• Create, Develop & implement supplier/vendor specific initiatives (10%) • Channel Partner & Vendor engagement (20%) • Execution - Credit management, Order processing, AR Collections (20%) • Operational excellence - pipeline management, forecasting & inventory management (10%) • Learn from existing BDMs on market potential and work on developing market base (10%) • Work with Channel Partners to develop sales competencies and help close deals through “hands on” involvement and coaching (10%) • Coordinate with Supplier for Partner Technical & Sales Training on new product/s and/or technologies (10%)

• The BDM is responsible for commercial and marketing tasks related to the North America O&G/Industrial business including new business contacts, preparing and submitting bids, managing and maintaining customer relations, creating and executing the strategy and support in the development of new solutions for the region. • Include Hempel in the corporate specs of the major clients within the region. • Spearhead business development of O&G/Industrial projects in North America • Pro-actively chase early project leads with the aim of increasing our market share • Establish relationships with investors and contractors across the region • Collaborate with the O&G team, network internally and externally to drive overall optimization and completion of projects • Build internal knowledge base on latest trends and developments enhancing our market intelligence • Increase the volume and revenue for Hempel products • Support overall Marketing activities for region • Follow-up of projects through the order phase • Partner with Account Managers and R&D in O&G segment to support the business relationship • Develop and implement a Sales Service strategy • Support the new solutions process for O&G • Build customer data base within CRM identifying key targets • Identify and build list of opportunities within CRM

• Prospect companies that are not presently active clients of Gartner • Identify key buying centres to expand the net new client base • Leverage key best practices to drive and successfully sell new business opportunities • Build and effectively manage a list of new individuals and new clients to drive business development • Collaborate with internal resources and external network to prioritize and penetrate key accounts • Drive sales within net new logos / net new client accounts • Utilize account planning and time management tools to increase research revenue to an assigned quota • Establish and maintain executive relationships with clients to become the trusted advisor • Manage forecast accuracy on a monthly/quarterly/annual basis

• Develop and manage relationships with new and existing small to mid-size business clients. • Actively market and originate SBA 7(a) lending opportunities. • Identify and develop new business relationships to grow your portfolio. • Prepare and present credit analyses and lending recommendations. • Structure, underwrite, and negotiate loan terms and conditions within delegated authority. • Perform credit reviews to ensure compliance with bank policies and regulatory requirements. • Monitor and manage loan portfolio performance through ongoing reviews and analysis. • Represent the bank through community involvement and networking activities to increase awareness of our products and services. • Operate independently while managing lending opportunities and client relationships across assigned markets.