Manager Key Accounts - Defense

With over 85 years as an industrial technology leader,Kennametal Inc.delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace and defense, earthworks, energy, general engineering and transportation turn toKennametalto help them manufacture with precision and efficiency. Learn more at kennametal.com . Follow @Kennametal: Instagram, Facebook, LinkedIn and YouTube.

Key Account Manager – Defence (m/f/d)

JobSummary

Kennametal continues to expand its Defence and Specialty Applications portfolio, and we are seeking a highly motivated Key Account Manager – Defence to join our team at Kennametal.

This role has primary responsibility for strategic key account management, business development, and sales execution across the European region within the defence and protection markets, including applications such ammunition, fragmentation solutions, and protective systems.

The Key Account Manager will work closely with procurement organizations, system integrators, OEMs, and government suppliers to develop long-term partnerships and drive sustainable business growth.

Working under the direction of the Head of Defence EMEA, the successful candidate will serve as a commercial interface for Kennametal Defence products within Europe, supporting regional growth strategies, customer engagement, commercial negotiations, and enterprise account initiatives.

We are a growing team, with a strong emphasis on collaboration and communication, we value boldness, ownership and agility. We have a positive team culture of trust and growth. If you are looking for a challenge in an extremely dynamic and exciting industry, then this is the role for you.

KeyJobResponsibilities

• ManageanddevelopstrategicdefenceaccountsacrossEurope.
• Buildandmaintainlong-termcustomerrelationshipswithdecision-makersatmultipleorganizationallevels.
• Developandexecuteaccountstrategies,salesplans,andbudgetstoachieveregionalgrowthobjectives.
• Leadcustomermeetings,commercialnegotiations,andcontractdiscussions.
• Ensuretimelyresolutionofcustomerinquiries,actionitems,andcommercialrequirements.

BusinessDevelopment&MarketGrowth

• Identify,qualify,andsecurenewbusinessopportunitieswithinexistingandprospectiveaccounts.
• DrivecustomeracquisitionanddemandcreationacrossKennametal'sDefenceportfolio.
• Developandmaintainarobustsalespipelinealignedwithannualgrowthtargets.
• Gatherandcommunicatemarketintelligence,customerfeedback,andcompetitiveinsightstoregionalandglobalstakeholders.

CommercialLeadership&Cross-FunctionalCollaboration

• Preparecommercialproposals,quotations,andpricingstrategiesincollaborationwithProductManagement,Engineering,Pricing,andOperations.
• Coordinateinternalresourcestoensuresuccessfulexecutionofcustomerprojectsandstrategicinitiatives.
• Supportforecasting,strategicplanning,enterpriseaccountinitiatives,andregionalbusinessreviews.
• Deliverannualsales,orderintake,profitability,andcustomersatisfactionobjectives.
• RepresentKennametalatcustomermeetings,defenceexhibitions,tradeshows,andindustryevents.
• Coordinatecustomervisits,executiveengagements,productpresentations,andfollow-upactivities.
• PromoteKennametalasatrustedstrategicpartnerandsolutionproviderwithinthedefencemarket.

OperationalExcellence

• MaintainaccurateCRMrecords,forecasts,opportunitypipelines,andaccountplans.
• Completerequiredsales,compliance,exportcontrol,andcorporatetraining.
• Effectivelymanageprioritiesanddelegatedtasksinadynamic,customer-focusedenvironment.

ExperienceandEducationRequirements

• Minimum5yearsofexperiencewithinthedefence,industrialmanufacturing,materials,orspecialtyapplicationsindustries.
• Experiencemanagingcomplexmultinationalcustomerrelationships,KeyAccountManagement,BusinessDevelopment,and/orStrategicSalesishighlydesired.
• Bachelor’sdegreeinbusiness,Engineering,MaterialsEngineering,IndustrialEngineering,orarelateddiscipline.AdvancedDegreesarewelcomebutnotrequired.
• Knowledgeofdefenceapplicationsincluding:
• Small,MediumandLargeCalibreWeapons/Munitions
• LandSystemsandVehicleProtection
• Abilitytoobtainandmaintainrelevantsecurity,exportcontrol,andcustomer-specificclearancesasrequired.

Functional&TechnicalSkills

• HighlevelofAutonomyandabilitytowork/organiseselffromahomeofficesetting.
• Strongaccountmanagementandbusinessdevelopmentcapability.
• Excellentcommercialacumen,includingpricing,profitability,andfinancialanalysis.
• Strongnegotiation,presentation,andinfluencingskills.
• Highlyorganized,proactive,andcapableofmanagingmultipleprioritiesindependently.
• Stronganalyticalskillswiththeabilitytotranslatemarketintelligenceintoactionablestrategies.
• ProficientinCRMsystemsandMicrosoftOfficeapplications.
• MustbewillingtoTravelregularlywithingEUandoccasionallyInternational.

Language&CommunicationRequirements

• FluentGerman(Native/C1Level)–requiredforcustomerengagement,negotiations,andinternalcollaboration.
• FluentEnglish(C1level)–requiredforinternationalcustomers,globalcoordination,andreporting.
• ExcellentverbalandwrittencommunicationskillsinbothGermanandEnglish.

AdditionalInformation

• ThisroleisaRemoteContractprimarilybasedinGermany
• Requiresregulardomesticandinternationaltravel.
• DriversLicenserequired.
• ThepositionsupportsstrategicgrowthofKennametal’sDefenceandSpecialtyApplicationsportfolioinEuropeandbeyond.

Kennametal Inc. is an Equal Employment Opportunity employer.