• Represent Mercos at at least 2 trade shows per month across Brazil, actively working the aisles, booths, and networking areas. • Identify and approach mid- and large-size decision-makers, performing quick qualification and high-impact demos onsite. • Ensure leads are logged in the CRM in real time, maintaining organization even on high-intensity days. • Manage the full sales cycle from the first contact at an event through contract closing (high-ticket). • Operate in full sync with an internal sales partner. While you act in the field, you will have strategic support for funnel management, ensuring flawless execution and that shared targets are met. • Execute structured, personalized post-event follow-ups, ensuring time-to-value (TTV) from the first contact. • Conduct online demos and negotiation meetings with IT, Commercial, and Executive stakeholders. • Work with area leadership to build the playbook for this operation. • Serve as an internal consultant to validate what works at trade shows and what needs adjustment. • Document processes and learnings to strategically scale this channel.

• Expanding Top of Funnel – Complement centralized marketing campaigns with own prospecting, develop relationships and alignment at multiple levels – C level executive sponsors, influencers, and day-to-day users. • Driving Account Acquisition – Own territory and cultivate relationships with all pertinent stakeholders within target accounts to maximize sales into new accounts with the objective of being part of the customers’ long-term business solution. Identify customer needs and then configuring an appropriate offering from our portfolio to meet those needs. • Driving Sales Execution – Use New Relic’s sales process to close large-scale, multi-year subscription-based deals. Prepare accurate forecasts, building a pipeline to cover bookings target, documenting activities in Salesforce, and performing other tasks necessary to drive revenue and communicate activities to sales management. • Selling with Customer Focus – Diagnose each account’s business plan and existing technology stack. Review public information for the company and its competitors to remain updated on potential demand triggers. • Demonstrating New Relic Product Proficiency – Be proficient with a working knowledge across New Relic’s product lines and quantifying business value for customers.

• Develop and maintain strong trading relationships with existing customers, monitoring performance and buying behaviour • Maximise sales and profit by applying strong product knowledge and providing solution‑based support to customers • Monitor market activity to anticipate challenges and opportunities within the territory • Grow the Genuit product portfolio within the defined region to add value for merchant partners and contractors • Build and manage a target list of prospects to increase market share • Conduct regular branch reviews with key merchant partners to develop product ranges and strengthen relationships • Develop and manage a healthy project pipeline, including targeting and supporting contractors, specifiers and M&E consultants • Analyse customer sales data using tools such as Excel, QlikView and databases to inform decision‑making • Collaborate with marketing teams on promotions, trade events and sales collateral to support territory growth • Represent Genuit Group at sales meetings, training sessions and marketing events such as trade shows

• Supports and demonstrates IMA’s core values • Values and understands the importance of diversity, equity, and inclusion among all IMA associates. • Interacts professionally and timely with clients via email, phone, and in-person • Maintains a proactive approach focusing on claim strategies and resolutions • Advocates for the timely, optimal resolution of claim matters for our clients • Communicates pertinent claim information timely to internal and external clients • Maintains strong relationships with internal and external clients • Subject matter knowledge and expertise associated with the Energy industry (e.g. Oil & Gas, Renewables, Power Generation). • Participates in presentations, including new business, RFPs (clients, TPAs), claim reviews, renewals, etc. • Develops strong working knowledge of IMA computer systems/programs • Assists Claim Manager with claim staff onboarding, training and development • Develops and expands relationships at local, regional and national levels with carriers, TPAs, legal resources, consultants, etc. • Leads and contributes to Claim Projects, and other tasks as assigned • Attends insurance related seminars including but not limited to continuing education classes