• Develop and execute a strategic territory business plan focused on competitive conversions and revenue growth • Build and manage a robust pipeline of opportunities across assigned hospitals and surgery centers • Conduct sales presentations, product demonstrations, and evaluations to position Mindray’s anesthesia and monitoring solutions as the preferred choice • Collaborate daily with cross-functional EST members, including Clinical Specialists, Corporate Accounts, Marketing, Service, and Sales Support teams • Lead post-sale efforts by coordinating installations, in-services, and customer satisfaction initiatives • Establish and maintain strong relationships with clinical, technical, and administrative stakeholders • Contribute to regional and national strategic initiatives to grow Mindray’s brand and support Key Opinion Leader (KOL) development • Track, analyze, and report key performance indicators (KPIs) to ensure focus and alignment with company goals • Optionally serve as a Field Trainer, supporting onboarding and development of new sales hires

• Telephone and written contact with customers and prospects (including cold calling) • Organization and coordination of customer appointments • Support in maintaining and updating customer data in the CRM system • Close collaboration with the sales team and other departments

• Own the full sales cycle for the German + Austrian hospitality market (prospecting → demo → closing) • Using Sales Methodology like MEDDIC or BANT method • Build and manage a strong pipeline of hotels, resorts, and hospitality groups • Conduct discovery calls and product demos tailored to customer needs • Develop long-term relationships with decision-makers (GM, IT, Operations, Marketing) • Work closely with Marketing on campaigns, events, and partnerships • Provide structured feedback from the market to Product & Leadership • Represent Guestnet at industry events, trade fairs, and partner meetings • Identification and research of target accounts (hotels, resorts, hospitality groups) • Execution of multi-channel outbound campaigns (email, phone, LinkedIn, events) • Qualification of inbound leads and scheduling of discovery calls and product demos • Maintenance and continuous improvement of CRM data quality (e.g. Salesforce, Pipedrive) • Collaboration with the leadership team to develop, validate, and scale repeatable sales playbooks • Structured feedback to Product and Marketing teams based on customer interactions • Active contribution to a high-performing, positive, and collaborative sales culture

• Own a dedicated overlay revenue quota aligned to strategic BU targets. • Drive incremental pipeline creation, deal progression, and close velocity through joint selling with core sales teams. • Identify, qualify, and prioritize high-value use cases and lighthouse customers aligned to BU strategy. • Lead commercial strategy for complex, multi-stakeholder deals, including pricing, packaging, and value articulation. • Partner with core Account Executives, Regional Sales Leaders, and Channel teams to embed BU solutions into active sales motions. • Act as the subject-matter expert for the NWPS solutions, differentiation, and business outcomes. • Coach and enable sales teams on use-case selling, ROI narratives, and customer value propositions. • Ensure consistent positioning and messaging across regions and verticals. • Translate BU strategy into field-executable GTM motions, including vertical plays, bundles, and offers. • Provide direct feedback to Product and GTM teams on customer requirements, objections, and competitive dynamics. • Support development of sales assets, playbooks, and reference architectures to drive repeatability. • Maintain accurate pipeline visibility and forecasting for overlay-owned opportunities. • Track leading indicators such as pipeline coverage, conversion rates, deal cycle time, and attach rates. • Ensure deals meet margin, scalability, and strategic fit criteria. • Serve as the primary commercial interface between Sales, Product, Engineering, Marketing, and Customer Success for BU opportunities. • Support executive-level customer engagements, workshops, and strategic reviews. • Champion a culture of collaboration, accountability, and outcome-driven execution.