• Responsible for both developing new business and managing existing relationships • Establish new contacts to generate new business opportunities through cold calling, attending industry events, investigating leads, prospecting and closing sales while onboarding and training new Customers • Open and build new relationships with prospective agencies/brokerages located in the assigned territory • Increase unit count, premium and interest margin by optimizing existing relationships and consistently adding new insurance brokers to the IPFS Canada portfolio of active customers • Conduct needs analyses for prospects and Customers using the available tools • Learn and effectively communicate IPFS Canada technology and service offerings to drive conversion and development of relationships • Foster good working relationships with IPFS Canada operations team, including dedicated Account Manager for region

• Initiate and effectively conduct sales calls and presentations to established and prospective customers for all Osmose services and products. • Create relationships with contacts inside each utility at various levels including senior level executives. • Create sales plans and schedules that ensure market coverage with the appropriate contact frequency, based on business priorities and value. • Coordinate sales activity with General Managers-Operations as needed to maintain existing customer base and support sales calls to new customers. • Use customer and market intelligence to advise the Contracts team on proposal development and craft specific language when necessary. • Submit price recommendations to Vice President-Business Development and Contracts team after gathering sufficient production and scheduling information from Operations. • Work closely with Operations to sync crew availability with project schedules and customer expectations. • Produce, in concert with the Vice President-Business Development, an annual sales forecast for assigned accounts and update the forecast on a regular basis to maintain its accuracy. • Record and maintain customer and contact information for all accounts, utilizing the systems and processes provided or requested by the Company. • Develop and implement annual plans to improve personal professional performance and effectiveness. • Participate in and contribute to company sales and product training initiatives. • It is the direct responsibility of the Directors Business Development to further their own training and self-development. • Contribute to other projects and plans, not specifically noted, necessary to minimize bureaucracy and redundant activities and to achieve the Companys financial objectives.

• Manage ISV partner ecosystem • Identify and create partnerships with ISV prospects • Facilitate bi-directional communication between PAI and partners • Develop strategies to facilitate revenue potential

• Conduct outbound prospecting through cold calling, email, and LinkedIn outreach to state and local government prospects • Research target accounts, agencies, and stakeholders to identify decision-makers and sales opportunities • Build and maintain targeted prospect lists aligned to priority markets and active campaigns • Execute daily outreach activities to support pipeline generation goals • Conduct qualification calls to understand high-level business needs, current challenges, and buying timelines • Assess prospect fit based on defined qualification criteria and route qualified opportunities to the sales team • Schedule introductory meetings between qualified prospects and sales leaders • Maintain accurate and up-to-date records of outreach, conversations, and outcomes in CRM • Partner closely with the marketing manager to support demand generation campaigns through targeted prospect outreach