• Assist in driving the discovery process, helping to uncover prospect/customer’s business objectives and issues. • In collaboration with Sales, use in-depth product knowledge to deliver captivating product demonstrations highlighting value propositions to get prospects excited about how CDK will help them exceed their goals. • Serve as a means of translation between technical and non-technical audiences, both internally and externally. • Work with internal and external teams to ensure successful onboarding and rollout of solutions sold

• Develop and implement da Vinci® Surgery sales activities to achieve and exceed goals set by senior management • Expand da Vinci® Surgery usage in all existing accounts • Expand da Vinci® Surgery usage by selling and training new surgeons in all specialties applicable to the da Vinci® Surgical System • Manage training and education process within installed base • Guide new system installation process • Prospect for new system installations and system upgrades to existing base • Moderate to extensive travel • Provide clinical sales team with new product information or new information on existing products • Work with the training and marketing departments to implement new strategies and programs as directed by senior management

• Build a sales team culture that fosters cooperation, adaptability, best practice sharing, sales innovation and strong individual commitment to sales excellence and meeting customer needs. • Minimize voluntary turnover and maximize retention and career development of sales professionals through promoting a culture of teamwork, open communication, engagement and trust. • Maintain active development plans for each individual to promote and support continuing career development and growth. • Retain and enhance IDEXX’s customer franchise by fostering great customer relationships through direct customer interaction and by ensuring field representatives meet customer needs through value-added education, service, and support. • Develop a region/market specific business plan to achieve goals. • Deliver monthly, quarterly, and annual sales goals, within an expense budget.

• Recruit, coach, and develop a high-performing team of Account Executives • Foster a culture of accountability, collaboration, and continuous improvement • Conduct regular pipeline reviews, forecast updates, and performance evaluations • Define and implement strategies to penetrate new markets and achieve revenue goals • Support reps in building territory plans and executing prospecting strategies • Monitor KPIs and ensure alignment with organizational objectives • Oversee team participation in association events, tradeshows, and networking opportunities • Build relationships with key industry stakeholders to enhance brand presence • Ensure accurate and timely reporting of forecasts and sales metrics • Collaborate with marketing, product, and customer success teams to optimize go-to-market efforts