• Develop and execute territory and account-based sales strategies to achieve new business revenue targets across K-12 and transit fleet organizations • Identify, prospect, and close net-new enterprise opportunities within the passenger services (PAX) market • Build and maintain a strong pipeline through outbound outreach, industry networking, and government procurement channels • Lead discovery conversations with senior decision-makers — including transportation directors, operations leaders, superintendents, and municipal stakeholders • Own the full sales cycle from prospecting through negotiation, contracting, and close • Collaborate with product management, marketing, and engineering to align solutions with customer fleet and operational needs • Leverage industry insights and competitive intelligence to identify opportunities within fleet telematics, routing, and compliance solutions • Partner with customer success and account management teams to ensure smooth handoffs and long-term account growth • Provide accurate forecasting, pipeline updates, and market intelligence to senior leadership • Travel within the assigned territory as needed to meet with prospective customers and attend industry events

• As a member of RS’ EMEA Corporate Account team and direct report to the VP Corporate Accounts for EMEA, the EMEA Industry Sector Director is responsible for defining and executing the strategic vision for Process Manufacturing industries (Food & Beverage, Chemical Manufacturing, Pharmaceuticals), across the EMEA region. • With an end-to-end vision, this role ensures alignment between strategic development plans and objectives, drives industry specific growth, builds strategic external and internal partnerships, supports regional teams in achieving their business objectives within those industries, ensuring collaboration across functions and markets. • Be the go-to person for the region to lead the industry strategic approach. • Build industry knowledge material with content which could be used by marketing, sales, services and any other relevant stakeholder on a specific platform. • Identify market credentials (value, customers), key players by market, market trends, industry needs, growth opportunities, as well as industry threats. • Understand key stakeholders and influencers of the industry ecosystem, their strengths, weaknesses and market positioning, in order to differentiate RS value proposition. • Understand customer pain points, with the support of market sales teams, decision-making processes, and buying cycles. • Have a deep understanding of how products & services are consumed in the industry, be able to translate RS Value proposition into added value, solving customer problems. • Gather best sales practices & customer experience with the dedicated sales team across the EMEA region. • Collaborate with marketing, value-added solutions and product teams to tailor offerings to industry demands; ensuring an end-to-end approach with aligned content. • Develop and implement a sustainable EMEA strategy for the sector, aligned with corporate goals (growing Share of wallet & number of customers, optimize profitability) and industry dynamics. • Ensure the strategy is consistent, addressing High Value customer needs across the board, embedding the entire Discrete Manufacturing value chain. • Coordinate plans with regional leaders to adapt strategies to local contexts when needed. • Collaborate with the sales effectiveness team to define the right qualification process, use accurate data source to understand and define Discrete Manufacturing customer potentials. • Support his/her direct team and local teams in strategic deals and major bids and tenders processes. • Monitor common performance metrics and ensure consistent execution across markets. • Gather & Share local best Sales and business practices on the Process Manufacturing platform, supporting local sales to build their action plans. • Represent the company at industry events, conferences and with key clients. • Build and maintain relationships with C-level executives and decision-makers.

• Develop and execute a strategic sales plan to drive revenue growth in the leisure market. • Lead and mentor a team of leisure sales professionals, setting clear targets and expectations. • Identify and pursue new business opportunities, partnerships, and revenue streams. • Build and maintain strong relationships with clients, understanding their needs and delivering exceptional service.

• To maximise B2B sales using knowledge of IKEA range, local market and my customers, as well as the IKEA tools and the experience and expertise. • Support the efficient work of the IKEA mechanical sales system to ensure the continued success of the IKEA concept. • Strong knowledge about IKEA products & services and support customers by providing clear & structured guides through B2B selling process. • Plan and initiate proactive sales outreach to attract new business clients and expand the client base. • Build and maintain strong relationships with existing business customers to drive loyalty, retention, and repeat purchases. • Manage and assign incoming enquiries and project leads across all channels to ensure efficient handling and timely response. • Identify and develop new business opportunities in collaboration with the country and store sales teams. • Follow through and coordinate the full sales process — from quotation to delivery — together with Fulfilment, Interior Design, and Service Providers, ensuring a smooth customer experience. • Collaborate with cross-functional teams (Marketing, Fulfilment, Finance, Interior Design) to implement commercial activations, campaigns, and customer projects. • Analyse market trends, sales data, and customer insights to identify gaps and provide actionable recommendations for growth. • Maintain and update the sales pipeline, ensuring accurate and timely reporting of performance and conversion results. • Support the development and execution of commercial activation activities that generate new leads and strengthen IKEA for Business awareness. • Identify and propose process improvements to enhance sales efficiency and the client experience.