We are seeking a results-driven Sales Manager to join our Urban Security Team, covering the West Region of the United States. In this role, you will be responsible for driving regional sales growth by prospecting and developing new end-user business, managing and supporting channel reseller partners, and achieving your annual booking target.
The ideal candidate is an entrepreneurial sales professional with strong business development and channel management experience in public sector and/or physical security markets. You will also serve as a representative of Smiths Detection at industry trade shows and networking events to further build brand awareness and foster business opportunities.
Job duties to include but are not limited to;
Pipeline Development, Prospecting and value & solution selling
- Identify, prospect, and develop relationships with key end users in the Urban Security target markets: Municipal buildings, Courts, Correctional Facilities, Healthcare, Education, Venue Safety (stadiums, arenas, large public venues)
- Develop and maintain a healthy pipeline of qualified opportunities across the region.
- Conduct regular in-person and virtual sales meetings, solution demonstrations, and presentations to key stakeholders and decision-makers.
- Collaborate with internal stakeholders (Marketing, Product Management, and Sales Operations) to drive demand generation and customer engagement.
- Educate and influence prospects about the merits of Smiths Detection鈥檚 iCMORE software; drive adoption of software offering among both existing customer base and new customers
Channel Management
- Manage and grow relationships with regional channel reseller partners.
- Drive partner engagement and alignment with Smiths Detection鈥檚 sales strategy and goals.
- Provide sales enablement, training, and ongoing support to reseller partners.
- Monitor and manage partner performance to maximize revenue potential in the region. Conduct monthly pipeline reviews to ensure accurate sales forecast thru channel network.
Sales & Business Growth
- Meet or exceed annual regional booking targets, including bespoke targets for adoption of iCMORE software subscriptions
- Develop and execute territory sales plans aligned with the broader Urban Security sales strategy.
- Maintain accurate CRM records and provide regular forecasting and pipeline updates.
- Partner with Marketing to support targeted campaigns and lead generation efforts.
Industry Engagement
- Attend and represent Smiths Detection at key industry trade shows, networking events, and industry association meetings within the region.
- Build a network of influencers and advocates in the Urban Security community.
- Stay informed on industry trends, competitor activity, and emerging customer needs.