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.

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.

CONFIDENTIA

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.

Strong defence stakeholder networking.

Proficiency in bidding, tendering, and techno-commercial proposals.

Excellent communication and negotiation skills.

Ability to interpret technical solutions and align them with business needs.

Behavioural Attributes

Ownership and accountability.

Ability to operate in compliance-driven environments.

Adaptability and problem-solving capabilities.

High integrity and professionalism.

Education Requirements:

Bachelor s degree in engineering (Mechanical/Electronics/Aerospace/Electrical).

MBA in Marketing/Strategy preferred.