• Serve as a team lead and mentor to Academic Partnerships team members, providing guidance, coaching, and support in day-to-day activities • Coach, contribute to 1:1s, and help reinforce accountability to retention and growth goals • Partner closely with Sales, Support, and Product teams to align on customer strategy and execution • Help define and reinforce KPIs for retention, expansion, and customer health • Drive adoption of Customer Success tools (e.g., Planhat, CRM) to improve team efficiency and visibility • Act as a culture carrier, modeling adaptability, resilience, and a solutions-oriented mindset in a fast-paced environment • Manage a portfolio of high-value accounts as the primary point of contact and trusted advisor • Drive adoption, retention, and expansion by ensuring customers achieve desired outcomes • Conduct Executive Business Reviews (EBRs), lead renewal conversations, and identify expansion opportunities • Serve as an executive sponsor for key accounts, ensuring alignment with institutional goals • Model best-in-class account management practices for the broader team

• Act as the main point of contact for a defined portfolio of UK customers, with occasional support for European accounts. • Build strong, trusted relationships with customers and stakeholders across the Depot Connect network. • Conduct regular Business Reviews (QBRs/MYBRs) to provide performance insights, service updates, and improvement opportunities. • Meet with customers virtually and in person to understand their operational needs and goals. • Identify new opportunities, efficiencies, and value-add solutions to grow wallet share within existing accounts. • Explore innovative ways to generate new business and deliver enhanced value to customers. • Assist in creating tailored proposals, commercial documents, and solution presentations. • Maintain accurate customer information, activities, opportunities, and forecasts in Salesforce. • Provide regular reporting, pipeline updates, and customer insights to support commercial decision-making. • Prepare presentations, meeting packs, proposals, and follow-up documentation. • Support operational tasks to ensure smooth account operations and effective customer communication. • Assist the VP of Commercial with customer insights, project coordination, and strategic initiatives.

• Responsible for sales of PAI's Software offerings within a two-tier distribution model • Engage directly with end-users and reseller partners to generate demand and support sales growth • Work with PAI's existing scanner partners, resellers and end-users to identify and develop opportunities for PAI's software portfolio • Engage reseller and end-user accounts within assigned geographic territories frequently to increase YOY revenue growth • Expand the new end-user client base, build and manage relationships with executive level stakeholders • Conduct on site and/or face-to-face meetings as required • Identify new ways to communicate PAI's value proposition • Activate the partner sales and marketing teams to deliver that message • Work with ISV partners eco system to align with other technologies • Serve as a Subject Matter Expert in software solutions, with the ability to demonstrate and provide training • Increase partner revenue by gaining mindshare and helping partners expand their customer portfolio • Leverage internal resources to ensure that software solutions meet or exceed customer goals and requirements • Maintain accurate records in Salesforce to track activities, leads, opportunities and forecasts

• Develops sales strategies and sales budgets for territory and assigned accounts; regularly reviews and provides status reports on progress against sales budget • Plans, schedules, and makes regular (F2F and virtual) calls to assigned accounts and prospects; facilitates meetings for various company professionals to provide multi-level support and relationships to ensure effective service, customer relations, and administrative needs are met • Independently identifies customer needs and works closely with Balchem Marketing, Product Management, Product Development, Customer Service and Finance staff, etc., to deliver marketable products and solutions - coordinates the efforts of company and customer teams and establish strong working relationships • Communicates and maintains accurate sales forecasts and is both accountable and responsible for delivering budget and growth targets • Responds to customer and prospect inquiries for samples, technical/quality/regulatory data as well as support on the use and application of products • Obtains and reports marketing data for successful achievement of business objectives and strategies; monitors trends, competitive activity, product development, and market penetration; recommends course of action to prevent loss of existing business and growth of new business • Must comply with all policies and procedures of the corporation • Perform other duties as required