• Own the full sales cycle from outbound discovery, demos, to complex negotiations and closing • Manage multi-stakeholder buying processes within food manufacturing firms • Drive enterprise-grade deals with average contract value (ACV) from $100K to $1M • Define the Ideal Customer Profile (ICP) and contribute to future sales direction

• Manage the full inside sales cycle—from inbound lead qualification and outbound prospecting through product demos, negotiation, and close—entirely via phone, video, and email • Drive outbound pipeline generation through targeted outreach to enterprise accounts across North America, leveraging tools like Salesforce, Claude, and LinkedIn Sales Navigator • Respond to and qualify inbound inquiries quickly, ensuring a high-quality buyer experience from first contact through conversion • Own accurate pipeline data, activity logs, and forecasting in Salesforce; maintain a disciplined cadence of follow-up and pipeline hygiene • Build and strengthen relationships with key decision-makers by deeply understanding their business objectives and connecting Firework’s capabilities to their specific goals • Prepare and deliver compelling virtual presentations, product demos, and customized proposals tailored to each prospect’s needs • Partner closely with Marketing, Customer Success, and Integration Solutions to align on strategy and ensure a seamless customer experience • Collaborate with leadership to continuously refine sales processes, playbooks, and messaging for the North America market

• Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage. • Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account. • Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Pain the picture of a better future. Tell the story. • Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won. • Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

• Increase sales through prospecting and building business with new accounts. • Manage and expand existing customer relationships by delivering exceptional service and driving incremental account growth. • Responsible for meeting or exceeding sales and margin KPIs. • Demonstrate outstanding customer service to build relationships, ensure customer satisfaction and actively cultivate new customer relationships to realize future sales growth potential. • Promote new products and drive sales of Bunzl internal house brands and preferred brands where appropriate. • Implement and manage pricing strategies within all accounts. • Complete weekly planning and scheduling of customer visits, with a strong understanding of objectives for each visit. • Present monthly recaps of targeted sales priorities to sales leadership. • Develop a strong understanding of Bunzl products, with the ability to demonstrate features and benefits by using product samples and/or catalog specifications. • Establish and grow new accounts. • Provide timely and accurate sales forecast to the operational and leadership team to ensure inventory levels are accurate. • Evaluate pricing quarterly to maintain and protect margins. • Participate in Industry Association Functions such as Trade Showes and other events. • Work with outside vendors on new materials and new innovative packaging solutions with regards to packaging.