• Drive profitable sales growth by prospecting new accounts, retaining existing accounts, and expanding opportunities with current customers • Develops and maintains strong sales relationships with key decision makers and influencers across all levels of an organization • Manages sales volume with existing customers, while actively prospecting and acquiring new customers • Develops and implements plans to expand business presence in the assigned area • Shares market insights and competitor information with relevant channels throughout the organization • Collaborates with leadership to analyze market trends and customer needs • Attends monthly business meetings for all company-sponsored associations, engages in local trade shows, and represents the organization

• Nurture and maintain complex existing accounts and foster market expansion within the designated territory. • Serve as a trusted advisor to clients, offering strategic guidance and proactively addressing challenges or concerns. • Negotiate contract renewals and service agreements, securing favorable terms while ensuring client retention and satisfaction. • Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing. • Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions. • Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential. • Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement. • Guide and educate prospects through the purchasing journey, providing insights and assistance as needed. • Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets. • Gain deep insight into intricate customer requirements across operational, business, and technical domains. • Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies. • Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals. • Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation. • Actively pursue leads generated through personal efforts and marketing initiatives. • Assist in formulating sales strategies in collaboration with the management team. • Maintain meticulous documentation of all interactions in our Salesforce CRM system. • Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers.

• Review accounts and sell new business to existing accounts • Convert accounts to a higher level • Create demand for the organization's products and services by working with National & Regional accounts • Build and maintain sales territory focusing on sales and customer relationships • Conduct regular status and strategy meetings with customers to understand their needs • Coordinate sales forecasts with internal team • Manage co-op accruals and set-up new customers into Medline's systems • Create new products to sell to existing and new customers • Increase revenue spend per account

• Provide continuous territory coverage and support via personal visits and phone contact to pursue both unit equipment and Aftermarket sales to include pellet mill rolls & dies and spare parts for the Feed and Biofuel Division of Andritz Inc. • Provide liaison between customer and appropriate departments to solve technical and commercial problems as quickly as possible; • Develop and execute specific customer strategies to either gain new business or further develop business on installed base; • Support preparation of sales proposals for both Aftermarket and unit equipment sales. Follow up and close on outstanding proposals; • Provide and maintain call reports and monthly reports on all sales activities in the territory; • Maintain CRM data base; • Maintain current knowledge on competitors and their activities in the territory. Share information with Sales Manager(s) and other Field Sales personnel; • Negotiate terms and conditions of sales with customers that meet Andritz requirements; • Develop key account strategies to assure competitive position and maximize order intake; • Monitor industry and competitive trends; • Interface with order execution and engineering personnel for transfer of new equipment orders; • Responsible for sales/equipment presentations at association/trade venues; • Build, develop, and grow business relationships vital to the success of on-going projects.