• Build annual account plans (revenue, distribution, promo targets) aligned to growth goals. • Forecast volume, promo lift, and trade needs with accuracy. • Define KPIs and tracking to drive execution. • Own day-to-day customer relationships and sell-in (new items, packaging, innovation). • Execute promo calendars and in-store activation with Marketing/Trade. • Coordinate cross functionally to meet customer deadlines. • Use syndicated/retailer insights and category trends to inform plans. • Manage trade budgets for ROI; track deductions, promo efficiency, and sales. • Own customer P&L inputs; recommend pricing/promo adjustments to protect margin. • Anticipate forecast/relationship risks; propose mitigations. • Ensure compliance with customer terms, contracts, and promo guidelines. • Monitor execution across supply chain/retail and resolve issues fast. • Expand distribution, win secondary placements, and drive incremental volume. • Deliver data-driven sell stories/category reviews; represent TRUFF at key meetings and events. • Directly manage and guide Account Manager role to meet and exceed KPI’s associated with natural channel customers.

• Lead and guide a team of direct sales representatives to meet and exceed sales targets and objectives. • Develop sales strategies, set goals, analyze data, and monitor KPI performance to drive growth. • Collaborate cross-functionally with marketing and sales development to execute revenue campaigns • Collaborate cross-functionally with RevOps to monitor and manage KPI reporting • Run a monthly performance management cadence • Lead your team on proactive outbound sales and lead-qualification • Partner with your reps on customer sales cycles, presentations, and engagements • Responsible for the career and skill development of your team

• Responsible for leading the adult trade sales strategy and day-to-day sales management for Amazon and other online and digital retail accounts • Manages, coaches, and develops a team of National Account Managers • Leads the team in maximizing online and digital channel sales • Builds and maintains strong relationships with publishing leadership, sales division heads • Serves as a key partner to publishers and internal stakeholders • Strategizes the development and growth of frontlist and backlist titles • Coordinates with account contacts and internal partners • Builds and manages monthly, seasonal, and annual account budgets • Uses data, reporting, and account insights to evaluate title performance • Works closely with operations and inventory partners • Represents the online/digital retail channel in broader sales and publishing conversations

• Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts • Build a plan for partner enablement and training in assigned territory for key partners • Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations • Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly • Meet and exceed sales quotas and revenue goals • Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc) • Ability to work in a high volume low-end and mid-market sector • Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines • Drives sales of new technology adoption in assigned territory • Proactively recruits new qualifying partners