Key Account Manager Defense (M/F/X)
发布于 大约 8 小时前普通员工/个人贡献者
AI 估算 · 50k–80k
Senior KAM in defense industry with 10 years exp; typical European salary converted to RMB.
职位详情
关于这个职位
This role is responsible for developing and executing the Defense Key Account strategy for the region, managing relationships with OEMs, Tier-1/2 suppliers, and emerging players in the defense industry. It involves driving upstream engagement, owning pricing and contracts, and leading cross-functional execution to meet sales targets.
最低要求
You have a strategic growth and market development spirit, in complex, global, and defense-driven environments: 1) You actively explore new business potential, beyond established customers, including emerging players, new programs, and fast-growing ecosystems (e.g. drones, advanced mobility, electronics, new defense technologies). 2) You identify early signals, unmet needs, and whitespace opportunities, translating them into actionable business cases and pipeline creation. 3) You convert market, technology, and customer insights into clear go-to-market and expansion roadmaps. You are known for your commercial leadership and business creation: 1) You combine key account leadership with a strong business development mindset, driving growth through new applications, technologies, and routes-to-market. 2) Proven ability in solution selling, upstream engagement, early specifications, and customer approvals. 3) You have the knowledge of lead pricing, negotiations, and contract structuring to enable both short-term wins and long-term scalable growth. 4) You manage complex commercial ecosystems. You offer approximately 10 years of professional experience in a comparable role or field and demonstrate full professional fluency in French and English. Proficiency in an additional language (e.g. Spanish or German) is considered a strong asset.
工作职责
Your responsibilities will be the following: Define and execute the regional Defense Key Account strategy, including KP/TP delivery and mid-term pipeline growth. Prioritize and develop Defense OEM, Tier-1, Tier-2 and emerging sub-tiers, including under-addressed long-tail accounts. Drive upstream engagement, early specifications, qualifications, and approvals for Defense programs. Translate Defense technology roadmaps into concrete business development and innovation opportunities. Own pricing, negotiations, and contracts in line with commercial governance and margin objectives. Deliver committed NES, pipeline, OSG, and PC targets, with proactive risk and recovery management. Steer go-to-market execution across direct sales and Defense distributors, ensuring disciplined coverage and performance. Build and maintain senior-level relationships with Defense customer decision-makers and key sponsors. Lead cross-functional execution (sales, R&D, operations, supply chain) and act as escalation point for critical Defense accounts. Ensure rigorous sales discipline, forecasting accuracy, and account governance.
优先资格
Proficiency in an additional language (e.g. Spanish or German) is considered a strong asset.
AI 洞察
优缺点分析
优点
- Work on high-stakes, long-cycle defense projects with significant revenue impact.
- Hybrid work model with flexibility and up to 30 days remote from anywhere.
- Global company with strong brand, comprehensive benefits (transport, health, parental leave, stock plan).
- Opportunity to shape strategy and build senior-level relationships in a growing sector.
- Complex multi-stakeholder environment requiring strong cross-functional coordination.
- Defense industry may involve strict compliance and security constraints.
- High performance expectations with aggressive sales targets and forecasting accuracy.
- Experienced sales professionals with a strategic mindset, fluent in French and English, who thrive in complex B2B environments and are passionate about the defense sector.
缺点 / 挑战
暂无明显挑战项
角色解读
- Progress to Senior Key Account Manager or Head of Defense Sales, leading larger accounts or teams.
- Expand into broader commercial leadership roles within Henkel's global industrial businesses.
- Develop deep expertise in defense technology trends and transition into strategic business development or innovation roles.
- Develop and execute regional defense key account strategy, focusing on pipeline growth and program delivery.
- Manage relationships with defense OEMs, tier-1/2 suppliers, and emerging sub-tiers, including long-tail accounts.
- Drive upstream engagement, early specifications, and approvals for defense programs, and own pricing and contracts.
- Lead cross-functional execution across sales, R&D, operations, and supply chain to meet targets.
- Strategic account management and business development in defense or complex industrial ecosystems.
- Solution selling, upstream engagement, and early specification influence.
- Pricing, negotiation, and contract structuring with margin discipline.
- Fluency in French and English
- additional language a plus.
申请策略
- Tailor your cover letter to articulate your strategic vision for the defense market.
- Research Henkel's recent defense partnerships and programs to show genuine interest.
- Demonstrate 10+ years of defense or related industrial sales experience with quantifiable results.
- Highlight examples of strategic account growth, new business creation, and cross-functional leadership.
- Showcase language skills (French, English) and any additional languages.
- Include specific instances of solution selling, early specifications, and contract negotiation.
- Deepen understanding of defense technology trends (drones, advanced mobility, electronics).
- Enhance financial acumen for pricing and margin management.
面试指南
- Use STAR method (Situation, Task, Action, Result) for behavioral questions.
- For strategy questions, outline a structured approach: analyze market, identify opportunities, prioritize accounts, and execute with metrics.
- Demonstrate commercial acumen by linking actions to revenue, margin, and pipeline outcomes.
- How would you develop a growth strategy for a key defense account with stagnant pipeline?
- Describe a time you managed a complex cross-functional negotiation in a defense project.
- How do you balance short-term sales targets with long-term relationship building?
- What is your experience with upstream engagement and early specifications?
- How do you handle pricing pressure while maintaining margin objectives?
职位点评
Senior defense KAM role in France with hybrid flexibility, good benefits, and stable industry, but limited formal growth emphasis.
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
Competitive compensation with benefits including flexible work, stock plan, transport, and health insurance. Salary is at market level for senior defense roles in France.
成长发展
Opportunities for national and international career growth, but no explicit mention of formal training or promotion paths. Role involves strategic work with high learning potential.
工作生活
Hybrid work model with flexible hours and up to 30 days remote work from anywhere. Good work-life balance signals from benefits like parental leave and transport support.
使命价值
Defense industry provides a sense of contributing to national security, but no explicit mission-driven language in the JD. Industry growth is stable but not high-growth.
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