Key Account Manager (Federal Sales)

Job Detail

Location: Edgewood, MD, United States

Ref: REF6513W

Job Function: Engineering

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

Education Level

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 and lifestyle 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 stat@smiths.com 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.

We value professionalism, integrity, and respect in our workplace, and we strive to maintain an environment where every employee can contribute effectively to our mission.

At no time during the hiring process will Smiths Detection, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.

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