Key Account Manager (Federal Sales)

Smiths Detection is hiring a Sales Key Account Manager to manage key customer relationships and support the sales process from estimates and order management through product handover. The role also works across sales, marketing, finance, and product management to provide analysis and recommendations and grow federal accounts.

Responsibilities:

• 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

Requirements:

• Required: Bachelor's Degree
• 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
• 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
• Business, Sales, Finance, or technical field preferred
• Experience selling into the Federal government highly preferred