• Developing sales opportunities to targeted user segments • Provide training and education to authorized distributors on products and sales • Submit information from distributors and end users to assist the company in programs and product improvements a • Represent 3M/Scott Safety at trade associations, industry meetings, fire schools, combat challenges and conferences • Expand, develop, enhance, and manage territory distribution/agent networks • Develop and implement distributor annual business plans • Develop and implement key user account strategic and tactical plans • Achieve annual territory business plan sales, marketing, profit, and budget goals • Prepare and execute sales proposals, contracts, letters, and other customer correspondence • Provide selective reports to management on competitive offerings, pricing, key market information • Product & New Product Introduction (NPI) involvement

• Develop and implement a sales strategy to exceed quarterly quotas • Build and manage a robust pipeline of qualified opportunities • Develop a deep understanding of prospective customers’ problems and needs • Foster and maintain strong relationships with prospects • Act as a trusted advisor by staying up-to-date on industry trends • Partner closely with internal teams to deliver a seamless customer experience • Maintain accurate and up-to-date forecasts and performance metrics

• Develop and execute annual business plans for revenue growth, market share expansion, and distribution development. • Identify, recruit, and manage a network of distributors and channel partners. • Lead and coach a high-performing sales team, setting quotas, KPIs, and performance metrics. • Own the P&L (Profit and Loss) for the entire distribution segment, managing operating expenses and budgets. • Build and maintain strong relationships with major distributors and strategic accounts. • Partner with field sales, field service, factory operations, marketing, and finance teams.

• Design and execute a world-class 'New Hire Excellence' program that reduces ramp-up time for Territory Managers • Develop a curriculum covering the Personalis value proposition, the clinical utility of our assays, and the competitive landscape • Implement ongoing training for the sales team, focusing on clinical messaging, objection handling, and account management • Partner with the Medical Science Liaison (MSL) team to synthesize complex clinical data into 'sales-ready' messaging • Establish and lead a regular cadence for presenting competitive intelligence • Distill technical white papers and trial results into high-impact talk tracks and sales tools • Manage the training tech stack to track completion and competency metrics • Collaborate with Marketing to ensure all sales collateral is integrated into training modules