• Coach, mentor, educate, motivate and train a team of sales individuals. • Cultivate, maintain, and build relationships with Humana’s customers, both internal and external business partners. • Develop marketing budgets, and look for branding opportunities. • Collaborate with your team and meet members face to face during appointments and events in the Pennsylvania market.

• Building and developing a business strategy to establish a network of direct and intermediary relationships. • Managing and maintaining the relationship with existing and prospective borrowers. • Qualifying prospect borrowers by reviewing financial and non-financial information. • Seeking credit approval to prospective clients and selling them on loan terms. • Leading negotiation of loan structures during proposal stages. • Reviewing monthly delinquency report and assisting with collection activity. • Identifying, qualifying and referring non-equipment based lending opportunities.

• Operates as primary account management contact with customer account; with a focus to improve economic profitability; increase customer loyalty; secure retention. • Be the representative of Abbott and the Core Diagnostics brand to the customer with emphasis on laboratory management. • Will interact with Acquisition and Sales Specialist teams; Value Expansion Representative; Area/ Regional Marketing; Customer Support Center and Technical Service; Finance. • Makes decision on reagent utilization on integrations and troubleshooting product replacement that impacts annual supply budget. • Considers financial and customer implications as part of decision making. • Acts as trusted partner and resourceful advocate to existing customers. • Drive Continuous Improvement Process with our current and future customers by utilizing Business Analytics platform for identifying insights from BI tool and data from Laboratory Information System, helping customer identify Operational optimization initiatives in their Lab. • Ensure instrument analytical turnaround time (Escalations related to uptime/repair/maintenance). • Conduct Quarterly customer business review (Commercial and Service KPI reviews). • Replenish and control inventory and CPR management. • Creates account specific strategies to retain and grow the business. • Drive menu expansion and Value creation (utilization of existing products; new product and new assay applications) based on Menu gap analysis and Instruments Utilization Analysis. • Attend Relevant trade Association meetings, conferences and tradeshows. • Build customer loyalty and drive up NPS Score through Follow up and improvement (hot sheets). • Proactive monitoring and communication via AbbottLink. • Carry out lunchtime meetings to demonstrate educational materials and web-based learning about new or existing Abbott solutions, engaging with all grades of lab staff. • CRM (Salesforce.com) daily use and data maintenance, tracking calls, pipeline, and opportunities. • Driving your territory insights and planning by analyzing Power BI Sales Performance Metrics.

• Define and execute a comprehensive go-to-market strategy in close partnership with the CEO and Executive Leadership Team, including competitive positioning, key milestones, and revenue growth targets. • Unify inbound, outbound, and partner channels into one high-output GTM motion — building the playbooks, handoffs, and conversion processes that tie SDR → AE → Channel into a single, disciplined engine. • Create a long-term sales plan encompassing strategy, quotas, tracking mechanisms, and analytics — and continuously refine it as the business scales. • Build, inspire, and manage a best-in-class sales organization; own hiring, onboarding, ramp, coaching, performance management, and succession planning across all sales roles. • Lead, motivate, and hold the team accountable to monthly, quarterly, and annual revenue targets — fostering a culture of accountability, urgency, and high performance without sacrificing collaboration. • Develop top-tier talent across SDR and AE, investing in each individual's growth while scaling the team efficiently. • Design, operationalize, and continuously improve the end-to-end sales process for each motion, with clear KPIs, performance management frameworks, and operational rigor. • Drive forecasting discipline across direct and partner pipelines, with an emphasis on accuracy, early risk identification, and data-informed decision-making. • Implement and enforce cadences and tooling (Salesforce, Gong) that create visibility, repeatability, and accountability at every level of the funnel. • Partner closely with Marketing, RevOps, and Partnerships to ensure SDRs are working high-quality leads, outbound lists are targeted to ICP, and partner connections convert to predictable co-sell and referral revenue. • Represent Tapcheck at industry forums, networks, and events — and in front of enterprise customers and key decision-makers. • Serve as a hands-on closer and executive sponsor on high-value deals, evangelizing the Tapcheck vision at the most senior levels.