Key Account Manager – Defense
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Job Description
Key Account Manager driving ZARGES defense sales across UK and Scandinavia. Managing strategic accounts, tenders, negotiations, and long-cycle technical B2B opportunities.
Responsibilities:
- Develop target accounts and regional market strategies focused on Defense and regulated markets in UK and Scandinavia
- Build and manage a sustainable pipeline, including early-stage opportunities
- Own customer relationships, account development and deal strategy
- Lead negotiations and contract discussions
- Coordinate internal stakeholders including engineering, project teams and product management
- Establish and expand relationships within military organizations, procurement agencies and defense prime contractors
- Provide market, competitor and customer intelligence
- Support tender-driven business and structured procurement processes
- Identify strategic growth opportunities within existing and new accounts
- Lead commercial opportunities from initial identification through contract closing
- Take ownership of customer engagement, negotiation and deal strategy
- Work with internal engineering, product management and specialist teams on solution development, proposal preparation and project execution
Requirements:
- 5+ years of experience in Sales, Business Development or Key Account Management
- Strong hunter mindset combined with strategic account development skills
- Experience in Defense, military or other regulated industries
- Existing network within military organizations, defense procurement agencies and prime contractors is highly desirable
- Established relationships with relevant British procurement and acquisition organizations, such as the British Ministry of Defense, are considered a strong advantage
- Candidates with an established network within military procurement and acquisition organizations will be preferred
- Experience managing long and complex project sales cycles
- Experience selling technical products or solutions in a B2B environment
- Fluent English
- Willingness to travel nationally across UK and Scandinavia
- Strong understanding of project-based sales environments
- Ability to align customer requirements with internal project and engineering teams
- Experience with tenders and structured procurement processes
Benefits:
- Performance-based compensation package
- Company car
- Occupational health programs
- Flexible working hours
- International collaboration opportunities
- Professional development
- Long-term career growth across the Group
- Comprehensive onboarding program
- Thorough induction
- Attractive employee benefits
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