Key Account Manager (Federal Sales)

Smiths Group • Edgewood, MD

15h • $93,132 - $139,700

About The Position

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

The position focuses on growing and retaining key accounts through customer needs analysis, solution-based selling, strategic account planning, cross-selling, upselling, contract management, and responsive problem resolution. The manager uses CRM processes to coordinate sales, marketing, customer service, and technical support, and closes new business orders with existing accounts to meet or exceed assigned sales quota. 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 with an emphasis on customer interface and communication.
• United States citizenship.
• 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 skills.
• Ability to identify and communicate how products and technologies can address customer needs.
• Ability to read, write, and interpret 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.

Nice To Haves

• Degree major in Business, Sales, Finance, or a technical field.
• Experience selling to the Federal government.

Responsibilities

• Oversee relationships with key clients as their primary point of contact, understand their needs, and ensure satisfaction.
• Identify customer needs and explain how Smiths Detection products, services, and industry partnerships can address them.
• Develop and implement strategies to retain and expand business with existing key accounts.
• Conduct needs assessments and provide tailored solutions to clients' goals and challenges.
• Identify and pursue cross-selling and upselling opportunities.
• Collaborate with the sales team on account strategies, pricing, proposals, and negotiations.
• Proactively resolve client issues and maintain a positive client experience.
• Develop and implement short- and long-term strategic account plans.
• Monitor industry trends, market conditions, and competitors, and provide clients with relevant insights.
• Manage contract negotiations and renewals.
• Establish and monitor account performance indicators and report progress to internal stakeholders.
• Use CRM processes to systematically manage current and future customer relationships across sales, marketing, customer service, and technical support.
• Close new business orders with existing accounts to meet or exceed assigned sales quota.
• Travel frequently and work at internal offices, customer or prospect offices, and trade shows.
• Perform other duties as required.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) with company match
• Paid time off
• Competitive Business Profit Plan
• Training and opportunities for career growth
• A range of benefits supporting health, wellbeing, financial, and lifestyle needs

What This Job Offers

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