Deputy General Manager - Business Development - Defence Sector

Division/Department : Gurgaon

Designation : DGM

Reports to : CEO / MD

The Senior Business Development Professional will lead strategic growth initiatives within the Defence sector, focusing on opportunity identification, partnership development, tender management, and stakeholder engagement. Knowledge of defence procurement processes, MoD/DRDO/DPSU ecosystem, RFIs/RFPs, and quality standards such as AS9100 / AS9001 (as applicable) is essential.

A. Advanced Business Growth & Capture Management

• Lead end-to-end capture management from opportunity identification to contract closure, ensuring alignment with Defence Procurement Procedure (DAP) frameworks.
• Develop winning strategies for large defence tenders by analyzing competitor capabilities, pricing models, and evaluation criteria.
• Drive order book expansion through structured pursuit plans, pursuit reviews, and bid/no-bid assessments.
• Identify gaps in capability portfolios and propose new product development or partnership models to strengthen competitive positioning.

B. Strategic Partnerships, Alliances & Ecosystem Development

• Conduct market research and competitive intelligence.
• Monitor DAP updates, defence procurement policies, and Make in India initiatives.
• Develop multi-year business plans aligning with company strategy.

C. Defence Tendering, Bidding & Proposal Leadership

• Oversee technical and commercial proposal preparation, ensuring accuracy, compliance, and alignment with RFI/RFP requirements.
• Review tender documents including SoWs, SQRs, compliance matrices, and manage bid timelines with cross-functional teams.
• Present and defend proposals at technical and commercial evaluation meetings with MoD, DRDO, or Services Evaluation Committees.
• Develop cost models, pricing sheets, and value propositions to support competitive bidding.

D. Market Intelligence, Threat Analysis & Strategic Planning

• Conduct continuous scanning of global defence trends, emerging technologies, and capability needs of Armed Forces.
• Map long-term modernization programs of Army, Navy, and Air Force to anticipate future procurement demand.
• Analyze competitor strategies, market shares, product offerings, and investment movements to create actionable insights.
• Prepare quarterly and annual BD strategy reviews, capturing opportunity pipeline health, order forecasts, and risk assessments.

E. Key Account Ownership & Stakeholder Trust Building

• Serve as the primary point of contact for senior leadership in MoD, DRDO, Service HQs, and DPSUs.
• Conduct regular account reviews, presentations, and technology demos to maintain engagement.
• Build strong trust relationships by ensuring high responsiveness, technical clarity, and ethical conduct in all interactions.
• Lead customer requirement capture sessions and translate needs into internal engineering or R&D deliverables.

F. Internal Leadership & Cross-Functional Coordination

• Drive internal project reviews with Engineering, R&D, Production, QA, and Supply Chain teams to ensure alignment with customer expectations.
• Lead gate reviews, pursuit plans, bid validation meetings, and opportunity status updates for senior management.
• Engage with legal, compliance, and finance teams to ensure adherence to defence compliance norms such as AS9100, quality gates, and security protocols.
• Mentor junior BD and proposal team members on defence procurement, technical understanding, and pursuit strategy.

G. Representation, Advocacy & Industry Engagement

• Represent the organization at major defence events such as DefExpo, Aero India, Army/Navy/Air Force Seminars, and international exhibitions.
• Participate in industry bodies (SIDM, FICCI Defence Committees, CII Defence Councils) to advocate policy needs and identify collaboration opportunities.
• Deliver presentations, capability briefs, and white papers to government and military stakeholders.