• Maintain knowledge on current and emerging developments/trends for assigned territory and products, assessing impacts, and collaborating with management to incorporate new trends and developments in current and future solutions • Partner with your customers and the business to retain customers while adding additional lines of coverage to support the needs of their employees to effectively support growth in all segments of our product/service offerings • Develop and maintain an understanding of LFG's products, services and operational structure to enhance ability to identify and target sales growth opportunities • Provide education, information, training & advice on Lincoln’s products & services (including sales support tools, marketing ideas, etc.) to assigned customers ranging from Advisors, Registered Representatives, Brokers and/or Plan Sponsor/Participants • Build and maintain business relationships through effective communication via email, phone and in person with internal/external stakeholders in a customer centric and professional demeanor • Work through customer issues independently while collaborating with internal stakeholders to resolve issues in a timely manner • Identify, recommend and champion process improvements and organizational initiatives to positively influence the team and quality

• Plan and develop strong relationships and TORK competencies with distribution partners. • Deliver clear communication, following Essity Commercial Planning directives and overall BU directives, to ensure targets are met regarding distribution partner satisfaction, retention, and profitable growth. • Negotiate with distribution partners in sales region. • Create and execute against joint distribution business plans. • Review progress to plan with distribution regularly. • Translate sales plans into sales activities by customer/account, according to Sales Manager and Commercial Planning guidelines. • Monitor and adjust sales activities on regular basis to meet business objectives. • Build strong distribution partnerships to execute against goals. • Provide hygienic solutions to distribution partners and end customers to contribute to profitable growth targets. • Ensure that DSRs have outstanding knowledge and understanding of Essity products and hygiene solutions. • Actively engage with segment sales to drive end customer wins. • Deliver on agreed upon sales targets and sales KPIs with designated distribution partners. • Responsible for day-to-day business matters and customer inquiries. • Position TORK as the partner of choice and preferred brand with distribution partners in sales region. • Continuously build market knowledge of industry and competition. • Develop and manage individual pipeline through effective use of CRM. • Build competency with Essity tools (CRM, CPQ, Seismic, Farsight, PowerBI, etc.).

• Identify and develop the full sales potential for Antivibration Technology within your assigned international key accounts • Build, maintain and continuously expand strategic customer relationships across countries, customer platforms and decision-making levels • Take full responsibility for the development of defined international key accounts in line with the Antivibration Group strategy • Create and implement clear account plans to grow sales across the customer organization, including stakeholder mapping, decision processes, sales targets and annual customer planning • Lead discussions with key decision makers, identify new business opportunities and drive sales processes from proposal through contract negotiation • Organize customer workshops, C-level meetings and engineering events to strengthen partnerships and unlock additional business potential • Coordinate internal resources across engineering, internal sales, senior engineering and competence teams to deliver customer-focused solutions • Provide market input, identify trends and contribute to product portfolio development within Antivibration Technology

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and overall territory. • Meet or exceed the required number of face-to-face meetings each month with customers and partners in the territory to identify new opportunities and grow existing opportunities. • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition. • Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com). • Address any customer satisfaction issues and/or requests in a timely manner. • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers. • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment. • Follow up on inbound, web, and corporate event leads. • Accept inbound and perform outbound prospecting activities to identify new sales opportunities. • Meet and exceed the sales activity metrics designed to make you productive and successful. • Lead customer presentations and demos via online tools (GO TO MEETING). • Perform ongoing analysis and report on opportunities that are supported. • Act as a liaison between partners, customers, and appropriate Fortinet team members. • Perform other duties and projects, as assigned to support the growth of our business. • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values.