• Leading the team by coaching mentoring & motivating the team with a high level of EQ & becoming a trusted leader for the team. • Should be a great teammate, as the Digital Sellers use other teams for their own success. • Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team. • Building knowledge of Adobe products and services – their features, benefits, prices, and additional services. • Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale. • Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns and marketing leads. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement. • The Adobe manager will lead a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers. • Will own the “more connect per seller” and “more per connect” ICX philosophy. • Will develop account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email). • You will help consolidate feedback from team, to identify and gather customer journeys and present / implement proposals to nudge the stalled ones. • Streamline sales processes, improve efficiency, and lead pipeline oversight, forecasting, and sales behaviors for achieving the future state. • You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale. • You will accomplish ICX human resource objectives by recruiting, selecting, orienting, training, assigning, mentor, counselling, and improvement plans for employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions. • You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions. • Define and Achieve Weekly, Monthly & Quarterly targets both on the input & Output parameters.

• Manage a dedicated customer account list • Direct pairing and support for an internal Account Executive • Use insights from RADAR to support sales operations and decision-making • Apply strategic thinking and pricing judgment at the account level to support sales execution and customer growth • Proactively engaged in focused IT Sales Training forums and actively pursuing internal and external opportunities to broaden experience in the industry • Partner with Red River staff resources such as the Support Services Team, Pre-Sales Engineering, Capture Team and Professional Services Team • Use customer, vendor, and OEM resources as needed • Explore new opportunities through account management, best practices, lead generation campaigns and cold and warm calls • Determine technologies that are relevant to the customer and effectively present Red River’s capabilities via phone or e-mail communication • Serve as a trusted resource and active participant in company projects outside of dedicated sales role • Manage quote activity from RFQs, OEM leads, phone and e-mail prospecting and may participate in customer meetings • Other business duties as assigned

As an Inside Sales Representative, you will be the engine of growth for our assigned territories, focusing on maximizing the value of our existing customer base. You will bridge the gap between marketing interest and closed sales by researching account strategies and aligning Inotiv’s solutions with client needs. This role requires a disciplined approach to pipeline management, ensuring that every lead is nurtured and every account plan is executed to meet and exceed sales quotas. Key Accountabilities - Manages sales activities for existing accounts in the assigned territory - Develops account plans to deliver on defined sales objectives to achieve sales quota - Develops opportunities by communicating, and engaging to understand customers’ needs and aligning the value proposition Envigo delivers - Conducts research to understand customer strategy and objectives in order to identify opportunities - Prioritizes time across the portfolio of accounts to ensure a robust sales pipeline - Follows up on marketing qualified leads to move into the sales process - Other special projects and duties as assigned Minimum Requirements - Associates degree in animal or veterinary science or other means of attaining equivalent knowledge - Lab / bench level pre-clinical or academic research experience in lieu of sales experience - Detail-oriented, Customer Centric and Competitive - Excellent skills in Microsoft Excel, PowerPoint, Word and Outlook, a CRM tool such as Salesforce.com - Strong work ethic and positive attitude Preferences Working Conditions & Physical Requirements - Extended computer and display screen equipment usage - Ability to push, pull, lift pounds unassisted. - Stand / walk for extended period of time. - Fine manipulation including handle touch object or tools and ability to handled controls to perform work. - Ability to read and interpret materials, verbally communicate, and hear required. Critical Success Factors - Customer Focus. Identifies, prioritizes and anticipates customer needs and delivers relevant, value-add, solutions to meet and exceed them - Results Driven. Internal drive toward action to efficiently, timely, and accurately achieve results. Sets high but achievable standards for self and others. Seeks opportunities to improve process and outcomes. Constantly reviews performance to identify areas to develop. - Efficient. Takes responsibility for own time and effectiveness. Identifies what needs to be done and does it before being asked or before the situation requires it. Able to work things out without having to be shown too often. Seeks opportunities to contribute appropriately without direction. - Communication. Able to communicate information and ideas clearly and articulately both in oral and written form. Uses appropriate language, style and methods depending on audience and the purpose of communication. Able to convey complex information clearly. Anticipates the information that others will need. Expresses ideas effectively. Practices attentive and active listening. - Collaboration. Actively supports and contributes to the success of the team. Actively encourages and practices collaboration and cooperation on the team. Shares information and supports other team members. Can get things done with and through others and set realistic objectives. Seeks opportunities to develop others. - Relationship Builder. Develops, maintains, and strengthens strong partnerships with others internally and externally, cross functionally, in person and remotely. - Critical Thinking and Problem Solving. Able to identify and separate out the key components of problems and situations. Able to manipulate and interpret information from a range of sources to spot patterns and trends in information and to deduce cause and effect from this. Can generate a range of creative solutions, evaluate, and choose the most appropriate option - Improvement Driven. Inspires and generates new solutions and approaches to issues and challenges to maximize efficiency and effectiveness through everyday practice of root cause analysis and critical thinking problem solving; Continually works to refine skills and abilities; Builds on ideas of others to come up with new ways to address issues or problems; Generates creative new solutions and approaches to issues and processes. - Organization and time Management. Plans and prioritizes work, manages time appropriately to meet deadlines, follows up with others to ensure one’s own work and commitments are completed on time, deals with pressure and deadlines through good planning. *This position could be offered at different levels for candidates who qualify with a combination of advanced levels of education and/or years of experience. The salary range will adjust along with the level of the role to match the person’s relevant experience and/or education level. Inotiv is a growing contemporary drug discovery and development company where we “Play to Win” in an industry rich with opportunity. Together, we face challenges and together we win in the delivery of world-class drug discovery and development solutions that impact the health and well-being of people all over the world. There’s an opportunity for everyone at all phases of a career, each individual’s unique skill set has an impact on the work we conduct. If you have the talent and desire to impact the quality of people’s lives, we have the career opportunities to make it happen. Join us in embracing research and science to impact the health and well-being of people all over the world. Salary will be commensurate with experience and responsibilities. Benefits include health and dental coverage, short- and long-term disability, paid time off, paid parental leave, 401K, and more! Inotiv is an Equal Opportunity Employer. It is our policy to provide a fair and equal employment opportunity to all persons, regardless of age, race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, genetic information, disability, national origin, veteran status, or any other basis prohibited by law. This policy governs all aspects of employment, including selection, job assignment, compensation, discipline, termination and access to benefits and training.

• Qualify leads via telephone and written communication • Respond to inquiries • Handle relevant objections • Follow up on leads • Schedule appointments and coordinate calendars with the client’s Sales Team • Ongoing communication with the client, including regular reporting