• Meet monthly, quarterly and annual sales quotas. • Create primary market demand for FUJIFILM Sonosite products by networking, cold calling, and persuading users, departments, and institutions on the value of Sonosite hand carried compact ultrasound systems and tools. • Provide useful insights into how customers use our products and how they define value as what will make our products more valuable. • Also provide guidance on what customers consider to be lacking value that the company does. • Guide the company on maximizing the delivery of value and eliminating all wasteful activities that do not hit on key customer value triggers. • Promote, demonstrate and sell FUJIFILM Sonosite hand-carried ultrasound systems within the assigned territory. • Manage relationships with key physicians and important influencing institutions within the territory. • Follow-up all sales leads provided for a given territory. • Generate sales opportunities through cold-calling and other promotional activities. • Actively manage new and existing client relationships via Customer Relationship Management (CRM) tool. • Maintain all sales records and comply with expense budgets as directed by management. • Manage inventory and all other company property per company policies. • Promote the use of educational programs in order to further develop sales leads within the territory. • Attend trade shows anywhere as directed by management. • Utilize strategic and consultative sales techniques in developing all sales opportunities within given territory.

• Own all commercial outcomes within the existing customer base, including renewals, upsells, cross-sells, and multi-product expansion. • Deliver quota targets through structured expansion plays including whitespace mapping, discovery, and multi-product attach strategy. • Establish renewal forecasting rigor, commercial predictability, and a consistent engagement cadence. • Strengthen executive relationships with key customer stakeholders and serve as escalation point for commercial risk. • Collaborate closely with Customer Success to align customer outcomes to commercial expansion motions

• The Account Manager is responsible for the generation of new business sales and profits (P&L) in a specific territory. • Commits to an annual sales plan, writes specific objectives, and forecasts orders, and expected revenue on a monthly basis. • The Account Manager must develop excellent product knowledge and an awareness of market conditions. • Must report on his/her activities weekly and must represent the company in keeping with the highest standards of business ethics and professionalism. • Attain or exceed yearly revenue and profit quotas for region of responsibility. • Monitoring & reporting on sales activity, market & competitor's situation. • Scheduled personalized sales demonstrations to Customers in the Fields of Business of Visualization, Surgical Ophthalmology and Surgical Oncology market in region of responsibility. • Customers include but are not limited to Surgeons (Ophthalmology, Neuro, ENT, P+R, Spine, Gyn, Dental, General) and Oncologists as well as all training on applications and in servicing relevant hospital and clinic staff. • Educate and follow up the Surgeons and staff members on the operation, utilization and applications of our product to ensure overall customer satisfaction. • Establish/ maintain good relationships with customers and accounts. • Develop and implement creative and profitable marketing approaches to the individual demands of the representative’s region. • Be responsible and assist in market introductions and launches of new products planning. • Maintain, analyze and utilize territory records and other information to efficiently organize, plan, execute and measure results. Including SOM, CRM, AR and DSO. • Provide timely, accurate, and constructive written and oral communications to management regarding expected sales planned monthly activity. • Develop and implement synergy opportunities among other Zeiss team members, companies, Carl Zeiss field service and other corporate partners when such programs arise. • All paperwork and other requested information should be furnished in a complete and timely manner. • Assist / advise the local sales administration personnel when necessary, on all matters pertaining to processing customer orders, deliveries, etc. • Review pending service jobs together with the Service team and offer any assistance that may be required in their execution. • The position requires the ability to continuously adapt to change and to represent the company as per the strategy implemented by the management, including participation in training sessions and keeping updated on technology changes. • Maintain currency of and adhere to applicable Company and ISO 9001 processes and procedures. • Abide by provincial and federal employment laws. • Prioritize inquires and requests while troubleshooting conflicts; ensures adequate focus-time towards company objectives.

• Develop a deep understanding of partners, including their objectives, needs, and working styles • Drive adoption of products/services in collaboration with partners • Monitor usage data to support partner-led adoption efforts • Maintain accurate users lists that reflect active users • Seek opportunities for growth, specifically with user adds, within existing accounts • Serve as the product expert for services within your client base • Conduct product trainings • Assist with inbound product and research related questions • Partner with Product to ensure client feedback is integrated into product enhancement roadmaps • Partner with Marketing on campaign strategies within existing accounts