Role Description The role of the National Key Account Manager (KAM) is the critical link between the Strategic Insurance Partner/Client and the Fix Network (FN). Fundamental to this role is anticipating and understanding the customer needs, and liaising and advocating within FN to manage and deliver on expectations that would satisfy those needs, at reasonable economic cost to FN. The KAM will be responsible for working with a specific Strategic Insurance Partner and be the lead point of contact for all key client matters, anticipate the partner’s needs, work within the company to ensure deadlines for the partner are met, and help the partner succeed. The successful KAM should be able to analyze data and sales statistics and improve business and marketing strategies. Core Competencies - Adaptability - Analytical - Customer Focus - Communication - Decision Making - Negotiation - Networking and Relationship Building - Problem Solving - Results Orientation - Strategic Thinking - Team Work - Results-oriented Job Duties - Development with Strategic Insurance Partner of a MAP (Mutual Action Plan) process which enables the performance objectives of both the Strategic Insurance Partner and FN. This plan should include: - Annual Volume targets - Regional plans - Organizational development objectives - Training and learning objectives - KPI scorecards & performance targets - Rebate reconciliation - Team coordinate - Market prioritization - Strategic event planning - Develop and build relationships with the Strategic Insurance Partner’s leadership team, regional vendor management, market adjusters. - Develop 3 X 3 relationship management plan involving key team members at FN (Operations, Marketing and development team) to secure solid long-term connections with the Strategic Insurance Partner. - Develop and deliver sales presentations in a professional and effective manner by: - Making regular sales calls to develop relationships - Acting to close deals and finalize contracts - Meeting established KPIs - Scorecards & performances management, volume target review, Mutual action plan review & Update. - Work with Strategic Insurance Partner to identify market gaps & opportunities based on volume versus actual market shares and present monthly/quarterly updates to RVPs to help identify potential growth market opportunities. - Coordinate and facilitate monthly, quarterly strategic review meetings between the Strategic Insurance partner & Fix Network. - Market review & Analysis - Market Rate Benchmarking & Analysis - Consult with VP of Sales on new and existing initiatives regarding the Strategic Insurance Partner. - Responding to Requests for Proposals and/or presenting customized value-based proposals to our Strategic Insurance Partner. - Working with account management and customer service teams on retention initiatives. - Provide leadership that promotes interpersonal trust; encourages productivity and responsiveness for growth and department direction. - Develop networks and build partnerships with senior/executive management; collaborate with other departments; serve as a consultant to business partners; and find common ground among the diverse interests of employees and business partners. - Communicate with Senior Management on Sales initiative, strategies, direction of program, products, and services. - Guidelines updates on FN Hub through operation & communication to Strategic Insurance Partner. - Visible leadership within assigned shops to understand market trends and challenges. - Respond in a timely manner to the needs of the Strategic Insurance Partner while maintaining a high standard of quality. - Maintain confidentiality of records, files, and correspondences. - Strive to continually improve the services and products of the organization; evaluate the organization’s practices to identify ways to operate more effectively and efficiently and address underlying customer needs. - Identify and develop positive working relationships with internal and external customers that are built on trust and integrity. Manage difficult or emotional customer situations. - Maintain clear focus on customer satisfaction; act when needed to meet the expectation of the customer and solicit feedback to improve service. - As required, oversee the work of one or more employees indirectly based on market. - Other related duties as required. Qualifications - Bachelor’s degree in business administration or a related field will be considered an asset - Five to ten years’ experience of collision repair operations. Significant experience in managing key or complex accounts is mandatory. - High level of initiative, dependability, and self-motivation - Collision operations experience/knowledge - Insurance collision repair knowledge - Understanding of Insurance/repair facility KPIs - Proficient in Excel, Power Point, Word usage - Sales experience with demonstrated negotiation and marketing skills - Ability to use long term perspective, acts as a trusted advisor - Key attributes/behaviors for successful execution of the position are: - Customer value oriented - Effective communication with wide and diverse audiences - Professional demeanor - Composed - Entrepreneurial - Bilingual capability - Matrix /Relationships - Motivate/Influence - Leverage resources - Leader - Thinker / analytical ability - Perseverance - Passion - Challenges status quo Work Conditions - Travel is required for this role - Ability to attend and conduct presentations - The salary for this position starts at $105,000

Role Description - Identify new customer opportunities and use product portfolio to drive business growth; Coordinate actions to improve market penetration - Manage the buying process within strategic accounts to create a preference for Greiner Bio-One products - Drive the existing funnel of opportunities to accelerate closure rates - Grow sales within the assigned geographic territory to meet or exceed quarterly and annual sales targets - Implement ambitious growth-driven programs with distribution channel partners - Build multi-level long-term relationships with academic institutions, biotechnology, biopharma, healthcare professionals, and distributor representatives within the assigned geography - Create, implement, and maintain a Territory Sales Business Plan - Maintain Customer Relationship Management (CRM) database related to assigned geography and accurately forecast the territory while managing a strong pipeline - Leverage consultative selling strategies to deeply understand customer goals and priorities while positioning our solutions to address their specific needs - Provide voice-of-customer feedback to cross-functional teams to inform product requirements, competitive landscape, and training needs - Manage all aspects of the selling cycle to close and win new business - Maximize sales efforts through distribution representatives and direct sales - Negotiate pricing and contractual agreements to close the sale - Prioritize New Product Introduction (NPI) prospects within territory to improve adoption rates and revenue return - Act on marketing-qualified leads, quickly converting to new opportunities - Maintain and build technical knowledge on assigned product lines, company literature, and competitor products - Demonstrate ability to build an Account Strategy based upon Value Proposition and customer knowledge Qualifications - College Degree (Preferably in the Life Sciences area or Business) - Candidate must be located in the Philadelphia or surrounding area - 5 years of successful sales experience (Life Sciences/Pharma/Bio-Technology Industry preferred) with a history of exceeding sales quota - Proficient in distribution channel management - Proven track record of sales achievements in a relevant market and managing complex, high-value accounts - Excellent computer skills (MS Office) - Strongly motivated by the desire to win new business, with a proven relentless pursuit of opportunities - Excellent communication and team interaction skills, routinely interacting with customers - Business insight of industry sector, markets, key trends, and potential challenges preferred - Strong organizational skills - Position is fully remote in the field, with 75%+ travel required in the assigned territory - Self-starter and ability to work independently - Understanding of Miller Heiman or similar sales training process a plus - Possess and maintain a valid driver’s license with no suspensions or major infractions over the previous five years. An annual MVR will be required on all company-authorized drivers. - Possess and provide documentation that personal motor vehicle insurance coverage is maintained at company-specified limits.

Role Description Manages dispatch operations for dedicated accounts, ensuring freight assignments, tracking, and communication are handled consistently. Responsibilities - Coordinate loads for assigned accounts - Track shipment progress - Update dispatch systems - Communicate delivery updates - Maintain account-specific records - Monitor workflow consistency - Escalate service concerns Qualifications - Strong communication abilities - Computer proficiency - Detail-oriented - Organized and process-driven - Ability to manage multiple tasks - Experience is optional but may be beneficial Work Environment A structured logistics environment focused on dedicated account coordination and consistent workflow management. Communication Notice Candidates may receive application-related communications and updates. These messages are limited to hiring purposes and may be opted out of.

• Développement et accompagnement du réseau de distribution (50%). • Identifier et prospecter de nouveaux distributeurs pour élargir le réseau. • Accompagner les distributeurs existants dans l’élargissement des gammes, la promotion et la vente de nos produits. • Former les équipes des distributeurs sur les caractéristiques techniques et les avantages de nos outils. • Accompagner les actions commerciales et marketing pour dynamiser les ventes chez les distributeurs. • Assurer un suivi régulier des performances des distributeurs et proposer des axes d'amélioration. • Être le point de contact privilégié pour les distributeurs et garantir une relation de confiance. • Prescription auprès des utilisateurs ciblés (50%). • Identifier les utilisateurs finaux stratégiques (artisans, professionnels du bâtiment, industriels, etc.) et comprendre leurs besoins. • Présenter et démontrer les avantages techniques et pratiques de nos outils. • Organiser des démonstrations produits sur site ou lors d'événements professionnels. • Développer des relations de confiance avec les utilisateurs pour les fidéliser à nos produits. • Collaborer avec les équipes internes pour adapter l'offre aux besoins spécifiques des utilisateurs. • Participer à des salons, foires et événements pour promouvoir nos outils auprès des utilisateurs finaux.