Key Account Manager - Europe

Electro Optic Systems (EOS) is an ASX listed Australian technology company operating in the defence and aerospace markets. Our products incorporate advanced electro-optic applications based on EOS core technologies in software, laser, electronics, optronics, gimbals, telescopes, beam directors, and precision mechanisms. With our headquarters in Canberra and a growing global workforce, we are experiencing exponential growth and are placed to become Australia's leading defence and aerospace exporter.
We continually strive to help our people achieve personal goals, engaging them in challenging and inspiring projects that shape our future.
Company Benefits
Structured friendly and supportive team
Learning and development support
Opportunities for further career development
Free Parking
EOS is an Equal Opportunity Employer.
About the role
The Key Account Manager ['KAM'] is a critical role with the EOS global sales and marketing team and is responsible for creating, growing, leading and monitoring key accounts within an assigned geographic region.
Key Responsibilities:

Sales Planning & Execution :
Develop and implement annual sales and capture plans for assigned regions, identify key contacts, and maintain up-to-date records in Salesforce.
Business Development :
Drive order intake by engaging with customers, responding to RFIs/RFTs, and submitting compelling offers aligned with customer needs and EOS solutions.
Sales Pipeline Management :
Build and maintain a reliable pipeline by identifying and shaping future opportunities and accurately documenting them in Salesforce.
Customer Engagement & Insights :
Serve as the subject matter expert for customer requirements in the region, providing strategic input to product development, engineering, and after-sales teams.
Partnership Development :
Identify and manage Key Industry Partners (KIPs), facilitating joint marketing efforts and collaborating on new and existing product solutions.
Agent Relationship Management :
Oversee agents within the region, attend customer meetings, validate opportunities, and support offer development in line with EOS processes.
Trade Shows & Exhibitions :
Coordinate and lead EOS's presence at regional exhibitions and trade shows within your allocated region, representing the company and cultivating customer relationships.
Offer Development & Submission :
Gather and analyze customer requirements, coordinate internal stakeholders, and develop competitive offers that meet pricing and margin targets, following the internal gate review process.
Negotiation & Contracting :
Lead contract negotiations, refine offers to reflect evolving customer needs, and ensure contracts are aligned for successful execution and profitability.
Customer Relationship Management :
Maintain strong, ongoing customer relationships beyond contract signing to foster trust, satisfaction, and long-term engagement.
Desired Skills and Experience About You
We are seeking an experienced and commercially focused professional to join our team in a defence sales capacity. The ideal candidate will have a strong understanding of government contracting and defence export frameworks, with the ability to translate customer requirements into tailored solutions and drive business growth across diverse markets.
Key Attributes:

Strong commercial acumen with a track record of identifying and capitalizing on emerging opportunities.
Proven ability to translate customer needs into relevant system offerings.
Excellent problem-solving skills and attention to detail.
Solution-oriented approach with sound decision-making based on past experience.
Effective in multicultural environments and across multiple time zones.
Collaborative team player with strong interpersonal and communication skills.
Eligibility to obtain and maintain a relevant National Security Clearance.
Experience & Qualifications:

Bachelor's degree in Business Administration or equivalent.
5-10 years of successful defence sales experience (preferably with military weapons systems) or relevant equivalent experience.
Familiarity with CRM platforms such as Salesforce.
Solid understanding of government contracting processes and defence export controls.
Existing network, or ability to grow a network, of relevant local and international contacts.
Demonstrated success in meeting or exceeding sales targets.
Fluent in English (additional languages advantageous based on regional focus).
Willingness and ability to travel frequently, both domestically and internationally.
How to Apply
If you are willing to take on a challenge and want to contribute to a proud Australian company that is growing rapidly then we would like to hear from you. Please apply now with your resume and a covering letter outlining your experience and why you believe you are the right fit for our organisation.
We will review, short-list and conduct interviews for this role prior to the closing date. We encourage the submission of early applications.
Due to Australian Government baseline security clearance requirements for this role, you must be an Australian Citizen and eligible to obtain and maintain appropriate security clearances.
To learn more about EOS and what employment opportunities we provide, please visit:
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