• Manage a portfolio of assigned accounts within the territory, acting as a primary point of contact in partnership with the BDM. • Execute structured account touch plans (email, calls, LinkedIn, events) to increase contact coverage, build relationships, and maintain top of mind awareness of Fidus. • Support pipeline creation by qualifying inbound leads, following up on marketing campaigns, and booking discovery meetings for the BDM. • Participate in discovery and technical scoping calls, capturing customer requirements and documenting next steps and actions. • Collaborate internally with engineering, project management, pre-sales and marketing to gather information, build presentations, and respond to proposals and RFPs. • Track account activity, contacts, opportunities, and tasks in CRM with high data quality and discipline. • Monitor customer satisfaction on active projects, help identify issues early, and route them to the right internal owner for resolution. • Identify expansion opportunities (new projects, new business units, cross sell of additional Fidus capabilities) and bring these to the BDM for strategy and closure. • Contribute to account plans, account mapping, and territory reviews, including simple revenue and activity reporting. • Continuously develop knowledge of Fidus services, target industries (e.g., aerospace/defence, medtech, semiconductor), and competitive landscape.

• Responsible for prospecting and appointment of agents in order to build a strong distribution channel. • Provide training to agencies on new programs and services in order to assist the agent in achieving their established goals and objectives with the company. • Effectively communicate Donegal Companies’ corporate goals, products, rules, rates, and incentives to agents to achieve a profitable book of business and build a strong business relationship. • Provide personalized attention on sales calls to ensure optimum position within the Agency. • Effectively communicate with each agency on the types of commercial lines business we are interested in quoting. • Responsible for directing agents to utilize Donegal’s WritePro and WriteBiz systems, and generating personal lines quote activity. • Will provide Commercial quotes to assist agents. • Work closely with individual agents in order to generate new commercial lines business opportunities. • Develop individual Agency Plans, which include the financial objectives for the specific agent to include premium, loss ratio, new and renewal policy count goals. • Discussions held frequently with Agents to review their progress versus plan toward their goals. • Analyze agency profitability for each agent within their assigned territory. • Develops and implements agency action plans to meet financial and strategic goals and any corrective actions as needed. • May include training, re-underwriting, rehabilitation programs, mergers or agency termination. • Works closely with underwriting to implement corrective actions with agents as needed. • Facilitate at least two agency reviews each year with underwriting to review the agent’s performance as compared to the established goals and implements correctives measures as needed. • Responsible for marketing company products and services. This includes a working knowledge of the interface capabilities of our company, monitoring of agency activity and arranging training of new products and services. • Routinely visit agents in assigned territory and prospect for quality agency appointments.

• Provide excellent customer service for all graft and technology needs for the office. • Establish contacts with key providers to open opportunities for graft utilization. • Facilitate meetings, dinner meetings and educational programs to build consistent utilization with office accounts. • Work closely with accounts to ensure solid consistency for our benefits verification process. • Knowledge of and ability to provide appropriate guidance for skin substitute use in all accounts.

• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer’s organization to drive optimal customer experience. • Operates as a point of escalation, proactively identifying best practices. • Plans, executes, problem-solve and monitors initiatives that impact internal and external customers. • Communicate effectively with both internal and external senior-level management to understand customer needs, maximizing retention and growth.