• Execute business development activities to expand new and existing accounts. • Understand the customer’s environment to identify and open new opportunities with decision‑makers and influencers. • Solve critical business challenges—both known and uncovered through research, discovery, and questioning. • Focus on *how* customers are buying rather than *what* they are buying, centering conversations on needs instead of predefined products. • Deliver excellent communication throughout the sales lifecycle. • Differentiate Ricoh’s ability to accelerate customers’ digital transformation through storytelling and value‑aligned solution positioning. • Articulate how buying decisions impact the customer’s financial position. • Develop and confidently deliver compelling presentations both in person and virtually.

• Own new business generation and enterprise revenue for SENSORA across large hospitals and integrated delivery networks, from prospecting through contract execution. • Personally lead and close complex, multi-stakeholder enterprise sales cycles, including 6- and 7-figure opportunities. • Develop and execute territory and account strategies across key enterprise segments, including health systems, physician groups, and value-based care networks. • Build, mentor, and manage a small initial team of enterprise sellers as needed, expanding the team over time as the business scales. • Establish trusted, multi-threaded relationships with senior clinical, IT, finance, and executive stakeholders within health systems. • Develop and present ROI-driven business cases that align SENSORA’s clinical and operational value with health system priorities. • Partner cross-functionally with Product, Clinical, Marketing, Implementation, and Customer Success teams to support pilots, evaluations, and enterprise rollouts. • Maintain accurate forecasting, pipeline management, and account data within CRM systems. • Navigate enterprise procurement processes, including legal, privacy, security, value analysis, and clinical governance reviews. • Act as a voice of the customer, providing input into go-to-market strategy, product roadmap, pricing, and enterprise messaging. • Ensure compliance with company policies and applicable laws and regulations. • Other duties as assigned.

• Devise and implement customer specific pre and post call selling approaches that evaluate and address the practitioners’ perspectives and the institutions philosophies within compliance guidelines. • Consistently use approved clinical studies and marketing aids to support the case for the value proposition when selling. • Position and adapt the message to meet the practitioner’s, institutions, and company’s objectives. • Develop and execute on comprehensive business plan that includes but not limited to opportunities and challenges in local market, key strategies and tactics to drive the business, maximization of resources available as well partnership with key business partners and stakeholders in order to drive sales in local geography. • Develop a territory coverage plan that maximizes selling time with all account professionals. • Adjust the schedule to increase access to key stakeholders, including coverage of all shifts. • Institute strategies to increase access to all key stakeholders. • Maximize and customize the value proposition and influence contract implementation processes within the assigned institutions. • Hold hospital stakeholders accountable to the institutional contract. • Develop and apply knowledge of payer access and affordability landscape in the territory regarding the company’s products. • Devise and institute an integrated business plan that includes clear strategies and tactics to target key accounts utilizing all available resources, while aligning the plan with the district’s, regions, and company’s goals. • Analyze business analytics to recognize territory opportunities, strengths, and trends, and to monitor the effectiveness of the business plan. Adjust the plan to minimize the impact of competition and to maximize sales opportunities.

• Manage a team of Sales Executives and sales support members across multiple disciplines, fostering collaboration, accountability, and operational excellence. • Serve as a culture architect for the West Region, unifying legacy acquisition teams under a single World Fuel brand. • Deliver sales growth, profitability, cost-of-sale improvements, and strategic objectives across assigned regions or business areas. • Establish sales policies and procedures aligned with corporate strategy and ensure field compliance. • Allocate limited sales resources for maximum impact while balancing corporate governance with deal-specific exceptions. • Align sales execution with marketing initiatives, new product launches, and financial objectives. • Act as the senior voice of the retail sales organization to corporate leadership and cross-functional partners. • Cultivate and leverage senior-level external relationships to advance complex or high-value opportunities. • Escalate unprecedented, highly complex sales or commercial issues requiring higher-level strategic approval. • Develop and Execute Strategies to grow traditional dealer and emerging commission and consignment retail network in the West Coast markets.