• The primary responsibility of the Sales Representative is product sales through account calls at retail and event support. • This includes, but is not limited to, conducting retail sales calls to maintain and grow the Real Ale and Real Spirits account base, merchandising, executing on and off premise promotions, and supporting events at the brewery and overall sales team goals. • Effectively and efficiently establish relationships with new and existing retail accounts in your territory through in person account calls. • Execute a minimum of 200+ sales calls per month. • Meet monthly activity requirements for on-premise promotions and off-premise sampling. • Grow distribution and volume sales, sell in displays, conduct staff training, and execute POS placements in retail accounts. • Schedule, organize, and attend Community Support Events in order to promote RABC and RSDC.

• Conduct commercial negotiations to formalize service contracts, ensuring satisfactory terms for both parties. • Identify and approach potential clients with a focus on selling services, qualifying opportunities according to profile and need. • Prospect, respond to, and visit clients within your scope of operation to gather strategic client information, close/activate new business, expand and consolidate relationships, and recover inactive clients. • Perform technical and commercial visits, presenting appropriate solutions for each type of operation. • Conduct consultative diagnostics of client needs, proposing suitable services that add value and address specific demands. • Prepare and present service proposals aligned with identified needs, considering technical feasibility, deadlines, and costs. • Maintain close and continuous relationships with clients, ensuring satisfaction, identifying new opportunities, and promoting loyalty. • Act as a liaison between the client and operational areas, ensuring contracted services are executed as agreed and with quality. • Ensure operational teams receive all necessary information to deliver the contracted service to the client with excellence. • Stay up to date on offered services, market trends, competitors, and applicable regulations, ensuring excellence in approach and proposed solutions; when necessary, provide data that support changes to the service platform offered to the market. • Monitor and report sales indicators, income statement (DRE), pipeline, conversion rate, and customer satisfaction, contributing to continuous improvement of the commercial process. • Monitor and ensure the CRM records for negotiations and opportunities are kept up to date. • Analyze team performance reports and propose corrective or improvement actions. • Support leadership in data-driven decision making and performance indicator analysis. • Represent the company at events, trade shows, workshops, and meetings to promote services and expand the commercial network. • Identify new events that add value and organize a delegation for participation. • Work in partnership with technical teams, marketing, and after-sales to ensure efficient delivery of services that result in customer satisfaction. • Serve as a technical and commercial reference for analysts and sales representatives, ensuring the dissemination of best practices and company commercial policies. • Monitor analyst performance, guiding and supporting problem resolution and conducting complex negotiations. • Hold regular alignment meetings with analysts and representatives to ensure consistency of information and commercial strategies received from management. • Conduct internal trainings on the service portfolio, commercial policies, sales techniques, and negotiation. • Develop support materials and process guides to standardize commercial approaches. • Encourage continuous development of analysts and representatives, promoting improved individual and collective performance. • Act as a mentor for other analysts in the area, fostering development of technical, commercial, and behavioral competencies. • Comply with company, quality, and occupational health and safety procedures. • Perform additional activities of similar nature and complexity, observing the limits of your role, as required by the area and/or requested by your immediate supervisor.

Role Description The Provider Market Strategic Account Executive is the executive point of contact for key strategic Provider clients. The strategic account executive is charged with developing and executing on strategic plans to achieve above-market growth and profitability in delivering Provider solutions to our customers. The strategic account executive is accountable for the profitable growth and deployment of the overall Provider portfolio within the client relationship working directly with customers and internal and external partners to deliver on customer commitments. This role will be strategically aligned to our West Region which includes the following areas: CA, NV, HI. Travel for this role will be required 25-50% of the time based on the client’s need. - Build, nurture and grow intimate, consultative relationships with key Provider clients to understand the client’s strategy and business needs. - Lead team members across the matrix to develop approaches that increase the value we provide and increase the impact Optum has on the client’s business. - In partnership with Marketing, drive and deliver a value story consistent with the client strategy. - Present value of Optum solutions to various levels within the client, including executives, decision makers and key influencers. - Ensure service and delivery commitments to client are met and shared with clients through business reviews that demonstrate value created and opportunities to maximize benefit from the customer’s investment. - Coordinate and influence service delivery and effective operational interface between clients and Optum teams related to Provider solutions. - Negotiate renewals, contractual agreements, statements of work, and performance guarantees while serving as liaison with contracting / legal / finance. - Ensure the realization of expected client savings and Optum revenue growth goals through performance management, contract renewals, and identification / advancement of upsell opportunities in partnership with sales. - Develop and present reporting of savings achievements, opportunities, and service level agreements. - Collaborate with Growth/Sales teams on entry of timely updates to CRM System (SF.com). - Work effectively in a matrixed environment and build relationships internally as well as externally. - Drive outcomes with internal matrix business stakeholders across Optum to ensure customer centricity, high NPS scores and renewal rates. - Influence external customers at the VP & C-Suite level as a trusted executive partner. - Deliver exceptional customer Net Promotor Score (NPS) results. - Leverage enterprise-approved AI tools and emerging technologies to enhance client outcomes. Qualifications - 10+ years of experience in a strategic, leadership, consultant or related role within the healthcare industry. - 7+ years of experience working with stakeholder and business leaders to drive outcomes. - Experience in driving deep, productive relationships with external clients. - Demonstrated success building and evolving relationships with internal C-suite and matrixed stakeholder teams. - History of leading, influencing and managing indirect, matrixed teams. - Track record of success driving client success across highly complex and matrixed organizations. - Proven ability to analyze complex market opportunities and develop creative solutions. - Ability to travel 25-50% of the time based on business needs. - Currently reside in one of the following states: CA, NV, or HI. - Driver’s License and access to reliable transportation. Requirements - Experience supporting Optum Markets (Payers, Employers, Providers, Federal/State government, Emerging Markets). - Experience working across UHG, Optum and/or UHC lines of businesses. - Experiences across Analytics, Care Continuum Delivery, ITO and Revenue Cycle services for Providers. - Direct experience working with clinical leaders. - Direct experience working with product and technology teams. - P&L experience. - Proficient skills and knowledge of servant leadership, resilience, resourcefulness, facilitation, situational awareness, conflict resolution, continual improvement, empowerment, and increasing transparency. - Proven application of change management methodologies. - Demonstrated solid strategic planning, analytics, and problem-solving skills. - Demonstrated excellent oral and written communication skills. Benefits - A comprehensive benefits package. - Incentive and recognition programs. - Equity stock purchase and 401k contribution. - Salary range from $130,000 - $240,000 annually based on full-time employment. - Eligible to receive bonuses based on sales performance.

• Drive the entire sales process from initial prospecting and opportunity identification to contract negotiation and closing. • Build and manage a robust sales pipeline to meet and exceed annual sales targets & Qtrly deal stage KPI’s. • Develop and execute comprehensive account strategies to penetrate key DoW agencies and commands. • Establish and nurture strong, long-lasting relationships with decision-makers, influencers, and end-users within the DoW. • Act as a trusted advisor to clients by deeply understanding their specific readiness needs across various domains. • Work closely with the Virtualitics pre-sales engineering/solutions, marketing, Acct Mgmt, and product teams to create and deliver compelling demonstrations, proposals, and RFI/RFP responses that effectively communicate our value proposition. • Stay current on DoW trends, procurement processes, and competitive landscape to effectively position Virtualitics' solutions.