• Manage, coach, and develop a high performing team of Outside Sales Reps, each owning territories within assigned geographic region. • Set, execute, and report on strategic selling direction, utilizing a data-driven decision-making approach. • Lead the execution of ongoing customer relationship management across Outside Sales Rep team, including customer meetings, customer trainings, and business reviews. • Steward company sales goals related to new product introduction to enhance market share and potential customer conversion. • Maintain a culture of accountability related to system updates and team reporting efforts to business. • Maintain ownership of ongoing team T&E budget related to annual territory spend. • Hire and retain top talent to effectively drive market share growth and achieve desired territory results. • Identify gaps in Sales team performance, providing mentorship to improve areas of opportunity, as needed.

• Represent ITW Food Equipment Group (FEG) brands in the assigned territory. • Identify competitive issues, industry trends and business opportunities to meet/exceed assigned sales and profitability targets. • Rigorously develops and maintains strong customer relationships within assigned territory to ensure high levels of customer satisfaction. • Serves as a customer advocate and trusted business advisor. • Utilize value added selling process while executing go to market strategy and negotiating skills to close business. • Work collaboratively with existing Sales Manager and Independent Rep Group to grow sales in the territory. • Work cross functionally with FEG Product lines to implement and achieve annual initiatives including installation teams, branches and service contractors. • Utilize CRM to create and drive FEG transactional and project opportunities • Prepare and conduct business reviews to senior management and select '80 dealers. • Maintain knowledge of all FEG product lines applicable to industry needs. • Expert in specifications and applications of all FEG equipment lines. • Manage and negotiate competitive bid project work with multiple distribution partners. • Plan, prepare and conduct regional training meetings on all product lines. • Conduct all activities in keeping with company policies and procedures.

• Manage agents within a designated area of responsibility using in-person, virtual, phone, and email to build relationships, deliver training, and manage agency performance. • Acts as subject matter expert on GEICO and GEICO-affiliated products, features, and tools while also understanding and maintaining a clear understanding of competitor offerings to increase preference for GEICO’s products. • Takes national strategic initiatives and translates them into local goals and objectives to increase agent engagement, execution, and growth. • Delivers effective communications; assists agencies in developing local marketing plans and strategies to meet growth goals. • Uses data analysis to prepare pre-call strategies to focus on the greatest opportunity within the designated area of responsibility and/or specific agency. • Monitors the performance of agents in relation to goals, procedures, and guidelines. • Conducts training of agency staff on GEICO and GEICO-affiliated products, services, and value proposition. • Counsel agents, and with leadership support, take disciplinary action of agents up to and including termination. • Prospects, interviews, and approve new appointments to expand GEICO’s agency distribution. • Adheres to the GEICO Code of Conduct, company policies and operating principles. • Meets attendance standard at business location to perform necessary job functions and to facilitate interaction with subordinates and management.

• Own all sales activity within assigned territory, including new business, existing customers, and channel partners. • Actively hunt for new opportunities while maintaining consistent focus on run-rate and small-to-mid-sized projects. • Develop and expand relationships with end users, systems integrators, distributors and architects, engineers & consultants (ACE) within the territory. • Identify, qualify, and drive complex video security opportunities involving multiple stakeholders. • Execute against vertical targets assigned by Vertical Sales Managers and provide regular updates on project progression. • Maintain disciplined opportunity management and provide timely status updates using approved sales tools (e.g., Blue Sheets). • Collaborate closely with Regional Directors and Vertical Sales Managers to align territory execution with vertical strategy. • Travel within the territory (50-70%) as needed to support customer meetings, partner engagement, and key opportunities.