Manager Key Accounts - Defense

About Kennametal

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 to Kennametal to 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) 

Job Summary 

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. 

Key Job Responsibilities 

Sales & Key Account Management 

• Manage and develop strategic defence accounts across Europe.  
• Build and maintain long-term customer relationships with decision-makers at multiple organizational levels.  
• Develop and execute account strategies, sales plans, and budgets to achieve regional growth objectives.  
• Lead customer meetings, commercial negotiations, and contract discussions.  
• Ensure timely resolution of customer inquiries, action items, and commercial requirements.  

Business Development & Market Growth 

• Identify, qualify, and secure new business opportunities within existing and prospective accounts.  
• Drive customer acquisition and demand creation across Kennametal's Defence portfolio.  
• Develop and maintain a robust sales pipeline aligned with annual growth targets.  
• Gather and communicate market intelligence, customer feedback, and competitive insights to regional and global stakeholders.  

Commercial Leadership & Cross-Functional Collaboration 

• Prepare commercial proposals, quotations, and pricing strategies in collaboration with Product Management, Engineering, Pricing, and Operations.  
• Coordinate internal resources to ensure successful execution of 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.  

Customer Engagement & Representation 

• Represent Kennametal at customer meetings, defence exhibitions, trade shows, and industry events.  
• Coordinate customer visits, executive engagements, product presentations, and follow-up activities.  
• Promote Kennametal as a trusted strategic partner and solution provider within the defence market.  

Operational Excellence 

• Maintain accurate CRM records, forecasts, opportunity pipelines, and account plans.  
• Complete required sales, compliance, export control, and corporate training.  
• Effectively manage priorities and delegated tasks in a dynamic, customer-focused environment. 

Experience and Education 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 is highly desired. 
• Bachelor’s degree in business, Engineering, Materials Engineering, Industrial Engineering, or a related discipline. Advanced Degrees are welcome but not required. 
• Knowledge of defence applications including:  
• Small, Medium and Large Calibre Weapons / Munitions  
• Land Systems and Vehicle Protection 
• Ability to obtain and maintain relevant security, export control, and customer-specific clearances as required. 

Functional & Technical Skills 

• High level of Autonomy and ability to work/organise self from a home office setting. 
• 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 with the ability to translate market intelligence into actionable strategies.  
• Proficient in CRM systems and Microsoft Office applications. 
• Must be willing to Travel regularly withing EU and occasionally International. 

Language & Communication Requirements 

• Fluent German (Native / C1 Level) – required for customer engagement, negotiations, and internal collaboration. 
• Fluent English (C1 level) – required for international customers, global coordination, and reporting. 
• Excellent verbal and written communication skills in both German and English.  

Additional Information 

• This role is a Remote Contract primarily based in Germany 
• Requires regular domestic and international travel. 
• Drivers License required. 
• The position supports strategic growth of Kennametal’s Defence and Specialty Applications portfolio in Europe and beyond. 

 Kennametal Inc. is an Equal Employment Opportunity employer.