Role Description Reporting to the VP / General Manager – Canada, the Territory Sales Manager is responsible for driving profitable growth and market share expansion across Western Canada for the Power Transmission and Fluid Power product portfolio. This is a high-impact, growth-oriented role focused on transforming the region from a fragmented Tier 2–3 position into a strong, consistent Tier 2 market leader. The role requires a proactive, hunter mindset combined with strong account management. Success will come from executing a push–pull commercial strategy: - Push: Develop and enable distribution partners to prioritize and sell our products by being a value-add partner. - Pull: Create end-user and OEM demand that drives specification and distributor adoption. Key Responsibilities - Territory Growth & Strategy: - Own and deliver sales targets and market share growth across Western Canada. - Develop and execute a territory growth plan aligned to strategic verticals primarily via distributors (e.g., food & beverage, logistics, forestry, mining, agriculture, OEMs). - Identify and prioritize high-potential markets, accounts, and regions. - Shift market perception and positioning toward a preferred Tier 2 supplier. - Distributor Development (Primary Channel): - Build, manage, and grow strategic distributor partnerships. - Drive mindshare and share of wallet within key distributor accounts. - Conduct regular joint business planning, pipeline reviews, and performance tracking. - Enable distributor sales teams through: - Product training - Joint sales calls - Commercial programs and promotions - Surveys - Hold partners accountable to growth targets and activity levels. - OEM & End-User Demand Creation (Pull Strategy): - Develop relationships with OEMs and key end users to drive product specification. - Identify opportunities to convert competitive products and influence standards. - Create demand that flows through distribution partners. - Lead technical and commercial discussions to position our solutions as preferred. - New Business Development (Hunter Mentality): - Proactively identify and win new accounts and applications. - Build a strong pipeline through: - Cold outreach - Networking and industry events - Referrals and market intelligence - Drive conversion from opportunity → quote → win. - Account Management & Strategic Execution: - Develop and execute account plans for key customers and distributors, including: - Key stakeholders and decision makers - Growth opportunities and targets - Value propositions and conversion plans - Conduct quarterly business reviews (QBRs) and annual strategic reviews. - Track and improve customer performance metrics. - Commercial Excellence & CRM Discipline: - Fully leverage Salesforce CRM to: - Manage pipeline and opportunities. - Track customer interactions – activities, calls, visits. - Maintain high-quality account data. - Maintain a healthy, active pipeline with consistent opportunity creation. - Use data to drive decisions, prioritize efforts, and improve win rates. - Cross-Functional Collaboration: - Partner with: - Customer Service - Product Management - Industry Segment Leaders - Operations / Supply Chain - Ensure alignment on customer needs, lead times, pricing, and execution. - Support product launches, promotions, and strategic initiatives. Success Profile (What Great Looks Like) - Consistently exceeds sales targets. - Builds strong distributor loyalty and engagement. - Creates visible pipeline growth and new customer wins. - Successfully drives end-user pull-through demand. - Demonstrates high activity levels and strong CRM discipline. - Seen internally and externally as a trusted, proactive partner. Qualifications - 8–12+ years of experience in industrial B2B sales (Power Transmission, Fluid Power, MRO, or similar preferred). - Proven track record of: - New business development (hunter). - Managing distribution channels. - Driving territory growth. - Experience selling into: - Industrial distributors. - OEMs. - End users. - Strong commercial and technical understanding of industrial applications. Skills & Competencies - Entrepreneurial, self-starter mindset. - Strong relationship-building and influencing skills. - Ability to sell through others (distributors) while creating direct demand. - Excellent communication and presentation skills. - Data-driven with strong CRM and pipeline management discipline. - Comfortable operating in a remote, high-travel role. Additional Requirements - Based in Western Canada (Alberta preferred – Edmonton/Calgary area). - Willingness to travel 50–70% across the territory. - Valid driver’s license. - Eligible to work for any employer in Canada. - Bachelor’s degree in Business, Engineering, or related field preferred. Benefits - Paid Sick Days. - Employer Paid Comprehensive Group Benefit Plan – Life/AD&D/LTD/ Extended Health/Dental/Health Care Spending Account. - Group Pension Plan with Employer Match. - Employee and Family Assistance Program.

Role Description The Area Sales Manager - CO is a salaried, full-time position within the US Sales department, responsible for driving capital equipment sales and aesthetic solutions across the Colorado territory. This role focuses on achieving sales targets, expanding market share, and building strong, consultative relationships with customers in the aesthetics space, including medical practices, clinics, and other aesthetic service providers. - Own and manage sales activities for the assigned Colorado territory within the US Sales organization, with a focus on aesthetics and capital equipment. - Support the Executive Sales Manager by executing regional sales strategies, providing territory insights, and helping drive overall revenue and market share growth. - Prospect, identify, and qualify new business opportunities within aesthetic practices, clinics, and related healthcare providers. - Manage the full sales cycle for capital equipment, including lead generation, product presentations, demonstrations, proposal development, and deal closure. - Develop and maintain strong, long-term relationships with key decision-makers and influencers, including physicians, practice owners, administrators, and clinical staff. - Conduct in-person and virtual sales calls, site visits, and product demonstrations tailored to customer needs and practice environments. - Collaborate with the Executive Sales Manager and internal teams (marketing, clinical, and customer support) to align territory plans, campaigns, and customer engagement strategies. - Maintain a deep understanding of the company’s product portfolio, competitive landscape, and industry trends in aesthetics and capital equipment. - Provide consultative guidance to customers on clinical applications, workflow integration, and financial return on investment related to capital equipment purchases. - Accurately forecast sales, manage a robust pipeline, and report on territory performance, opportunities, and risks. - Utilize CRM tools to track activities, manage accounts, and ensure timely follow-up and documentation of customer interactions. - Participate in regional and national meetings, trade shows, workshops, and training events to support brand awareness and lead generation. - Gather, synthesize, and relay customer feedback and market intelligence to the Executive Sales Manager and relevant internal stakeholders. - Ensure compliance with all company policies, regulatory requirements, and industry standards in all sales and promotional activities. - Continuously refine territory management, time prioritization, and sales techniques to meet or exceed assigned sales targets and performance metrics. Qualifications - Proven experience in field sales, with a strong preference for background in aesthetics and/or medical capital equipment sales. - Demonstrated success managing a sales territory and consistently meeting or exceeding sales quotas. - Solid understanding of the aesthetics market, including typical customer profiles, decision-making processes, and key industry drivers. - Experience selling high-value capital equipment or medical devices into physician practices, clinics, or healthcare environments. - Strong consultative selling skills with the ability to articulate clinical benefits, workflow impact, and financial ROI to diverse stakeholders. - Excellent communication, presentation, and negotiation skills, both in-person and virtually. - Ability to work independently in the field while effectively supporting and collaborating with an Executive Sales Manager and broader sales leadership. - Proficiency with CRM systems and standard business software (e.g., email, spreadsheets, presentation tools) for territory and pipeline management. - Comfort with regular travel within the Colorado territory, including occasional overnights and participation in regional or national events as required. - Strong organizational and time-management skills, with the ability to prioritize multiple accounts, opportunities, and deadlines. - High level of professionalism, integrity, and customer focus, with a commitment to representing the company and its products credibly in the aesthetics space. - Bachelor’s degree in business, marketing, life sciences, or a related field, or equivalent combination of education and relevant sales experience.

• Own responsibility for strategically selling Caper into a portfolio of key enterprise retailers • Work together with Business Development to design and implement selling strategies that will drive revenue growth for Caper and Instacart • Identify, build, and maintain strong relationships with key Caper decision-makers and influencers • Create and deliver compelling Caper and/or Connected Stores presentations and proposals to retailers • Negotiate and close complex Caper contracts with retailers • Collaborate with Connected Stores MS&P and Caper sales to enhance the overall go-to-market strategy and processes for Caper • Partner closely with cross-functional stakeholders across several functions including Product, Finance, Marketing, Legal, and Partnerships to develop creative solutions that drive results

• Build and manage relationships with partners within your assigned territory • Expand Clicklease’s presence within existing partner accounts by identifying and activating new growth opportunities. • Collaborate with internal teams to ensure successful partner onboarding and ongoing support • Execute territory strategies to drive sales performance and partner engagement • Maintain pipeline activity and performance tracking in Salesforce • Deliver product presentations, demos, and trainings (virtual and in-person) • Travel up to 25% for in-person meetings and territory development