• Territory & Account Growth: Actively prospect for new business within your territory • Develop trusted relationships with key decision‑makers and influencers • Expand buying centres and identify new use cases within existing accounts • Opportunity & Pipeline Management: Build and execute territory sales plans • Identify, qualify, and progress opportunities through to close • Monitor competitor activity and market trends • Maintain pipeline reporting • Customer Value & Solutions: Present our service offer confidently and competitively • Match customer challenges to the right operational solutions • Support customers through implementation to ensure long‑term success • Negotiation & Commercial Performance: Lead commercial discussions and guide customers to mutually beneficial outcomes • Deliver customer programmes, promotions, and service agreements • Drive sustainable revenue growth across the territory

• Define and own the sales performance framework across all three audiences for a platform spanning multiple trades and markets • Identify underperforming branches, diagnose root cause, and execute targeted interventions with measurable outcomes • Partner with branch General Managers and ops leadership to set revenue performance expectations and build accountability systems that outlast your visits • Conduct regular branch visits - ride-alongs with technicians, live call listening with CSR teams, and in-home shadowing with comfort advisors • Coach in real time, not just debrief after the fact - observe, score, adjust, and re-score on a defined cadence per branch • Certify branch readiness before deploying new playbooks; ensure GMs are reinforcing standards between visits • Build and own a trade-specific training library across HVAC, plumbing, and electrical with purpose-built content by role and audience • Write CSR call scripts, objection handling frameworks, good/better/best option presentation guides, and membership pitch scripts • Record role-play demonstrations for LMS use - strong, average, and weak examples - so the standard is shown, not just described • Audit existing playbooks, preserve what works, rewrite what doesn't, and build a content roadmap to close identified gaps • Package training content into role-specific reference cards, script summaries, and coaching guides for branch managers to deploy and reinforce independently • Build and own role-specific onboarding tracks for technicians, CSRs, and comfort advisors with defined milestones and certification gates before field deployment • Ensure new hires are tested, observed, and certified - not just checked off on a form • Own the LMS - structure, sequencing, version control, and role-based tagging • Convert tribal knowledge and informal playbooks into documented, scalable systems accessible to all branches • Use ServiceTitan and performance data to identify training gaps and build targeted content to close them

• Drive the growth of our business by overseeing and optimizing sales operations within your designated area. • Manage the full sales cycle and build and maintain strong customer relationships. • Deliver tailored solutions that exceed sales targets and position TOMRA Food as a leader in the food processing industry. • Manage the sales territory and be responsible for achieving ambitious sales targets and ensuring strong customer satisfaction. • Responsible for the full sales process from prospecting to closing and hand off to the project delivery teams. • Lead daily sales activities to meet ambitious targets and build a sustainable pipeline, ensuring accurate and timely CRM updates and reliable monthly, quarterly, and annual sales forecasts. • Operate within a consultative sales model by building strong customer relationships, understanding business needs, and aligning high-technology solutions to drive value, financial benefit, and differentiation. • Act as the voice of the customer by understanding market and customer needs, delivering tailored value, and identifying or escalating opportunities for future development. • Provide detailed local market intelligence (trends, competitors, etc.) to work into our planning. • Plan and collaborate with colleagues on trade show and congress selection and participation, social media content, speaking engagements, and media/PR activities to support branding and growth objectives. • Ensure customer satisfaction within the territory.

• Our Area Sales Manager is the face of the company to our number one customer – our dealers. • The focus of this role is to increase the number of funded deals by partnering with dealers who will be a good fit. • The Area Sales Manager role enables growth by identifying, onboarding, and managing growth with dealers in their respective local Region. • Establishing strong relationships with dealers who understand how the program can help their business grow is the key to the success of this role. • Present and communicate company products and services to all levels of management within Independent and Franchise Dealerships live-in person; • Identify sales prospects and contact these and other accounts assigned to you; • Follow-up on new leads and referrals resulting from telephone calls for Independent and Franchise dealers; • Develop, maintain and grow current and potential dealer partners within the Independent and Franchise Dealer communities; • Constant and effective communication, via phone calls or in person, with dealer partners on current programs; • Train dealers in Western Funding including proper documentation needed for fast funding of contracts