• Own a portfolio of accounts, managing the post-sale lifecycle including QBRs, renewals, and expansions. • Build and maintain multi-threaded relationships across economic buyers, executives, and champions within each account. • Proactively identify upsell and cross-sell opportunities and drive net revenue retention above 120%. • Partner with Customer Success Managers to ensure product adoption, time-to-value, and health scores are on track and gross revenue retention above 93%. • Lead executive business reviews and translate platform data into business-relevant insights for C-suite stakeholders. • Forecast renewal and expansion revenue accurately in Salesforce on a monthly and quarterly basis. • Serve as the voice of the customer internally — surfacing product feedback, risks, and opportunities to Product and Leadership. • Navigate complex contract negotiations and procurement cycles with legal and finance stakeholders.

• You'll play an active role in the entire partnership marketing lifecycle, from initial onboarding to fostering long-term success. • You will help manage key operational tasks like managing workflows and promotional giveaways while developing your partner management skills. • You’ll also contribute to our growth by helping summarize meeting notes, compiling the quarterly reach report and researching future partnerships. • Monitor partnerships inbox for potential opportunities. • Update partner calendar to reflect upcoming projects + events. • Set up and manage workflows for partner projects. • Send weekly updates to the team on current partnership projects happening. • Shadow partnerships manager on partner calls + update notes in partnership tracker. • Assist the partnerships manager with program giveaways. • Research future partners for marketing and tourism boards. • Assist in the quarterly partner report.

• manage and drive direct sales engagements into a set of Named Accounts • create and implement territory plans focused on attaining deployments of Fortinet products and services • develop executive relationships with key buyers and influencers • generate a sales pipeline, qualify opportunities, and accurately forecast pipeline • coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work • negotiate terms of business with clients to achieve win/win results • understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.

Title: Sales Account Manager - Waste Management Services Location: Charlotte, NC, US, 28217-2996 Company Name: Univar Solutions USA LLC Requisition ID: 35444 A Place Where People Matter. Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you. Primary Purpose: The Sales Account Manager - Waste Management Services will build profitable sales in an assigned territory through additional sales with current customers and demonstrates dedication to prospecting and new business development. Employs a consultative sales approach that focuses on building a long term, value-based relationship with accounts, penetrating them for further business and improving the margin they build while reducing the time and costs in handling them. WHAT YOU'LL DO: - Improve company's position within each account using consultative and in-depth selling at all levels within the account - Prospect for new business by conducting sales calls and actively grow the size of your territory - Maintain a clear updated view of your sales pipeline - Focus on customer retention and improving overall customer satisfaction - Provide customer technical support and consultant services to increase our overall value to the customer - Responsible for setting pricing and service levels, as well as maintaining and coordinating customer quotations or providing necessary information to allow local branches to do so. - Responsible for coordination with local Sales, Purchasing, and Operations to ensure proper inventory levels and customer satisfaction. - Build effective customer relationships through business calls and effective customer entertainment - Commitment to safety, both personal and of your colleagues WHAT YOU'LL NEED: - 5+ years of experience in a Sales Position with a proven track record of success in building relationships and achieving sales targets - Bachelor’s degree in Business Administration, Marketing, Chemistry preferred but not required - Broad knowledge of waste management services involving chemical handling, recycling, reuse and disposal of hazardous and non-hazardous waste preferred - Strong inter-personal skills and the ability to develop strong, successful business relationships with customers as well as internal teammates - Strong business sense, including an understand of the business relationship between manufacturers, distributors and end-users - Well-honed listening skills and a problem-solving attitude to uncover needs and motivations to overcome objections in order to close a sale - Adaptable and demonstrates strong work ethic with the initiative to work independently - Excellent problem solving and consultative selling skills - Meticulous attention to detail - 50-75% travel within the assigned territory WHERE YOU'LL WORK: This is a home based role in Charlotte, NC. PAY AND BENEFITS: - The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location - Available employee benefits include health, vision, dental coverage, along with industry-leading retirement and time off programs WHAT YOU CAN EXPECT: - Strong work/life flexibility - To be surrounded by an inclusive team who is collaborative and committed to the achievement of the company - To be rewarded for your contributions with a targeted company bonus and annual salary reviews - Competitive pay and benefits Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet! We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing. Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe! We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry. Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at careers@univarsolutions.com. Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.