• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities. • Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings. • Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options. • Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly. • Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share. • Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. • Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas. • Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships. • Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices. • Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

• Build and maintain relationships with institution contacts • Provide direction and guidance to new and existing institution contacts regarding all NBS products and services • Provide training on products, processes and procedures to institutions • Provide excellent customer service and perform multiple tasks on a daily basis via the telephone, chat interface, fax, email or formal written correspondence • Answer high volume of phone calls and/or chats from all regions of the country • Set up and maintain institution profile information, terms, and corresponding marketing site • Encourage increased use of various NBS products and technical services; trouble-shoot problems and offer solutions • Establish open lines of communication with sales team and other internal contacts regarding updates of existing institutions as well as new institution leads • Provide reporting of activities to team leader • Participate in special projects or committees and other related duties as assigned by team leader

• Acts as the primary resource for assigned profile of larger and more complex providers • Establish, oversee, and maintain provider risk management and positive relationships • Supports high value initiative activities • Drives the implementation of internal and external solutions to achieve provider satisfaction, cost targets, and network growth • Collaborates cross-functionally to ensure resolution of escalated issues or projects for assigned provider systems • Monitors performance and adherence to scorecards and payout schedules • Educates internal and external parties as needed to ensure compliance with contract policies and parameters • Meets with key providers periodically to ensure service levels are meeting expectations • Manages the development of agenda, validates materials, and facilitates external provider meetings • May collaborate on implementation of large provider systems to manage cost drivers and execute specific cost initiatives

• Create, implement and manage profitable growth within the key account dealer focusing on new business acquisition for Continental. • Communicate area sales management strategies through regional channel, Key account personnel and cross functional areas. • Coach regional Territory Sales Managers to interface with dealer and fleet accounts in their territories and ensure the individual customer strategies are adhered to and supported on a regional level. • Manage key dealer account, increasing Continental’s share of account by managing as a mini business to ensure profitable growth, through increased sales volume, improving price positioning, product mix, and managing both fixed and variable expenses. • Ensure that dealer key account strategies and objectives are supported at business unit levels by both Continental personnel and selected customers. • Articulate the parameters the key account dealer will stay within, so as not to weaken, Continental’s strategic vision.