Vice President/Senior Vice President/CMD - Business Development

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.