DGM BD

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.
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• 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.

Other Skills & Competencies

• Strategic thinking and business acumen.
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• Strong defence stakeholder networking.
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• Proficiency in bidding, tendering, and techno-commercial proposals.
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• Excellent communication and negotiation skills.
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• Ability to interpret technical solutions and align them with business needs.

Behavioural Attributes

• Ownership and accountability.
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• Ability to operate in compliance-driven environments.
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• Adaptability and problem-solving capabilities.
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• High integrity and professionalism.

Education Requirements:

• Bachelor s degree in engineering (Mechanical/Electronics/Aerospace/Electrical).
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• MBA in Marketing/Strategy preferred.
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• Familiarity with AS9100 / AS9001 quality standards (as per company requirement).