• Develop an in-depth understanding of our business and of the food industry • Develop important leadership attributes in the areas of personal leadership, customer focus, drive for results and executional excellence • Execute sales plans through selling, merchandising, shelving and managing distribution in a specifically assigned territory • Optimize the in-store environment to influence consumer-purchasing behaviors while generating incremental profitable sales • Utilize fact-based selling tools and market information to secure new product distribution • Sell and execute corporate promotions and customer-specific marketing programs • Work with management to develop and execute annual business plans including customer assessments and retail opportunities • Provide feedback on performance of shelving/merchandising programs and recommend course-correction actions

• Achieving sales targets through the sale of Adobe’s Digital Marketing product lines. • Building relationships at all levels with a focus on c-suite, and effectively navigating the customer's organization. • Guiding and assisting customers in achieving a successful start with Adobe and helping them expand the value realized from our solution. • Proactively identifying and achieving path to sales plan. • Communicating with customers effectively and persuasively to uncover company-viable solutions from their view. • Building strong executive relationships across multiple fields (CIO, CTO, CMO, CDO).

• Establish positive, productive business relationships with Fleet accounts • Provide prompt service support for accounts to minimize vehicle downtime • Establish productive working relationships with internal and external resources • Conduct frequent joint fleet sales contacts with respective Account Executive Sales and Commercial District Sales Managers • Support local field sales activities and trade shows • Provide interface support between retail dealerships and fleet customers • Establish GM Warranty In-Shop agreements with key accounts and administer warranty expense • Provide Dealership service readiness feedback and support Techline products at GM Dealerships and other authorized facilities including certain GM Fleet accounts • Maintain a close working relationship with GM District Managers Parts & Service to review vehicles in repurchase jeopardy and seek creative method to avoid buy-back • Provide third level, on-site support to resolve automotive technical and Techline issues as raised • Holds themselves and others accountable for demonstrating GMs values and cultural behaviors

• Pipeline Management: Build and maintain a robust new business pipeline, moving prospects through each step of our sales process from discovery to close. • Strategic Negotiations: Conduct pricing negotiations and manage the contract signature process through to completion. • SDR Collaboration: Partner with and coach your SDR to execute high-volume outbound activities, including cold calling and strategic emailing to secure high-value demos. • Cross-Functional Coordination: Work with Professional Services, IT, and legal staff to coordinate RFPs, demos, and software implementation to ensure long-term client satisfaction. • Quota Achievement: Consistently achieve annual sales targets and quarterly revenue quotas. • Domain Expertise: Become an expert in the field of finance and accounting, understanding the complexities of close cycles, multi-entity structures, and ERP integrations. • Scale Impact: Leverage a modern tech stack—including Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Gemini, and TitanX—to scale your outreach efforts, automate manual workflows, and maximize impact in your territory. • Driving Innovation: Incorporate AI and automation into your daily work to continuously reduce the manual effort required to exceed sales targets. • Data Integrity: Ensuring high-integrity CRM data hygiene by maintaining accurate and relevant account and contact-level insights according to guidance from Sales Leadership. • Leadership & Mentoring: Lead by example and mentor more junior team members on lead generation best practices, especially how to effectively balance high outreach volume with strategic personalization.