• Lead, coach, and develop a team of sales professionals (Digital Sales Consultants, Digital Success Specialists) to achieve and exceed regional targets. • Conduct regular performance reviews and enforce accountability standards, including CRM utilization and adherence to workflows. • Foster a high-performance culture focused on results, digital adoption, and client experience. • Own regional revenue targets, including net-new digital sales, upsells, and retention goals. • Build and execute regional sales strategies aligned with national initiatives and FY26 growth plans. • Collaborate with Inside Sales to ensure consistent pipeline development and conversion. • Champion the digital pathology solution (DOT) within the region. • Partner with the Digital Implementation Team to ensure seamless onboarding and go-live success. • Maintain accurate forecasting and pipeline visibility in our CRM. • Ensure all opportunities are tracked, updated, and reported according to company standards. • Analyze regional trends, market insights, and competitive landscape to refine strategies. • Support high-value client relationships, including key account management and executive-level escalations. • Participate in client meetings and strategic reviews to drive retention and growth.

• Coaching, developing and supporting sales reps and Managers • Facilitating engaging sales skills workshops • Leading new hire onboarding programs • Providing ongoing training on sales processes, methodologies, and tools • Tracking learner participation and feedback to improve delivery effectiveness • Act as a feedback loop between the field and the broader enablement team • Collaborate with Instructional Designers and Enablement Specialists to optimize training materials and delivery methods • Create a safe and inclusive learning environment to ensure a positive learning experience for all

• Drive consistent product revenue by managing inbound demand, executing high-activity outbound campaigns, and ensuring fast, accurate order fulfillment • Conduct outbound prospecting to schools, districts and agencies • Execute targeted email and LinkedIn outreach campaigns • Follow up on inbound leads and enquiries • Schedule and lead virtual product demonstrations and webinars • Prepare quotes and provide tailored product recommendations • Manage opportunities, activities and notes within the CRM • Achieve quarterly and annual product revenue targets • Execute segmented outbound campaigns by industry or programme focus • Manage and track all product-related leads • Respond to inbound enquiries within 24 hours • Convert qualified leads into quotes and confirmed orders • Respond to product enquiries promptly and professionally • Manage procurement lists, compliance documentation and order processing • Prepare estimates and process customer orders • Track deliveries and provide proactive customer updates • Confirm delivery and gather post-sale feedback • Develop in-depth knowledge of STEM product offerings • Stay informed on product updates and industry trends • Support development of product proposals • Collaborate with Sales and Marketing on campaigns and messaging

• Sign new customers that match Forto’s ideal customer profile to drive volume and gross profit. • Own your pipeline: prospect, qualify, and convert leads through outbound outreach and in-person selling. • Run effective discovery: deeply understand customer needs and how Forto can solve them. • Build long-term partnerships: manage and grow the customers you win, identifying upsell and cross-sell opportunities. • Lead business reviews with key customers to align on performance, future needs, and expansion potential. • Collaborate cross-functionally with Operations, Finance, and Product to ensure a seamless and positive customer experience.