• Managing the renewals process and contract negotiations with clients • Regularly monitoring customer health, usage, and sentiment to manage churn risks early • Hosting Quarterly Business Reviews and presenting status/usage reporting to clients, as well as internal and external stakeholders • Consistently selling customers on expansions to longer-term deals • Consistently hitting quota for upsell/expansion revenue • Creating and running referral & reference programs • Improving internal processes between CS, Sales, Product, and Engineering • Oversee retention, renewals, and expansion for Barti’s entire book of business • Proactively track account health metrics, including NPS and usage, to proactively identify deals that are qualified for expansion • Run demos of expansion products • Shadow calls with AMs to introduce expansion opportunities, as well as provide guidance and coaching • Implement or manage new Customer Success systems that facilitate expansion • Work with the Product and Engineering teams to incorporate customer feedback into the roadmap and drive prompt resolutions on priority issues

• Responsible for driving the sale and promotion of Lilly products within a distinct territory calling on dermatologists and allergists. • Operates in partnership with Lilly and reports to the Vanigent Business Director, Immunology. • Deliver aligned sales performance through execution of effective sales engagements with targeted customers. • Perform all required duties in assigned territory adhering to all internal policies and procedures. • Meet or exceed established expectations for account/call activity and time in territory. • Navigate a dynamic healthcare ecosystem with critical thinking and a strategic mindset. • Analyze sales information and recommend actions to maximize opportunities. • Develop a deep understanding of the disease state, products, marketplace, and key competitors. • Create customer value, demand, and advocacy for brand. • Build and maintain relationships with decision makers and execute business unit/brand strategy.

• Working alongside our Sales, Onboarding, Operations and Brand Success teams to ensure successful adoption of Passport and expansion within 3PL • Mapping out the inner-workings of each of our 3PL partners by identifying decision makers, understanding what each 3PL values, and how each operates • Become an expert on the Passport product, while keeping up with industry trends and news. Educating customers on product features, best practices, and new offerings to maximize their success. • Develop and execute strategies to expand existing customer relationships and drive referrals. Proactively engage with customers to ensure satisfaction, identify growth opportunities, and resolve any concerns.

Overview Otter Products is currently recruiting for a National Account Manager to join our Sales team! This individual will manage sales activity for our Amazon 1P business, a key account. This position can be located in Fort Collins, CO or remotely in the US. Travel may be required up to 25% of the time, traveling to Otter Products and account specific locations. As a National Account Manager you will be responsible for the strategic direction and management of assigned account(s) and will be accountable to deliver revenue and/or profitability targets. The ability to develop and grow strong relationships with key accounts and other stakeholders is critical. In addition to selling, this role will be responsible for activities such as forecasting and budget management. This role will require cross-functional collaboration and leadership. The ideal candidate will possess strong decision making abilities, business acumen, and analytical skills. Does this sounds like you? If so, keep reading! About Otter Products At Otter Products, we protect what’s important. From our founder’s garage in 1998 to the global technology leader we are today, Otter Products continues to drive growth through innovation and sense of purpose. Through our industry-leading brands – OtterBox and OtterCares – we provide our partners and customers the number one selling and most trusted products in our categories. Our commitment to excellence and our philanthropic spirit is the foundation on which we foster our partner relationships, allowing us to grow and to give - together. By way of our charitable arm, the OtterCares Foundation, we support our communities and invest in the future through education that inspires kids to change the world. Our founder’s core values are still at the heart of everything we do. We measure our success not just by business results, but by our ability to give back to our communities and strengthen opportunities for all. To learn more, visit otterproducts.com Responsibilities - Core Sales/Account Management - Manage relationships with account stakeholders and maintain competitive insights with assigned accounts. - Full revenue accountability - Partner with appropriate sales leadership for P&L awareness - Manage the planning of sales meetings and QBR presentations - Work with the customer for assortment management (including mix, sku count, ranking, etc.) - Lead all account activities including strategy, relationships, contract management/program management - Oversee the identification of new revenue streams, projects and products to drive growth - Oversee the management of channel strategies - Lead strategic account growth using 3rd party tools and Amazon Vendor Central to inform data driven decisions - Accounts payable management support - Forecasting/Planning - Oversee the management of forecasting/ demand planning inputs with team (with team support/standalone) - Oversee seasonal planning and NPI/NSI replenishment forecast planning - Marketing/MDF - Manage MDF funding buckets and negotiate MDF programs with assigned account(s) - Oversee the seasonal planning and execution of marketing/ MDF - Responsible for P&L inputs - Oversee events planning with internal teams/shopper/channel marketing - Promotions Management - Oversee the development of account or channel specific promotions - Manage investment/ROI expectations - Work with OPP to review effectiveness of promotional investments - Sales Training/Awareness - Oversee development of awareness campaigns, retail, reseller and implementation of training resources - Oversee account, channel or vertical specific training - C-Level Engagement - Attend meetings, check-ins and provide updates as required - Partner with the leadership team to drive strategic initiatives - Contract management - Support and maintain a positive safety culture by following all safety policies and procedures and actively contributing to a safe working environment. - Other duties as assigned Qualifications - Bachelor's degree required. Experience in lieu of degree may be considered. - Minimum of three years of Amazon 1P sales experience required. - Experience with consumer brands highly preferred. - Travel up to 25% required. #LI-Remote EEO Otter Products, LLC is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, marital status, pregnancy, sex, sexual orientation, gender, gender identity or expression, national origin, disability, veteran status, or any other characteristic or status protected by law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act and in accordance with all other applicable federal, state and local laws. For US Based Roles Only - Base Compensation Range Minimum USD $90,000.00/Yr. For US Based Roles Only - Base Compensation Range Maximum USD $124,000.00/Yr. Additional Total Rewards Otter Products offers a robust benefits package to eligible employees including medical, dental, vision, basic life, voluntary life, long-term and short-term disability, employee assistance program, flexible spending accounts, health savings account, and 401(k) retirement plan. Additionally, for eligible employees, we offer accrued paid time off based on seniority, volunteer time off, parental leave, bereavement leave, company holidays, and years of service awards. Check out otterproducts.com/careers/why for more info., Variable Incentive Program - Sales Incentive: Total target compensation is made up of 70% Base, 30% At Risk