Job Description

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 directly to the Canada Market Head. 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.

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.

• 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.
• Comply to 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.

Qualifications

Education: Bachelor's degree in Business Administration, or a related field required.

Experience:

• Minimum of 5 years in strategic sales, account management, or business development.

Technical Knowledge and Skills:

• 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.
• Ability to read, write, and interpret general business correspondence, 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
• Ability to use SAP and MS Office software to include Word, Excel, Access and PowerPoint
• This position requires United States Citizenship

Background

Smiths Detection Inc. (Smiths Detection) is a Federal Contractor and a drug-free workplace. By submitting an application, I confirm that I understand that Smiths Detection has a right to require me to submit to a drug test prior to employment and at any time during my employment, to the extent permitted by law.

This position requires Sensitive Security Information (SSI) access and vetting via the TSA. Applicant must successfully pass a federal background investigation.

Health, Safety, and Environment Requirements

The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• The employee is frequently required to sit; the employee is occasionally required to walk and stand.

• Will be required to travel domestically, at times up to 50%
• Must be able to move and/or lift up to 25 pounds occasionally.

Additional Information

We offer...

Join us and we'll help build your career, with excellent training and opportunities for career growth across the business, both locally and globally. You'll experience an inclusive environment, with strong leadership and a focus on safety and wellbeing. You'll also have the flexibility to choose from a wide range of benefits to suit your lifestyle, offering you and your family support from a health and wellbeing, financial and lifestyle perspective.