Position Description Position Title: Account Manager/Account Executive (North America) Date: June 27th, 2016 Role Purpose:

The main purpose of the role of the Account Manager/Account Executive is to partner with and ensure the long term success of our customers, and to grow the ARMS Reliability software, training and consulting business by developing relationships with key business executives and stakeholders.

Role Reports to: Direct Reports:

 Director of Business Development – North America  Not Applicable

Key Relationships / Interactions Internal: External:  Commercial Reps on a daily basis to review leads, inbound  Large Accounts on a daily basis to understand their business inquiries, and their prospecting results challenges, offer value added services, and identify further  Technical Sales/Engineering Manager on a weekly basis to ensure opportunities for services and to ensure customer success technical sales support needs are covered  Medium to Large Opportunities on a daily basis to ensure they are  Trainers on a weekly basis to discuss new opportunities and moving through the sales funnel and ARMS is well positioned to account management strategies secure their business and ensure customer success  Administration Staff on a regular basis to ensure consistency in  Suppliers on an as-needed basis regarding new software or practices training products or services, etc

Decision Making Independently: The role has the independence to actively manage existing clients and accounts, but also seek new clients and business through networking and referrals, email marketing, social marketing and other mediums.

Refer to Manager: For consultation on technical matters, pricing, key account strategy as needed and final sign off on key opportunity and account strategies.

Cascade Down: This role involves the delegation of tasks to the Training administrative team and Commercials Reps as and when required. Key Accountabilities # Accountability Activities Performance Benchmark  Manage inbound sales inquiries that have been qualified by Commercials Representatives  Growth in new clients  Conduct in-person and web presentations/demonstrations Opportunity  Opportunity win rate 1  Generate proposals and respond to RFP’s/RFQ’s Management  Opportunity close time  Negotiate contracts  SQL response time  Use Salesforce CRM to account for daily tasks completed

 Build relationships within assigned key accounts  Identify resources to help customers succeed in using our tools and services  Growth in existing account  Identify business challenges within accounts revenue  Present solutions from ARMS capabilities to help eliminate 2 Account Management  Existing account funnel growth accounts business challenges  Executed Account Management  Penetrate new related business (sites) using referrals, email, Plans phone, social media  Use Salesforce CRM to account for daily tasks completed

Coordinate Post  Send post course feedback reports to clients following courses Training Feedback  Discuss further training/software needs with training sponsor  Timelines of feedback and 3 Communication with  Ask for referral to other sites or contacts within organization number of re-bookings accounts and identify additional opportunities

Revision No.:1 Revision Date: AugAAuAugus201420220133FebruaryFeb2013 Document Control details: ARMS/PDS/TBC File Name: Account Executive/Account Manager (USA) Page 2 of 5  Leads and sales generated from conferences and networking  Attend industry conferences and networking events 4 Business Development events  Market and sell seats at ARMS Annual Summit event  Reliability Summit attendee numbers from existing accounts Selection Criteria: Key Competencies: Description Account Management: Strategically manages communication with, and all requests from an assigned group of accounts. Opportunity Management: Strategically manage the sales cycle from qualified lead through to delivery for all opportunities relating to your pre-defined product stream and pre- defined qualified leads. Effective Communication: Communicates confidently and professionally and effectively establishes the information needs of various stakeholders.

Planning & Organization: Clearly identifies the steps that need to be taken to ensure operational and role requirements are achieved and controls are in place to ensure outcomes are delivered accurately and timely. Team Focused: Develops effective relationships and partnerships across all departments to achieve common goals and is a sales leader that assists with mentoring of junior sales team members.

Personal Responsibility & Initiative: Identifies and creates opportunities for new initiatives and improvement to current practices.

Revision No.:1 Revision Date: AugAAuAugus201420220133FebruaryFeb2013 Document Control details: ARMS/PDS/TBC File Name: Account Executive/Account Manager (USA) Page 3 of 5 Knowledge / Qualifications / Skills Experience Essential:  3 to 5 years’ experience in a technical sales/business development role  Advanced ability to make proactive outbound calls preferred or relevant college and internship experience  Advanced ability to create sales presentations  College degree or equivalent technical training and experience required.  Advanced ability to generate strategic proposals and Master’s degree a plus. respond to RFP’s/RFQ’s  Advanced presentation skills and ability to present to all levels of an organization including C-Suite  Advanced account management skills including setting monthly or quarterly calls/meetings, identifying business challenges, and devising solutions to meet client challenges  Advanced skills to seek new contacts through LinkedIn and email marketing  Advanced computer skills required. Specifically MS Office package, and internet.  Strong working knowledge of CRM databases (Salesforce experience preferred)  Strong working knowledge or ability to quickly learn Marketing and Social Media platforms (Hubspot, LinkedIn)

Employee Name: ………………………………………….. Manager Name: ………………………………………………………..

Revision No.:1 Revision Date: AugAAuAugus201420220133FebruaryFeb2013 Document Control details: ARMS/PDS/TBC File Name: Account Executive/Account Manager (USA) Page 4 of 5 Signature: …………………………………………………….. Signature: ………………………………………………………………….

Date: ……………………………………………………………. Date: …………………………………………………………………………

Revision No.:1 Revision Date: AugAAuAugus201420220133FebruaryFeb2013 Document Control details: ARMS/PDS/TBC File Name: Account Executive/Account Manager (USA) Page 5 of 5