• 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.

• Drive business expansion by targeting medical device manufacturers, pharmaceutical companies, OEMs, and hospitals • Identify and develop new customer opportunities to build a strong and sustainable sales pipeline • Manage and grow existing key accounts within the territory • Strengthen relationships with key stakeholders and decision-makers • Continuously introduce new products and solutions to increase share of business within existing accounts • Develop and execute short-term and long-term tactical sales plans aligned with business objectives • Create and implement account plans to drive growth and improve market penetration • Monitor sales performance and adjust strategies to consistently achieve targets

Role Description As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need. With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities. Position Overview: - Responsible for leading, motivating, and managing a team of sales professionals to meet or exceed sales targets within their assigned region or vertical. - This role involves driving sales performance, overseeing the day-to-day activities of the sales team, and developing strategies to enhance revenue growth. - The ideal candidate possesses a strong attention to detail, prior experience in people management, and an extensive background in successful B2B sales. Reports To: Regional Vice President of Sales Qualifications - Bachelor's degree in business, Marketing, or a related field - 5+ years of experience in Sales or business operations - 2+ years of experience managing HCM Account Executives - Experience with major account payroll, HR, time and attendance solutions and large, complex organizations. - Proficient in CRM software - Strong leadership qualities with good communication and interpersonal skills - Strong understanding of customer and market dynamics and requirements. - Ability to travel and work in a virtual environment. - Able to operate in a fast-paced and changing market environment Requirements - Lead and mentor a team of sales representatives, setting clear performance expectations, providing regular coaching, and ensuring professional development. - Establish individual sales goals, KPIs, and performance benchmarks for team members to drive motivation and accountability. - Teach and train Paylocity sales process to maximize your AE potential. - Monitor sales activities and performance, providing guidance and support to overcome challenges and close deals. - Conduct regular team meetings to review sales metrics, share updates, and foster collaboration. - Conduct performance reviews and develop career progression plans for each sales team member. - Develop and execute a sales strategy to achieve revenue and growth targets within the designated territory or market segment. - Identify and pursue new business opportunities, including new customer acquisition, account expansion, and upselling opportunities. - Ensure the team effectively manages the sales pipeline, working proactively to identify and convert leads into customers. - Collaborate with the marketing team to create and execute sales campaigns that drive lead generation and conversions. - Build and maintain strong relationships with key customers, prospects, and partners to understand their needs and drive long-term business success. - Act as a point of escalation for key accounts and complex sales opportunities. - Foster a customer-centric culture within the sales team to ensure exceptional customer satisfaction and service. - Track sales performance and generate reports on individual and team results, sales forecasts, and key performance metrics. - Utilize CRM systems (e.g., Salesforce, HubSpot) to manage leads, opportunities, and customer interactions. - Analyze sales data and market trends to identify opportunities for process improvements and sales strategies. - Provide regular updates to senior management on sales performance and market conditions. - Work closely with cross-functional teams, including marketing, product, and customer success, to align on customer needs and sales initiatives. - Support the development of sales collateral, product presentations, and proposals to assist in closing sales. - Provide insights and feedback to the product and marketing teams on customer feedback, competitive positioning, and emerging trends. - Stay current on industry trends, competitor activities, and market dynamics to ensure the team remains competitive. - Actively participate in industry events, conferences, and networking opportunities to build the company’s presence and generate new business. Benefits - Medical, dental, vision, life, and disability insurance - 401(k) match - Perks that support you, your family, and your finances - Career development opportunities