• Manage primary client relationship and development of customer service plan • Maintain a focus on growth and retention of assigned book of business • Establish and maintain a high level of trust with clients through consistent contact and proactive resolution of any actionable serving items, questions or concerns • Initiate client meeting to strategize for the renewal marketing process • Advise on the best coverage alternatives • Able to review ownership and management contracts, property leases and other contractual documents to gather important information and insurance requirements for compliance purposes • Will discuss and negotiate coverage and related pricing with carriers and wholesalers based on in depth understanding of client’s exposures and historical claims • Prepare renewal submission based on strategy client meeting results, including loss analysis, changes in exposure/operations and recommended coverage options • Conduct renewal presentation with clients either individually or with other members of the team • Strong knowledge of Marketing/Underwriting Process including selecting appropriate markets based on appetite, presenting the clients operational story in the best light to the underwriter, summarizing historical claims, documenting carrier clearance • Continuing high-level and consistent carrier/wholesale communication to obtain the most comprehensive quote by the target timeline • Be a strategic negotiator to obtain comprehensive coverage and most competitive premium • Develop strong relationships with business partners including carrier underwriters, wholesalers and any other professional service providers • Ability to travel 2-3 times a year as required for client or other meetings

• Develop and implement strategies to increase market share through targeted commercial and/or government physician practices • Promote and sell the Company’s products and tissues by interacting with established customers and developing new prospects • Achieve defined sales performance goals for products and tissue offerings • Research and resolve reimbursement issues for customers • Provide accurate and timely reporting and tracking of sales activities and territory sales forecasts

• Work with regional DSO sales personnel in building strong relationships with existing and new customers. • This will include regular visits to key customers in your region. • Educate customers on the benefits of Friction Management, leverage FM field service subject matter expertise. • Audit customer’s existing trackside or onboard FM program upon request. • Work with team in developing and reviewing customer centric FM proposals. • Working closely with outside sales & commercial manager, take a leading role in managing the customer relationship pertaining to friction management products & services. • This includes ongoing follow-up with customers to ensure they are procuring parts, consumables, and services as needed. • Develop and maintain excellent knowledge of LBF products and services. • Maintain knowledge and pricing information of competitive products and prices. • Assist commercial manager & outside sales in the development and execution of annual sales plans for your respective region of focus (DSO). • Identify new customers, make contact, and communicate LB Foster’s FM product & service offerings generating new business opportunities. • Schedule site visits for FM assessments • Attend various industry trade shows and conferences representing LB Foster with purpose to generate new leads and opportunities.

• Develop and execute a strategic territory plan focused on both growing existing adoptions and winning new business. • Identify opportunities at the course, department, and institutional level, including multi-section and coordinated course programs. • Prioritize time and resources to maximize impact across high-opportunity accounts • Conduct discovery conversations to understand instructors’ goals, challenges, and course structures. • Position Macmillan Learning solutions—especially Achieve—as tools to improve student outcomes, engagement, and course efficiency. • Deliver tailored, interactive demonstrations (in-person and virtual) aligned to specific course needs. • Navigate complex sales cycles involving multiple stakeholders, including faculty, coordinators, and administrators. • Support customers through the full adoption lifecycle, from initial interest through implementation. • Build and maintain long-term relationships with faculty, departments, and campus partners. • Partner with key stakeholders (e.g., course coordinators, department leaders) to support scalable and repeatable adoption models. • Maintain accurate and up-to-date records of contacts, opportunities, and activities in Salesforce. • Actively manage a sales pipeline, including forecasting and opportunity progression. • Gather and share insights on customer needs, competitive activity, and market trends. • Plan and execute efficient travel and campus visits aligned to territory priorities.