• Responsible for planning, implementing, and driving sales and commercial strategies for a defined territory. • Serve as the strategic account manager for pre-identified large and complex customers and appropriate Sales Channels within the defined territory. • Develop and execute an annual sales strategy and define and implement a sales action plan for customers. • Grow AFL’s general test equipment market penetration. • Continuously develop and modify account strategies to support AFL's business objectives. • Provide leadership, management, and support to established sales channels (agents, distributors, etc.). • Provide strategic direction in defining new business development opportunities and distribution strategies designed to achieve business objectives. • Ensure that customer needs are identified and supported, and that performance targets are set and measured. • Work across functional areas to ensure customer expectations are met. • Coordinate company executive involvement with customer management. • Manage and maintain a safe working environment by following AFL EHS policies. • Territories include Austria, Finland, Germany, Denmark, Norway, Poland, Sweden, Switzerland.

• Leads the sales community to success. • Communicates direction to the team in line with the company’s vision and strategy. • Inspires the team to meet and exceed goals. • Manages the HPE sales motion towards growth and increased profitability. • Creates a high performing team through recruiting, developing, and retaining talent. • Organizes the team and adapts the resource mix to maximize team achievements. • Coaches to assure best in class individual and team sales performance. • Manages escalations to solution and drives a hunting mentality.

• Drive Enterprise Growth • Develop and execute a strategic territory plan focused on acquiring large national and regional health plans and TPAs, with an emphasis on net-new logo growth and enterprise expansion. • Identify, qualify, and close complex enterprise opportunities for Valenz Payment Integrity solutions, including claims review, bill review, and cost containment services. • Own the full enterprise sales cycle from prospecting and discovery through proposal development, contract negotiation, and implementation handoff. • Maintain disciplined pipeline management, accurate forecasting, and detailed CRM documentation to ensure revenue visibility and predictability. • Lead Consultative Sales Engagements • Lead consultative sales engagements aligned to enterprise priorities such as medical cost reduction, claims accuracy, regulatory compliance, and operational efficiency. • Drive value-based sales discussions supported by analytics, ROI modeling, and competitive differentiation within the payment integrity landscape. • Navigate multi-stakeholder buying environments across Claims, Finance, Actuarial, Network Management, Operations, Procurement, and Executive leadership. • Develop and deliver executive-level presentations, RFP responses, and finalist pitches that clearly articulate measurable financial impact. • Build Strategic Relationships • Build and cultivate executive-level relationships (CFO, COO, CIO, SVP of Claims, VP of Network, and other senior leaders) to position Valenz as a strategic partner. • Partner with clinical, analytics, legal, finance, product, and operations teams to design customized solutions that meet complex client requirements. • Identify cross-sell and upsell opportunities within enterprise clients in partnership with internal stakeholders. • Represent the Market and the Brand • Monitor industry trends, regulatory changes, and competitive activity within the health plan and TPA markets to inform sales strategy. • Represent Valenz at national conferences, industry forums, and executive networking events to enhance brand presence and generate strategic opportunities.

Role Description Sells products and calibration services to business and industrial establishments or individuals over the telephone by performing the duties listed below: - Answers and responds to customer inquiries regarding any issue including billing or expediting orders. - Meets activity goals and sales objectives. - Primary focus is to handle inbound sales calls, emails, and chats for product and calibration sales. - Handles inbound calls, emails, and chat to close orders and increase customer loyalty. - Builds and maintains customer relationships by offering a consultative approach. - Uses listening skills to identify customer needs, opportunities, and makes decisions on next steps. - Cultivates sales call opportunities to generate incremental business. - Asks probing questions to understand customer requirements and quotes appropriate products and services. - Prepares product and calibration quotes and orders. - Demonstrates ability and proficiency to upsell and increase average order size. - Provides technical product support to the customer. - Overcomes technical and business objections of prospective customers. - Estimates date of delivery to customer based on knowledge of inventory levels and vendor delivery schedules. - Investigates and resolves customer problems with deliveries. - Complies with all mandatory call requirements including data hygiene of contact information. - Passes on lead referrals to outbound and field sales group. - Accurately enters new customer data and other sales data into the computer database. - Performs contract review with customers. - Provides exceptional customer service to both internal and external customers. - Establishes and maintains professional telephone etiquette for incoming and outgoing calls. - Other duties as directed. Qualifications - Valid driver’s license & clean driving record. - Must be detail oriented. - Minimum of a high school diploma or general education degree (GED); or one to three months’ related experience and/or training; or equivalent combination of education and experience. Requirements - Ability to perform each essential duty satisfactorily. - Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Benefits - Work that matters. - A values-based culture where people care about each other and the work they do together. - Flexibility. - Training and development to accelerate learning and career advancement. - Competitive compensation and benefits, including paid time off, health insurance, tuition reimbursement, retirement, stock purchase plan, and MORE! Company Description Transcat is a dynamic, innovative, growing company that has been recognized as the leading calibration and compliance services provider in North America and beyond. - Over 1,000 employees in technical, consulting, operational, sales, finance, and corporate roles. - Delivers on our Trust in Every Measure promise to customers in vital industries, including life sciences, aerospace, defense, energy, and utilities. - Employees are at the center of the rewarding, challenging, and life-changing work we do.