Key Account Manager (Federal Sales)

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. 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