• 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.

• Develop and convert top national and large regional end users by identifying top prospects, initiating introductions, and building relationships. • Collaborate with key PRO outside and inside sales representatives at Lowe's and THD to train and assist in selling to targeted end users, empowering them to represent SBD brands and drive conversions. • Form strategic partnerships with national associations by leveraging key retailers, implementing targeted promotions, and other programs to enhance sales through these retailers. • Serve as the team expert for a dedicated trade vertical. • Gain in-depth knowledge of the trade, including end-user landscape and product use cases, to become the team's go-to expert and support conversion opportunities. • Identify and engage with large residential jobsites in the region. • Build relationships with key stakeholders to facilitate product seeding, research, and other initiatives. • Plan and execute large PRO events in the region in collaboration with Lowe's and THD.