• 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.

• Responsible for developing strong personal and collaborative internal and external relationships to manage a book of business • Executes strategic components of the client management team’s business plan for each customer • Responsible for overall relationship between Meritain Pharmacy Solutions and external partners, consultants and clients • Executes on objectives aligned to customer and organization's goals • Offers creative product and service solutions to address client's evolving needs • Monitors on an ongoing basis client's product lines and services to ensure needs are being met • Supports overall annual business plan and account strategy • Collaborates on more complex product or service issues • Coordinates resolution of issues partnering with appropriate team members • Performs renewal related tasks on existing customers and participate in open enrollment to assist in trying to gain membership

• Develops and implements account management and cross/up sell strategies • builds and maintains strong external and internal relationships • achieves customer satisfaction, revenue, membership, and earnings objectives • serves as the primary interface for all products and services • creates demand for the organization's products and services • develops and executes account management strategy • develops and executes the renewal process • assesses the competitive environment and develops sales strategies • collaborates with cross-functional teams to ensure customer needs are understood • responsible for Customer Strategy & Relationship Management • leads coordination for communications of any CVS/Aetna News • accountable for retention of assigned portfolio • drives/executes on upsell activities • responsible for financial performance, including pricing and negotiation • reviews and consultatively presents customer reporting