• Ejecutar prospección activa diaria utilizando múltiples canales (principalmente llamadas en frío, pero también bases de datos y herramientas digitales) • Identificar, investigar y construir listas de potenciales clientes (lead generation) • Contactar directamente con perfiles decisores (CEOs, founders, directores y otros stakeholders clave) • Despertar interés en los servicios ofrecidos mediante un discurso claro, estructurado y adaptado a distintos sectores • Calificar leads en función de criterios previamente definidos (fit del cliente, necesidad, capacidad de compra, etc.) • Agendar reuniones comerciales de calidad para el equipo de ventas o para la dirección • Gestionar y organizar el pipeline de leads y oportunidades • Adaptar el pitch comercial y manejo de objeciones según cada cliente o industria • Cumplir con objetivos de actividad (número de llamadas, contactos, reuniones) y resultados (reuniones efectivas y cierres) • Registrar información relevante de las interacciones en herramientas o CRM correspondientes • Participar en sesiones de feedback, entrenamiento y acompañamiento en las primeras etapas del rol • Colaborar estrechamente con la dirección en la mejora continua del discurso comercial y estrategias de prospección • Aprender rápidamente nuevas propuestas de valor y adaptarse a distintos proyectos simultáneamente • Mantener una actitud resiliente frente al rechazo y continuar con la actividad comercial de manera constante.

• This position will be responsible for developing sales strategy and driving sales growth across all product lines within the DC/Maryland/Virginia (DMV) Territory. • Identify customer program requirements through interactive selling techniques and a thorough understanding of SFS capabilities. • Establish and develop relationships with key stakeholders at strategic customers including government agencies, prime contractors and OEMs. • Drive sales growth by identifying new pursuits and executing pursuit strategy to close new business in line with territory quota. • Support industry trade shows and government-hosted Industry Days to ensure SFS capabilities are aligned with customer trends and requirements. • Develop and execute territory plan aligned with customers’ mission, technical challenges and CONOPS. • Identify new business opportunities through market research, networking, and attending industry events. • Manage accurate sales forecasting models that enable the organization to prioritize resources. • Communicate customer feedback to internal stakeholders and work closely with Engineering and Customer Support to resolve customer issues. • Conduct presentations and negotiations with clients to secure contracts and close business. • Collaborate with marketing team to develop promotional materials and strategies to support sales efforts. • Work cross functionally with engineering, product line development, and operations to ensure the successful delivery of products. • Ensure adherence to all regulatory requirements including export control laws, and government regulations relevant to the aerospace and defense sector. • Provide regular sales forecasts, reports and updates to senior management.

• Deliver and exceed W&P sector sales targets • Lead account development and drive long-term growth • Own sector P&L and ensure profitable performance • Coach and develop sales teams to deepen customer penetration • Provide market intelligence and support product roadmap development • Ensure accurate forecasting and strong channel performance • Lead W&P-focused campaigns, events, and new product introductions • Collaborate across Engineering, Operations, Strategy, and Services

• Manage accounts in assigned area, present LGC Standards products to new/existing customers in various industries. • Identify and close new prospect opportunities generated from a combination of prospecting and qualification from marketing-provided and self-generated leads. • Collaborate with LGC Standard’s sales resources (specialists, customer service, etc.) to drive impactful customer experience. • Use LGC’s sales tools and virtual capabilities to prospect, nurture and close opportunities, and conduct ongoing territory planning. • Meet sales targets in a specific region, using collaborators to secure sales from both new and current customers. • Work with marketing to launch new products and stay informed of competitor trends and activities. • Efficiently handle territory by strategically covering and engaging with key account collaborators: end users, procurement, and influential individuals. • Own the overall distribution relationship within the territory to include high impact activities, business reviews, specialist support and training. • Manage effective pricing strategies to include – but not limited to – contracts and customer specific pricing: renewals, negotiations, and implementations.