Role Description At HVAC RNTL, we're looking for a sales leader who enjoys building teams, growing markets, and helping customers solve problems. This isn't a role where you'll spend your days buried in reports or sitting in meetings. We're looking for someone who wants to be in the field, working alongside their team, meeting customers, helping drive growth, influencing strategy, and shaping the future of the business. You'll lead a team of outside sales professionals focused on portable HVAC rental solutions. Success in this role comes from developing people, building strong customer relationships, creating opportunities in the market, and helping your team win. What You'll Be Doing - Lead and Develop the Sales Team - Coach, mentor, and support a team of outside sales representatives across multiple markets. - Spend time in the field with your team on customer visits, joint calls, and opportunity planning. - Help salespeople develop their skills, grow their territories, and reach their potential. - Recruit and onboard new team members as the business grows. - Create a culture where people support one another, share ideas, and enjoy winning together. - Grow the Business - Drive revenue growth across assigned territories and markets. - Work with your team to identify opportunities with new and existing customers. - Help develop market strategies, territory plans, and customer growth initiatives. - Support larger opportunities and key customer relationships when needed. - Stay close to market trends, competitive activity, customer needs, and emerging industry developments. - Help define target customer segments, value propositions, and go-to-market strategies that improve commercial execution and focus. - Work with leadership to identify where the team should invest time and resources, helping develop practical sales playbooks and customer engagement strategies that drive growth. - Represent HVAC RNTL at key industry trade shows, conferences, and customer events to strengthen relationships, identify opportunities, and increase market visibility. - Support Customers - Build relationships with customers and become a trusted resource for their temporary HVAC needs. - Help customers solve problems by bringing together the right people and resources. - Partner with operations and service teams to ensure customers have a great experience from start to finish. - Represent HVAC RNTL at customer meetings, industry events, trade shows, and business functions. - Develop relationships with contractors, engineering firms, facility leaders, and strategic partners that help expand HVAC RNTL's market presence and customer reach. - Help Drive Execution - Maintain visibility into sales activity, pipeline opportunities, and forecasts. - Use CRM tools and business data to help guide decisions and support team performance. - Work closely with leadership on planning, forecasting, and growth initiatives. - Collaborate across the organization to ensure we deliver on our commitments to customers. - Partner with leadership, operations, and vendors to provide market feedback on equipment strategy, customer requirements, and emerging product opportunities. Qualifications - Experience leading and developing successful sales teams. - A track record of growing revenue and expanding customer relationships. - Strong coaching and leadership skills. - Experience in HVAC, equipment rental, industrial services, construction, power generation, or a related industry is preferred. - Someone who enjoys being in front of customers and working alongside their team. - Strong communication skills and the ability to build trust with customers and coworkers. - A self-starter who is comfortable making decisions, solving problems, and moving quickly. - Ability to think strategically about markets, customer needs, and growth opportunities while remaining hands-on in execution. - Strong industry presence with the ability to build relationships across customers, contractors, consultants, manufacturers, and industry associations. - Comfortable representing the company at trade shows, customer events, and industry networking functions. Benefits - We're not trying to be the biggest company in the industry. - We focus on being responsive, easy to work with, and willing to do what it takes to help our customers succeed. - We're building a company around relationships, agility, ownership, and empowered people. - We believe great people want to work alongside other great people, solve real customer problems, and help shape the future of a growing business without layers of bureaucracy slowing them down.

• New Business Development: Lead business growth with a strong focus on revenue generation, sales process & planning, territory expertise, and sustainable differentiation. • Grow and Defend with Strategic Thinking: Support sustainable business success through strategic collaboration, key account retention, and distributor engagement. • Territory Management: Effectively manage the region with a focus on distributor channel advocacy, talent development, presentation skills, communication, and project management. • Provide product training and business support to distribution partners. • Develop and manage account plans for strategic customers. • Collaborate with internal specialists to provide tailored technical solutions. • Track and manage sales opportunities using a CRM system. • Host or support product demonstrations and trials for customers.

Role Description As Head of B2B for Hilo Professional, you will lead and scale one of our most important growth opportunities. This is a rare opportunity to own a business within the business. You will be responsible for building the commercial engine behind Hilo Professional, driving revenue growth, establishing strategic partnerships, and shaping how healthcare professionals and healthcare organisations engage with Hilo across Europe. The foundations are already in place: a live pipeline, an activation framework, and several opportunities already in motion. Your challenge is to turn that foundation into a repeatable, scalable, and predictable commercial business. This is a highly visible role with regular interaction across the leadership team and significant influence on Hilo's future growth. Location: Germany or UK preferred. Remote within Europe. Travel: Regular travel is expected for customer meetings, industry events, conferences, and company gatherings. Core Responsibilities - Lead and Build the Function - Own Hilo Professional end-to-end, including strategy, growth, partnerships, and commercial execution. - Build the systems, operating rhythms, and reporting needed to make the business predictable and scalable. - Establish clear commercial processes, forecasting, and performance management. - As the business grows, build and lead the team around you, starting with customer success and partner management capabilities. - Own Revenue and Commercial Growth - Take ownership of a live pipeline and key strategic opportunities already in motion. - Identify, prioritise, and close high-value partnerships across healthcare professionals, pharmacies, healthcare systems, payers, wholesalers, and other healthcare channels. - Own commercial targets and revenue outcomes. - Drive pricing, account prioritisation, and commercial decision-making within agreed frameworks. - Drive Healthcare Professional Activation - Build and scale programmes that move healthcare professionals from awareness to active recommendation of Hilo. - Develop measurable activation metrics and reporting. - Create a scalable framework for engagement, onboarding, and long-term advocacy. - Work Cross-Functionally - Partner closely with Product, Medical Affairs, Scientific Affairs, Finance, Customer Service, Marketing, and PR teams. - Translate customer and market feedback into business and product opportunities. - Leverage medical and scientific expertise to ensure credibility and compliance across all commercial activities. Qualifications - Significant experience building and scaling B2B commercial functions within MedTech, Digital Health, Healthcare, Pharma, Diagnostics, or similarly regulated industries. - Strong track record of owning commercial targets and closing complex, multi-stakeholder deals. - Experience selling into healthcare systems, healthcare providers, healthcare professionals, payers, or adjacent healthcare channels. - Demonstrated ability to build something new rather than simply operate an existing structure. - Entrepreneurial mindset with a willingness to work hands-on in a fast-moving scale-up environment. - Strong commercial judgement and the ability to balance strategic thinking with execution. - Comfortable operating within regulated healthcare environments. Requirements - Experience selling into the NHS or comparable healthcare systems. - Experience working with German healthcare organisations, Krankenkassen, pharmacies, or healthcare networks. - Existing network across healthcare providers, payers, researchers, or key opinion leaders. - Commercial experience in blood pressure, cardiovascular health, chronic disease management, or related healthcare categories. - German language skills. - Experience leveraging AI to improve commercial effectiveness, research, workflows, or customer engagement. What Success Looks Like - Long-term, Hilo Professional becomes a trusted and widely adopted solution for active blood pressure monitoring across the healthcare ecosystem. - In your first 30 days: - You have built a strong understanding of the business, the market, and the existing opportunities. - You have identified key priorities and opportunities to improve execution. - By the end of year one: - A repeatable and forecastable commercial engine is in place. - Strategic healthcare partnerships have been established and expanded. - Healthcare professional activation is measurable and growing. - Multiple high-value opportunities have materially progressed toward close. - Hilo Professional has become a meaningful contributor to company growth. What Makes You A Great Fit - Move the Needle - You focus on what truly drives impact for our customers and company. - Move Fast, Learn, Refine - You work with urgency and purpose, balancing speed with high quality. - Team First - You put the team above individual interests, building trust through openness and respect. Why Join Us? - Hilo by Aktiia is building one of the most exciting healthcare technology companies in the world. - Work on a mission that has the potential to improve millions of lives. - Own and shape a critical business line with significant growth potential. - Join a fast-growing, venture-backed scale-up with global ambitions. - Collaborate with talented and passionate colleagues across Europe and the US. - Competitive compensation package and benefits depending on location.

• Leading and managing Customer Representatives in identifying customer needs • Coaching representatives, overseeing training, and completing people management processes for Customer Representatives • Effectively developing and resourcing his/her customer team to address customer needs