• Operate as the owner of your territory with committed cross department support and an organization wide commitment to customer excellence. • The focus: planning, prospecting, qualifying, and closing new business at direct end users, across regional co packers, high growth and established CPG brands, food, pharma, pet food manufacturers, and towel and tissue producers. • This role requires building and managing a balanced pipeline: Immediate: Quick win opportunities with regional converters, co-packers, emerging brands, and commodity shrink bundling and overwrap business. • Medium term: Growing accounts that require validation cycles and operational alignment. • Enterprise: Large scale accounts requiring a deep understanding of the discovery process, mapping decision makers, cultivating champions, and navigating complex buying committees.

• Collaborate with others to lead the transition of Aptima’s technologies into operational use within the U.S. and across the Department of War. • Guide Aptima’s Technical Operations teams, shape acquisition and transition strategies, and ensure solutions advance from promising innovations to sustained operational capability. • Own service-level portfolio planning, pipeline maturation, win strategies, and strategic teaming. • Ensure alignment between customer needs and Aptima’s technology roadmap, translating DoW performance imperatives into winning business outcomes. • Cultivate and sustain high-level relationships across the U.S. Military Services, DoW acquisition organizations, PEOs/PAEs, and mission partners.

• Own and execute a defined territory sales plan to achieve and exceed assigned revenue, pipeline, and activity targets. • Develop and maintain a strong understanding of the EMS industry, including the operational, financial, and regulatory challenges faced by municipal, county and health system organizations. • Lead the full sales cycle, including opportunity identification and qualification, discovery, proposal development, Request for Proposal (RFP) response support, pricing strategy, contract negotiation, and deal closure. • Effectively present and differentiate EMS|MC’s value proposition to prospective clients, positioning the organization as a trusted, long-term partner. • Proactively prospect and develop new business opportunities through outbound outreach, referrals, networking, and participation in industry events and trade shows. • Build, manage, and sustain strong relationships with key decision makers and influencers within municipal, county, and health system organizations. • Demonstrate strong Customer Relationship Management (CRM) discipline by accurately documenting all sales activities, opportunities, forecasts, and client communications; the CRM serves as the system of record for sales reporting and forecasting. • Collaborate closely with teams on RFP development and responses, as well as campaign execution and lead generation efforts as needed. • Partner with Client Success and Operations teams to ensure alignment during the sales process and support continuous improvement initiatives. • Represent and actively support the company’s mission, values, and commitment to customer success in all internal and external interactions. • Participate in company-sponsored meetings, committees, conferences, and events to increase brand awareness and generate pipeline. • Provide backup and cross-functional support to Client Success team members and management as required. • Perform other duties as assigned.

- Conduct outbound prospecting via cold calls, email campaigns, and LinkedIn outreach - Identify and qualify high-potential leads through research and discovery calls - Book qualified meetings and product demos for Account Executives - Maintain accurate records of activities and pipeline in CRM systems (e.g., HubSpot, Salesforce, Pipedrive) - Consistently meet or exceed monthly KPIs and appointment-setting targets - Collaborate with sales and marketing teams to refine messaging and targeting strategies - Follow structured sales processes and performance tracking systems