• Define and execute the Annual Operating (AOP), owning the roadmap for market share expansion and profitability. • Represent Avery Dennison as a thought leader in major trade associations and technical conferences, shaping the future of the adhesives and flooring sectors. • Transition from tactical oversight to true people development, attracting and retaining the next generation of commercial talent for the Materials Group. Drive Action & Execution: • Lead sales efforts to profitably grow the Taylor Adhesives business. • Develop and execute appropriate business and customer plans. • Development of new business models and negotiations of major contracts. • Develop personal relationships with major clients. Collaborate Across Boundaries: • Key contributor in the development of strategic and operating plans (i.e., AOP’s, strategic plans, etc.) • Work with Marketing to formulate strategy and select key target markets, identify prospective customers, and identify unmet customer needs. Work to identify products and processes needed to meet those needs. • Translate market trends and customer needs into actionable goals that create competitive advantage. • Identify, assess, develop and manage new programs and new business opportunities for assigned areas, leading to successful commercialization efforts. Work with prospective customers to identify unmet needs and implement initiatives to meet those needs. • Lead and manage priority growth projects. Lead teaming efforts (and project manage activities) that include R&D, manufacturing, quality and application development resources. • Participate in trade associations and technical conferences related to target markets opportunities. • Develop and implement long-term Business Development strategies geared toward developing greater market share and profitability. • Define the value proposition to the market, customers and industry including service, price and product platform strategies. • Identify trends, opportunities for marketplace advantage, and new ideas for products, processes and services. • Provide vision and direction for a team of professional sales, technical and customer service resources. • Manage 8 direct reports. • Positively rally and empower the commercial team to achieve individual and business goals. • Attract, develop and retain high potential talent. • Act as a role model and change agent. • Model and promote the Corporation’s Code of Business Ethics and Values.

• Presenting franchise brand offerings using marketing materials and store tours • Sending franchise leads to corporate for discovery day tours • Maintaining relationships with existing franchisees in an assigned region • Acting as a leader in the development of franchise growth, affiliations, and partnership arrangements • Working with business brokers and consultants • Attending trade shows across America with the team • Conduct virtual meetings with prospects when necessary

• Presenting franchise brand offerings using marketing materials and store tours • Sending franchise leads to corporate for discovery day tours • Maintaining relationships with existing franchisees in an assigned region • Acting as a leader in the development of franchise growth, affiliations, and partnership arrangements • Working with business brokers and consultants • Attending trade shows across America with the team • Conduct virtual meetings with prospects when necessary

• Develop a strong presence within territory with prospects, customers and partners. • Drive revenue and market share within the West Coast territory. • Develop and execute against territory plan to consistently deliver quarterly bookings and revenue targets. • Develop and manage relationships with enterprise and mid-market customers in Fortune 2000. • Accelerate customer adoption of managed cloud and professional services (comprising cloud migration and modernization solutions, as well as data/analytics/AI solutions) through education and engagement. • Position Ollion as a trusted, strategic business partner to customers with differentiated value propositions. • Effectively qualify opportunities to ensure greatest return on time and resource investment. • Use consultative/solution selling methodology to understand business problems and define solutions, in collaboration with pre-sales, technical and client services teams within the practices. • Translate customer’s critical business and technology issues into profitable cloud and services opportunities. • Leverage internal resources at multiple levels to build and deliver the best solution for the customer. • Demonstrate strong business acumen by presenting solutions to decision makers (CXO, VP) on an ROI basis. • Fully understand the customer's decision-making process to create and execute a predictable closing plan. • Negotiate and close managed services and professional services agreements at the executive-level. • Engage partners to develop and execute joint selling approach to customers where appropriate. • Manage numerous accounts concurrently and strategically. • Provide accurate monthly/quarterly bookings and revenue forecast through disciplined sales and pipeline methodology, including regular use of CRM. • Prospect on a continual basis to ensure net new business targets are consistently met, through independent initiatives as well as in collaboration with marketing, alliances and other GTM teams. • Proactively build and expand on existing customer relationships to drive net new revenue opportunities. • Utilize customer relationships, professional networks and other industry forums to create new opportunities.