What are the responsibilities and job description for the Sales- Key Account Manager position at Smiths Detection?
Job Description
The Key Account Manager - Service Contracts is responsible for managing and growing strategic customer relationships within the service contracts sector, focusing on driving revenue growth through parts, services, and support. This role involves maintaining a deep understanding of customer needs, providing tailored solutions, and ensuring high levels of customer satisfaction. The Key Account Manager will drive revenue growth by expanding service contracts, developing long-term partnerships, and actively engaging in cross-functional collaboration to support customer success.
Duties & Responsibilities
Essential functions - Job duties to include but are not limited to :
- Account Management - developing and maintaining strong, long-term relationships with key accounts, acting as the main point of contact for all service contract-related matters. Take full ownership of customer needs and strive for highest customer satisfaction by guiding the customer through the full sales cycle until shipment / fulfilment. Understanding customer needs and business objectives to provide customized service contract solutions, spare parts, maintenance, and other aftersales services. Engage in regular meetings with key clients to review contract performance, gather feedback, and identify areas for improvement.
- Sales and Growth - Drive revenue growth by identifying and pursuing upsell and cross-sell opportunities within new and existing Smiths Detection accounts. Identify and capitalize on opportunities to increase revenue through the sale of parts, upgrades, and extended service agreements. Collaborate with the sales teams of other sales departments to develop strategies for contract renewals and expansions. Develop proposals, negotiate Terms & Conditions (T&C), and close service contract agreements in alignment with company goals. Provide insights on customer trends and potential areas of improvement to help optimize service offerings. Ensure high levels of customer satisfaction by overseeing the timely delivery of aftersales services and resolving any issues promptly. Comply with and ensure department compliance with Company health, safety and environmental policies. Comply with all applicable export control and security regulations. Maintains a professional presence when representing the Smiths Detection.
- Market Analysis and Strategy - Monitor industry trends, competitor activities, and market dynamics to identify opportunities for enhancing the company's service contract offerings. Collaborate inter-departmental with product, engineering, and service teams to align service contracts with customer needs and market demand. Prepare and deliver regular reports on account performance, revenue forecasts, and market insights to senior management.
- Cross-Functional Collaboration - Work closely with service delivery, operations, finance, and customer support teams to ensure seamless execution of service contracts. Act as a liaison between the customer and internal teams, facilitating communication and fostering collaborative relationships. Participate in strategic planning and contribute to the development of new service contract solutions.
- Other duties as assigned.
- Must travel as needed 10% - 20% of time
- This position is may be remote or hybrid, reporting to Edgewood, MD
The Individual
Additional Qualifications : Minimum 5 years Bachelor's degree in Business Administration, Sales, Marketing, or a related field required. MBA or advanced degree preferred. Technical Knowledge, Skills and Abilities :
