• Development and implementation of our partnership strategy for Germany in a prioritized plan • Identification of relevant partner groups in the legal ecosystem – e.g., IT service providers, service providers, associations, multipliers, and relevant events • Development of concrete GTM motions, pilot projects & cooperation models for viable partnerships with real market and revenue impact • Market and partner mapping in the German legal ecosystem • Building and prioritizing a partner pipeline • Development of cooperation & incentive models • Independent outreach, relationship building & negotiation • Establishment of pilot partnerships and GTM test runs • Definition of a scalable partnership operating model • CRM management, performance tracking & feedback loops • Building local referral networks • Close collaboration with sales, leadership & internal stakeholders

• Quarterly pipeline quota for partner-sourced and partner-influenced revenue, with accountability to the Head of Partnerships and alignment with Sales leadership. • Field enablement: coordinate and lead partner-led enablement sessions, AE co-sell meeting support, and target account mapping with cloud partner field teams. • Cloud co-sell operations across AWS, GCP, and Azure, POC credit and MDF submissions, IP Co-Sell registrations, and joint pipeline tracking. • Lead and strategize across partner Marketing outcomes and campaigns as well as major cloud conference and one-off event activation. • Work closely with the sales and CS organizations to ensure a strong partner story and outcome is presented and enabled for our clients and prospects • Cloud program management and Marketplace operations: manage and optimize Arizes’ listings on cloud marketplaces and partner programs • Partner QBR cadence: prepare and run quarterly business reviews with cloud hyperscaler partner teams including pipeline reporting, joint wins, and roadmap alignment. • Technology partner relationships: maintain and build active relationships with technology platform partners driving integration usage and co-marketing. • Pipeline reporting: maintain clean, accurate partner pipeline data in Salesforce and PRM tools; produce weekly partner pipeline reports for leadership.

• Drive strategic execution across a complex territory or multi-state geography, delivering sustained commercial impact • Expand relationships with healthcare providers and build relations with influential stakeholders to further the knowledge of Exelixis oncology therapies and ensure appropriate use • Leverage advanced analytics and market insights to refine territory strategy and influence internal planning • Partner cross-functionally to deliver coordinated solutions that address clinical, operational, and access challenges • Represent field perspectives in brand planning discussions and contribute to tactical innovation • Identify emerging trends, competitive threats, and unmet needs within the territory • Model excellence in compliance, professionalism, and ethical engagement • Lead strategic pull-through initiatives in collaboration with access and reimbursement teams • Serve as a field-based ambassador for new product launches, pilots, and strategic initiatives • Cultivate relationships with key opinion leaders, integrated delivery networks, and institutional decision-makers • Support regional leadership in business planning, training, and performance calibration • Serve as a mentor and resource to junior team members, sharing best practices and supporting skill development

Role Description The National Account Manager – Foodservice is responsible for driving strategic growth across national foodservice accounts within the Western U.S., with a strong focus on: - Group Purchasing Organizations (GPOs) - Management Services Organizations (MSOs) - National distributors - Broker-managed channels This role owns both new business development and strategic account expansion, with full accountability for developing, executing, and managing complex national customer relationships that deliver sustainable, profitable growth. Key Responsibilities - Strategic Account Development & Growth - Identify, pursue, and close new national foodservice opportunities across the West Coast and assigned national accounts - Develop and execute short- and long-term growth strategies across GPOs, MSOs, distributors, and broker-supported channels - Build and maintain senior-level relationships within customer organizations to influence sourcing, procurement, and menu decisions - Drive national account penetration and expansion strategies across key foodservice segments - Sales Execution & Account Management - Own the full sales cycle from prospecting through negotiation, contract execution, and account expansion - Develop annual business plans aligned with revenue, margin, and strategic growth objectives - Manage pricing, trade spend, and promotional strategy in collaboration with internal stakeholders - Ensure strong execution through distributor and broker partnerships - Cross-Functional Leadership - Partner with Marketing, R&D, Supply Chain, and Operations to deliver customer-specific initiatives - Lead execution of product launches, innovation programs, and menu development initiatives - Communicate account strategy, pipeline activity, and performance updates to sales leadership - Analytics & Performance Management - Track and analyze sales performance, pipeline, and account KPIs - Use category insights and competitive intelligence to identify growth opportunities - Translate data into actionable commercial strategies Qualifications - 5–15 years of progressive sales experience in foodservice, CPG, bakery, or industrial food manufacturing - Proven experience working with GPOs, MSOs, national distributors, or multi-unit foodservice operators - Strong track record of revenue growth, account expansion, and new business development - Experience working with broker and distributor networks strongly preferred Requirements - Strong consultative and solution-based selling skills - Ability to build and influence senior-level decision makers in complex organizations - Strong business planning and strategic account development capability - Ability to manage long, multi-layered sales cycles - Strong analytical skills with a data-driven mindset - Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook) - Experience with CRM or sales tracking systems - Working knowledge of GMPs, HACCP, and BRC standards (preferred) Education - Bachelor’s degree preferred, not required (relevant experience considered equivalent) Work Environment & Conditions - Remote, home-office based role within the Western U.S. - High autonomy with strong performance accountability - 50–70% travel to customers, distributors, and industry events - Fast-paced, growth-oriented commercial environment Why This Role / Why Bridor - This is a high-impact national growth role within a company actively scaling its U.S. presence. - At Bridor, you will be part of a commercial organization that is: - Expanding U.S. manufacturing capacity with a new Salt Lake City plant underway - Planning future expansion into Texas, strengthening national supply capabilities - Supported by a broad North American operational footprint across Boucherville, Montreal, Lecoq Cuisine (Bridgeport, CT), Vineland, NJ, and Salt Lake City, UT - Investing heavily in national foodservice account growth - Offering premium products with strong demand across key customer segments - Providing high autonomy, visibility, and direct impact on business results - We are looking for high-energy, entrepreneurial commercial professionals who thrive in fast-paced, growth-oriented environments and want to actively build and shape a scaling business—not simply manage existing accounts. - This role is ideal for a commercial leader who wants to own national accounts, drive new business, and influence how a growing food manufacturer expands in the U.S. market.