• Partner with Sales Representatives to develop strategies and plans to exceed sales goals through territory management and account development. • Serve as a trusted advisor to established customers, distributor partners, and internal Abbott teams. • Develop relationships with hospital personnel, make new contacts in other hospital departments to identify key purchasing decision makers in order to facilitate future sales. • Identify and evaluate potential opportunities and help move sales cycles forward. • Develop action plans by analyzing monthly and quarterly sales figures and reports and identify needs of particular hospital accounts and discussing issues with Territory Manager to help the organization achieve its sales goals. • Assist with key opinion leader (KOL) development to expand awareness of point-of-care solutions. • Complete administrative tasks such as training modules, expense reports, and forecasts accurately and on time. • Travel within your territory (up to 50%, including some overnight trips) to support customers and business goals. • Comply with EHS policies and contribute to maintaining Abbott’s Quality System. • Ensure that all administrative tasks (i.e., training modules, expense reports, sales forecasts, etc.) are completed promptly and accurately.

• Proactively work to break into net-new logos in your assigned territory • Generate qualified pipeline in net-new accounts and increase the sales pipeline in existing accounts • Build credibility and trust with internal and external stakeholders • Anticipate and effectively overcome objections • Research and understand various lines of business, and personas and you work to understand their priorities and pain points • Strategically define value and specific business outcomes that Instabase will help deliver each business • Foster new business initiatives with target accounts and act as their internal advocate • Monitor industry competitors, new products, and market conditions to understand a customer's specific needs

• Generate new business by developing relationships with broker partners • Drive increased sales and Company growth by developing positive business relationships with agents/brokers • Maintain an in-depth understanding of the Company’s products and processes • Conduct regular follow-up and prospective calls to agents/brokers, both in office and on-site to market Company services • Resolve escalated issues by resolving conflicts, solving problems, and providing feedback to Company management • Actively participates in team meetings, providing input to contribute to the team’s overall success • Keeps abreast of current trends and regulatory issues surrounding benefit plan design and administration

• Actively prospect to generate sales opportunities with Community Financial Institutions • Develop strategies tailored to C-level executives goals • Create, maintain, and provide accurate and timely sales forecasts • Articulate the value proposition of the product and service to convert prospects • Negotiate/close deals and handle objections • Collaborate with the team to achieve better results