Key Account Manager

Posted: 15/04/2025

Closing Date: 14/05/2025

Job Type: Permanent - Full Time

Location: Canberra or Melbourne

Job Category: Marketing,Sales

**About Us**

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.
- **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**

**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**

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.