• In this key role, you will manage and drive direct sales engagements into a set of Named Accounts within your assigned territory. • Primary responsibility will be to create and implement territory plans focused on attaining deployments of Fortinet products and services to a set of assigned, existing accounts and new logo prospects, within your assigned territory. • Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. • Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships. • Understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.

• Manage a full account portfolio and relationships with customers to increase revenue, drive long-term adoption and foster client health • Cultivate a trusted advisor relationship with stakeholders and executive sponsors • Collaborate with Customer Success Managers and Sales Engineers to ensure the team has everything they need to implement successfully and identify opportunities to cross-sell • Prospect for new expansion opportunities within entire book of business (on cycle/off-cycle) • Manage Client Relationships for clients up for renewal in the current year • Negotiate Contracts, drive commercial process through acquiring signatures • Present product demonstrations • Support customers and solve problems for specific and individualized use cases • Strong understanding of the platform and product suite • Serve as the voice of the customer to drive improvement and provide a customer feedback loop to product and data teams • Meet personal quarterly and annual dollar retention and expansion goals

Role Description As an Account Manager, you will play a pivotal role in maintaining and developing relationships with our clients and consolidating our presence on the local market. Please note that this is an Individual Contributor role, not a Team Lead. This is a remote vacancy open to candidates residing in Zagreb, Croatia. - Expand and consolidate presence in the assigned territory; - Maintain and develop our relationship with signed partners (tour operators, travel agencies, travel management companies, OTAs) in order to increase their performance; - Collaborate with the sales team to identify and grow opportunities within the territory; - Follow-up with existing and new partners in order to provide system training; - Position the brand within the travel trade through ongoing product presentations and networking events; - Address incident issues, ensuring partners support; - Payments control: oversee and ensure accuracy in transaction processing; - Spend approximately 30% of your working time on business trips, including meetings with clients, industry events, and other business-related events; - Provide market & competitive environment analysis; - Provide regular comprehensive reporting through CRM and internal systems; - Maximize and develop API deals with the potential and existing partners. Qualifications - Minimum of 2 years of successful experience in account management or business development of B2B companies within the travel industry; - In-depth understanding of the region's travel market, including B2B travel networks (tour operators, travel agencies, travel management companies, OTAs); - Fluent in Croatian and English; - Up to 30% of travel time may be required; - Used to data-driven decision-making, metrics-driven and good with numbers; - Proactive, ambitious, motivated, action-oriented, results-focused, appetite for innovative technology, comfortable with fast-changing business environment, team player; - Ability to understand and work across a wide range of cultural contexts reflecting ETG’s global presence; - Competence in API technology deals is a plus. Benefits - Flexible schedules and opportunity to work remotely. - Ambitious and supportive team who love what they do, appreciate each other, and grow together. - Internal programs for adaptation and training, development of soft skills, and leadership abilities. - Partial compensation for participating in external training and conferences. - Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world. - Corporate prices on hotels and travel services. - MyTime Day Off - an extra non-working day without loss of compensation.

Role Description If you’re ready to work on category leading brands in high growth markets, this may be the position for you! If you are a builder, a storyteller, and a change-maker, ready to lead with ambition, act with agility, and deliver with excellence, we want you on our Sales team. Help us shape the future of consumer health for millions of consumers, together with our customers. Come join a global CPG leader in nutrition and health as Manager, National Accounts i-Health in Canada. You’ll be the strategic commercial leader responsible for driving profitable growth across the Canadian retail market and the Value Channel in the U.S. This role owns the end-to-end commercial relationship with key national and regional Canadian account customers and serves as the primary point of contact. You’ll need a deep understanding of customer business models, the ability to build strong relationships and to develop and execute comprehensive sales plans to be successful in this position. Your Key Responsibilities: - Develop and implement strategic account plans to drive sales growth and achieve annual revenue targets. - Drive distribution, shelving, pricing, and promotion strategy to optimize sales performance. - Serve as the primary point of contact for customers, distributors, and brokers fostering strong relationships. - Build and execute cohesive Omnichannel plan to accelerate Digital penetration and over-indexed growth. - Deliver sales targets while managing investment budgets that enable performance efficiencies. - Partner closely within team and with external partners to drive collaboration and business outcomes. - Collaborate with cross-functional teams to ensure alignment and execution of sales strategies. - Examine brand, category, competitor, and industry data to capitalize on emerging trends. - Effectively forecast business to ensure supply reliability for all brands across customers. - Negotiate contracts, terms, and agreements to enable mutual growth outcomes with customers. This position is a remote role based in Canada, with preference for the Toronto metro area. The salary or hourly wage scale provided reflects the pay range dsm-firmenich expects to pay the successful candidate for the position. Individual pay offered will be based on the applicant’s job-related skills, experience, relevant education, or training, and primary work location. Salary CA$117,800-CA$145,000. Qualifications - Minimum of 3 years of sales experience in the CPG industry required with a strong background in Sales, Account Management. - Canadian retailer marketplace experience required. - Flexibility to travel between Canada and the U.S. and valid passport required. - Experience working on Amazon and eCommerce business a strong plus. - Proven track record of achieving and exceeding sales targets. - Bachelor’s Degree required. Benefits - An opportunity to be part of a team that is on the cutting edge of the health and nutrition industry, continuously pushing the limits. - A space to grow by encouraging and supporting curiosity and an open mindset. - Barrier-free communities within our organization where every employee is equally valued and respected – regardless of their background, beliefs, or identity. - An eagerness to be one team and learn from each other to bring progress to life and create a better future. - A vibrant, creative atmosphere where innovation in health and nutrition is celebrated. - Empowerment to make meaningful contributions while upholding ethical standards. Company Description At dsm-firmenich, we don’t just meet expectations – we go beyond them. Join our global team powered by science, creativity, and a shared purpose: to bring progress to life. From elevating health to making fortified food and sustainable skincare, the impact of your work here will be felt by millions – every single day. And while you’re making a difference, we’ll make sure you’re growing too. With learning that never stops, a culture that lifts you up and the freedom to move across businesses, teams, and borders. Your voice matters here. And your ideas? They’re essential to our future.