• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities • Leverage the MEDDPIC playbook to qualify opportunities rigorously • Maintain the highest level of CRM hygiene in Salesforce • Deliver compelling presentations tailored to highlight Arango’s unique value • Collaborate cross-functionally with Technical Presales, Marketing, and Customer Success teams • Commit to weekly pipeline review and forecast accuracy • Travel as necessary to engage with key customers • Other duties as assigned to support the business

• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts. • Leverage the MEDDPIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes. • Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making. • Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives. • Collaborate cross-functionally with Technical Presales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations. • Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals. • Remote- Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized. • Other duties as assigned to support the business

• Develop and implement a territory marketing plan • Utilize Salesforce to seek out new sales leads and prospects • Visit construction sites, offices, mechanical contractors daily • Promote Rankin Core Values to current and new clients • Develop and deliver sales presentations • Maintain accurate and detailed customer records • Provide a high level of customer service to current and new clients • Work with the Rankin Team to achieve goals and exceed expectations

Role Description In the role of Distributor Sales Executive you will be part of the Spirits Division. In this role you will be responsible for meeting/exceeding sales volume, distribution, merchandising, promotion, and program execution targets through the efforts and focus of key partner(s), agent(s) &/or distributor(s) within the allocated geography. This position will report to the Division Lead and will be home based. - Drive customer and solution-based selling with non-affiliated distributors - At times support MCBC sales organization when portfolio goes through MCBC distributor - Implement the appropriate qualitative and quantitative measures for brand health and channel/customer volume - Execute hands-on partner training (category skills and competencies) - Execution of marketing and sales campaigns in market (sampling, events, etc.) - Provide effective communication of monthly and annual volume and executional goals - Problem resolution management as required - Assists in the development of effective customer merchandising tools and programming - Maintains sound investment and spending practices while delivering strong results - Work with MCBC sales organization when necessary to deliver business results - Support Chain Sales Manager when regional or national chain distribution is achieved in allocated geography Qualifications - Act with appropriate urgency to various market events and trends that require a quick turnaround in plans and strategy - Skilled negotiator focused on the client - Skilled in building selling stories and using analytical tools - Able to build strong relationships and collaborate with others - Organized, analytical, and results oriented - Bachelor degree preferred - At least 3 years of progressive sales experience; preferred experience in alcoholic beverages Benefits - We care about our People and Planet and have challenged ourselves with stretch goals around our key priorities - We care about our communities, and play our part to make a difference – from charitable donations to hitting the streets together to build parks, giving back to the community is part of our culture and who we are - Engagement with a variety of Business Resource Groups, which can provide volunteer opportunities, leadership experience, and networking through the organization - Ability to grow and develop your career centered around our First Choice Learning opportunities - Participation in our Total Rewards program with a competitive base salary, incentive plans, parental leave, health, dental, vision, retirement plan options with incredible employer match, generous paid time off plans, an engaging Wellness Program, and an Employee Assistance Program (EAP) with amazing resources - Access to cool brand clothing and swag, top events and, of course... free beer and beverages! - Work within a fast paced and innovative company, meeting passionate colleagues and partners with diverse backgrounds and experiences - Benefits include 15 days vacation, 10 paid holidays, 4 personal floating holidays and 64 hours of sick time.