Sales Manager - Urban Security (West Coast)

Smiths Detection is a global leader in detection and screening technologies for the protection of people and assets, supporting safety, security and freedom of movement in today’s world.

At Smiths Group plc, we apply leading-edge technology to design, manufacture and deliver market-leading innovative solutions that meet our customers' evolving needs, and touch the lives of millions of people every day. We are a FTSE100, global business of around 14,600 colleagues, based in 50 countries. Our solutions have a real impact on lives across the planet, enabling industry, improving healthcare, enhancing security, advancing connectivity and supporting new homes. Our products and services are often critical to our customers’ operations, while our proprietary technology and high service levels help create competitive advantage. We welcome colleagues with a curious mind, who are happy with responsibility, enjoy a challenge and are attracted by the idea of working at a business with an almost 170-year history of innovation, and five global divisions, all experts in their field. We believe that different perspectives and backgrounds are what make a company flourish and are proud to be a company with values grounded in integrity, respect, ownership, customer focus, and passion.

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’s 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’s 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.

Education Requirements

Required/Preferred: Bachelor's Degree, 

Additional Qualifications: Major: Business, Sales, Finance, or related field preferred

Years of Experience: 7+ years

Required:

• 5+ years of sales experience in physical security, public safety, or related industries.
• Proven success in new business development and territory sales.
• Experience managing channel partners and driving indirect sales models.
• Strong understanding of public sector procurement processes is a plus.
• Demonstrated ability to manage complex sales cycles and close business.
• Willingness to travel extensively throughout the Northeast region (~50%-75%).

Preferred:

• Prior experience selling to courts, correctional facilities, healthcare, education, or venue safety markets.
• Existing relationships with end users and channel partners in the Northeast region.
• Familiarity with Smiths Detection products or comparable physical security solutions (X-ray, screening, detection, or surveillance systems).

Technical Knowledge and Skills

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, qualifications, competencies, and abilities and any physical demands if required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• 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
• Entrepreneurial, self-motivated, and results-driven.
• Excellent interpersonal and communication skills.
• Strong negotiation and closing skills.
• Ability to build trusted advisor relationships with end users and channel partners.
• Team player who thrives in a collaborative, mission-driven environment.

• Ability to read, write, and interpret general business periodicals, 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

• Experience with Hubspot and or Salesforce CRM preferred
• This position requires United States Citizenship

All your information will be kept confidential according to EEO guidelines.

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.

Join us and work for a world-leader, with the benefits and training to reward your dedication and skills. Be part of a team where we are making the world a safer place.

HIRING SALARY RANGE: $73,362 - 165,064/yr per year. (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant and alignment with internal and market data.) This role offers a competitive Business Profit Plan. This position includes a competitive benefits package. For details, please visit the Reward & Benefits tab on our main careers page at https://www.smithsdetection.com/careers/.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, protected veteran status, disability, or any other legally protected characteristic.

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected] or call toll-free 877-703-1029. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. Smiths Detection participates in the Electronic Employment Verification Program.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)