Role Description - Betreuung und strategische Weiterentwicklung bestehender Key Accounts in Süddeutschland - Ausbau langfristiger Kundenbeziehungen in der industriellen Herstellung von Oberflächenreinigung (u. a. Metallverarbeitung, Automotive, Maschinenbau, industrielle Fertigung) - Identifikation neuer Geschäftspotenziale sowie aktive Neukundenakquise - Entwicklung kundenspezifischer Konzepte gemeinsam mit Anwendungstechnik und Produktmanagement - Vertragsverhandlungen sowie Umsatz- und Ergebnisverantwortung im Vertriebsgebiet - Markt- und Wettbewerbsanalysen sowie Ableitung von Vertriebsstrategien Qualifications - Erfolgreich abgeschlossenes Studium oder Ausbildung im Bereich Chemie, Verfahrenstechnik, Wirtschaftsingenieurwesen oder vergleichbar - Mehrjährige Erfahrung im B2B-Vertrieb erklärungsbedürftiger Produkte, idealerweise in der Chemie-, Prozess- oder Oberflächenindustrie - Erfahrung im Key Account Management sowie im Umgang mit Industriekunden - Technisches Verständnis für industrielle Reinigungsprozesse von Vorteil - Ausgeprägte Kommunikations- und Verhandlungsstärke - Selbstständige, strukturierte und ergebnisorientierte Arbeitsweise - Hohe Reisebereitschaft innerhalb Süddeutschlands - Sehr gute Deutschkenntnisse, Englischkenntnisse von Vorteil Benefits - Verantwortungsvolle Vertriebsrolle mit großem Gestaltungsspielraum - Etabliertes Produktportfolio mit hoher Marktakzeptanz - Flache Entscheidungswege und internationale Anbindung - Attraktives Vergütungspaket inklusive leistungsbezogener Komponenten - Firmenwagen auch zur privaten Nutzung

• Own and deliver on GRR and NRR targets across the business • Drive renewal forecasting accuracy and pipeline visibility across all segments • Establish and manage expansion strategies to grow existing accounts • Implement consistent deal inspection, forecasting cadence, and pipeline hygiene for renewals and upsell • Lead, coach, and develop a team of quota-carrying Account Managers • Instill a commercial, revenue-driven mindset across the customer experience organization • Define KPIs, quotas, compensation alignment, and performance management frameworks • Hire, onboard, and scale a high-performing team focused on retention and growth • Partner with Service Delivery and SOC organizations to ensure value realization tied directly to renewal outcomes • Build a structured renewal motion (90/120-day cycles, risk identification, executive alignment) • Oversee customer health scoring models to proactively identify churn risk and expansion opportunities • Ensure Account Managers are positioned as trusted advisors driving strategic conversations • Develop playbooks to drive cross-sell and upsell of MDR, DFIR, and adjacent security services • Partner with Sales, Product, and Marketing to align on account growth strategy and positioning • Create scalable programs for customer advocacy, reference generation, and lifecycle expansion • Champion the voice of the customer while tying feedback directly to revenue outcomes and retention drivers • Leverage customer data, usage trends, and engagement signals to improve NRR performance • Translate insights into actionable improvements across product, delivery, and go-to-market • Implement tools, processes, and reporting to streamline renewals, expansions, and account planning • Utilize analytics to drive data-informed decision making across retention and growth metrics • Partner cross-functionally to ensure alignment across Sales, Marketing, Product, and Delivery

• Own and manage CENTEGIX's relationships with cooperative purchasing organizations, GPOs, and state contract vehicles, serving as the primary point of contact for all contract-related activities. • Partner with Product, Sales, and Marketing teams to develop, maintain, and optimize product, pricing, and contract information across cooperative purchasing and GPO agreements. • Collaborate with Sales leadership to identify, evaluate, and secure new cooperative purchasing, GPO, and state contract opportunities that expand market access and accelerate customer acquisition. • Develop strategies to maximize utilization of existing cooperative contracts and increase awareness of CENTEGIX solutions among cooperative members and stakeholders. • Ensure compliance with all contract terms, reporting requirements, administrative fees, rebate programs, and participation obligations associated with cooperative purchasing and GPO agreements. • Manage ongoing reporting and performance metrics for cooperative purchasing organizations, GPOs, and state contract vehicles in partnership with Accounting and Sales Operations. • Serve as the primary escalation point for contract, rebate, participation, and compliance-related inquiries from cooperative and GPO partners. • Partner with Accounting to reconcile contract activity, administrative fees, rebates, and any discrepancies related to cooperative purchasing agreements. • Build and maintain strong relationships with key contacts at organizations such as Sourcewell, OMNIA Partners, TIPS, BuyBoard, PEPPM, NASPO ValuePoint, and other strategic purchasing organizations. • Represent CENTEGIX at industry conferences, cooperative purchasing events, and partner meetings to strengthen relationships and identify new growth opportunities.

• Define the strategy within your market segments to expand and renew the portfolio of customers • Define team objectives to enable achievement of daily, weekly and quarterly targets • Engage with internal and external executives to expand the relationships with our customers • Actively engage in the sales process and lead from the front • Discover customer needs, uncover concerns, and learn wider organizational initiatives through quarterly business reviews and proactive touch points • Work collaboratively across all departments, mainly Customer Success, Marketing and Product Management • Forecast expansion and contractions accurately on a weekly basis • Build a healthy pipeline to ensure a coverage of 3x • Lead your team to exceed annual quotas targets and develop their knowledge and skills • Participation in the hiring process & developing the sales team • Manage performance of team members • Leverage Salesforce to maintain an accurate pipeline and forecast