• Execute the assigned sales and marketing strategies by developing specific account plans and maintaining a profitable business for Northern California and Nevada. • Travel extensively throughout designated territory calling on all assigned Running Specialty accounts, weekends sometimes required for key events. • Attend key retailer and channel events, such as trade shows and conferences. • Provide the highest level of service and technical expertise from sell in to sell through. • Develop and maintain strong relationship with accounts in the territory as well as internal stakeholders to help drive the business. • Manage all aspects of the business for wholesale account list including, but not limited to: Sell in process – product presentations and product trainings. • Business planning, order entry and all operational tasks. • Order book management Shop merchandising and sell through planning. • Achieve annual sales volume targets for given territory and key accounts. • Achieve annual channel distribution targets for given territory. • Deliver all orders by booking deadline. • Provide Channel Sales Manager with weekly account updates and sales tracking to both prebook and annual quarterly sales targets. • Identify and cultivate new Running Specialty accounts within the designated territory. • Provide product and brand training throughout the territory to drive sales within the market, as needed. • Proactively manage order book with designated Sales Support Rep on a daily and weekly basis to review all open orders and ensure product is shipping.

• Execute the assigned sales and marketing strategies by developing specific account plans and maintaining a profitable business. • Travel extensively throughout designated territory calling on all assigned Running Specialty accounts, weekends sometimes required for key events. • Attend key retailer and channel events, such as trade shows and conferences. • Provide the highest level of service and technical expertise from sell in to sell through. • Develop and maintain strong relationship with accounts in the territory as well as internal stakeholders to help drive the business. • Manage all aspects of the business for wholesale account list including, but not limited to: Sell in process – product presentations and product trainings. • Business planning, order entry and all operational tasks. • Order book management Shop merchandising and sell through planning. • Achieve annual sales volume targets for given territory and key accounts. • Achieve annual channel distribution targets for given territory. • Deliver all orders by booking deadline. • Provide Channel Sales Manager with weekly account updates and sales tracking to both prebook and annual quarterly sales targets. • Identify and cultivate new Running Specialty accounts within the designated territory. • Provide product and brand training throughout the territory to drive sales within the market, as needed. • Proactively manage order book with designated Sales Support Rep on a daily and weekly basis to review all open orders and ensure product is shipping.

• Driving new business with existing and net new strategic accounts • Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs) • Build and advance near-term and long-term qualified pipeline • Selling into various stakeholders: IT side and Business side C-level engagements, positioning and proposal • Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success • Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts • Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes • Collaborate with and engage the right Idira technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals. • Cultivate and manage relationships with partners and alliances

• Focus on growing and maintaining existing business-to-business accounts by directly selling insurance products and services to public school districts. • Consult with current customers to provide value and meet financial needs. • Build strong relationships with customers and association executives. • Develop customized needs-based employee benefits packages through annual benefit enrollments, group presentations, and new account development opportunities.