• Spearhead a team of Enterprise sales executives, taking ownership of regional sales targets and driving results • Develop and execute strategic plans to achieve company sales goals, providing accurate forecasts for monthly, quarterly, and annual targets • Coach and motivate your team to build and grow their territories, cultivating a culture of sales excellence • Collaborate with cross-functional teams to create seamless customer experiences and drive value for Manufacturing clients • Leverage key customer relationships in Life Sciences, engaging with C-level executives and participating in closing strategic opportunities • Implement and refine sales processes, pipeline management, and performance metrics to ensure consistent growth • Represent the voice of Manufacturing clients and prospects, contributing to the UiPath product development strategy

• Ensure that company sales and margin objectives are achieved in accordance with the business plan. • Responsible for key dealer sales accounts across designated area. • Build and establish successful long-term relationships with dealers in designated area. • Located and recommend new dealers that meet company expectations in areas of need. • Facilitate dealer success in growing vehicle sales. • Develop market intelligence for designated areas. • Generate new vehicle sales as territory and economic conditions allow. • Report on economic conditions by territory and identify both shortfalls and opportunities. • Work closely with all internal personnel in developing better products for the future. • Work closely with all internal personnel to support buses in operation. • Execute the sales, marketing plans and overall strategies as determined by VP of Sales & Marketing. • Work to ensure that distributor sales volume and margins objectives are met. • Advise the VP of Sales and Marketing on market issues affecting the company. • Assist in coordinating trade show participation and dealer conferences. • Perform other duties as assigned.

Position Title: Director of Sales New Accounts Location: Remote (in United States) - Travel 70% Position Summary: Join a rapidly growing and market leading manufacturer as the Director of Sales New Accounts. This sales leader is a strategic individual contributor responsible for the aggressive acquisition of new business and the expansion of existing high-volume accounts within the Food Service Equipment industry. This role serves as a critical driver of revenue and profit, focusing on regional and national partners with a footprint of 100+ doors. Although there will be takeover of active existing accounts, this Director of Sales is for business development professionals who identify themselves as “hunters”, “deal makers” or “door openers”. We are looking for individuals who are motivated to create new business opportunities and thrive on that excitement. The ideal candidate will have a background in food equipment sales or in food & beverage sales. Responsibilities: Business Development - Develop and execute a comprehensive annual business plan focused on "hunting" and new account acquisition. You are responsible for hitting your assigned goals. - Generate high-value leads through cold calling, industry networking, and strategic tradeshow engagement. - Maintain an aggressive travel schedule (70%+) to ensure high-frequency "face-time" with targeted client bases. Account Management & Consultation - Act as the lead point of contact for all customer account matters, building "Trusted Advisor" relationships with C-Suite stakeholders. - Advocate for the customer during solution development; collaborate with cross-functional teams to engineer pricing, proposals, and equipment trials. - Monitor product launches and "roll-outs" to ensure successful, timely delivery according to customer objectives. Financial & Operational Excellence - Negotiate contracts and close agreements to maximize enterprise-wide profit. - Provide accurate monthly/quarterly sales forecasting and pipeline tracking via CRM. - Manage and maintain the annual Travel & Entertainment (T&E) in accordance with corporate policy. Market Intelligence & Product Advocacy - Identify and report on market trends and competitor activity. - Provide fact-based feedback to the Product Management team to influence New Product Development (NPD) opportunities.

• Drive the right actions and priorities in each mill location where we have competitive, innovative, and digital opportunities to win and grow business • Partner with corporate account managers (CAMs) and field team(s) to reduce / eliminate business at risk • Coordinate with CAM team at mills with urgent / prioritized needs • Streamline assessment of opportunity potential – direct locally or schedule in resources to accomplish • Provide summary of proposal and value calculations for opportunities • Partner with CAMs and local teams to lead and/or support sales process from inception to close • Partner with CAMs and local teams to gain customer discovery agreement on trial date and success criteria • Help define and insure KPIs and success criteria are documented and agreed to by both Nalco and customer decision makers • Review and/or propose service plan / program management • Assign internal responsibilities for tasks, align with customer on their responsibilities for success • Align technical application resources (ITCs, Equipment, Regulatory, Analytical, etc.) • Provide step-by-step overview and updates of Nalco’s transition / conversion process to mill management / influencers / decision makers • Partner with CAM team to collaborate on growth opportunities, projects, and drive innovation with customer’s procurement, Operations, and technical groups • Manage opportunities – review and align with CAM(s) on sales progress reporting • Develop cadence with all customer sites (utilize monthly CAM/field calls as vehicle) to leverage roles and responsibilities, and drive sales growth • Partner with CAM Lead on required additional internal reporting needs for Nalco Sr/Exec leadership