The Key Account Manager (KAM) is responsible for managing and growing strategic defence accounts by developing long-term partnerships with government agencies, defence primes, and key industry stakeholders. The role focuses on account strategy, business development, contract management, and customer satisfaction while ensuring compliance with defence, export control, and security regulations.
Key Responsibilities:
Account & Relationship Management
- Serve as the primary point of contact for assigned defence and government accounts.
- Build and maintain trusted relationships with key stakeholders, including procurement, engineering, and programme teams.
- Understand customer mission requirements, long-term capability roadmaps, and procurement cycles.
Business Development & Growth
- Develop and execute account strategies to drive revenue growth and capture new programmes.
- Identify new business opportunities, upgrades, lifecycle support, and follow-on contracts.
- Coordinate bid and proposal activities, including RFI/RFP/RFQ responses.
Programme & Contract Management
- Support contract negotiations in collaboration with legal, finance, and programme teams.
- Monitor contract performance, milestones, and deliverables to ensure customer satisfaction.
- Manage account forecasts, pipeline reporting, and budget planning.
Internal Coordination
- Act as the customer advocate internally, coordinating with engineering, operations, supply chain, and quality teams.
- Ensure timely communication of customer requirements and feedback to internal stakeholders.
- Support programme reviews, technical discussions, and customer meetings.
Compliance & Governance
- Ensure all activities comply with defence regulations, export controls, security requirements, and company policies.
- Maintain confidentiality of sensitive and classified information.
- Support audits, compliance reviews, and risk assessments related to defence contracts.
Key Requirements:
Education & Experience
- Bachelor's degree in Engineering, Business, International Relations, or a related discipline.
- Minimum 5-10 years of experience in account management, sales, or business development within the defence, aerospace, or security sector.
- Proven experience managing government or defence-related accounts.
Skills & Competencies
- Strong stakeholder management and relationship-building skills.
- Solid understanding of defence procurement processes and contracting frameworks.
- Commercial acumen with experience in pricing, negotiations, and long-term agreements.
- Excellent communication, presentation, and reporting skills.
- Ability to work cross-functionally in a matrix organization.
Other Requirements
- Ability to obtain and maintain security clearance (where applicable).
- Willingness to travel domestically and internationally as required.
- High level of integrity, discretion, and professionalism.
Key Performance Indicators (KPIs)
- Account revenue growth and order intake
