Key Account Sales Manager

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 Detections 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 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.
• Comply to 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 :

Education: Bachelors 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 of experience 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.
• Must have 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 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.
• 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 to include Word Excel Access and PowerPoint
• This position requires United States Citizenship

Scope and Complexity
A Key Account Managers 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 I confirm that I understand that Smiths Detection has a right to require me to submit to a drug test prior to employment and at any time during my 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 by an employee to perform the 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; the employee is occasionally required 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 well help build your career with excellent training and opportunities for career growth across the business both locally and globally. Youll experience an inclusive environment with strong leadership and a focus on safety and wellbeing. Youll 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.

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 PostersIf youd like to view a copy of the companys affirmative action plan or policy statement please email .

The compensation for this position ranges from $105690-$158536 /yr CAD and will vary depending on factors such as your location skills job-related knowledge and experience. The compensation package may also include incentive compensation opportunities in the form of discretionary annual bonus 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 a job opening or to submit an online application please e-mail  or call toll-free . 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 Inc. participates in the Electronic Employment Verification Program.

We believe that different perspectives and backgrounds are what 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 disability age or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics where we celebrate support and embrace diversity.

At no time during the hiring process will Smiths Group 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 careers website (Careers - Smiths Group plc)

#SDNA

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color religion sex sexual orientation gender identity national origin economic status disability age or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics where we celebrate support and embrace diversity.

At no time during the hiring process will Smiths Group 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 careers website (Careers - Smiths Group plc)

Remote Work :

No

Employment Type :

Full-time