Smiths Detection
Security and Detection Solutions
KeyAccountSalesManager
“Key Account Sales Manager at Smiths Detection. Skills: Account Management, Revenue Growth, Client Relationships. Take full ownership of strategic customer relationships. Manage partnerships end-to-end”
What You'll Achieve.
Drive revenue growth; Strengthen existing customer relationships; Identify and capitalize on new business opportunities; Ensure the seamless execution of contracts; Maintain long-term partnerships; Maximize customer lifetime value; Enhance account value; Meet or exceed the Sales quota assigned
Industry & Context.
Ability to define problems, collect data, establish facts, and draw valid conclusions
Ability to travel frequently and work at internal Smiths Detection offices, customer, and/or prospects’ offices or at trade shows, Must be able to move and/or lift up to 25 pounds occasionally, Requires United States Citizenship, Requires Sensitive Security Information (SSI) access and vetting via the TSA, Must successfully pass a federal background investigation, Will be required to travel domestically, at times up to 50%, Must be able to move and/or lift up to 25 pounds occasionally
What They're Looking For.
Must Have
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, understanding of U. S. Federal Government procurement processes, regulations, and compliance requirements, previous experience working directly with Transportation Security Administration (TSA), Ability to travel frequently, Ability to use SAP and MS Office software to include Word, Excel, Access and PowerPoint, United States Citizenship, Sensitive Security Information (SSI) access and vetting via the TSA, successfully pass a federal background investigation
Nice to Have
Bachelor’s degree in Business Administration, or a related field required.
What You'll Do.
Take full ownership of strategic customer relationships
Manage partnerships end-to-end
Strengthen existing customer relationships
Identify new business opportunities
Promote threat detection technologies
Develop tailored security solutions
Ensure seamless execution of contracts
Maintain long-term partnerships
Oversee and nurture relationships with key clients
Serve as primary point of contact
Understand client needs
Ensure client satisfaction
Develop strategies to retain business
Expand business with existing key accounts
Maximize customer lifetime value
Conduct needs assessments
Understand clients' goals and challenges
Provide tailored solutions
Identify opportunities for additional products
Cross-sell and upsell
Enhance account value
Work closely with sales team
Align account strategies
Provide input on pricing
Provide input on proposals
Provide input on negotiations
Proactively address client issues
Ensure prompt resolution
Maintain positive client experience
Develop strategic account plans
Outline objectives for account growth
Stay informed about industry trends
Stay informed about market conditions
Stay informed about competitors
Provide clients with valuable insights
Manage contract negotiations
Manage contract renewals
Ensure favorable terms and conditions
Establish key performance indicators (KPIs)
Measure success and health of key accounts
Report on progress to internal stakeholders
Comply to CRM processes
Manage current and future customer relationships
Close new business orders
Meet or exceed Sales quota
Other duties as required
How You'll Work.
Team & Collaboration
Collaborate closely with internal cross-functional teams; Work closely with the sales team to align account strategies with overall sales goals; Providing input on pricing, proposals, and negotiations
Communication Scope
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
Process & Methodology
Strategic planning, Contract management
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