Key Account Sales Manager, TSA

Company Description

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place. 

Smiths Detection, part of Smiths Group is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defence, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centres, with a global network of 3,000 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.  

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

Job Description

Key Account Sales Manager- TSA 
 
As a Key Account Manager, you will take full ownership of strategic customer relationships across U.S. Federal Government agencies and major commercial clients, managing these partnerships end-to-end. Your primary responsibility will be to drive revenue growth by strengthening existing customer relationships, identifying and capitalizing on new business opportunities, and promoting the full suite of Smiths Detection’s advanced threat detection technologies and services. You will collaborate closely with internal cross-functional teams to develop and deliver tailored security solutions that meet the specific needs of your clients. Additionally, you will ensure the seamless execution of contracts and maintain long-term partnerships, positioning Smiths Detection as a trusted and valued security solutions provider.

Essential functions -Job duties to include but are not limited to:

• Customer Relationship Management: Exceptional ability to establish, nurture, and maintain relationships at all levels.
• Sales Acumen: Strong understanding of the full sales cycle, with proven success in negotiating and securing contracts.
• Strategic Planning: Ability to develop short and long-term account strategies that align with overall business objectives and generate growth 
• Results-Driven: Consistently meets or exceeds revenue targets, with a proactive and resourceful approach to achieving business objectives 
• Cross-selling and Upselling: Identify opportunities to introduce additional products or services, effectively cross-selling and upselling to enhance account value. 
• Problem Resolution: Proactively address client issues, ensuring prompt resolution and maintaining a positive client experience.
• 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.
•  CRM processes to ensure a systematic approach to managing current and future customer relationships including sales, marketing, customer service, and technical support.
• 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 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.
• Strong understanding of U.S. Federal Government procurement processes, regulations, and compliance requirements.
• Must have previous experience working directly with Transportation Security Administration (TSA)

 
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