Key Account Manager (Federal Sales)

Smiths Group • Edgewood, MD

1d

About The Position

Smiths Detection is seeking a Sales Key Account Manager to manage the day-to-day relationships and sales activities for one or more key customers. The position supports customers throughout the sales process, from estimating and order management through product handover, in coordination with relevant departments. The role works with sales, marketing, finance, and product management stakeholders to provide financial updates, analysis, reports, and recommendations that improve sales processes. It reports to the Director of Federal Sales.

The manager develops customer relationships, identifies customer needs and appropriate solutions, retains and expands existing accounts, and closes new business orders against an assigned sales quota. The role also manages account plans, contract negotiations and renewals, performance metrics, and CRM processes. Frequent travel and work at Smiths Detection offices, customer or prospect offices, and trade shows are required. United States citizenship is required.

Requirements

• Bachelor’s degree required.
• At least 5 years of experience and demonstrated success in sales account management in a disciplined B2B sales environment, or in technical product support or management emphasizing customer interface and communication.
• United States citizenship required.
• Self-motivated and proactive approach to managing key accounts.
• Ability to establish and maintain professional relationships with customers and prospects.
• Excellent oral and written communication skills.
• Ability to present information to large groups.
• Excellent interpersonal and communication skills.
• Ability to identify and communicate how 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, procedure manuals, and standard operating procedures.
• Proficiency in Microsoft Office programs.
• Ability to travel frequently.

Nice To Haves

• Experience selling to the Federal government is highly preferred.
• A major in Business, Sales, Finance, or a technical field is preferred.

Responsibilities

• Manage and nurture key client relationships as the primary point of contact, understanding customer needs and ensuring satisfaction.
• Understand customer needs and identify how Smiths Detection products, services, and industry partnerships can address them.
• Develop and implement strategies to retain and expand existing key accounts.
• Conduct needs assessments and provide tailored solutions for client goals and challenges.
• Identify and pursue cross-selling and upselling opportunities.
• Collaborate with the sales team on account strategies, pricing, proposals, and negotiations.
• Proactively address client issues and ensure prompt resolution.
• Develop and implement short- and long-term strategic account plans.
• Monitor industry trends, market conditions, and competitors, and provide relevant insights to clients.
• Manage contract negotiations and renewals, seeking terms favorable to both the client and company.
• Establish and monitor KPIs for account performance and report progress to internal stakeholders.
• Use CRM processes to manage customer relationships across sales, marketing, customer service, and technical support.
• Close new business orders with existing accounts to meet or exceed the assigned sales quota.
• Provide financial updates, analysis, reports, and recommendations to improve sales processes in collaboration with internal stakeholders.
• Travel frequently and work at Smiths Detection offices, customer or prospect offices, and trade shows.
• Perform other duties as required.

Benefits

• Career training and opportunities for growth locally and globally.
• Inclusive environment with leadership focus on safety and wellbeing.
• Flexible choice of benefits to support health, wellbeing, financial, and lifestyle needs.
• Business Profit Plan.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• 401(k) with company match.
• Paid time off.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level