• Seek, interview and recruit, territorial and product line salespersons and other specialists to handle sales of food processing tools and equipment in assigned territories throughout the United States. • Establish and sustain a program for continuous training to assure the highest level of professionalism and achievement possible. • Train new sales team members using the company sales methodology and ongoing refinement of sales presentation techniques. • Establish clear, concise goals, objectives, and performance expectations for each salesperson. • Establish and monitor measurable objectives with each sales professional while thoroughly review sales representative’s performance on a regular basis. • Facilitate all aspects of engagement and performance management with direct reports. • Continually seek opportunities for new product development, new product applications, and improvements in marketing channels while reporting such opportunities to the product management team. • Constantly stay abreast of competitive conditions and new market developments as directly related to Food Processing Equipment and provide reports to appropriate teams and individuals within the Protein Tools & Equipment business. • Participate in development of an annual sales plan and resulting action plans for the product lines in accordance with instructions from the General Manager. • Monitor such plans continuously in CRM and update as often as required. • Support Marketing to assist in the development of an annual marketing plan. • Establish objectives and sales quotas for each direct territory and indirect channel. This will be accomplished by developing target markets and prospects with the sales staff considering Company strategic goals and specific marketing plans. • Develop, with the assistance of the RAM’s, the annual, quarterly, and monthly sales volume forecasts for his product line for the approval of the General Manager. • Monitor actual sales and make appropriate adjustments and revisions in the forecasts, as necessary, for a quarterly rolling forecast. • Directly manage the sales activity for Key National Accounts assuring those deep relationships are built and maintained with key executives within the subject company and that long cycle sales activity is managed to continually increase sales to these accounts. • Continually seek opportunities to execute the sales process through direct sales representatives in the most effective and efficient manner using metrics such as a “quote to close ratio” to measure call effectiveness and “cost of call” to measure call efficiency. • Provide Voice of Customer and market perspective for the development of pricing strategies. • Remain aware of U.S. Trade and Anti-Trust Laws and deviate from published selling prices only with prior approval of the General Manager. • Inform the Product Marketing Manager and the General Manager any deviation from quality standards in products delivered to customers.

• Coordinates activities to obtain assigned new business and sales quota • Communicates with business unit personnel concerning the business environment, how our products rate in the marketplace, price sensitivity, product mix, technology, market trends, etc., and how to resolve procedural, sales distribution, delivery and service problems • Responds in a timely and effective manner to competitive and market opportunities as well as communications from distributors, dealers, OEMs, end users and the factory • Communicates to manufacturer reps and group staff on all pertinent matters of mutual concern • Develops and implements an annual sales plan • Coordinates participation in local, state, regional and national trade shows with non-sales staff as required • Maintains quarterly market coverage documentation • Processes annual distributor agreements, documents and approves additions/deletions to the distributor network • Contributes positively to the corporate bottom line through effective expense control • Facilitates information flow to the factory, sales reps and accounts in a timely fashion • Works with inside sales team to maintain all quotations within assigned territory and ensures an acceptable level of margin • Forecasts accurately; sales by product on a monthly basis to coordinate production schedules and ensure timely delivery of products • Monitors administrative responsibilities to meet deadlines set by group management (e.g., expense reports, new business reports, quarterly narratives, monthly schedules, and/or forecasts, etc.)

• Acquiring and developing trust relationships with a portfolio of major clients (global institutional/VIP clients) • Expanding the relationships with existing customers by sustained communication, understanding of their needs • Building key customer service processes and systems, formulating management rules, and tracking the status of key customers • Analysis of user behavior, finding hidden needs, writing key customer analysis reports, and communicating with various departments to provide optimal key customer service solutions and product feedback

• Identify and attract new customers while maintaining strong relationships with existing clients to increase sales and exceed customer expectations. • Acquire, retain, and grow customer accounts to help achieve sales, service, and profitability targets within a specific sales territory. • Support and develop sales strategies. • Collaborate with technical specialists/representatives, branches, and support functions to achieve objectives. • Contribute to the region’s overall performance as a member of the regional sales and branch team.