Head - Business Development & Marketing - Aerospace & Defence Industry

Business Development & Sales Strategy
- Define and execute short-term & long-term BD strategy aligned with defence procurement cycles
- Drive new business acquisition across Indian Armed Forces (Army, Navy, Air Force) and DPSUs
Identify and pursue opportunities in:
- MoD tenders (RFP/RFI)
- Offset programs
- Make in India / IDDM projects
- Build and manage a robust opportunity pipeline
- Government & Defence Engagement
Develop relationships with:
- Ministry of Defence (MoD)
- Armed Forces leadership
- DRDO, DPSUs (HAL, BEL, BDL, etc.)
- Track defence policies, procurement procedures (DAP), and upcoming programs
- Represent the company in defence forums, exhibitions & delegations

- Strategic Partnerships & Alliances
Build partnerships with:
- Global OEMs (US, Europe, Israel)
- Indian primes & Tier-1 suppliers
- Lead JV, ToT (Transfer of Technology), and offset negotiations
- Drive localisation and indigenisation initiatives
- Marketing & Brand Positioning
- Define go-to-market strategy for defence and aerospace solutions
Lead participation in:
- Aero India
- DefExpo
- Global defence exhibitions
- Develop thought leadership, branding, and communication strategy
Bid Management & Commercials:
- Oversee end-to-end bid lifecycle (RFI - RFP - contract closure)
- Ensure competitive pricing, compliance, and win strategy
- Lead negotiations for large, complex defence deals
Team Leadership:
- Build and lead a high-performance BD & marketing team
- Set KPIs, monitor performance, and drive accountability
Candidate Profile:
Experience:
- 15-25 years in Aerospace & Defence / Government Sales / Strategic BD
- Proven track record of winning large defence contracts
- Experience with Indian defence procurement ecosystem (MoD, DAP)
Key Skills:
Strong understanding of:
- Defence acquisition procedures (DAP)
- Offset policies & ToT
- Global OEM engagement
- Excellent stakeholder management & negotiation skills
- Strategic thinking with execution capability