Role Description LTS is seeking a customer-focused, strategic business development professional to help grow our North American pipeline and expand key customer relationships. In this role, you will represent LTS to customers and potential partners, develop new business opportunities, and help move programs from initial engagement through commercial agreement. This is a 100% remote role. Candidates within driving distance of St. Paul, MN, or West Caldwell, NJ, are preferred for convenience, though not required. The role does require travel for customer sales calls, trade shows, and other business development events. - Develop and execute a plan to achieve revenue targets, win new business, and expand LTS’s customer base across North America. - Build, manage, and advance a strong pipeline of opportunities within existing accounts and new customer segments. - Identify and pursue new business opportunities aligned with LTS technologies, including TTS, OTF, MAP, and adjacent capabilities. - Partner closely with project and site teams to support customer development plans and manage commercial and contractual aspects of programs. - Develop strong, long-term relationships with customer stakeholders by understanding their business needs, technical requirements, and growth priorities. - Clearly communicate the LTS value proposition and position our solutions effectively within the North American market. - Monitor market, customer, and technology trends and share insights with internal stakeholders to help shape commercial strategy. - Maintain accurate opportunity tracking and reporting to provide visibility into acquisition and execution pipelines. Qualifications - Bachelor’s degree in business, a scientific discipline, or a related field; equivalent experience will also be considered. - 5+ years of successful sales or business development experience in the pharmaceutical and/or medical device CDMO industry. - Strong sales and communication skills, with the ability to engage technical, regulatory, and business stakeholders. - Demonstrated ability to collaborate cross-functionally to support customer priorities and internal project teams. - Knowledge of pharmaceutical drug delivery, finished product markets, and the broader commercial landscape. - Understanding of CDMO business models, customer roles and responsibilities, and contracting structures that support successful partnerships. Preferred Qualifications - Experience with product development and licensing agreements related to company-funded partnership opportunities. - Proven ability to navigate complex customer organizations and build strategic relationships across multiple stakeholder groups. - Ability to sell on value and business impact rather than cost alone. Benefits - Competitive compensation and benefits package - Opportunities for professional growth and development - A collaborative and supportive work environment - The chance to contribute to improving patient lives Company Description LTS Lohmann is a premier, global Contract Development and Manufacturing Organization (CDMO) and partner the pharma industry trusts most to deliver innovative oral, transdermal, and intradermal drug delivery systems. From concept to market, launch to lifecycle management, we deliver single source oral and transdermal drug delivery solutions that power partners’ market advantage. Every one of our 1,000 plus members of the LTS family, across three continents, is focused on utilizing our collective strength and innovation to explore new therapeutic opportunities, maximize partner value and improve patient outcomes.

Role Description The B2B Industrial Sales Representative will generate revenue by selling fire protection services to industrial clients nationwide. This role is key to expanding market share and brand recognition for Capstone Fire & Safety Management while ensuring client satisfaction. You will manage the full sales cycle, from lead generation and qualification to contract closing, through consultative engagements that typically span weeks to months. Requires strong interpersonal and selling skills in a performance-driven environment focused on fire risk mitigation. Offers uncapped compensation that rewards top performers. Contracts are typically Master Services Agreements, promoting retention and recurring revenue. This is a Remote Position with national travel. Candidates should live near a major airport. - Prospect into B2B industrial markets (e.g., manufacturing plants, warehouses, data centers, energy sites, confined space rescue) across the US - Generate, qualify, and convert leads using outbound sales calls, digital tools, trade shows, networking, and referrals in a consultative sales cycle - Develop strategies to meet revenue targets for custom packages (based on facility size), promoting multi-year contracts and maintenance agreements - Deliver presentations and proposals highlighting Capstone Industrial’s prevention and response services, including confined space rescue, regulatory compliance, dedicated crews, and recurring efficiencies - Negotiate and close contracts with recurring payments for seamless renewals and support - Track leads and activities in CRM - Review pipelines with leadership, aligning on amount, close date, deal dynamics, objections and responses, and path to close - Monitor fire risks, industry trends (manufacturing/energy), competitors, and regulations to adapt tactics - Build client relationships to drive referrals, renewals, and upsells through recurring agreements - Represent the organization professionally and ethically, prioritizing clients and safety - Exceed activity metrics, sales quotas, and client satisfaction standards Qualifications - Preferred: Bachelor’s degree in business, Marketing, Engineering, or related field; equivalent experience accepted - 3+ years of B2B sales experience; background in industrial services, fire protection, safety, or insurance preferred - Proven track record of achieving quotas in high-performance environments - Strong communication, negotiation, and relationship-building skills; ability to explain technical services clearly to stakeholders Requirements - Results Orientation - Client Focus - Communication Proficiency - Business Acumen - Negotiation Skills - Persuasion/Influence - Problem Solving - Organizational Skills - Presentation Skills (including fire risk assessments and benefits) - Team Collaboration Work Conditions - Full-time; Monday–Friday, 8:30 a.m.–5:00 p.m. Occasional evenings or weekends for client meetings or events - Frequent US-wide travel to client sites and events, up to 60% including Capstone Fire & Safety office in Escondido, California - Office and field-based role with standard equipment (computers, phones, CRM software). Includes visits to industrial sites for assessments - The on-target earnings for this position are between $175,000-$200,000 per year. Position Disclaimer This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties required by their supervisor. This document provides an overview of the position currently available and is not an employment contract. RMF reserves the right to modify position responsibilities or position descriptions at any time. Employment with RMF is at-will and either party can terminate the employment relationship at any time with or without cause and with or without notice within the confines of federal and state law. Rural Metro Fire provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Role Description Responsible for actively seeking new business opportunities as well as managing customer satisfaction for existing clients. Integral team player overseeing the development and management of a determined book of business and the securing of new logos within the Food & Beverage sector. The BDE will maintain an organized approach to meet their monthly KPI’s to promote the business. This role will identify, pursue, close and manage new business opportunities regionally. Responsibilities - Research and analyze potential customers to formulate action plans and develop new business opportunities through both cold call and initiated leads for services offered by the company. - Provide best in class customer service to existing customers. - Execute strategic sales plan initiatives to accommodate territory and corporate goals. - In coordination with company leadership, create quarterly and annual sales forecasts to deliver over-budget results. - Review market analysis to determine customer needs, price schedules, and discount rates. - Represent Company at trade association events and meetings to promote product offerings. - Deliver technical sales presentations to existing and prospective clients. - Meet with key clients, maintaining relationships, and negotiating and closing deals. - Analyze and control expenditures to budgetary requirements. - Work cooperatively with other departments. - Employ sales reports to reflect sales volume, potential sales, and areas of proposed client base expansion. - Coordinate research and development of new services. - Monitor and evaluate the competitive landscape to include the activities and products of our competitors. - Meet or exceed quarterly and annual sales volume and profit objectives. - Other duties as assigned. Supervision This position has no direct supervisory responsibilities currently but may as position develops, up to and including inside sales or account manager (like) position. Qualifications - Bachelor’s degree in Food Science, Microbiology or related field; Master’s degree preferred but not required. - At least 5 years of Business Development or Sales experience within the Food & Beverage industry. - Strategic planning and execution. Proven performance of being able to develop and negotiate complex contracts and change management. - Experience with managing a CRM system and developing routine reports, analytics and correspondence, Salesforce preferred. - Sales route management and lead generation. Physical Demands - Sitting for extended periods of time. - Dexterity of hands and fingers to operate a computer keyboard, mouse and to handle other communications/computer components. - Occasionally lift and/or move up to 25 pounds. - Extensive car and air travel - up to 50%. - Potential exposure to odors, fumes, airborne particles, hazardous chemicals, and microbiological pathogens. Salary Range for Pay Transparency $100,000 — $125,000 USD By applying, you acknowledge that Certified Group will process your personal information for recruitment and hiring purposes in accordance with our Applicant Privacy Policy. California residents may review additional information about how we collect and use personal information, including retention and rights, in our California Notice at Collection. To view our Privacy Policy, click the link here: Certified Group Privacy Policy. We are an Equal Opportunity Employer and make employment decisions without regard to protected characteristics under applicable law.

• Own the outbound pipeline. Generate £2M+ of qualified pipeline annually through targeted outreach, events, referrals, networking, and partnerships across the UK legal market. • Build the playbook. This is a new role - you will define and document how Actionstep does outbound in the UK. Test what works and sharpen it over time. • Qualify with precision. Identify and qualify prospects against Actionstep's ideal customer profile, so Account Executives receive opportunities that are genuinely closeable. • Partner with Account Executives. Run clean handoffs with full context; stay close to deal outcomes to continuously improve lead quality. • Own your market. Build a deep network across UK law firms; represent Actionstep at industry events, conferences, and networking forums. • Report on what matters. Track pipeline metrics, analyse what is working, and bring clear recommendations to the Sales Director.