Role Description The Director of Distributor Sales will lead the planning, development, and execution of go-to-market strategies in collaboration with internal and external sales and marketing teams to achieve company objectives across strategic national distributor headquarters and local operating distribution locations. - Establishes and nurtures productive, professional relationships with key personnel in assigned accounts. - Lead sales strategy & planning. Ownership in developing objectives, goals, plans to deliver top & bottom-line volume and profit. - Own cross-functional relationships at distributor headquarters. Lead in the development and execution of the distributor plan at both headquarters and the local operating sites. - Understand national distributors' “go to market” strategy and plan. Apply J&J portfolio and trade rates to maximize volume and profit. - Deliver strong internal leadership managing account production, distribution, products, and pricing. - Conduct necessary training sessions with internal and external stakeholders, communicating all pertinent information between J&J and client. - Identify competitive landscape and provide market intelligence. - Fully leverage broker national distribution representatives (if possible and where appropriate) to build strategic partnerships and execute the annual plan. - Conducts bi-annual (at minimum) business reviews with corporate national distributors. - Supports foodservice sales team as needed. - Deliver presentations and promotional information for new business development. - Reviews of deduction reports, sales reports, and foodservice industry data. - Provides quality customer service. Qualifications - A minimum of 5 years’ progressive foodservice sales experience, to include national distribution headquarters and local division account management. - Strong verbal, written, presentation skills and excellent follow up skills. - Strong thought-leadership. - Functional competencies: selling, negotiating, financial management, inventory management, leveraging insights, listening and time management. - Must demonstrate sales management experience of multiple product categories and distributors. - Must be able to establish and maintain strong internal and external working relationships. - Proficient in PC tools and applications such as Microsoft Office and Salesforce. - Able to carry/lift to 40 lbs. and set up displays for food shows. - Able and willing to work occasional weekends as market and business needs dictate. Requirements - Manufacturer sales experience preferred but not required. - Culinary experience preferred but not required. - A bachelor’s degree is preferred but not required. - Able to travel via car or airplane. - Overnight travel as needed. - Valid driver’s license, drug test, and background check. Benefits - US Salary Pay Range: $135,000 — $145,000 USD.

• Maintains a minimum revenue accountability (a personal sales quota) • Acts as the primary sales interface for several accounts on a regional basis • Responsible for identifying the influencers and key decision makers within the account and establishing/maintaining close relationships with them • Develops account strategies in conjunction with BD team members and executes tactics • Investigates potential new accounts and opportunities within the account or region • Ensures that the minimum revenue objectives for the assigned territory are achieved • Acts as the Customer advocate to ensure that the organization remains customer-focused.

• Develop and execute quarterly business plans for targeted accounts for the assigned portfolio of capital equipment in partnership with local Spine field sales organization and SCG leadership. • Develop relationships with both clinical and economic champions at new and existing accounts to best understand customer needs, capital buying cycle, preferred mode of new technology acquisition. • Identify and convert capital sales and program opportunities in the assigned territory. • Work with the Program Office, Deal Desk, Finance, SCG, and field sales organization to develop appropriate capital offering (Rental, Lease, Share Shifts) and drive implant sales growth. • Present and negotiate capital pricing and program performance terms with the customer in collaboration with SCG account leaders and the field sales organization. • Manage regional relationship with Brainlab sales channel as well as DePuy Synthes Spine sales team. • Influence manage both Brainlab sales and DePuy Synthes Sales teams to execute on capital sales goals and targets. • Support new customers in clinical adoption of select technologies. • Work with the customer to ensure customer can achieve their clinical and economic goals with the new technology and overall customer satisfaction driving higher customer retention rate. • Must develop and maintain expert level knowledge on all assigned capital equipment products and demonstrate a firm grasp of industry trends, understands market conditions, and develop strategies to stay ahead of the competition. • Complete all assigned training in timely manner. • Collaborate with cross-functional teams and critical business partners to develop and execute customer/product specific sales strategies and tactics. • Ensure timely, accurate reporting of any complaints or technical issues, following documented procedures. • Open to travel to meet and support customers with any technical product and or service related issue on short notice. • Complies with and maintains an active and ongoing commitment to compliance with all company policies and applicable federal, state and local laws, including but not limited to HIPPA, Sunshine Act and the other guidelines on interaction with US Healthcare Professionals.

• New customer acquisition and territory development • Management of B2B pharmacy customers • Increase order frequency and optimize product mix • Communicate product insights and operational advantages • Conduct regular customer visits with clear commercial objectives • Close collaboration with Customer Service and Key Account Management