• Define the structure for the market including a clear definition of use of reps, technical resources, and customer service to drive growth • Develop clear key performance indicators for the segment in line with the long-range plan and the annual plan goals. • Understand market trends and long-term objectives to collaborate with product management and ensure our strategy is in line with the future needs of the segment • Develop a detailed growth strategy for each market segment, distributor and contractor targets • Drive a SWOT analysis for the segment and define goals to continuously improve on weaknesses and capitalize on opportunities. • Determine the training and development needs for the key commercial team in the segment, including employees and reps/distributors, as necessary. • Lead the planning process for the segment for annual planning and long-range strategic planning • Determine appropriate marketing materials for the segment drive creation and distribution of materials as part of the strategy. • Coordinates and attends state and regional trade shows. • Support the quality team on all customer complaints within the segment • Data-driven decision making • Develops and manages the assigned sales staff’s selling capabilities within an assigned geographic region. Monitors and maintains sales goals. • Develops short- and long-term forecasts, budgets, strategies, and marketing programs required to meet sales objectives. • Contracts with independent representatives to achieve sales goals, as necessary. • Works with product teams to develop products that will grow sales and profitability. Provides feedback to product managers to meet customer needs. • Works with the marketing team to ensure that marketing such as collateral, packaging, catalogs, Internet presence, etc., meets customer demand.

• Develop, implement, and manage sales commission plans that drive performance. • Lead the annual review and design process for all sales incentive compensation plans. • Model, analyze, and forecast the financial impact of proposed compensation plan changes. • Collaborate with Sales, Finance, HR, and Legal teams to ensure plan feasibility. • Manage the end-to-end administration of sales compensation, including territory and quota management. • Generate regular and ad-hoc compensation reports and dashboards. • Serve as the primary subject matter expert on all sales compensation matters.

• Sales funnel management: Manage the sales funnel and organize yourself to provide customer service at each stage; • Perform proactive (outbound) sales; • Continuous learning: Keep learning about new regulations and accounting practices to provide accurate, up-to-date information to clients; • Provide customer service and close sales in a timely manner;

• Identify, target, and secure new business opportunities in industrial markets, including Pulp and Paper, Steel and Metals, Mining, and Petrochemical sectors; • Develop and maintain relationships with key stakeholders, including project managers, engineers, and decision-makers within client organizations; • Prepare and deliver compelling sales presentations tailored to client needs; • Prepare technical and commercial proposals, including proposal writing; • Draft technical documents for our Marketing department to support business expansion efforts; • Maintain CRM tools up to date to track and report on opportunities.