Key Account Manager

Job Purpose :

To support and drive sales growth primarily across Indian Navy accounts, with additional coverage of Indian Coast Guard, Defence, MHA, and allied government accounts as required. The role is best suited for ex-Navy professionals with relevant post-service experience in sales, business development, or government account management.

Key Responsibilities:

• Support the achievement of annual sales targets across Defence & MHA accounts.
• Assist in building and managing relationships with Defence organizations - Navy, ICG, MHA, State Police, Fire & Rescue Services, SDRF/NDRF, and Disaster Management Authorities.
• Support the end-to-end B2G sales cycle, including lead generation, proposal preparation, tender participation, negotiations, contract closure, execution coordination, and collections follow-up.
• Assist in the preparation of techno-commercial proposals for government tenders, RFPs, and strategic projects.
• Coordinate closely with operations and finance teams to ensure timely execution and payment realization.
• Support development of partnerships with system integrators (SIs), PSUs, and regional partners.
• Maintain sales MIS, pipeline data, forecasts, and periodic reports for management review.

Required Qualification & Experience :

• Education: Bachelors degree in Engineering (Civil / Mechanical / Electronics) or related discipline.
• Experience: 5–15 years of experience in B2G / B2B technical sales, preferably in Defense, MHA, Police, or Disaster Management domains.
• Exposure to government tenders, GeM portal, RFPs, and proposal coordination is required.

Preferred Domain

• Indian Navy, Indian Coast Guard, Ministry of Defence, MHA, DRDO, Defence PSUs, Maritime Infrastructure.

Skills & Competencies:

Technical / Functional Skills

• Working knowledge of B2G and defense procurement processes (DAP, GeM, state procurement).
• Proposal drafting and tender documentation coordination.
• Sales MIS, pipeline tracking, and reporting.

Behavioural / Soft Skills

• Strong communication and presentation skills.
• Ability to engage professionally with government officials and senior stakeholders.
• Consultative mindset with strong follow-up and coordination abilities.
• Ownership-driven, disciplined, and execution-focused approach.

MUST HAVE

* Ex-Indian Navy personnel with experience in Sales, Business Development, or Key Account Management in the Defence or Government sector.

• Sales professionals from defence/maritime technology companies.
• B2G sales experience candidates only need to apply.