Manager Key Accounts-Germany

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.