• Identify and build relationships with PNM decision-makers (Network Management, Provider Relations, Credentialing leaders) within both existing customers and net-new payer organizations—often requiring multi-threaded approaches beyond existing executive contacts • Map and navigate complex payer organizational structures to reach the right buyers, even when our current relationships are at the C-suite or in different departments (Claims, Utilization Management, etc.) • Gain a deep understanding of prospective clients' network management pain points—provider credentialing backlogs, network adequacy compliance, fraud detection—to effectively convey how Overjet PNM delivers value • Deliver effective sales presentations to diverse stakeholders: C-suite, VP Network Management, Provider Relations Directors, and Compliance teams within Dental Payer organizations • Own the sales cycle from pitch to close and partner closely with Engagement Managers internally for smooth transitions • Forecast sales with a high degree of accuracy • Achieve aggressive monthly, quarterly and annual sales goals • Work in a collaborative, high-energy team environment

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate-to-high risk, moderate-to-high impact existing or potential customers or partners. • Develop and communicate accurate sales forecasting on a real-time basis. • Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. • Operate as a trusted advisor to contacts and build network of relationships throughout the organization. • Research and identify target customers, execute understanding of their technical and business needs. • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration. • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls. • Comprehensive understanding of best practices and market trends, as well as customer and potential customers business and technical needs. • Proactively pursue opportunities for company expansion and integration. • Engage company specialist and support resources as needed to advance opportunities. • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response. • Develop and maintain strategic internal working relationships to enhance sales execution. • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs. • Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted. • Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team. • Provide guidance and support to other sales team members.

• Calling on the non-acute care government market including emergency management, EMS, medical examiner offices, prisons, department of health, and board of commissioners offices • Selling clinical and operational solutions to all levels of decision-makers including owners, senior clinical officers and purchasing/procurement managers • Selling products that include incontinence, skin care, DME, advance wound care, minor procedure kits, and gloves • Developing a strong knowledge base about Medline’s very large product catalog and numerous value-added programs and services • Developing meaningful relationships with new customers and deepening relationships with existing customers • Cold calling and prospecting to develop new business opportunities • Presenting new products and initiatives; educating customers on current industry trends and regulations • Preparing bids and negotiating contracts • Taking ownership and leadership of your territory-- growing it like your own business

• Act as a change agent and educator, you’re not just a salesperson • Understand what Expel does and how it maps to your customer's business problems • Introduce Expel to the customers who believe in you and tell them what we do. Find where we fit and bring them on board, so we can help them together. • Engage with new prospective customers. Begin to build your personal relationship with them as you tell them about Expel. If Expel fits, change them from prospects to customers. • Seamlessly own the full sales cycle with a high degree of technical proficiency, familiarity with MEDDPIC is a plus • Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, how can we be better, and ultimately, get to “yes” before “no”