospects in coordination with the VP of Business Development & Executive Leadership. • Ensure proper administration of all SBA National Government contracts and compliance with terms across all SBA regions. • Devise and deploy an activity-based sales plan for other SBA National Government contracts. • Develop the Vision of SBA’s niche in the K-12 Market & Higher Ed Market and build a strategic targeted approach. • Collaborate with internal SLED Partners and Marketing to devise sales plans and assure marketing collateral supports the business plan. • Prepare Annual Business and Growth Plans under the direction of the VP of Business Development. • Build and maintain superior relationships with various Business Partners, including National Administrators of National Contracts and consulting partners such as GSS. • Lead efforts focused on the pursuit of large/complex opportunities, managing deals over $5M annually with contracts for 3+ years. • Navigate and negotiate with complex C-Level prospects within State & Local Government Official and Education Prospects. • Design and negotiate intricate contracts that avoid potential risks for the company while being value-based for customers. • Collaborate with finance on a strategy for large & complex financial deals. • Lead highly complex deals requiring high financial acumen and negotiation tactics, often including understanding of RFP processes and building pricing/financial models. • Develop and ensure the execution of tactical and operational sales plans for national business development scope. • Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability. • Evangelize Business Development leadership culture based on open communication, collaboration, goal achievement, and accountability. • Monitor emerging marketplace trends and available data to drive decision-making and ensure the evolution of sales strategy and execution. • Develop creative/effective business proposals that position Staples as a value-added provider with differentiated products, solutions, and services. • Advocate internally for customers' best interests while balancing financial long-term benefits/risks and company interests. • Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints. • Effectively execute and improve sales driving programs including sales compensation, performance management, and professional development. • Drive top-line revenue by acquiring new logos. • Partner with Regional Vice Presidents to define Go-To-Market strategy. • Build collaboration with internal cross-functional teams. • Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners. • Lead complex sales negotiations emphasizing our value proposition, maximizing margin, overcoming objections, and closing business. • Maintain transparency in pipeline management, pricing negotiations, and contract governance. • Ability to forecast revenue.

• Identify growth markets, research business requirements, and develop and execute a comprehensive strategic plan to capture market share with newly identified and existing customers • Organize and execute a multi-faceted sales plan to effectively make direct contact with prospects • Build effective and collaborative relationships with key decision-makers within the prospective organizations • Work with national marketing resources to develop effective, targeted go-to-market plans for different sub-segments • In partnership with marketing, execute events and other outreach campaigns in order to identify and engage targets, and build the Roxtec brand in the marketplace • Understand the short- and long-term needs and challenges of prospective accounts and how Roxtec's solutions can address those issues. • Participate with a team of peers, and other sales and marketing professionals in the pursuit process that moves prospects through all stages of the sales process. • Develop and negotiate competitive pricing strategies • Effectively manage all opportunities to ensure they are properly pushed through the sales pipeline • Collaborate with leadership to develop business development targets, goals and strategies • Establish strong networking relationships with key decision makers at multiple levels of the customers, industry organizations, and key business partners • Serve as a consultant to leaders, project participants, and customers • Build a sales pipeline sufficient to capture annual top line growth target • Develop and maintain awareness of trends within the industry, attending sales, trade, and product learning meetings • Define sales potential, prepare budgets, maintain sales tracking and other required administrative reporting • Provide technical presentations and product installation training to a wide range of audiences • Utilize CRM software as the primary tool to manage day-to-day sales activities (including pre-call plans, detailed contact management, quotations, communications/email tracking, project management, etc.) • Work cooperatively with peers and other internal departments, keeping key individuals informed to assure positive customer relations are maintained • Maintain awareness of Roxtec’s internal policy and the Roxtec Core Values in regard to the daily work

• Lead initiatives to discover and develop new sales opportunities within the OEM Medical marketplace • Establish, maintain and leverage existing OEM customer and industry relationships at senior levels to grow the business and Ergotron’s brand in the space • Develop a multiyear funnel of target opportunities based on OEM Medical NPD platform cycles • Develop a reputable long range plan forecasting process that includes the growth of Ergotron core OEM business and business development opportunities • Define and implement a proven and repeatable OEM sales management process that allows for sales force expansion • Provide business and technical insight to new product or service offerings that enable Ergotron to meet growth objectives • Collaborate with team members in establishing, maintaining, executing, and growing best practice processes and procedures, ensuring company goals and objectives are successful • Ensure effective communication of project expectations to customers, cross-functional team members and OEM Medical team members occur in a clear and timely fashion • Meet or exceed annual sales and business development targets as assigned • Understand net sales and profitability goals of the OEM Medical segment and actively partner with leadership to create strategies to meet and exceed targets • Collaborate closely with marketing and technical teams to gain an in-depth knowledge of Ergotron’s Medical OEM customers, products, and applications to fully understand what drives value and competitive advantage in this segment • Lead the development and execution of a three-year strategic plan for the Medical OEM segment and supporting business plan to deliver profitable growth objectives • Provide strategic direction and thought leadership to the OEM Medical sales team • Leverage core Ergotron sales process to implement a rigorous process for the OEM Medical business development team • Collaborate with the marketing department (as needed) to identify and execute the promotional plans and actions to support the strategic plan • Engage the legal department when appropriate to develop and execute customer agreements • Work with marketing and the OEM team to develop effective marketing and promotional tools (white papers, value prop, etc.) • Join committees and/or boards of industry groups in the medical OEM sector • Lead and develop a sales team to achieve growth targets • Address shortfalls in performance swiftly, with strong coaching and fast resolution to ensure top performance from all team members • Clearly define roles, ownership and responsibilities for the OEM Medical sales team • Ensure accountability to goals, objectives and overall performance of the OEM Medical sales team • Grow and enhance existing leadership capability, acquire and retain talent necessary to achieve results to support our short and long-term growth objectives, ensuring strong accountability • Recommend and implement appropriate organizational and process changes in a timely manner • Promote, support and adhere to all corporate ethics, expense controls, safety, environmental and quality related policies and procedures • Responsible for timely and accurate updating of all required systems and programs necessary for sales operations including Salesforce and others as appropriate to ensure customer data is well maintained and documented • Additional duties as requested. • Supports site specific QMS initiatives for continuous process improvement.

• Establishes targets and metrics to measure the achievement of objectives • Understand current Ergotron target markets and the marketing strategies needed to attract clients • Ensure effective communication of project expectations to customer, cross-functional team members and OEM Medical Business Unit in a clear and timely fashion • Collaborate with team members in establishing, maintaining and growing best practice processes and procedures, ensuring company goals and objectives are successful • Meet or exceed annual sales and business development targets as assigned • Makes suggestions for new product offerings or improvements to sales or marketing efforts • May administer or negotiate new business proposals and prepare contracts • Develops and uses contacts and relationships within the industry, business environment, and customer base to understand and respond to competition, pricing, and product demand changes • Establish and maintain strategic relationships with assigned clients – facilitating regular business review meetings and ensuring that Ergotron remains in good supplier standing • Lead initiatives to discover and develop new sales opportunities for OEM products • Manages the daily execution of the business development strategy, plans, and processes to drive sales, increase revenue, expand markets, and accomplish financial objectives • Research and identify new markets that present strategic opportunities for Ergotron OEM Medical sales • Provide insight to new product or service offerings that enable Ergotron to meet growth objectives • Objectively qualify new business leads as assigned • Achieve growth targets and account quotas by nurturing and developing sales with their specific assigned accounts • Understand the competitive landscape within assigned accounts and their markets to help Ergotron maintain and gain maximum market share and reduce business risk • Proactively manage assigned customer accounts to ensure high customer satisfaction and overall account health and growth • Act as a champion and interface between assigned accounts and Ergotron functional groups • Understand customer's existing and future product plans to ensure Ergotron is well positioned to be a part of each customer's future product portfolio and roadmap • Plan and execute effective relationship strategies and maintain effective long-term business relationships with representatives and members of their accounts management and executive teams and Ergotron’s management equivalent. • Partner with other Ergotron sales professionals to create and implement account plans and business development strategies to enhance our reach with existing markets. • Support existing product sales activities including but not limited to pricing, purchase order management, collection, forecasting, contracts, EOL planning etc. • Understand net sales and profitability goals of the business unit and actively partner with leadership to create strategies to meet and exceed targets. • Provide strategic input and thought leadership to all functional areas of the BU.