Key Account Manager (Federal Sales)

Smiths Group; Edgewood (MD); Vor Ort; USD 93.000 - 140.000; Vollzeit

Zusammenfassung

Smiths Detection is seeking a Sales Key Account Manager to manage day-to-day activities for high-value customers, guiding the full sales process from estimate to delivery. You will report to the Director of Federal Sales and collaborate with sales, marketing, finance and product management to provide updates and recommendations.

Responsibilities include account management, solution-based selling, client retention, needs analysis, and cross-selling, with travel to client offices and trade shows

Qualifikationen

• Bachelor's degree required.
• Minimum 5 years of experience in B2B sales/account management.
• Experience selling into the Federal government preferred.

Aufgaben

• Oversee and nurture relationships with key clients.
• Drive solution-based selling using Smiths Detection products and services.
• Retain and expand business with existing key accounts.

Kenntnisse

Account management

Relationship building

Solution-based selling

Client retention

Needs analysis

Cross-selling & upselling

Pricing & negotiations

CRM proficiency

MS Office

Ausbildung

Bachelor's Degree

Business/Sales/Finance major

Tools

CRM

MS Office

Jobbeschreibung

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 Description

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.

Qualifications

Technical Knowledge and Skills

Education Requirements

Required/Preferred

Required: Bachelor's Degree

Additional Qualifications

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

Qualifications

Recommended Minimum

5 + years of experience

Comments

Minimum 5 years of experience and demonstrated success in sales account management within a disciplined sales environment in the B2B marketplace or technical product support/management with an emphasis on customer interface and communication. Experience selling into the Federal government highly preferred.

Technical Knowledge and Skills

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, qualifications, competencies, and abilities and any physical demands if required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Self-motivated and proactive approach to managing key accounts
• Establish and maintain a professional relationship with customers/prospects
• Excellent oral and written communication skills
• Ability to present information in front of a large group
• Excellent interpersonal and communication skills
• Possess an ability to identify and convey where products and technologies can solve customer needs
• Ability to read, write, and interpret general business periodicals, 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
• Proficient in MS Office Programs
• This position requires United States Citizenship

Additional Information

We offer…

Join us and we’ll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You’ll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You’ll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial andlifestyle perspective.

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

The total compensation for this position ranges from$93,132 - $139,700/yr (Salary to be determined by the education, experience, knowledge, skills, & abilities of the applicant and the alignment with the internal team & market data). This role offers a competitive Business Profit Plan. This position includes a competitive benefits package. The comprehensive benefits package includes medical, dental & vision insurance; 401(k) with company match; paid time off; and other benefits. For details, please visit the Rewards & Benefits tab on our main careers page at Careers | Smiths Detection .

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, protected veteran status, disability, or any other legally protected characteristic.

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [e-mail] or call toll-free 877-703-1029. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. Smiths Detection participates in the Electronic Employment Verification Program.

All qualified applicants will receive equal consideration for employment based solely on their skills, experience, and ability to perform the job. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or any other characteristic protected by applicable law.