Key Accounts Manager – Defense

This is a fully remote position, open to applicants in Germany.

📋 Description

• Oversee and cultivate strategic defense accounts throughout Europe.

• Establish and nurture enduring customer relationships with key decision-makers.

• Formulate and implement account strategies, sales plans, and budgets.

• Conduct customer meetings, lead commercial negotiations, and engage in contract discussions.

• Address customer inquiries, resolve action items, and fulfill commercial requirements.

• Identify, assess, and secure new business opportunities.

• Propel customer acquisition and stimulate demand across the Defence portfolio.

• Maintain a sales pipeline that aligns with annual growth objectives.

• Collect and relay market intelligence, customer feedback, and competitive insights.

• Prepare commercial proposals, quotations, and pricing strategies.

• Coordinate internal resources for customer projects and strategic initiatives.

• Assist in forecasting, strategic planning, enterprise account initiatives, and regional business reviews.

• Achieve annual sales, order intake, profitability, and customer satisfaction targets.

• Represent Kennametal at customer meetings, defense exhibitions, trade shows, and industry events.

• Organize customer visits, executive engagements, product presentations, and follow-up activities.

• Maintain precise CRM records, forecasts, opportunity pipelines, and account plans.

• Complete necessary sales, compliance, export control, and corporate training.

• Prioritize and manage delegated tasks in a dynamic, customer-centric environment.

⛳️ Requirements

• At least 5 years of experience in the defense, industrial manufacturing, materials, or specialty applications sectors.

• Experience in managing complex multinational customer relationships, Key Account Management, Business Development, and/or Strategic Sales is highly preferred.

• Bachelor’s degree in business, Engineering, Materials Engineering, Industrial Engineering, or a related field.

• Understanding of small, medium, and large caliber weapons/munitions.

• Familiarity with land systems and vehicle protection.

• Ability to obtain and maintain necessary security, export control, and customer-specific clearances as required.

• Strong skills in account management and business development.

• Excellent commercial insight, encompassing pricing, profitability, and financial analysis.

• Strong negotiation, presentation, and influencing abilities.

• Highly organized, proactive, and adept at managing multiple priorities independently.

• Strong analytical skills with the capability to transform market intelligence into actionable strategies.

• Proficient in CRM systems and Microsoft Office applications.

• Willingness to travel regularly within the EU and occasionally abroad.

• Fluent German (Native / C1 level) is required.

• Fluent English (C1 level) is required.

• Exceptional verbal and written communication skills in both German and English.

• Driver’s license is required.

🏝️ Benefits

• Primarily remote work based in Germany.

• Flexibility to work from a home office environment.

• Equal Employment Opportunity employer.