• Successfully manage customer accounts and insuring DuBois programs are effectively implemented and properly operating • Ensure the timely and successful delivery of our solutions according to customer needs and objectives • Develop a trusted advisor relationship with customer accounts and customer • Ability to manage complex accounts including high level contacts • Grow existing customer base of business through additional DuBois offerings • Manage mid to large size and complex accounts, with a territory sales volume of $3M to $5M • Possess a high degree of technical knowledge for customer applications and DuBois product line and feed equipment • Collaboratively work with other teammates in effort to support a high degree of customer satisfaction • Successfully complete the DuBois field training program

• Develop and execute a sales strategy that drives revenue growth and aligns with company goals. • Lead, mentor, and inspire a high-performing team, setting clear goals, providing coaching, and fostering a results-driven culture. • Serve as the primary point of contact for high-value customers, identifying growth opportunities and ensuring their needs are met. • Deliver accurate sales forecasts, track performance, and optimize strategies using data and insights. • Refine sales processes, tools, and metrics to ensure operational efficiency and effectiveness. • Provide regular updates to senior leadership on sales performance, challenges, and opportunities. • Represent the company at industry events and stay informed on trends to maintain competitiveness. • Act as the client advocate within the organization, collaborating across teams to enhance client retention and service/product improvements.

• Develops and maintains strategic business relationships with major accounts to promote brand awareness and profitable business relationships at a C-level within Health Plans. • Directs the strategic plan to support present and future sales growth. • Collaborates with Big-7 Client Success leaders to own and lead sales process and opportunities in untapped “greenfield” markets. • These clients are recognized as: UnitedHealth Care, Centene Corporation, Humana, Elevance, HCSC, Aetna and Cigna. • Maintains accurate pipeline and forecasting margin of error +- 10%. • Develops and implements successful sales strategy and drives the C-level relationship development to meet and exceed budgetary Growth goals, including Medicare and Medicaid markets. • Identifies new contract opportunities including Mobility and Home solutions. • Tracks key activities in salesforce.com and follow company sales standards and processes. • Provides ongoing support to potential and high value clients ensuring they receive high quality customer service. • Develops mutually agreeable revenue expectations and manage them on the timeliness, quality and development of new opportunities in their pipeline for fulfilling their targeted revenue goals. • Possesses subject matter expert product/service knowledge as well as thorough knowledge of client's business. • Leads efforts to find, articulate and develop mutually beneficial solutions that help drive value to the organization, the client and their members. • Leads efforts with product/service knowledge, system design, quotes, RFP responses, and any other items concerning the selling process. • Partners with long-term customers to maintain and grow business relationships with established clients. • Serves as a liaison between clients and company departments. • Drives consistent, sustainable annual revenue growth to meet organizational growth targets. • Analyzes results and identifies opportunities to improve Growth Team results. • Assists Financial Management in A/R resolution as requested for assigned customers. • Informs clients on a consistent basis of new products and services as they are introduced. • Recommends products and services that fit well with clients' business needs. • Creates a strategic account plan in cooperation with teams and take the full responsibility to execute these plans. • Creates local marketing plans and is able to translate market info ready for product management. • Creates demand by attending trade shows and participate in industry forums. • Provides indirect leadership to team members of the territory sales team in order to ensure achievement of annual sales quotas. • Occasional business travel may be required. • Determine appropriate resourcing of staff in order to achieve goals and objectives. • Build an effective senior leadership team through mentoring and formal education that focuses on management and project management principles. • Define annual Key Performance Indicators aligned with corporate goals. • Direct and mentor senior leaders on performance gaps, career development opportunities, and strategies. • Direct and coach senior leaders on all human resource related processes including onboarding, performance management, succession planning, employee relations, selection, terminations, compensation and rewards. • Accountable for strategic design, execution, and collective results along with others’ successful contributions. • Own attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction. • Direct and influence change management initiatives to drive improvements and efficiencies cross-functionally. • Ability to direct and interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment across the organization to drive customer success. • Prepare and manage budget as assigned; analyzes variances and initiates corrective actions to maximize operational performance.

• Develop annual strategic sales plans to drive revenue and increase market share from new and existing clients • Build, develop, train and manage a highly effective sales team capable of carrying out the Company strategies and initiatives • Drive and implement sales selling cycle and methodology based on internal process, market research and competitor analyses • Analyse and evaluate the effectiveness of sales, methods, costs, and results • Maintain key customer relationships and develop and implement strategies for expanding the Company’s customer base • Set quality objectives, performance standards and priorities that are implemented and monitored across the team • Leverage customer insights to identify business opportunities and product strategies • Manage and deliver detailed and accurate sales forecasting • Monitor market and competitor activity and share insights with senior leadership and sales teams • Build and nurture mutually productive partnerships across the organization, including product management, product marketing, corporate marketing, sales operations, finance, legal and human resources • Build an environment and sales practice that makes Monotype an employer of choice for high performing sales people in the marketing tech and creative professional space, making it easy to attract and retain top talent