• Manage the entire customer lifecycle post signature for a portfolio of commercial customers, from adoption to contract execution, ensuring high retention rates. • Develop and maintain a rolling forecast of your portfolio and consistently meet or exceed quarterly and annual renewal and net retention targets. • Proactively identify and mitigate churn risk by understanding customer health, monitoring product usage, and addressing commercial obstacles. • Uncover and execute on expansion opportunities by understanding customer needs, aligning them with new features and products, and articulating the incremental value. • Build and nurture lasting relationships with key stakeholders, from technical users to economic buyers. • Act as the voice of the customer, synthesizing feedback on value, product gaps, and business outcomes to inform the product roadmap and collaborate with Product and Engineering teams. • Partner closely with Sales, GTM Engineering, and RevOps teams to present a unified post-sale experience and ensure a seamless customer journey. • Lead commercial negotiations, structure renewal contracts, and manage quoting and procurement processes to ensure favorable terms for both the customer and LangChain.

• Drive Growth in a Thriving Territory. • Manage, maintain, and expand a geographic sales territory centered in north Florida. • Work remotely with the flexibility you crave, while reporting to the Orlando, FL Sales Office. • Schedule appointments, visit manufacturing facilities, uncover hidden needs, and deliver tailored solutions. • Specify and demonstrate equipment, close sales, and oversee startups.

• Own and drive all upsell and cross-sell opportunities across the product suite • Proactively identify expansion opportunities within existing accounts • Lead the full sales cycle for expansion deals • Own the end-to-end renewal process for all assigned accounts • Identify opportunities to increase contract value at renewal • Partner with CSMs to build and execute account growth plans • Maintain strong CRM discipline and deal visibility

About Toll Group At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com PURPOSE OF THE JOB The Regional Head of Air Freight is responsible for developing and executing the Air Freight strategy within the designated region. This role oversees regional operations, supports commercial performance, and contributes to P&L outcomes. It ensures the delivery of high-quality, cost-effective, and customer-centric Air Freight solutions aligned with regional goals. The role also owns the organizational structure and process adherence within the Air Freight product and is accountable for driving continuous productivity improvements across the region. PRIMARY DUTIES & RESPONSIBILITIES Financial Planning - Develop and execute regional financial strategies that align with corporate objectives, ensuring sustainable growth and profitability across the region. - P&L ownership including end-to-end profit and loss accountability for the Regional Air Freight department, including revenue optimization, cost control, and margin improvement. - Ensure yield management to optimize pricing and capacity utilization, ensuring maximum revenue and profitability for Air Freight services. Carrier strategy and relationship - Support the development and execution of regional carrier partnership strategies. - Maintain relationships with core carriers and monitor service performance. - Define key trade lanes and services relevant to the region. Operational process and execution - Lead regional process improvements and support digitalization initiatives. - Drive consolidation efficiency and cost optimization. - Monitor operational KPIs and support onboarding of regional customer accounts. - Ensure compliance with local regulations and sanctions. Procurement and Pricing - Execute regional procurement strategies for [DFA, BSA, CSA and GSA] to ensure competitive pricing. - Support pricing activities for RFQs and trade lanes within the region. - Share market intelligence with regional teams to guide commercial decisions. Commercial and Business Development - Partner with regional sales teams to support growth initiatives. - Contribute to new business development and customer retention efforts. - Provide support for sales enablement tools and product training. Compliance/Safety - Ensure regional compliance - Maintain relationships with local regulatory bodies, authorities and airports. - Promote safety standards and support incident prevention efforts Others - Support talent development and employee engagement within the regional Air Freight team. - Represent the Air Freight function in regional forums and initiatives. KEY PERFORMANCE MEASURES - Regional Air Freight P&L and budget - Volume growth % - Revenue growth % - GP growth % - G&A management % - EBIT - Global trade lanes - Trade growth % - Achieved cost improvement % - Trade lane profitability improvement %$ - Growth - New business conversion % - New GP creation $ - New volume kgs Essential Minimum Qualifications - Bachelor’s degree in Logistics, Supply Chain, Business, or a related field. - 10+ years of experience in Air Freight, with 5 years in a regional leadership role. - Strong understanding of regional trade lanes, carrier management, and compliance. - Experience managing operations and contributing to P&L performance. - Proficient in data-driven decision-making and KPI management. - Strong communication, negotiation, and stakeholder engagement skills. - Strategic mindset with adaptability in a dynamic regional logistics environment PHYSICAL DEMANDS - This position is generally sedentary in nature; involves sitting most of the time but may involve walking or standing for brief periods of time. - Must be able to travel. - Ability to occasionally lift up to 10 lbs. required. - Ability to talk and hear required. - Ability to perform repetitive motions required. - Ability to occasionally move inside the office - Must be able to remain in a stationary position for up to 8 hours per day. - Ability to move or position self in order to reach, lift, climb, balance, stoop and crouch required. - Ability to read PC screens; detect color coding, read fine print, and/or normal type size print required. What moves you? At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further. Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up. At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities. To find out more about us visit www.careers.tollgroup.com You must be entitled to work in United States of America and be prepared to undertake pre-employment checks including a criminal history check and medical.