• Prospect and engage automotive carriers, brokers, and logistics providers • Drive outbound activity (calls, emails, LinkedIn, referrals) daily • Lead discovery calls to understand carrier workflows and pain points • Position ICL’s solutions based on each prospect’s operational needs, priorities and readiness. • Set up demos, pilots, and value assessments with prospects • Build and maintain a strong pipeline of new carrier opportunities • Gather market feedback to help refine messaging, use cases and overall go-to-market approach. • Collaborate closely with product, development, and GTM leadership

• Completion of account visits as per daily Journey Plan • Ensure high levels of call compliance across your total account base • Ensure that you have the right range on the right shelf at the right price for our key brands across your region • Build strong trading relationships within all accounts • Maintain a comprehensive knowledge of your territory • Ensure distribution of Richmond brands within all accounts • Manage, expand and develop the customer call file across the region • Achievement of pre-determined quarterly objectives • Introduce new products to accounts • Maximize facings within all key areas instore • Placement and management of coolers and stands • Display building for all brands during key trading periods • Placement of Point-of-Sale material in appropriate accounts • Completion of DRIVE and brand audits in 100% of calls • Report any competitor activity deemed relevant • Adhere to all company policies and procedures • Maintain high standards of appearance, behavior and discipline • Adhere to performance appraisal procedures • Any other duties and responsibilities which management deem appropriate from time to time.

• Proactively identifying and prospecting new customers through research, outbound activity and networking • Developing a strong understanding of sector-specific challenges, regulations and packaging requirements • Managing and progressing opportunities through the sales pipeline using CRM • Arranging and conducting virtual and face-to-face meetings to present products and solutions • Preparing tailored proposals and quotations in collaboration with marketing, operations and finance teams • Supporting the smooth onboarding of new clients by working closely with internal stakeholders • Representing the business at exhibitions, trade shows and industry events • Reporting regularly on pipeline activity, wins and performance against targets

• Your primary responsibilities will be to acquire new clients in LATAM and generate incremental revenues for the company. • You will be spending a good amount of your energy understanding new clients, acquiring new clients, regularly analyzing the key clients’ business, operations and performance, and work with the management team and peers in other functional areas to leverage best practices and provide consistent high competent sales skills.