KEY RESPONSIBILITIES

A. Strategic Business Development

- Define and execute marketing & sales strategy aligned with Client growth objectives.

- Identify and pursue opportunities across the Armed Forces, DRDO, MoD, DPSUs (BEL, HAL, ECIL), and allied agencies.

- Track RFP pipelines, market trends, and competitor positioning to guide opportunity pursuit.

- Build strategic partnerships with system integrators, defence PSUs, and global OEMs.

- Provide market inputs for product portfolio planning and future technology investments.

- Drive Make-in-India, iDEX, and DPP/DAP-aligned opportunities for domestic and export markets.

B. Capture Strategy & Programme Positioning

- Lead early-stage opportunity capture through engagement with DRDO labs, Service directorates, and system integrators ahead of RFP release.

- Execute pre-RFP positioning through technology demonstrations, concept discussions, and requirement shaping.

- Align customer requirements with Client technology roadmap in collaboration with R&D and engineering teams.

- Maintain a long-term capture pipeline across concept, development, and production programmes.

C. Sales & Order Book Management

- Own order intake targets and manage a healthy revenue pipeline.

- Lead bid/no-bid decisions and oversee techno-commercial proposals and RFP responses.

- Negotiate and close contracts with defence establishments, PSUs, and system integrators.

- Track execution milestones and ensure timely achievement of contractual payment milestones.

D. Commercial & P&L Governance

- Ensure order book profitability through disciplined pricing and sound contract structuring.

- Partner with Finance to maintain contribution margins and portfolio profitability.

- Enforce pricing governance and approval thresholds across commercial engagements.

- Identify and leverage defence offset opportunities under India's DAP framework.

E. Customer Relationship Management

- Serve as the senior interface with MoD, Service HQs, DRDO labs, DPSUs, and export customers.

- Build long-term relationships with key decision-makers in the defence procurement ecosystem.

- Address customer escalations and ensure delivery satisfaction.

F. Export & International Business

- Develop export opportunities in alignment with India's defence export policy.

- Engage defence attaches, international OEMs, and system integrators for global partnerships.

- Ensure compliance with SCOMET, ITAR, and applicable export control regulations.

G. Governance, Compliance & Information Security

- Ensure adherence to defence procurement regulations (DPP/DAP), integrity pacts, and company compliance policies.

- Maintain strict handling of sensitive and classified information.

- Uphold the highest standards of ethical conduct in all government and defence engagements.

H. Team Leadership & Organisational Development

- Lead and develop the marketing & sales team across regions.

- Establish CRM systems, sales dashboards, and performance review mechanisms.

- Coordinate with R&D, engineering, finance, and legal teams on opportunity pursuit and contract execution.

I. Exhibitions, Events & Brand Positioning

- Represent Client at key defence exhibitions and industry forums (Aero India, DefExpo, DSEI, Euronaval).

- Strengthen Cleint visibility through industry engagement and thought leadership.