• Responsible for supporting the growth and success of the company by driving sales thru acquiring new clients, fostering and managing relationships with existing clients and increasing sales revenue. • Focuses on building, developing and maintaining relationships with clients and selling our value proposition to meet client needs and achieve sales targets. • Coordinate all revenue creating activity (opportunity identification, progression, and close) within the assigned geography including, but not limited to, IDMWORKS full suite of offerings. • Understand the value of IDMWORKS offerings to aggressively identify new opportunities and act upon previously identified opportunities to develop compelling sales value propositions for the prospective customers. • Work in partnership with IDMWORKS sales leadership and marketing to develop Territory Development Plans for the assigned territory. • Manage the IDMWORKS Sales Methodology within the assigned geography to ensure an appropriate perspective on current leads, contacts, accounts, opportunities, and associated status, information, and forecasting metrics. • Develop and maintain an appropriate pipeline of current opportunities to ensure a consistent performance against quarterly pipeline generation and closed opportunity expectations. • Update CRM with all appropriate information ensuring accuracy. Maintain accurate information related to all facets of the IDMWORKS sales methodology and reporting expectations, including but not limited to CRM and other required reporting. • Understand the IDMWORKS story, including the value proposition, history, and offerings to effectively align services to customer’s requirements. • Assist in the development of solutions to customer business problems by understanding the underlying business issues and working with the correct team within IDMWORKS to address those issues. • Act as the primary point of contact for customers and prospects within the assigned geography, and provide leadership within IDMWORKS to coordinate internal resources to meet the customer requirements. • Maintain an appropriate level of industry knowledge and third party software knowledge to serve as a consultative expert in the IDMWORKS market space. • Maintain a level of competitive knowledge to differentiate the IDMWORKS business from industry peers and minimize competitive losses. • Participate in IDMWORKS marketing events and activities to ensure proper coverage. • Other duties as assigned.

• Own and grow a defined sales territory • Generate net-new pipeline through outbound prospecting • Manage the full sales cycle • Consistently meet or exceed quarterly and annual revenue targets • Accurately forecast pipeline and revenue • Build and maintain strong relationships with customers

• Drive success of the company’s goals and objectives by achieving individual sales quotas • Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals • Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo • Develop and negotiate enterprise-level proposals and contracts • Forecast sales activity and revenue achievements accurately through proper use of sales tools • Collaborate effectively and engage various pre- and post-sales resources including sales development representatives, market development representatives, solutions engineers, account managers, partner account managers, as well as legal, security, professional services and customer support • Travel as necessary, typically 25%

• Develop, implement, and adjust a territory business plan to ensure consistent goal attainment and continued revenue growth among current and future customers. • Complete effective sales meetings and presentations to laboratory clinical, operational, and financial decision makers. • Provide commercial leadership with organized and accurate sales forecasts, territory business reviews, competitive sales activity, and other information, as requested. • Cooperate and strategize with commercial colleagues and internal teams (e.g., scientific affairs and marketing) to maximize value to the customer and expedite winning business opportunities. • Demonstrate exceptional product knowledge and situational fluency to provide customers with accurate and effective sales presentations that generate new revenue and ensure customer satisfaction. • Maintain accurate customer information and territory records through Salesforce.com. • Participate in continuing education seminars and product training on a periodic basis. • Represent EUROIMMUN at conferences and trade shows, as required.