Key Account Manager Defense

Key Account Manager Defense

Adhesive Technologies Sales Various  locations

Full Time Regular

At Henkel, you’ll be part of an organization that’s shaping the future through innovation, sustainability and collaboration. With our trusted brands like Persil®, ’all®, Loctite®, Snuggle®, and Schwarzkopf® and our cutting-edge technologies, you’ll have countless opportunities to explore new paths and grow.

This position is with our Adhesive Technologies business unit – where we empower our people to transform industries and provide our customers with a competitive advantage through adhesives, sealants and functional coatings.

Dare to learn new skills, advance in your career and make an impact at Henkel.

• The Key Account Manager, a remote position, is responsible for building and growing business relationships with high opportunity emerging defense and aerospace accounts

• Implement new customer acquisition plans & develop customer-specific success metrics beyond revenue (e.g., innovation impact)

• Demonstrate and communicate technical knowledge of aerospace-grade materials, their specifications and application, an understanding of quality and compliance requirements, and forecast management

• Leverage understanding of emerging defense technologies (CCAs, UAS, autonomous systems, counter-UAS, hypersonics, advanced materials) to identify new customer materials opportunities

• Serve as the primary point of contact between Henkel and Customer across departments (procurement, engineering, quality, supply chain, etc.)

• Develop and build long-term strategic plan tailored to Customer’s business goals and production plan e.g. Defense platforms

• Identifies opportunities to expand the relationship through new product offerings, innovations, or process improvements

• Internal champion of Customer needs within the Henkel cross-functional organization, ensuring alignment and responsiveness

• Builds strong relationships with Customer stakeholders in supply chain, program, and engineering

• Translates customer’s strategy and priorities into a joint innovation roadmap

• Facilitate executive-level meetings and Business Reviews to maintain alignment

• Effectively manages escalations, delivery issues, or quality concerns with professionalism and urgency

• On-Time Delivery & Quality Performance management through KPI tracking and ensuring performance meets Customer’s needs

• Oversees pricing agreements, long-term contracts (LTAs), and terms & condition negotiations

• Uses analytics and forecasting tools to anticipate customer needs and add strategic value

• 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

• Strong passion for defense technology innovation and ability to translate evolving mission needs into strategic customer engagement and growth opportunities

• 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, including both development and production phase

• 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,…