• Execute a regional go-to-market strategy to achieve annual revenue targets through the management of data-driven KPIs, pipeline metrics, and forecasting models. • Recruit, mentor, and manage a team of enterprise account executives focused on high-value strategic accounts. • Manage long-term relationships with C-suite executives and CISOs to secure new business and expand existing enterprise, commercial, and public-sector accounts. • Direct regional channel and alliance partner collaborations to accelerate deal cycles and expand market reach.

• Assist in identifying and developing new sales opportunities in non-traditional markets such as gift shops and specialty retailers. • Creating seasonal PowerPoint presentations, sales materials, proposals and target sales pitches. • Conduct market research to identify trends and potential new markets. • Conduct sales analysis by tracking performance metrics, identifying trends and growth opportunities. • Collaborate with sales and marketing teams to develop tailored sales strategies. • Maintain and update sales databases and customer records. • Capturing and maintaining sales activity notes in Salesforce. • Coordinating materials for seasonal sell-in efforts, gift and other specialty shows, etc. • Researching niche categories and new accounts to support business development efforts. • Communicating with sales management regarding account activity and preparing weekly sales reports. • Participate in sales meetings.

• Close new business with home care and disability providers • Generate pipeline through outbound prospecting, referrals and inbound demand • Run discovery calls and product demonstrations with provider owners and operational leaders • Manage the full sales cycle from first conversation through to close • Maintain disciplined pipeline management and forecasting in HubSpot • Lead by example through activity, execution and consistency

Role Description The Sales Specialist is responsible for selling and promoting all existing and new Gold Standard Diagnostics (GSD) and partner products to food processors, food and beverage manufacturers, service laboratories, and purchasing organizations throughout the assigned territory. This role is responsible for driving growth through integrated food safety testing solutions including rapid food test kits, culture media, PCR, ELISA, LFD, and automated analyzer platforms to help customers improve product quality, compliance, efficiency, and laboratory throughput. This role is focused on developing new business opportunities, expanding existing accounts, and supporting strategic growth initiatives across the territory. This position is remote-based and requires regular travel throughout the assigned territory, attendance at customer sites and trade events, and periodic travel to company headquarters as required by management. Essential Duties & Responsibilities - Introduce new products and promotions to existing and new customers - Actively attempt to switch accounts to GSD products from those of competitors where appropriate - Maintain and expand existing business by developing strong relationships with accounts - Own and grow the Midwest territory across food processors and contract laboratories including IL, IN, IA, KS, MI, MN, MO, ND, NE, OH, SD, and WI - Sell food safety testing solutions including rapid test kits, culture media, automated analyzers, and related workflow solutions as standalone and integrated testing workflows - Build and close bundled opportunities including culture media, automation, testing platforms, and workflow improvements - Identify opportunities to increase laboratory throughput, reduce labor requirements, and standardize testing methods - Expand existing and new accounts through cross-selling, multi-site standardization, and strategic account development - Develop new business opportunities through vendor consolidation initiatives, method changes, and workflow optimization - Partner with technical teams to support method selection, validation, implementation, and customer training activities - Provide reports to management that include market conditions, route reports, expenses, sales targets, closes and losses in a timely and accurate manner - Conduct well organized product presentations and demonstrations to customers as well as at conventions - Attend conventions, sales meetings and training programs as requested by management - Support and direct the application of company sales and marketing promotional activity - Set and maintain territory sales objectives and review them with management on routine basis - Maintain disciplined pipeline management, forecasting, CRM updates, and account planning activities - Establish strategic business relationships across Food Safety, Quality Assurance, laboratory, operations, and procurement stakeholders - Provide management with forecasts and long range plans for the achievement of budget and quota objectives Qualifications - Must have a Bachelor of Science degree in business or a related field - Previous work experience selling rapid food test kits for various contaminants across multiple food markets - Previous diagnostic instrumentation experience, automation or lab efficiency solutions - Familiarity with regulatory frameworks (FDA, USDA, ISO, HACCP) - Experience working with direct sales models in competitive environments Requirements - Proficient in Microsoft Word, Excel, PowerPoint, and Outlook - Internet Explorer, Chrome, or Firefox - Customer Relationship Management (CRM) software - Must be willing and able to learn other software programs as needed - Ability to travel on short notice for periods of up to one or two weeks - Up to 30% travel to visit clients for sales/demos as necessary - Must be able to coordinate own travel arrangements when traveling to customer sites - Must be able to work effectively in a team environment - Strong analytical, problem solving, and negotiating skills - Strong business planning abilities - Excellent organizational skills - Exceptional customer service and strong sense of professionalism - Ability to meet and exceed sales goals - Knowledge of detection and verification performed according to AOAC, ISO, and AFNOR standards - Technical knowledge of Immunochemistry & ELISA testing - Ability to learn new & existing instrumentation and software technology - General Laboratory knowledge (use of equipment; pipetting; personal safety; general lab practices) - Must be able and willing to adhere to corporation personnel policies and practices, including attendance and punctuality requirements - Must maintain a valid driver’s license with a satisfactory driving record Benefits - Excellent full time benefits including comprehensive medical coverage, dental, and vision options - Life and disability insurance - 401(k) with company match - Paid vacation and holidays Physical Demands & Work Environment The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. - While performing the duties of this job, the employee will regularly be required to sit for long periods of time; stand; walk; use hands; reach with hands and arms; talk; hear; and smell. - The employee is occasionally required to stoop, kneel, crouch, or crawl, and may be required to lift up to 50 lbs. - Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus as well as see color. - The employee will be required to travel for extended periods of time. - In this position, the employee will be required to work in a team environment where the noise level is usually moderate. - The employee may be exposed to work near moving mechanical parts, blood borne pathogens, human serum, and toxic or caustic chemicals or water, food & environmental hazards. Additional Information Schedule: Monday-Friday 7:00am-4:00pm