KEY JOB DETAILS:

Position Title: BD Manager-DPSU Lead HAL / BEL / BEML & Other Defence PSUs

Location: Gurgaon (5 days Work from Office)

Qualification: Bachelors degree in engineering (Electronics / Electrical / Avionics / Aerospace preferred); MBA (Marketing / Strategy / Operations) preferred

Industry: R&D and Manufacturing of state-of-the-art avionics-grade, defense-grade, and railway-grade equipment.

About Samtel:

Samtel Avionics, a group company of the 50-year-old Samtel Group is an Indian high-technology company developing advanced mission-critical systems for aerospace, defence and strategic sectors. With deep expertise in avionics, rugged electronics and indigenous design, the company plays a key role in strengthening Indias self-reliance in critical technologies. Samtel operates across the entire value chain from design, development and engineering to manufacturing, testing, qualification, repair & maintenance, upgrades, and obsolescence management. Its core capabilities include avionics displays and mission computers, optronics, rugged displays and electronics for airborne, land and naval platforms, automated test equipment, and engineering services. Samtels systems support several Indian Armed Forces platforms through close collaborations with Indias defence ecosystem. Building on decades of expertise in avionics and ruggedized electronics, the company is expanding into emerging domains including satellite technologies, defence ISR systems, unmanned aerial systems, loitering munitions, and advanced drone platforms, while also contributing to high-technology solutions for rail and other strategic sectors. Through indigenous innovation and strategic partnerships, Samtel continues to support Indias vision of Aatmanirbhar Bharat and Make in India.

About the Role:

The DPSU Lead is responsible for driving business development, strategic account management, customer engagement, post-order coordination, and business growth across defence public sector ecosystems including:

- Hindustan Aeronautics Limited

- Bharat Electronics Limited

- BEML

- Other relevant defence PSUs and government organizations

The role acts as the single-point owner for:

- Opportunity creation

- Strategic customer engagement

- Pipeline development

- Opportunity conversion

- Customer satisfaction

- Payment follow-up

- Complaint handling and escalation coordination

The role requires a strong blend of:

- Business development capability

- Relationship management

- Technical-commercial understanding

- Customer handling

- Execution coordination

Key Responsibilities:

1. DPSU Account Development & Relationship Management:

- Act as the primary business interface for all assigned DPSU accounts

- Build and maintain strong relationships with:

1. GMs

2. Program Directors

3. Engineering teams

4. Procurement teams

5. Commercial and finance stakeholders

- Develop deep understanding of:

1. Organizational structures

2. Decision-making processes

3. Influencers and approval chains

- Build long-term strategic engagement within DPSU ecosystem

2. Business Growth & Opportunity Creation:

- Identify and develop new opportunities across:

1. Aircraft programs

2. Helicopter programs

3. Defence electronics

4. Upgrade and retrofit opportunities

5. Vetronics and display systems

6. System/subsystem integration opportunities

- Expand Samtel presence across:

1. Existing programs

2. New platforms

3. Additional subsystems and variants

- Increase overall program footprint across DPSUs

3. Program Intelligence & Early Positioning:

- Track upcoming programs, RFQs, tenders, and modernization plans

- Ensure early engagement before RFQ stage

- Maintain structured pipeline covering:

1. Opportunity status

2. Timelines

3. Competition

4. Closure probability

- Build visibility into future programs and roadmap opportunities

4. Technical Engagement & Solution Positioning:

- Participate in technical discussions with customer teams

- Work closely with engineering and product teams to:

1. Understand customer requirements

2. Position appropriate solutions

3. Align capabilities with customer needs

- Support technical-commercial solution discussions during opportunity shaping

5. Proposal & Bid Support:

- Work closely with Proposal Manager (Techno-Commercial) to:

1. Define scope

2. Align customer requirements

3. Support bid strategy

- Drive:

1. Proposal follow-ups

2. Customer clarifications

3. Negotiation support

4. Opportunity closure discussions

6. Competitive Intelligence & Pursuit Management:

- Conduct SWOT analysis of competitors for key opportunities

- Gather and analyze market and commercial intelligence including:

1. Competitor participation

2. Historical bid trends

3. Commercial benchmarks

4. Customer preferences

- Participate in pursuit teams and internal gate reviews

- Present business case and opportunity potential during internal reviews

- Support Go / No-Go decisions through structured analysis

7. Opportunity Conversion & Order Finalization:

- Lead customer engagement during:

1. Negotiations

2. Commercial discussions

3. Technical-commercial alignment

- Support closure of opportunities into firm orders

- Coordinate internally for smooth transition from pre-order to execution phase

8. Customer Success & Post-Order Coordination:

- Act as customer focal point during post-order execution phase

- Coordinate with production, quality, program teams, and supply chain to ensure smooth customer coordination and communication

- Monitor dispatch status, inspection coordination, customer escalations, and open action items

9. Payment Follow-up & Receivables Coordination:

- Track outstanding payments and receivables across assigned accounts

- Coordinate with customer finance/accounts teams for payment follow-up

- Understand and track file movement processes within DPSUs

- Support timely closure of invoice approvals, inspection closures, and payment processing bottlenecks

- Escalate critical receivable issues internally as required

10. Complaint Handling & Customer Feedback Coordination:

- Track customer complaints, failures, and escalations

- Coordinate internally with quality, engineering, and production for closure and corrective actions

- Ensure customer concerns are responded to in timely and professional manner

- Capture customer feedback and support continuous improvement initiatives

Key Deliverables:

- Revenue growth across DPSU accounts

- Increased share of business within HAL/BEL/BEML ecosystem

- Strong opportunity pipeline

- Improved RFQ-to-order conversion

- Strong customer relationships and satisfaction

- Timely payment realization and receivables reduction

- Effective handling of customer escalations and complaints

- Expansion into new DPSU programs and platforms

Required Qualifications & Experience:

- Bachelors Degree in Engineering (Electronics / Electrical / Aerospace / Avionics preferred); MBA (Marketing / Strategy / Operations) preferred

- 8 - 10 years of experience in defence / aerospace sector, business development, strategic account management, and customer coordination

- Prior experience with HAL/BEL/defence PSUs preferred

Key Skills & Competencies:

1. Business Development Skills:

- Opportunity identification, pipeline management, strategic account development, and negotiation capability

2. Technical Understanding:

- Ability to participate in technical discussions; understanding of avionics / displays / defence electronics preferred

3. Relationship Management:

- Strong stakeholder engagement capability and ability to influence across PSU ecosystem

4. Customer Handling & Coordination:

- Ability to manage customer escalations, strong coordination and follow-up capability, and payment/receivable follow-up skills

5. Strategic Thinking:

- Long-term opportunity identification and program positioning/account expansion

6. Communication:

- Clear and structured communication and ability to represent organization professionally at senior customer levels

Success Profile:

- A successful DPSU Lead will have strong visibility into upcoming opportunities before formal RFQ stage, build deep relationships across DPSU ecosystem, consistently expand Samtel footprint across programs, drive strong opportunity pipeline and business conversion, ensure smooth customer coordination post-order, improve receivables and payment realization, handle customer escalations effectively, and act as a trusted business interface for strategic DPSU accounts.

Key Behavioural Attributes:

- Strong analytical and problem-solving skills

- Ability to work seamlessly in cross-functional teams

- Curiosity and eagerness to explore new technologies