• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.

Role Description The Business Development Senior Manager (BDSM) Retail.Com & Delivery will play a critical role in helping Del Monte achieve growth in the eCommerce channel. Managing and partnering with our largest brick n’ mortar (B&M) retailer’s eCommerce departments, the BDSM will lead sales strategy and execution across all top B&M business platforms in addition to setting national eCommerce sales strategy across channels. S/he will work with the Sales leads and Cross-Functional teams to build capabilities to activate and lead while defining and implementing best practices across our B&M retailers. Accountabilities - Primary Objective: Achieve Fiscal Year Financials for retail.com accounts and the Delivery networks. - Grow eCommerce Penetration across the accounts responsible for. - Customer Planning & Execution: - Lead the Business Units, Sales Planning, Operations on the eCommerce needs of the Customers. - Amplifies the annual and long-term sales strategy for the account by bringing an eOriginated led focus to the account base. - Achieve new item, assortment, pricing, and merchandising objectives set forth for specific customer objectives. - Build customer relationships in tandem with the sales leads to be seen as best in class manufacturer partners. - Leverage our brands and product mix to improve profitability and meet Del Monte’s sales and profitability targets. - Build new customer relationships at multiple levels within the assigned accounts. - Analyze digital sales performance metrics across accounts, modifying plans as needed to deliver against targets. - Influence the trade and promotional plan for our customers that meets Del Monte go-to-market-strategy with an eCommerce lead approach. - Continually seek new opportunities for improved efficiencies that are saleable across multiple retailers for Del Monte. - Advise on search needs based off of planned promotional plans and new item launches. - Direct and Drive Digital, JBP Partnership at Appropriate Levels of Customers. - Strong Influence internally to sell in various ecommerce tactics and strong partnership with sales to make trade spend most efficient across all channels. - Analyze and pursue innovative incremental growth opportunities and strategies during the trade plan development phase, present these to Team Lead & CD for alignment, then incorporate into JBP. - eCommerce Development: - Serves as the eCommerce Center of Excellence for the organization while increasing the eCommerce competencies for the company through continuous education, building frameworks and development of playbooks. - Develop the blueprint for Product, Promotion, Placement, and Price across Retail.Com. - Deliver consumption, share and sales growth targets for Del Monte within the Retail.com accounts. - Collaborate with Customer Sales Strategy in the development of trade promotion activities, trade merchandising plans, and major trade initiatives to ensure eCommerce integration and sales/profit performance. - Partner with demand planning on identifying a forecasting process for eCommerce. - Build best in class platforms for the entire family of DMFC products at each of the assigned retailers. - Pro-actively manage pricing and channel conflict by establishing pricing thresholds and working with internal Customer Sales Strategy. - Partner with eCommerce Analyst to deliver on-going reporting for the online business, leveraging attribution modeling where possible to effectively measure ROI and identify key performing channels and tactics for continuous optimization. - Work in partnership with the Retail Activation and Digital Media Teams to identify increased traffic and/or conversion opportunities. - Provide insights on emerging trends, technologies and capabilities in the eCommerce space and execute against them. - Deliver reporting against eCommerce sales metrics against objectives. Qualifications - Bachelor's Degree - MBA preferred. - At least 7-10 years eCommerce or like industry experience. - Minimum 2 years’ experience selling to Amazon or other B&M eComm retailers, with greater understanding of entire eCommerce ecosystem. - Strong business and financial acumen. - Forward-thinking entrepreneurial and problem-solving skills. - Demonstrated success in implementing Sales strategy and driving incremental growth. Requirements - Lead, coach and develop individual contributor(s) in eCommerce Selling. Benefits - Medical, Dental & Vision Insurance - 401(k) with company match - Employer-paid life & disability insurance - Flexible Spending Accounts (FSA) - Paid Time Off (PTO) - 7 Company Paid Holidays - 24/7 Telemedicine & Employee Assistance Program - Optional voluntary benefits (legal, accident, identity protection) - Eligibility on the first of the month following your hire date

• Manage inbound leads and run discovery calls to understand each lead's needs; • Qualify leads and position the right solution; • Partner with the Solutions and Service Delivery teams to define the solution, including participation in agreements scoping (SLAs, deliverables, etc.), and run a pilot that proves value; • Turn pilot results into a clear proposal and price it; • Run KYC, negotiate, and sign the agreement; • Drive every deal to the kickoff call and a clean handoff to delivery.

Role Description Torc Robotics, Inc. seeks a Business Strategist based out of our U.S. headquarters at 405 Partnership Dr, Blacksburg, VA 24060. However, this is a purely telecommuting/work-from-home position whereby the employee may reside anywhere within the U.S. Note, domestic and international travel is required, up to 25% per year. - Serve as the lead Technical Analyst/Strategist supporting the design, development, construction, testing operations, and eventual commercialization of the Autonomous Truck Hubs and their network. - Lead the design, development, and implementation of Class 8 terminals designed to enable and optimize the use of Torc’s self-driving trucks. - Analyze potential solutions to optimize hub layout, process, and operations, including: - Facility flow optimization - Autonomy relevant task integration - Associated regulatory requirements - Transportation and distribution workflow - Freight logistics - Network design and planning influence on autonomous hub design - Responsible for the development of the overall rollout and expansion Hubs’ strategy, according to: - Autonomous technical capabilities and requirements - Freight distribution - Operational needs - Customer preferences - Define and align requirements to solve challenges and incorporate feedback across teams; internal and external, as well as collaborating with Subject Matter Experts. - Take a lead role in seeing projects through to completion, collaborating across teams and organizing efforts related to strategy, road mapping, planning, and product development. - Serve as lead strategist in devising plans and strategies for efficient and cost-effective freight terminal operations, performing cost/benefit analysis on solutions and making recommendations for adoption or improvement. - Research and maintain operational knowledge of regulatory concerns related to Class 8 terminal operations. - Collaborate with various external consultants, service providers, and sources of industry data to ensure knowledgeable advisement on strategy, including: - Partner collaborators - Freight industry SMEs - Network operations/logistics specialists - Facilities construction SMEs - Internal Fleet Operations SMEs - Support planning with potential customers or partners to facilitate successful pilot operations and develop contingency plans for pain points. - Support Torc in the broader understanding of Trucking and Freight Terminal Operations and best practices across the organization. Qualifications - Master’s Degree in Mechanical Engineering, Supply Chain, Logistics, or a related field and 2 years of experience in job offered or related. - Experience with: - Class 8 truck and trailer hub operations - Trucking and transport technologies including truckload segment (TL) along with parallel segments (LTL, intermodal, etc.) and relevant partners (3PL, Brokerage) - Technologies (EDI, TMS, telematics) - Asset tracking and innovations (asset, lane, and network optimization software and best practices) - Systems and processes associated with freight planning, management, and logistics - Freight terminal operations and methods to optimize efficiency and effectiveness of a hub and spoke network - Project planning, development of strategic initiatives, and leading internal and external stakeholders through the planning processes - Computer (Excel, PowerPoint, Word, Power BI) and analytical skills Requirements - Alternative Requirements: - Bachelor’s Degree in Mechanical Engineering, Supply Chain, Logistics, or a related field and 5 years of experience in job offered or related. - Experience with: - Class 8 truck and trailer hub operations - Trucking and transport technologies including truckload segment (TL) along with parallel segments (LTL, intermodal, etc.) and relevant partners (3PL, Brokerage) - Technologies (EDI, TMS, telematics) - Asset tracking and innovations (asset, lane, and network optimization software and best practices) - Systems and processes associated with freight planning, management, and logistics - Freight terminal operations and methods to optimize efficiency and effectiveness of a hub and spoke network - Project planning, development of strategic initiatives, and leading internal and external stakeholders through the planning processes - Computer (Excel, PowerPoint, Word, Power BI) and analytical skills Benefits - Offered Salary is $113,797.00/year