• Exceed sales • Develop territory strategy • Manage activity • Maintain CRM • Weekly reports • Quarterly business reviews • Build pipeline primarily through outbound prospecting • Conduct new business meetings • Qualify opportunities • Communicate value • Build relationships • Deliver proposals • Lead winning sales campaigns • Collaborate with resellers and internal teams

• Develop and execute action plans to effectively implement the company strategy • Focus on end users, architects, and consultants who generate demand and specify solutions in the security space • Maintain relationships with all top revenue-generating clients • Offer strategic insights and market feedback to the business

• Create and manage quarterly regional sales plans and campaigns, detailing territory sales professionals planned customer visits, key account meetings, forecasted orders and strategic campaign activity. • Partner with Channel Managers and Territory professionals to develop and execute strategic Distributor business plans. • Utilize consultative and insight selling techniques and support territory sales professionals to progress existing sales opportunities, negotiate and close sales opportunities and secure/grow market share. • Oversee the creation of proposals and support critical sales presentations to promote and build momentum for sales opportunities. • Oversee training activities for assigned territories (new team member on-boarding, GROW Program, guided selling activities for TSII, VFII, EdgeRestore, etc.) • Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events. • Attend and present at critical pipeline meetings, factory visits, industry meetings, etc. • Approve quotations, discounts, margins, special offers, RMAs and other approvals in line with the Delegation of Authority. • Oversee and approve blanket renewals and pricing lists. • Oversee legal reviews and contract negotiations, supporting negotiations for mutually favorable terms. • Network and nurture strategic relationships to become entrenches and the senior level of our customers, leveraging detailed knowledge of the customer's pain points and unique needs to establish S&C as a strategic partner and support territory sales professionals to progress, negotiate and close sales opportunities and secure/grow market share. • Collaborate with cross-functional teams (including sales enablement, commercial strategy, marketing, product development, leadership etc.) to ensure seamless coordination and alignment of sales efforts with the regional sales plan. • Lead, inspire and develop a high-performing team • Role model appropriate and professional workplace behaviors, address/mediate conflicts to restore harmony and support a positive, healthy and inclusive workplace culture in accordance with S&C's mission, vision, values and guiding principles. • Manage departmental administrative team member processes including but not limited to recruitment, induction, vacation management, performance reviews, performance improvement plans, and workforce/succession planning. •  Proactively establish, monitor and hold team members accountable to clear responsibilities and accountabilities, provide on-going performance feedback, both positive and developmental, address performance gaps promptly, recognize and reward achievements and initiate decisions for corrective actions and terminations where required. • Foster a culture that supports the growth and development of team members and proactively trains, mentors and coaches team members. • Understand and comply with all applicable Company policies and rules. • Oversee sales processes, methodologies and tools and remove roadblocks to ensure the efficiency and effectiveness of the sale team. • Approve quotations, discounts, margins, special offers, RMAs and other approvals in line with the Delegation of Authority. • Provide insights and recommendations to the executive team to optimize the sales cycle. • Communicate major and/or time-sensitive key opportunities with manufacturing and planning to evaluate and manage capacity needs, secure production slots and manage customer expectations and satisfaction. • Act as a champion for Salesforce including KPI reporting for the assigned territories (update/maintain opportunity pipeline) and ensure relevant sales activities are posted promptly. • Leverage Salesforce reporting tools and dashboards to track sales goals and report out to the Regional Vice President, Director-Inside Sales and other leadership on progress • Develop presentations and present at regional meetings, providing comprehensive updates on high-priority activities, sales budgets, forecasts, sales plans, updates, etc. • Maintain a discount report and monitor discounts off the price list. • Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to develop and update strategic plans, inform product development initiatives and safeguard S&C's interests. • Travel as needed (primarily domestically with some international travel) to assist territory sales professionals with deal creation, closure, customer engagement, tradeshows and conferences, and provide off-hours business support.

• Drive operator sales growth by identifying and securing net new business within the assigned territory. • Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages. • Effectively utilize Salesforce to manage growth opportunities, customer events, and forecasting. • Lead joint business planning and business reviews to strengthen partnerships and meet contractual service levels. • Negotiate and execute contracts that are profitable and aligned with Nestlé Professional’s business strategy. • Partner with internal operations to ensure smooth execution of onboarding, training, and installation for new venues. • Promote compliance with brand stewardship and manage quality assurance activities within the territory. • Sell seasonal and innovation programs to drive incremental growth. • Maintain strong distributor relationships and provide guidance on sales opportunities and product stocking. • Provide accurate sales forecasts and maintain detailed visibility into pipeline health. • Exhibit an entrepreneurial mindset to identify and pursue incremental growth opportunities. • Launch new products effectively, using established tools and best practices. • Communicate regularly with internal partners to ensure alignment across all business facets.