Key Responsibilities

Business Development Strategy

• Identify, and analyse the opportunities through defence procurement plans, RFPs, and

industry intelligence.

• Finalise the positioning by aligning company capabilities with requirements of

customers.

• Establish and nurture relationships with procurement of Defence PSUs and private

companies’ agencies, DRDO labs, shipyards, and system integrators.

• Monitor competitor activities and market shifts to refine capture strategies.

Proposal & Capture Management

• Conduct kick-off meeting to explain the business opportunities to the stakeholder and

cross-functional teams.

• Coordinate with cross-functional teams (design, engineering, supply chain, operations

& finance) to arrive at the costing.

• Arrange meeting with stakeholders to derive the win themes, value propositions, and

pricing strategies tailored to company priorities.

• Prepare compliant proposals with all the assumptions, risks and mitigation plan.

• Ensure timely submission of proposals with complete technical and commercial

documentation.

• Track bid progress and customer feedback for order booking.

Engineering Activities

• Closely work with the design team to translate RFQ inputs into system-level

architectures and technical solutions.

• Coordinate with the design team to prepare the RFQ Bill of Materials from the

customer inputs and circulate to cross-functional teams for cost estimation.

• Provide technical inputs for proposals, including performance specifications,

integration strategies, and lifecycle support.

• Collaborate with D&D to adapt the design documents into engineering documents and

system setup.

• Upon order receipt, finalise the Production BoM and SAP system setup. Coordinate

with cross-functional team to build the prototypes.

• Ensure the compliance of the product with defence standards, and qualification

requirements (MIL-STD, JSS, etc.).

• Provide technical oversight during trials, integration, and acceptance testing.

Program Transition & Support

• Ensure smooth transition from prototype phase to execution phase of the projects.

• Prepare and release the engineering documentation and configuration matrix for the

bulk production.

• Support program managers in meeting contractual milestones and deliverables.

• Oversee documentation and compliance for audits, certifications, and customer

inspections.

Key Competencies

• Strategic Thinking – Ability to understand long-term defence market strategies.

• Technical Acumen – Deep understanding of defence electronics, integration, and

system-level engineering.

• Inter-personal Relationship – Coordinating with cross-functional teams and managing

complex pursuits.

• Compliance & Governance – Familiarity with defence policies, procurement rules, and

defence standards.

Performance Metrics

• Pipeline growth and RFQ conversion rate.

• Successful capture of defence contracts in land and naval domains.

• Quality and compliance of proposals submitted.

• Customer satisfaction and repeat business.

Qualifications

• Bachelor’s degree in Engineering – Electrical & Electronics.

• 8-10 years of experience in defence business development, application engineering,

Proven track record in land and naval electronics systems.

• Excellent communication, stakeholder management, and proposal writing skills.