Key Accounts Manager – Defense
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Job Description
Key Account Manager driving European defence account growth for Kennametal’s industrial tooling and materials solutions. Managing strategic customers, negotiations, business development, and sales execution across Europe.
Responsibilities:
- Manage and develop strategic defence accounts across Europe
- Build and maintain long-term customer relationships with decision-makers
- Develop and execute account strategies, sales plans, and budgets
- Lead customer meetings, commercial negotiations, and contract discussions
- Resolve customer inquiries, action items, and commercial requirements
- Identify, qualify, and secure new business opportunities
- Drive customer acquisition and demand creation across the Defence portfolio
- Maintain a sales pipeline aligned with annual growth targets
- Gather and communicate market intelligence, customer feedback, and competitive insights
- Prepare commercial proposals, quotations, and pricing strategies
- Coordinate internal resources for customer projects and strategic initiatives
- Support forecasting, strategic planning, enterprise account initiatives, and regional business reviews
- Deliver annual sales, order intake, profitability, and customer satisfaction objectives
- Represent Kennametal at customer meetings, defence exhibitions, trade shows, and industry events
- Coordinate customer visits, executive engagements, product presentations, and follow-up activities
- Maintain accurate CRM records, forecasts, opportunity pipelines, and account plans
- Complete required sales, compliance, export control, and corporate training
- Manage priorities and delegated tasks in a dynamic, customer-focused environment
Requirements:
- Minimum 5 years of experience within the defence, industrial manufacturing, materials, or specialty applications industries
- Experience managing complex multinational customer relationships, Key Account Management, Business Development, and/or Strategic Sales highly desired
- Bachelor’s degree in business, Engineering, Materials Engineering, Industrial Engineering, or a related discipline
- Knowledge of small, medium, and large calibre weapons / munitions
- Knowledge of land systems and vehicle protection
- Ability to obtain and maintain relevant security, export control, and customer-specific clearances as required
- Strong account management and business development capability
- Excellent commercial acumen, including pricing, profitability, and financial analysis
- Strong negotiation, presentation, and influencing skills
- Highly organized, proactive, and capable of managing multiple priorities independently
- Strong analytical skills and ability to translate market intelligence into actionable strategies
- Proficient in CRM systems and Microsoft Office applications
- Willingness to travel regularly within the EU and occasionally internationally
- Fluent German (Native / C1 level) required
- Fluent English (C1 level) required
- Excellent verbal and written communication skills in German and English
- Driver’s license required
Benefits:
- Remote work primarily based in Germany
- Ability to work from a home office setting
- Equal Employment Opportunity employer
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