Federal Key Account Strategist – Sales & Solutions

Smiths Detection; Edgewood (MD); On-site; USD 93,000 - 140,000; Full time

Job summary

Smiths Detection is seeking a Sales Key Account Manager to manage day-to-day activities for one or more key customers, from initial estimates through order management and handover to customers. You will report to the Director of Federal Sales and collaborate with marketing, finance, and product management to provide sales updates and recommendations.

The role involves travel to customer sites, offices, or trade shows, and requires 5+ years in B2B sales/account management with federal government

Qualifications

• Bachelor's degree required; major in Business, Sales, Finance or technical field preferred.
• 5+ years of experience in sales/account management within a disciplined B2B environment, Federal government experience preferred.

Responsibilities

• Oversee and nurture relationships with key clients, serving as the primary point of contact to understand their needs and ensure satisfaction.
• Understand customer needs and determine how Smiths Detection products and partnerships can solve them.
• Develop and implement strategies to retain and expand business with existing key accounts.
• Conduct thorough needs assessments to understand clients' goals and challenges.
• Identify opportunities to cross-sell and upsell to enhance account value.
• Collaborate with Sales Team on pricing, proposals, and negotiations.
• Proactively address client issues and ensure prompt resolution.
• Develop strategic account plans with short and long-term objectives for growth.
• Stay informed about industry trends and competitors to provide insights to clients.
• Manage contract negotiations and renewals with favorable terms.
• Establish and monitor KPIs for key accounts and report progress.
• Utilize CRM processes to manage relationships across departments.
• Close new business orders to meet/exceed sales quotas; travel frequently to customer sites or trade shows.

Skills

Account management

Relationship building

Communication skills

Public speaking

Interpersonal skills

Problem solving

Documentation writing

MS Office

US Citizenship

Education

Bachelor's degree

Tools

MS Office

Job description

Smiths Detection is seeking a Sales Key Account Manager to manage day-to-day activities for one or more key customers, from initial estimates through order management and handover to customers. You will report to the Director of Federal Sales and collaborate with marketing, finance, and product management to provide sales updates and recommendations.

The role involves travel to customer sites, offices, or trade shows, and requires 5+ years in B2B sales/account management with federal government