The EDC (European Distribution Centre) is situated in Didam, Netherlands which is close to the German borders is now primarily a warehousing site used to store and facilitate movement of goods around Europe, Asia and the US. Within our warehousing facility our core business is optical, agriculture and medical storage working with our IDEX business units based in the UK, US and Europe. Alongside the warehouse are supporting functions of Quality, Sales, Customer Service, Purchasing and Finance. The EDC works in conjunction with many of the other businesses sat under the IDEX umbrella. Alongside the storage facility you will find a dedicated quality assurance centre which ensures the quality and compliance of all parts being shipped meets internal and external standards of production and release. Quality Assurance offers a support service to our customers in order to find technical optical solutions. Position Summary This exciting new position can be located in Germany (remote) or in our Production Site in Leicester, UK. The Key Account Manager – European Defense is a highly responsive, execution‑focused commercial role responsible for managing and growing OEM and Tier‑1 defense accounts across Europe, with a particular emphasis on German and other specific European customers. This position focuses on building deep, trusted relationships; delivering an exceptional customer experience; and ensuring seamless coordination between the customer and the manufacturing site. A core requirement of this role is effective cross‑functional communication across all levels of the factory—Operations, Shipping & Receiving, Inside Sales, Engineering, and Site Leadership—to ensure alignment, clarity, and consistency in how we support key customer programs. Success in this role comes from disciplined follow‑through, excellent communication, accurate forecasting, and the ability to over deliver on customer expectations by removing friction from the buying experience. Key Responsibilities 1) Customer Relationships & Sales Execution - Serve as the primary commercial point of contact for assigned European defense accounts, building strong relationships across engineering, sourcing, quality, program, and leadership levels. - Meet or exceed annual revenue and order targets through disciplined account planning, consistent engagement, and strong opportunity management. - Conduct regular customer visits and touch points—both virtual and onsite—to maintain alignment, advance opportunities, and ensure we remain the preferred partner. - Respond quickly and professionally to all customer inquiries, RFQs, and quality concerns; remain a consistently available and responsive point of contact. 2) Pipeline, Qualification & Forecasting - Identify high‑probability prospects and rapidly qualify/disqualify opportunities based on technical fit, timing, and alignment with overall strategic intentions. - Maintain accurate CRM data, account dashboards, and high‑quality multi-quarter forecasts. - Provide clear, timely communication on customer requirements, issues, and risks to internal stakeholders. 3) Opportunity Management, Proposals & Negotiations - Lead day‑to‑day execution of the proposal and quote process, coordinating pricing and lead time proposals within established guidelines. - Present proposals, manage clarifications, and win opportunities quickly. - Document win/loss insights and competitive dynamics to improve future performance. 4) Order Enablement & Delivery Coordination - Hold regular conversations and facilitate communication between the customer and the factory to ensure that our delivery plans, production priorities, and support strategies align with customer expectations. - Proactively identify potential miss alignments or risks (capacity, capability, timing, technical considerations) and coordinate internally to drive solutions. - Support customer acceptance, onboarding of new products, and smooth transition from design/quote to production. 5) Voice of Customer & Voice of Factory - Represent the Voice of the Customer internally during discussions on priorities, capability development, scheduling, and long‑term planning—ensuring customer needs are accurately communicated and understood. - Act as the Voice of the Factory in discussions with the customer, clearly and accurately representing our capabilities, capacity, constraints, and unique value proposition—and delivering a compelling, credible sales message grounded in operational reality. Qualifications & Experience - Minimum 5 years of experience in technical sales or key account management (optics, lasers, photonics, or related electro‑optical industries preferred). - Bachelor’s degree in Engineering, Optics, Industrial Technology, or a related technical discipline. - Demonstrated ability to build strong customer relationships and drive account growth. - Strong organisational skills, disciplined follow‑through, and excellent verbal/written communication. - Proficiency with Microsoft Office and CRM tools. - Ability to travel approximately 20%, primarily within Germany and neighbouring European countries. - German fluency (primary language) required; English proficiency also required. - Must hold an EU or UK passport and be eligible to work within the EU without sponsorship. - Although role is remote, residence in Germany or a country bordering Germany is strongly preferred. Key Competencies - Customer Focused & Responsive & Proactive Approach - Execution Disciplined - Cross‑Functional Collaboration - Technical Curiosity (with interest and ability to learn) - Clear Communication - Results Orientation Success Metrics - Achievement of orders and revenue targets. - Strong forecast accuracy and CRM discipline. - High customer satisfaction driven by responsiveness, clarity, and reliability. - Consistent and sustainable growth in account penetration, new programs, and share of wallet. - Smooth cross‑functional coordination with minimal escalations and strong internal alignment.