• Own and execute the territory sales strategy in partnership with sales leadership and distributor management. • Grow on- and off-premise business by identifying opportunities, opening new accounts, and deepening existing relationships. • Work in the field an average of four days per week, independently and alongside distributor sales teams and managers. • Collaborate closely with distributors to achieve volume, placement, and prestige goals. • Lead compelling in-person and virtual tastings, trade events, and wine dinners (including evenings and weekends). • Deliver impactful brand education, training, and coaching to distributor sales representatives and leadership. • Manage pricing, programming, inventory, and allocations to protect brand integrity and maximize performance. • Lead, coach, and develop Field Sales Managers, fostering accountability, ownership, and continuous improvement. • Support FSMs with territory coverage, execution, and administrative responsibilities. • Facilitate regular communication and alignment between the sales team and internal partners. • Organize and lead sales meetings, business reviews, and planning sessions. • Forecast sales and expenses, manage budgets, and deliver quarterly sales goals. • Analyze sales data, market conditions, and performance metrics to inform strategy and execution. • Coordinate new item launches, national account initiatives, and trade marketing activations. • Build and maintain strong cross-functional relationships with wholesale, inside sales, marketing, and winery teams. • Communicate consistently and promptly with leadership, distributors, and internal stakeholders. • Ensure retail pricing consistency and optimal use of company resources.

• Regular visits to existing A & B Customers to maintain current business • Continuous territory prospecting to develop new customer targets within the target market segments • Make product recommendations for customers utilizing internal resources as needed • Offer additional technical assistance as required • Develop, maintain and grow a Sales Opportunity Pipeline • Maintain efficient, written call reports utilizing the company CRM system • Provide key weekly highlights to Regional Management for inclusion in the weekly sales report • Ensure that the Lotus Notes calendar is updated with customer visits and travel plans • Work closely with the Regional Sales Manager to establish the annual sales plan • Attend Trade Shows, Group Sales Meetings and Additional Training Opportunities as required • Submit weekly expense reports • Perform any additional duties or responsibilities as assigned by Management.

• Coach & Develop Talent: Deliver hands-on, in-field training to sales reps & leaders. Provide one-on-one coaching to new hires to accelerate their success. Take top reps to the next level with personalized coaching and expert insights. • Collaborate & Innovate: Work closely with our Sales Training & Development Team to roll out game-changing strategies. Share real-time field insights to help shape future training programs. Bridge the gap between corporate strategy and local market execution. • Empower Sales Leaders: Partner with senior sales leadership to create custom training plans for growth-focused markets. Equip sales managers with coaching tools & techniques to inspire and guide their teams. Mentor new managers to sharpen leadership skills and build winning teams. • Drive Sales Performance: Lead by example— prospect, pitch, and close deals alongside sales reps. Share best practices for selling our direct mail and digital solutions. Host sales workshops, competitions, and role-playing sessions to boost engagement and results.

• Develop, refine, and execute strategic sales plans to meet or exceed revenue goals. • Identify new business opportunities and lead the full sales cycle - from lead generation through contract closure. • Expand Trax’s footprint within commercial, regional, and military aviation markets. • Conduct regular business reviews with clients to identify evolving needs and position Trax solutions effectively. • Build, maintain, and strengthen long-term relationships with aviation operators, maintenance organizations (MROs), and industry partners. • Serve as a trusted advisor by understanding customer maintenance processes and recommending tailored software solutions and facilitating ROI discussions. • Lead the response process for complex RFPs, RFQs, and RFIs, ensuring accuracy, competitiveness, and alignment with customer requirements. • Collaborate with technical, product, and implementation teams to develop detailed and compelling proposal content. • Create Statements of Work (SOWs) for specific customer engagements, clearly defining deliverables, scope, timelines, and responsibilities. • Lead commercial negotiations, ensuring mutually beneficial terms while safeguarding Trax’s strategic and financial interests. • Partner with product development, implementation, training, and customer support teams to ensure seamless delivery of solutions. • Prepare accurate sales forecasts, pipeline reports, and performance metrics for senior management. • Deliver clear and professional presentations highlighting opportunities, challenges, and account progress.