• 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.

• Lead the strategic development and delivery of clinical, product, market, and selling-skills training for our commercial teams • Design and execute advanced learning programs across virtual, live, in-person, and self-paced formats • Serve as the strategic lead for commercial training and sales enablement within the ACM commercial leadership team • Collaborate closely with the ACM Sales Training team, Commercial Leadership, Marketing, Medical, and subject matter experts across the organization • Help build and execute the ACM learning curriculum • Support the development of Field Sales Trainers (FSTs) • Partner on major training events including product launches, national sales meetings, and new-hire programs • Analyze training metrics to identify opportunities and measure impact • Manage execution of commercial training events (launch training, NSM, new-hire, advanced selling) • Support and develop Field Sales Trainers (FSTs)

• Developing and implementing strategic sales plans aligned with corporate goals • Motivating the team to reach their full potential by creating a culture that fosters teamwork, effective time management, planning, and execution in achieving objectives • Identifying and meeting with key customers, assisting sales representatives with maintaining and building relationships • Effectively developing and maintaining a robust and balanced forecast of opportunities while monitoring their progress in an efficient and timely manner • Partnering closely with a cross-functional team to close large opportunities • Coaching team members on both deal and skill-based opportunities • Driving corporate connectivity strategy and delivering on our integrated solutions platform • Managing a network of distributors and channel partners throughout the region • Retaining a current understanding of the local IDN market and the evolving medical industry landscape including high level knowledge of the competition