Key Account Sales Manager

Smiths Group; Mississauga; Presencial; CAD 105.690 - 158.536; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Comprehensive benefits including healthcare

401K savings plan

Parental leave

Descripción de la vacante

Smiths Group is seeking a Key Account Sales Manager to manage strategic customer relationships with U.S. Federal Government agencies. You will drive revenue growth by nurturing key accounts and collaborating closely with teams to provide security solutions.

Ideal candidates have at least 7 years in strategic sales with proven experience in managing government clients. Competitive salary and comprehensive benefits offered. Exciting career growth opportunities await in a global leading company.

Formación

• Minimum of 7 years in strategic sales, account management, or business development.
• Minimum of 5 years managing U.S. Federal Government and large commercial markets.
• Strong understanding of U.S. Federal Government procurement processes.

Responsabilidades

• Take ownership of strategic customer relationships across U.S. Federal Government.
• Drive revenue growth by strengthening existing customer relationships.
• Collaborate with internal teams to deliver tailored security solutions.

Conocimientos

Excellent oral and written communication skills

Interpersonal communication skills

Problem Resolution

Self-motivated

Educación

Bachelor’s degree in Business Administration or a related field

Herramientas

SAP

MS Office

Descripción del empleo

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, part of Smiths Group, 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, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 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 Description

Key Account Sales Manager - TSA

As a Sales Key Account Manager, you will take full ownership of strategic customer relationships across U.S. Federal Government agencies and major commercial clients, managing these partnerships end‑to‑end. Your primary responsibility will be to drive revenue growth by strengthening existing customer relationships, identifying and capitalizing on new business opportunities, and promoting the full suite of Smiths Detection’s advanced threat detection technologies and services. You will collaborate closely with internal cross‑functional teams to develop and deliver tailored security solutions that meet the specific needs of your clients. Additionally, you will ensure the seamless execution of contracts and maintain long‑term partnerships, positioning Smiths Detection as a trusted and valued security solutions provider.

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.
• 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.
• 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.
• CRM Compliance: Comply with CRM processes to ensure a systematic approach to managing current and future customer relationships, including sales, marketing, customer service, and technical support.
• New Business Orders: Close new business orders with existing accounts to meet or exceed the assigned Sales quota. Ability to travel frequently and work at internal Smiths Detection offices, customer, and/or prospects’ offices or at trade shows.
• Other duties as required.

Qualifications

Education: Bachelor’s degree in Business Administration or a related field required.

Experience:

• Minimum of 7 years in strategic sales, account management, or business development.
• Minimum of 5 years managing U.S. Federal Government and large commercial markets selling technology solutions.
• Experience capturing and managing Indefinite Delivery/Indefinite Quantity (IDIQ), Blanket Purchase Agreement (BPA), and Global Commercial contracts.
• Strong understanding of U.S. Federal Government procurement processes, regulations, and compliance requirements.
• Previous experience working directly with Transportation Security Administration (TSA).

Technical Knowledge and Skills

• Self‑motivated and proactive approach to managing key accounts.
• Establish and maintain professional relationships with customers and prospects.
• Excellent oral and written communication skills.
• Ability to present information in front of a large group.
• Excellent interpersonal communication skills.
• Ability to read, write, and interpret general business correspondence, professional journals, or government regulations.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to write reports, business correspondence and procedure manuals, and standard operating procedures.
• Ability to use SAP and MS Office software, including Word, Excel, Access and PowerPoint.
• This position requires United States citizenship.

Scope and Complexity

A Key Account Manager’s role involves managing strategic relationships at all levels, driving revenue growth, collaborating across teams, account planning, and negotiations. They handle complex customer needs, revenue targets, internal coordination, strategic planning, and negotiations.

Background

Smiths Detection Inc. (Smiths Detection) is a Federal Contractor and a drug‑free workplace. By submitting an application, you confirm that you understand that Smiths Detection may require you to submit to a drug test prior to employment and at any time during your employment, to the extent permitted by law.

This position requires Sensitive Security Information (SSI) access and vetting via the TSA. Applicant must successfully pass a federal background investigation.

Health, Safety and Environment Requirements

The physical demands described here are representative of those that must be met to perform essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• The employee is frequently required to sit; occasionally to walk and stand.
• Will be required to travel domestically, at times up to 50%.
• Must be able to move and/or lift up to 25 pounds occasionally.

Additional Information

We offer…

Join us and build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, strong leadership, safety, and wellbeing, and flexible benefits to suit your lifestyle.

Join us and work for a world‑leader, with training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

Smiths Detection is an affirmative action and equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Equal Employment Opportunity Posters

If you’d like to view a copy of the company’s affirmative action plan or policy statement, please email [e-mail].

The compensation for this position ranges from $105,690-$158,536 /yr CAD and may vary depending on factors such as location, skills, job‑related knowledge, and experience. The compensation package may also include incentive compensation opportunities in the form of discretionary annual bonuses or commissions. Smiths Detection provides comprehensive benefits including healthcare, 401K savings plan, company holidays, vacation, sick time, parental leave, and an employee assistance program. Eligibility requirements apply.

If you have a disability and you believe you need a reasonable accommodation in order to search for this job opening or to submit an online application, please email [e-mail] or call toll‑free 877‑703‑1029. This email and phone number are exclusively for disabled job seekers.

We believe that different perspectives and backgrounds make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, age, or any other legally protected characteristics.

At no time during the hiring process will Smiths Group or any recruitment partners ever request payment to enable participation. Avoid fraudulent requests by applying jobs directly through our careers website.