• Develop and manage relationships with SHELLBACK’s developed and emerging markets, senior management, technical supervisors, engineers, and technicians to deliver SHELLBACK’s fully integrated product solutions. • Managing complex sales-cycles and presenting to C-level Managers with analyses. • Forecast sales activity and revenue achievement in salesforce.com, while creating satisfied and reference-able customers. • Call on key personnel within assigned markets, accounts, and regions to maintain excellent customer relations and increase sales opportunity pipeline. • Identify new potential accounts in assigned territory and region by all available methods. • Accountable for order quota achievement and overall planning, executing and submitting the Annual Sales Business Plan. • Oversees all strategic account plans and meets quarterly and annual sales commitments. • Manages expenses for sales department under his or her control within guidelines and budget.

• Develop and manage relationships with SHELLBACK’s developed and emerging markets, senior management, technical supervisors, engineers, and technicians to deliver SHELLBACK’s fully integrated product solutions to meet their growth and innovation needs. • Managing complex sales-cycles and presenting to C-level Managers with your analyses. • Forecast sales activity and revenue achievement in salesforce.com, while creating satisfied and reference-able customers. • Call on key personnel within assigned markets, accounts, and region to maintain excellent customer relations and increase and progress your sales opportunity pipeline. • Identify new potential accounts in assigned territory and region by all available methods and call on key personnel at these accounts to develop new business using effective sales techniques. • Accountable for order quota achievement. Has overall accountability for planning, executing and submitting the Annual Sales Business Plan within the account under his/her scope of control. • Oversees all strategic account plans and objective planning for both account-specific plans and product-specific plans. • Plans, coordinates, prepares standards of presentations, and conducts periodic account status reviews with the account/regional sales leader as appropriate. • Ensures accurate and timely booking status of all pending sales opportunities; monitors and expedites progress toward quarterly and annual sales commitments. • Manages sales objectives, submission of calculations, supporting data and reviews quarterly data with the Regional Director of Sales, Europe for approvals. • Represents SHELLBACK’s interests in customer negotiations; conducts follow-up on accounts receivable resulting from sales. • Manages expenses for sales department under his or her control within guidelines and departmental budget. • Maintain required customer records in salesforce.com and assist the Sales and Marketing team to increase customer contact database.

• Develop and manage relationships with SHELLBACK’s developed and emerging markets, senior management, technical supervisors, engineers, and technicians. • Managing complex sales-cycles and presenting to C-level Managers with analyses. • Forecast sales activity and revenue achievement in salesforce.com. • Identify new potential accounts in assigned territory and region by all available methods. • Accountable for order quota achievement. • Oversees all strategic account plans and objective planning. • Plans, coordinates, prepares standards of presentations, and conducts periodic account status reviews. • Ensures accurate and timely booking status of all pending sales opportunities. • Manages sales objectives, submission of calculations, supporting data and reviews quarterly data.

• This role assumes full responsibility over commercial sales activities & commercial key customer relationships in Spain with primary focus on driving Hansa sales in kidney transplant centres, in line with all defined commercial targets. • Expansion of existing target customer list across Spanish kidney transplantation centres. • Development and disciplined execution of high-quality key account plans for assigned transplantation centres. • Identification and mapping of influencers, advocates and decision makers by target centre. • Sales and expense planning/forecasting by account. • Application of patient centricity and single patient focus to selling process. • Holds and develops sustainable, high-quality relationships with KOLs and key HCPs in the area of nephrology and transplantation, supported by strong disease area knowledge. • Develops and implements tailored engagement projects with key accounts/ KOLs. • Drives stakeholder engagement and product advocacy with all members of the transplantation multi-disciplinary team in target centres. • Ability to overcome regional access barriers, being highly knowledgeable of all key regional stakeholders and able to navigate regional and local processes and procedures. • Holds strong relationships with hospital pharmacists and other commercial influencers and decision makers in target accounts, liaises with Supply Chain where required to support appropriate procurement and product availability. • Actively and constructively engages cross-functional team as appropriate. • Maintains close collaboration with other Hansa field functions, in respect to different roles. • Leverages local, national and international congresses and medical /commercial events to expand and deepen personal knowledge and access to key customers. • Applies strong business acumen to planning and implementation of all activities. • Self-driven, proactive, resilient and persistent customer relationship management. • Analytical mindset combined with collaboration, enquiring/questioning influencing. • Displays a “can do” attitude. • Delivers on agreed upon commercial targets and objectives. • Strict compliance with all internal and external guidelines is a given in all business activities. • Identifies challenges & opportunities. • Understands business risks and addresses them openly and in a timely manner with manager.