• Close the marquee accounts • As a player-coach, directly close and steward the highest-value whale accounts, groups, and multi-location opportunities that set the standard for the channel and open doors for the rest of the team • Build the hospitality playbook • Turn what works in the field into repeatable systems ambassadors can use: pitch materials, account qualification criteria, launch checklists, staff training scripts, objection handling, and reorder tracking • Build and scale the ambassador network • Take over an early-stage ambassador program and develop it into a high-performing field network • Recruit, onboard, coach, and manage commission-based Hospitality Ambassadors across priority markets (Los Angeles, San Francisco, New York, Miami, and Chicago) • Set the named-account approach and coverage map, develop talent, and manage performance • Own the channel's number and operating cadence • Carry the on-premise revenue target and the network's aggregate productivity: closes, account density, velocity, and reorders • Run the cadence (pipeline review, forecasting, and reporting) needed to hit it • Define what great account activation looks like • Set the standard for named menu placements, staff training, sampling, and service-flow execution, then equip every ambassador to replicate it and protect a consistent, premium brand presence • Build senior relationships across hospitality • Develop trust with owners, operators, beverage directors, GMs, hotel F&B leaders, and group buyers, and translate ZBiotics' brand and science into operator value: incremental revenue, attractive margin, guest experience, and low operational lift • Partner cross-functionally and keep clean reporting • Work with Brand, Creative, Retail Ops, Supply Chain, Finance, the in-house account team, and the broader Sales team to keep field execution brand-right and feasible • Maintain CRM and channel reporting that shows where the motion is working or breaking down

• Execute the full sales cycle, including prospecting, outreach, discovery, negotiation, and closing. • Conduct high-volume outbound calling (50–60+ calls per day) to prospective and existing customers. • Perform consistent and strategic follow-ups to move deals through the pipeline. • Present services effectively and align offerings with client needs. • Handle objections and negotiate pricing, terms, and agreements. • Maintain accurate and up-to-date records in CRM systems (e.g., Salesforce). • Meet or exceed sales quotas and revenue targets. • Collaborate with internal teams to improve sales processes and lead quality. • Manage and track pipeline performance and deal progression.

• Territory covers state of CA outside of SF • Extensive travel - over 70% • Oversee the Practice Development Managers in the assigned region and support their efforts to develop customer relationships • Drive utilization in each assigned territory • Achieve sales and utilization quota results in the assigned region • Ensure Practice Development team is performing effective territory penetration, coverage and account identification to drive sales • Develop and maintain supportive, productive and effective relationships at all levels within the organization • Develop, direct, manage and support a regional Practice Development team in all aspects of account development and account management • Manage all aspects of assigned region including recruiting, training, developing, coaching, counseling, leading, motivating and maintaining morale • Manage, monitor and evaluate marketing, customer service and sales support at the regional level • Maintain compliance with all applicable quality and regulatory guidelines • Maintain consistent communication with Regional Sales Director on all matters related to the territory and region

• Overseeing Practice Development Managers in assigned region • Achieving sales and utilization quota results • Responsible for ensuring effective territory penetration, coverage and account identification • Developing and maintaining relationships at all levels within the organization • Managing and supporting a regional Practice Development team in account development • Developing and executing business plan and sales objectives • Attracting, training, managing and retaining top performers • Managing all aspects of assigned region including recruiting and training • Maintaining compliance with all applicable quality and regulatory guidelines