Key Account Manager Defense
发布于 大约 1 小时前中层管理(经理/总监)
AI 估算 · 10k–13k
Based on the stated salary range ($120k-$160k annual), converted to monthly. The role is senior and specialized, so competitive
职位详情
关于这个职位
This is a remote Key Account Manager role focusing on defense and aerospace accounts. You will build strategic relationships, drive revenue growth, and manage complex customer needs across departments. Ideal for those with deep knowledge of defense materials and a passion for innovation.
最低要求
Bachelor's degree in science, engineering, business, or related discipline required; Experience in a B2B sales Business Development or Account Management role, with a focus on value-add and solution selling required; 5+ years' experience in Aerospace Defense market working directly with a major defense contractor or defense materials supplier; Requires technical knowledge of aerospace-grade materials, their specifications and application, an understanding of quality and compliance requirements, and forecast management; Familiar with government funded programs; Experience with structural adhesives, composite materials, electronics adhesives, thermal management, EMI shielding materials, and sealants required; Strong relationship skills, project management, presentation, and communication skills; Deep understanding of aerospace manufacturing and supply chain dynamics; Ability to balance customer needs with internal resources; Proficient in tools like SAP, Salesforce, Excel, etc.; Travel will be on average 30-50%, depending on the location of the candidate; Preference will be given to candidates that reside in the Mountain West region – Texas, Colorado, California, Utah, Arizona. Candidate must be located in proximity to a major airport.
工作职责
Build and grow business relationships with high opportunity emerging defense and aerospace accounts; Implement new customer acquisition plans & develop customer-specific success metrics beyond revenue; Demonstrate and communicate technical knowledge of aerospace-grade materials; Leverage understanding of emerging defense technologies to identify new materials opportunities; Serve as primary point of contact between Henkel and Customer across departments; Develop and build long-term strategic plan tailored to Customer’s business goals; Identify opportunities to expand relationship through new product offerings, innovations, or process improvements; Internal champion of Customer needs; Build strong relationships with Customer stakeholders; Translate customer’s strategy into joint innovation roadmap; Facilitate executive-level meetings and Business Reviews; Manage escalations, delivery issues, or quality concerns; On-Time Delivery & Quality Performance management; Oversee pricing agreements, long-term contracts, and terms & condition negotiations; Use analytics and forecasting tools to anticipate customer needs.
AI 洞察
优缺点分析
优点
- Work remotely with a global leader in adhesives (Henkel).
- Focus on cutting-edge defense technologies (hypersonics, autonomous systems) – exciting and impactful.
- Competitive compensation and comprehensive benefits (health, 401k, parental leave, tuition reimbursement).
- High autonomy and strategic influence over customer relationships and business growth.
- Heavy travel requirement (30-50%) – may disrupt work-life balance.
- Must reside near a major airport in Mountain West region – geographic constraint.
- Complex sales cycles and government contracting nuances require patience and expertise.
- High pressure from managing escalations and delivery issues.
- A seasoned sales professional with deep aerospace/defense industry knowledge who thrives in a remote, strategic role and is passionate about defense technology innovation.
缺点 / 挑战
暂无明显挑战项
角色解读
- Progress to Senior Key Account Manager or Director of Sales for Defense.
- Transition to strategic business development or category management roles within aerospace/defense.
- Expand into general management or executive positions leveraging deep customer and industry knowledge.
- Build and manage relationships with key defense and aerospace accounts, acting as the primary contact between Henkel and the customer.
- Develop strategic account plans, identify growth opportunities, and manage complex sales cycles involving multiple stakeholders.
- Leverage technical knowledge of aerospace materials to consult customers and drive innovation.
- Monitor KPIs, manage contracts, and ensure delivery and quality performance.
- Deep understanding of defense/aerospace industry, materials (adhesives, composites, sealants), and supply chain.
- Strong B2B sales and account management skills, with a focus on value-added solution selling.
- Excellent communication, presentation, and project management abilities.
- Proficiency in CRM tools (Salesforce, SAP) and analytical skills for forecasting and reporting.
申请策略
- Tailor your cover letter to express passion for defense technology and how you can translate mission needs into business growth.
- Be prepared to discuss specific accounts you have managed and quantify your impact (e.g., revenue growth, contract value).
- Highlight willingness to travel and flexibility to adapt to different time zones.
- Emphasize direct experience with major defense contractors (e.g., Lockheed Martin, Northrop Grumman) and knowledge of government-funded programs.
- Showcase specific examples of exceeding revenue targets and building long-term partnerships in aerospace/defense.
- Highlight technical expertise in structural adhesives, composites, or similar materials.
- Demonstrate proficiency in CRM tools and forecasting
- include relevant certifications or training.
面试指南
- Use the STAR method (Situation, Task, Action, Result) for behavioral questions.
- For strategic questions, outline a clear framework: market analysis, customer needs assessment, relationship mapping, value proposition, and measurable goals.
- When discussing technical knowledge, connect it to business outcomes: e.g., 'Understanding of materials X allowed me to propose a solution that reduced weight by Y% and saved $Z.'
- Tell us about your experience working with major defense contractors. How did you manage a complex account?
- How do you stay updated on emerging defense technologies and translate them into customer opportunities?
- Describe a time you handled a difficult escalation or delivery issue. What was the outcome?
- How would you develop a strategic plan for a new defense account? Walk us through your process.
- What experience do you have with government-funded programs (development and production phases)?
职位点评
Remote key account role in defense/aerospace with competitive pay, innovative technology focus, but moderate travel and location constraints.
从薪资福利、成长空间、工作节奏和岗位方向综合评估，方便横向比较。
薪资福利
Salary range is public ($120k-$160k) and competitive for the role. Benefits package is comprehensive. Signal: market level.
成长发展
Role offers exposure to cutting-edge defense technologies and significant autonomy, but formal growth/progression is not explicitly mentioned. Growth signals: tuition reimbursement, but no clear promotion pathway.
工作生活
Remote work provides flexibility, but travel requirement (30-50%) and need to be near a major airport in Mountain West may create constraints. Work mode is remote.
使命价值
Defense and aerospace have high national security significance; innovation in emerging technologies is meaningful. Industry growth is stable with government backing.
汉高 的其他在招职位
Software Developer SAP HANA
汉高 · India, Bangalore, KarnatakaAI 估算 · 13k-23kChemikant Purmeltproduktion (d/m/w) - befristet
汉高 · Germany, Düsseldorf, North Rhine WestphaliaAI 估算 · 20k-28kHRBP (Ангрен)
汉高 · UZB, TashkentAI 估算 · 15k-30kInfrastructure Governance & Regulatory Specialist
汉高 · UZB, TashkentAI 估算 · 2k-4kPraktikum Digital Marketing & Category Management
汉高 · Germany, Düsseldorf, North Rhine WestphaliaAI 估算 · 8k-18k