ACCOUNT MANAGER – Aerospace And Defence Sales

About The Role
We are seeking a seasoned and strategically minded Account Manager to spearhead defence and aerospace sales initiatives. The ideal candidate will bring a proven track record of selling complex services and solutions to Defence OEMs, the Ministry of Defence, aerospace primes, and private sector organizations operating within this ecosystem. This role demands deep domain expertise, an established network across defence and aerospace stakeholders, and the ability to navigate long-cycle, high-value procurement processes with confidence and precision.
Key Responsibilities
Business Development & Sales
Identify, develop, and manage strategic accounts across Defence OEMs, Aerospace primes, and private-sector defence organizations.
Drive end-to-end sales cycles — from prospecting and solution positioning to negotiation and deal closure.
Build and execute a robust sales pipeline with consistent revenue forecasting and achievement of quarterly and annual targets.
Represent the organization at defence exhibitions, air shows, industry events, and government forums to enhance brand visibility and generate leads.
Client Engagement & Relationship Management
Cultivate and sustain senior-level relationships with key decision-makers across defence and aerospace organizations including CXOs, procurement heads, and programme directors.
Serve as the primary point of contact for assigned accounts, ensuring consistent communication, satisfaction, and long-term engagement.
Leverage existing networks within the defence and aerospace ecosystem to create warm introductions and accelerate deal timelines.
Proposal Management & Bid Response
Lead the preparation, review, and timely submission of proposals, Requests for Proposals (RFPs), and Requests for Quotations (RFQs).
Coordinate with internal technical, legal, finance, and delivery teams to develop compelling, compliant, and competitive bid responses.
Monitor government procurement portals (GeM, CPPP, MoD notifications) and private sector tender bulletins to proactively identify and respond to opportunities.
Maintain a repository of bid templates, case studies, compliance documents, and technical write-ups to accelerate proposal cycles.
Negotiation & Contract Closure
Lead client negotiations on commercial terms, pricing structures, and contractual obligations — ensuring favourable outcomes aligned with business objectives.
Travel extensively across India and internationally to client sites, headquarters, and programme offices for negotiations, presentations, and relationship building.
Collaborate with legal counsel to ensure all contracts and agreements comply with regulatory requirements including Defence Procurement Procedures (DPP/DAP).
Market Intelligence & Strategy
Track and analyse defence budget allocations, procurement trends, policy changes, and competitor movements to inform sales strategy.
Provide regular market intelligence reports and sales forecasts to senior leadership.
Identify whitespace opportunities, new verticals, and potential partnerships within the defence and aerospace sector.
Qualifications & Experience
Mandatory Requirements
12–15 years of sales experience within the Defence and Aerospace industry — with a demonstrated history of closing high-value, complex deals.
Deep familiarity with Indias defence procurement landscape including DPP/DAP, GeM, DRDO programmes, and MoD policies.
Proven experience selling services or solutions to

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Defence OEMs, HAL, BEL, BHEL, L&T Defence, private aerospace manufacturers, and MRO organisations.
Strong and verifiable network across the defence and aerospace ecosystem — including OEM procurement teams, project management offices, and government bodies.
Demonstrated success in RFP/RFQ preparation, bid management, and navigating multi-stakeholder procurement cycles.
Excellent communication, presentation, and negotiation skills; ability to engage confidently at CXO and senior government levels.
Willingness to travel extensively — pan-India and internationally — for client meetings, negotiations, and deal closures.
Good to Have
Existing relationships with senior leadership at key defence and aerospace OEMs and tier-1 contractors.
Prior military service or experience working within a defence establishment — bringing an insider perspective to client engagement.
Familiarity with offset obligations, Make in India defence initiatives, and IDEX/DEFF frameworks.
Understanding of export control regulations (ITAR, EAR) and international defence trade compliance.
Experience with CRM platforms such as Salesforce or Microsoft Dynamics for pipeline tracking.
MBA or equivalent postgraduate qualification in Business, Strategy, or a related field.
Educational Background
Bachelors degree in Engineering (Aerospace, Mechanical, Electronics) or related technical discipline — preferred.
Management Qualifications (MBA/PGDM) From a Reputed Institution — Desirable.
Skills: oems,management,aerospace,sales