Key Account Manager Defense (M/F/X)

À propos de ce poste: We are looking for a Key Account Manager Defense.

Responsabilités

• 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 Defence programs
• Translate Defence 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 Defence distributors, ensuring disciplined coverage and performance
• Build and maintain senior‑level relationships with Defence customer decision‑makers and key sponsors
• Lead cross‑functional execution (sales, R&D, operations, supply chain) and act as escalation point for critical Defence accounts
• Ensure rigorous sales discipline, forecasting accuracy, and account governance

Qualifications

• 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 defence technologies)
• You identify early signals, unmet needs, and whitespace opportunities, translating them into actionable business cases and pipeline creation.
• You convert market, technology, and customer insights into clear go‑to‑market and expansion roadmaps.

Compétences commerciales et création d’affaires

• You combine key account leadership with a strong business development mindset, driving growth through new applications, technologies, and routes‑to‑market
• Proven ability in solution selling, upstream engagement, early specifications, and customer approvals
• You have the knowledge of lead pricing, negotiations, and contract structuring to enable both short‑term wins and long‑term scalable growth
• You manage complex commercial ecosystems

Avantages

• Un système de travail flexible avec des horaires de travail flexibles, un modèle de travail hybride et une politique permettant de travailler de n’importe où jusqu’à 30 jours par an
• Diverses opportunités de croissance au niveau national et international
• Adoption de normes mondiales de bien‑être avec programmes de soins et prévention
• Congé parental d’une durée minimum de 8 semaines, sans distinction de genre
• Plan d’actionnariat salarié avec investissement volontaire et actions d’abonnement Henkel
• Participation et intéressement
• 100 % de prise en charge des transports publics
• 75 % des primes d’assurance maladie et d’assurance vie
• Place en crèche dans nos réseaux partenaires

Chez Henkel, nous avons des parcours, des points de vue et des expériences de vie très variés. Nous pensons que la singularité de chacun de nos collaborateurs constitue notre force. Rejoins notre équipe et viens nous apporter ta singularité ! Nous acceptons toutes les candidatures, quels que soient le genre, l’origine, la culture, la religion, l’orientation sexuelle, le handicap et la génération.