Key Account Manager (Federal Sales)

Smiths Group•Edgewood, MD

5d•Hybrid

About The Position

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.

Requirements

Bachelor's Degree
Major: Business, Sales, Finance, or technical field preferred.
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
United States Citizenship

Nice To Haves

Experience selling into the Federal government highly preferred.

Responsibilities

Oversee and nurture relationships with key clients, serving as the primary point of contact to understand their needs and ensure satisfaction.
Understand the needs of the customer and determine how Smiths Detection products, services, and industry partnerships can solve them.
Develop and implement strategies to retain and expand business with existing key accounts, maximizing customer lifetime value.
Conduct thorough needs assessments to understand clients' goals and challenges, providing tailored solutions to meet their objectives.
Identify opportunities to introduce additional products or services, effectively cross-selling and upselling to enhance account value.
Work closely with the sales team to align account strategies with overall sales goals, providing input on pricing, proposals, and negotiations.
Proactively address client issues, ensuring prompt resolution and maintaining a positive client experience.
Develop and implement strategic account plans, outlining short and long-term objectives for account growth and success.
Stay informed about industry trends, market conditions, and competitors to provide clients with valuable insights and maintain a competitive edge.
Manage contract negotiations and renewals, ensuring terms and conditions are favorable for both the client and the company.
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.