Key Account Manager Defense

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 & conditions 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, Excel, etc.
• Travel will be on average 30-50%, depending on the location of the candidate.
• Pr…