• Plans, directs, and monitors the activities of a sales team within a specified region/district/geography to achieve established sales targets. • Develops and/or implements business strategies for existing and potential accounts. • Manages the day-to-day activities of a sales team to implement the organization's overall sales strategy. • Develops and maintains strong relationships with key account personnel. • Identifies opportunities and develops new programs to meet sales plans to increase market share.

• To conduct face-to-face sales calls with physicians, nurses and other key purchase influencers in the sales territory to demonstrate, in-service and sell Medtronic Surgical Technologies capital and disposable products. • Responsible for the successful execution of Sales Action Plans. • To plan, strategize and successfully execute sales calls to all relevant hospital departments, outpatient surgery centers and doctors’ offices in the territory. • Work or attend meetings and courses inside and outside the territory. • Provide support and service to clinical personnel as it relates to the Products in a surgical environment. • Report competitive activity within the territory to the Region Manager, and maintain all records and reports as requested in a timely fashion.

• Own the development and execution of channel sales strategies • Cultivate high-impact partner relationships • Consistently deliver against ambitious revenue targets • Serve as the primary point of contact, ensuring high partner satisfaction and engagement • Build and implement strategic sales plans to achieve revenue targets through partners • Create and manage quarterly and annual business plans with clear revenue goals • Partner with stakeholders to develop joint business plans aligned to company objectives • Own and achieve assigned sales quotas by driving partner performance • Monitor partner pipelines and sales activity; provide accurate forecasts and updates to leadership • Deliver training and ongoing enablement to ensure partners can effectively position and sell Lightcast solutions • Create and deliver presentations, product demos, and sales materials for partners • Maintain a strong understanding of partner ecosystems, market trends, and buyer behavior • Track partner and competitor activity; identify opportunities to strengthen Lightcast’s position • Provide market insights to inform product, marketing, and sales strategies • Collaborate cross-functionally with sales, marketing, product, engineering, account management, and legal teams • Support and participate in joint marketing campaigns and partner events to drive pipeline and brand awareness • Track and report on partner performance, sales activity, and key metrics • Use data and insights to continuously improve channel sales effectiveness and partner engagement

• Develop, execute and monitor the district business plan to meet assigned revenue and strategic objectives. • Responsible for the direction, support and motivation of the district sales team to meet agreed targets and objectives. • Routinely forecast, monitor, and control selling and other expenses for the district within assigned expense budgets • Routinely and accurately forecast customer demand (i.e., product quantities and dollars, orders, shipments) • To drive a high level of interaction and engagement between other departments (e.g., Marketing, Technical Support) and local sales team & staff to ensure coordination of activities and alignment on common goals • Talent Acquisition - Responsible for resource planning, recruitment, and hire of resource to support forecasted sales targets • Talent Development activities to ensure that the sales team has the necessary expertise to successfully perform their jobs, provide ongoing guidance to employees, and career counseling to help employees develop and advance in their careers • Performance Management - setting performance standards, setting realistic job goals, conducting performance appraisals, and disciplinary action • Create a sense of urgency and drive accountability within the regional team to meet both financial and strategic goals. • Responsible for ensuring utilization and compliance in accordance with departmental policies and practices for Salesforce.com (SFDC) • Works collaboratively across AMR to drive coordination and alignment in service to corporate goals at large. This would include taking the lead on cross-district initiatives in partnership with marketing, sales, and sr. leadership. • Takes on the role of peer leader and mentor across the District Sales Manager team.