Key Account Manager; Federal Sales

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Purpose

As a Sales Key Account Manager, you will directly manage the day-to-day account management responsibilities of one or more of Smiths Detections’ key customers. This role provides service through the whole sales process – starting with the estimate over order management to handing over of the product to the customer in cooperation with other relevant departments. You will report to the Director of Federal Sales.

You will work with various stakeholders in sales, marketing, finance, and product management to provide financial updates, analysis, reports, and recommendations for improving sales processes.

Responsibilities

Job duties to include but are not limited to;

• Account Management:
  Oversee and nurture relationships with key clients, serving as the primary point of contact to understand their needs and ensure satisfaction.
• Solution-based Selling:
  Understand the needs of the customer and determine how Smiths Detection products, services, and industry partnerships can solve them.
• Client Retention:
  Develop and implement strategies to retain and expand business with existing key accounts, maximizing customer lifetime value.
• Needs Analysis:
  Conduct thorough needs assessments to understand clients' goals and challenges, providing tailored solutions to meet their objectives.
• Cross-selling and Upselling:
  Identify opportunities to introduce additional products or services, effectively cross-selling and upselling to enhance account value.
• Collaboration with Sales Team:
  Work closely with the sales team to align account strategies with overall sales goals, providing input on pricing, proposals, and negotiations.
• Problem Resolution:
  Proactively address client issues, ensuring prompt resolution and maintaining a positive client experience.
• Strategic Planning:
  Develop and implement strategic account plans, outlining short and long-term objectives for account growth and success.
• Market and Industry Knowledge:
  Stay informed about industry trends, market conditions, and competitors to provide clients with valuable insights and maintain a competitive edge.
• Contract Management:
  Manage contract negotiations and renewals, ensuring terms and conditions are favorable for both the client and the company.
• Performance Metrics:
  Establish and monitor key performance indicators (KPIs) to measure the success and health of key accounts, regularly reporting on progress to internal stakeholders.
• Utilize CRM processes to ensure a systematic approach to managing current and future customer relationships including sales, marketing, customer service, and technical support.
• Close new business orders with existing accounts to meet or exceed the Sales quota assigned. Ability to travel frequently and work at internal Smiths Detection offices, customer, and/or prospects’ offices or at trade shows.
• Other duties as required.

Required:

Bachelor's Degree

Major: Business, Sales, Finance, or technical field preferred.

5 + years of experience

Minimum 5 years of experience and demonstrated success in sales account management within a disciplined sales environment in the B2B marketplace or technical product…