Head - Business Development & Marketing - Aerospace & Defence Industry

Business Development & Sales Strategy

- Define and execute short-term & long-term BD strategy aligned with defence procurement cycles

- Drive new business acquisition across Indian Armed Forces (Army, Navy, Air Force) and DPSUs

Identify and pursue opportunities in:

- MoD tenders (RFP/RFI)

- Offset programs

- Make in India / IDDM projects

- Build and manage a robust opportunity pipeline

- Government & Defence Engagement

Develop relationships with:

- Ministry of Defence (MoD)

- Armed Forces leadership

- DRDO, DPSUs (HAL, BEL, BDL, etc.)

- Track defence policies, procurement procedures (DAP), and upcoming programs

- Represent the company in defence forums, exhibitions & delegations

- Strategic Partnerships & Alliances

Build partnerships with:

- Global OEMs (US, Europe, Israel)

- Indian primes & Tier-1 suppliers

- Lead JV, ToT (Transfer of Technology), and offset negotiations

- Drive localisation and indigenisation initiatives

- Marketing & Brand Positioning

- Define go-to-market strategy for defence and aerospace solutions

Lead participation in:

- Aero India

- DefExpo

- Global defence exhibitions

- Develop thought leadership, branding, and communication strategy

Bid Management & Commercials:

- Oversee end-to-end bid lifecycle (RFI - RFP - contract closure)

- Ensure competitive pricing, compliance, and win strategy

- Lead negotiations for large, complex defence deals

Team Leadership:

- Build and lead a high-performance BD & marketing team

- Set KPIs, monitor performance, and drive accountability

Candidate Profile:

Experience:

- 15-25 years in Aerospace & Defence / Government Sales / Strategic BD

- Proven track record of winning large defence contracts

- Experience with Indian defence procurement ecosystem (MoD, DAP)

Key Skills:

Strong understanding of:

- Defence acquisition procedures (DAP)

- Offset policies & ToT

- Global OEM engagement

- Excellent stakeholder management & negotiation skills

- Strategic thinking with execution capability