Devising Strategies to leverage A & D,Railway Industry Growth proactively Market Intelligence - Beneficiaries of "Make in India" The Challenge: We cannot win Indian defense business using a traditional offshore sales model.

The Solution: A local BDE/BDM will build the necessary ecosystem—forging joint ventures, technology transfers, and partnerships with local MSMEs and DPSUs—to ensure our offerings comply with indigenous content (IC) requirements.

Channel Partners Or Coordinators due to Complex Procurement Cycles Indian defense procurement is notorious for its long, bureaucratic cycles (often spanning 2 to 5 years from RFI to Contract signing).

Need: We need a feet-on-the-ground resource to manage the demanding progression through technical trials and final approvals. Missing a single milestone or misinterpreting a clause in the Defence Acquisition Procedure (DAP) can result in disqualification and years of lost effort.

Proactive "Requirement Shaping" Winning defense contracts starts long before an RFP is issued. A dedicated BDM will interface with user directorates (Army, Navy, Air Force) and DRDO labs during the RFI (Request for Information) stage. This ensures our technical capabilities and product specifications are baked into the final Qualitative Requirements (QRs), giving us a distinct competitive advantage.

: Business Manager – Aerospace &

• Defense (India) Role Overview We are seeking a dynamic, strategic, and results-driven Business Manager (BM) – Aerospace &

• Defense to drive our growth in the Indian market. In this role, he/she will be responsible for identifying new business opportunities, managing relationships with key government and private stakeholders, and securing high-value contracts. The ideal candidate will possess a deep understanding of the Indian defense &

• Aerospace procurement ecosystem, a robust network within the Defense &





• Aerospace material suppliers and DPSUs.

Key Responsibilities 1.

Strategic Market

Growth & Project Pipeline Management

Identify & Qualify Opportunities: Scan, identify, and qualify new business opportunities across Indian Aerospace & Defense customers.

Pipeline Development: Build and maintain a robust, long-term sales pipeline to achieve the company’s revenue and growth targets in the region.

Market Intelligence: Monitor and analyze competitor activities, market trends, and technological shifts within the Indian Aerospace & Defense (A&D;) landscape.

- Stakeholder & Relationship Management

Government & PSU Liaison: Cultivate and maintain robust relationships with key decision-makers in the TAL, HAL,DRDO labs, and Defence Public Sector Undertakings (DPSUs like HAL, BEL, Defense Equipment Mafg Units).

Private Ecosystem Partnerships: Forge strategic alliances, joint ventures, and partnerships with private Indian defense players and MSMEs to strengthen consortium bids.

- Bid, Proposal & Procurement Navigation

DPP/DAP Compliance: Navigate the complex Defence Acquisition Procedure (DAP) and Defence Procurement Procedure (DPP) guidelines seamlessly.

End-to-End Bidding: Lead the preparation, submission, and tracking of Expressions of Interest (EoI), Requests for Information (RFI), and Requests for Proposal (RFP).

Technical & Commercial Alignment: Coordinate with global/local engineering and product teams to align technical offerings with the Qualitative Requirements (QRs) stated by Indian defense customers.

- Policy & Compliance Management

Make in India & Atmanirbhar Bharat: Align business strategies with national initiatives, maximizing opportunities under 'Make-I', 'Make-II', and 'IDDM' (Indigenously Designed, Developed, and Manufactured) categories.

Defense Offsets: Strategize and execute Defense Offset obligations, turning regulatory requirements into a competitive advantage.

📌 Manager - Defense & Aerospace & Railways (Navi Mumbai)
🏢 Saint-Gobain Group in India
📍 Navi Mumbai