• Develop net new business in underpenetrated verticals by establishing brand preference • Build personal network to leverage any pre-existing relationships • Manage and grow a portfolio of distributors • Perform Market analysis and collaborate with Sales Managers and local sellers • Research and analyze current competition and their market share

• Drive outbound sales campaigns to targeted customers. • Pursue qualified end-user leads. • Create custom quotes and identify appropriate distributors. • Collaborate with Marketing, Product Management, and Customer Service as required. • Attend key tradeshows or industry events.

• Meet, call, and email clients at biotech/pharmaceutical/diagnostics companies, CROs, and academic institutions to identify and discuss clinical sample and research service needs. • Travel may be up to 50% • Pitch and present Discovery Life Sciences research services and solutions using professional selling skills • Coordinate large, strategic meetings between customer’s senior scientific leadership and appropriate Company leadership to win large-scale projects with substantial revenue potential • Become a subject matter expert in the Company’s core competencies in order to effectively discuss projects with R&D groups, business directors, legal departments and purchasing managers • Present and help evaluate the workability of client projects with Discovery Life Sciences’ procurement Feasibility team, Scientific leadership team, and internal and external collaborators • Productively manage an opportunity pipeline (25-50+ open opportunities) and Feasibility case queue with updated next steps and feedback from customers • Consistently advance calls and win business by setting clear next steps and properly executing them • Use logic, reason, and scientific acumen to close deals instead of relying on discounts • Report market intel back to team (Management, Business Unit Leadership, Sales, Marketing, etc.) by documenting sales calls and client feedback • Work cooperatively with inside sales support professionals, Global Account Managers, fellow Business Development Directors, Marketing, and Feasibility to maximize sales success in assigned territory • Generate a variety of reports for clients as needed • Respect the privacy of the personal information of patients, co-workers, and all individuals with whom the Company interacts. • Ensure compliance with all laws and regulations applicable to the Company and its operations • Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here. • Consistent and predictable attendance is an essential function of the position.

• Lead organic growth efforts, including execution of a national account strategy to grow ACO provider participation • Maintain collaborative working relationships with Sound’s Long-Term Care Management Executive Team • Personally manage specific opportunities • Identify improvement opportunities to reach growth targets more efficiently and effectively • Development of lead generation tactics (e.g., meetings, telemarketing, networking) • Be responsible for the management of the sales processes and annual performance targets for Sound Long Term Care Management ACO • Build strong relationships and communication channels with potential ACO providers and post-acute facility participants • Support the efforts of the business development managers directly reporting to this position • Collaborate on refining Sound’s ACO messaging • Set achievable goals and tasks, delegate opportunities and provide resources for direct reports to meet their goals • Participate in the development of tools that generate leads and/or convey the value of Sound’s offerings