• As a member of the regional sales team, the Territory Manager III will be responsible for leading the strategy within an assigned territory to accomplish planned objectives as to sales volume, market penetration, and profitability while ensuring alignment and collaboration across the team and with sales leadership. • Identifies strategies to increase referrals of Abbott therapies and overcome barriers that are restricting the national growth and adoption of the therapies. • Integrates into accounts, builds trust, and establishes strong rapport with with new and existing customers, key opinion leaders (KOLs), and industry leaders. • Generate additional sales revenue in assigned region by running initiatives targeted at increasing referrals of eligible patients. • Exercises considerable latitude in determining the technical objective of work assignments. • Trains and mentors new Territory Managers.

• The Regional Account Manager is responsible for facilitating decision-making with Executive level customers and impacting value-based care within Long-Term care facilities and Home Medical Equipment (HME) companies. • The Region Account Manager will interface with key account executives and key clinical stakeholders to secure favorable agreements and gain agreement for key brand initiatives. • Day to day activities may include but are not limited to the following: Conduct consultative selling business meetings or presentations with targeted customer call points with the intent of driving change in practice and the way nutrition intervention is incorporated into patient care. • Initiate contact with and maintain relationships with the C-Suite and key clinical stakeholders. • Build and leverage relationships with key decision makers within targeted accounts to maintain, grow and gain business. • Coordinate and lead communication/collaboration among FSF in targeted accounts. • Maintain membership(s) in professional organizations and participate in key conferences or meetings for networking, Leveraging relationships and expanded educational opportunities. • Effectively engage with customers, key opinion leaders and sales force to drive educational messaging on major adult nutrition brand initiatives across the portfolio. • Utilize promotional and non-promotional materials to effectively communicate messaging on the health care landscape and incorporate high level benefits of clinical studies that apply to C-suite decision making. • Understand and deliver healthcare landscape information to customers and external key opinion leaders to support business strategy. • Understand GPOs and contracting strategies. Effective communication skills with FSF, internal partners and management.

• Drive sales in targeted strategic accounts through consultative selling • Facilitate decision-making with Executive level customers • Maintain relationships with the C-Suite and hospital owned physician groups • Build and leverage relationships with key decision makers • Coordinate and lead communication/collaboration among FSF in targeted accounts • Understand and deliver healthcare landscape information to customers

• Drives for results and achieves sales and pricing objectives in terms of contribution margin, volume, differential pricing, quality and services for the assigned customers. • Engages with customers across industries to actively develop color matches and masterbatch projects while ensuring high conversion rate to deliver on sales objectives • Develops and nurtures relationships with key stakeholders, externally with customers, and internally with Sales, Business & Product Management, Color lab, TS, CS and credit and establishes solid relationships with them. • Respects all policies and procedures and proactively “lives” them. • Monitors frequently DSO and ensures timely closing of customer claims. • Increases sales by promoting targeted products/applications and innovation, identifies and captures cross-selling opportunities, identifies and develops new customers. • Provides regular up-dates on market intelligence and competitive movements to the business in the respective area. • Ensures a consistent and effective execution of the business strategy at the customer and makes recommendations on potential improvements. • Ensures Value propositions of the represented Market Segments land at the customer. • Drives operational excellence in S&OP (forecasting) and Pricing Management. • Effectively troubleshoots customer issues and queries. • Frequently reports on main KPI’s. • Ensures CRM (Salesforce) is kept up to date with latest info on Accounts, DMU, Account Plans, Financial data, etc. • Identifies and develops new customers having masterbatch requirements. • Willingness to travel up to 60% of the time. • Reports to Sales Team Lead North-South or East region.