GM – Business Development (Defence & Aerospace Procurements)

AGM / GM – Business Development (Defence & Aerospace Procurements)

Location: Bengaluru | Function: Strategic Business Leadership

About the Search Partner

This mandate is being led by bgr-global.com , a boutique, research-driven global talent partner trusted by promoters, founders, and boards for complex and high-impact leadership hiring across India and 40+ countries. BGR blends deep sector understanding with data-led search, giving founders and CXOs access to “best possible” talent, not just best available profiles.

The Opportunity

A leading Indian Defense & Aerospace solutions company is looking to hire an AGM / GM – Business Development to spearhead growth across Defence, Aerospace, Space and strategic PSU ecosystems. This is a senior strategic role owning end-to-end revenue growth, customer partnerships, and key account expansion across MoD, DRDO, ISRO, DPSUs, shipyards, naval yards, atomic energy units and global OEMs.

Role Scope

• Lead the full business development lifecycle: opportunity identification, lead generation, customer engagement and conversion.
• Own an annual revenue mandate of approximately ₹100 Cr with consistent year-on-year order book growth.
• Drive 15%+ YoY pipeline growth and 20%+ organic business growth through robust sales strategy and channel development.
• Manage 25+ strategic Defence & Space accounts and an ecosystem of 500+ customer relationships.

Key Responsibilities

• Build and deepen long-term relationships with BEL, HAL, DRDO labs, ISRO units, naval yards, shipyards, MoD entities, atomic energy units and foreign OEMs.
• Shape and execute next-generation go-to-market strategies, regional sales plans and data-driven target deployment.
• Lead techno-commercial solutioning for complex systems including radar test rigs, avionics LRUs, EW / EOIR systems, ATEs, DAQ systems, RF modules, radar subsystems and oceanographic systems.
• Drive Defence & Space programs across launch vehicle avionics, satellite build-to-print, DC-DC converters, power modules, telemetry packages, TR modules, harness assemblies and subsystem indigenisation.

Commercial, Governance and After-Sales

• Lead pre- and post-award contract management across CAD, COM, JVs, MoUs, NDAs and sub-contracts.
• Govern estimation frameworks, pricing models, negotiations, financial guarantees, bonds, arbitration and commercial risk mitigation.
• Build robust after-sales and product support frameworks, ensuring ≤7-day TAT on customer complaints and adding 100+ AMC customers for recurring revenue.
• Ensure 100% compliance with process and quality frameworks such as CMMI Level 3, AS9100D and ISMS.

Defence Procurement & Ecosystem Mastery

• Hands-on expertise in DefProc, GeM and ISRO e-procurement, including tendering and bid strategy.
• Strong control over VQC, technical compliance, and specification influence to drive high tender win ratios.
• Strategic use of MSME preferences, public procurement norms and statutory advantages to enhance bid-win outcomes.

Leadership & Profile Fit

• 15+ years of experience in Defence / Aerospace / Space business development, sales or key account management with significant exposure to Indian public sector and strategic agencies.
• Proven multi-crore P&L ownership, large-deal negotiation experience and ecosystem/channel creation in Defence & Aerospace.
• Demonstrated ability to lead cross-functional teams (sales, engineering, operations, programs) and build a performance-driven culture while developing next-line leadership.
• Deep understanding of Defence Procurement Policy, contract law, bid compliance, MSME procurement policies and export control / risk governance.

Performance Metrics

Success in this role will be measured through revenue delivery (~₹100 Cr), YoY pipeline and organic growth, customer retention, repeat orders, AMC additions, tender win ratio and 100% process audit compliance.

NOTE

Apply ONLY if your profile exactly matches the above parameters.

Expect a update only if your profile ticks the basic criteria

If you dont get a reply from us in 2 weeks then please consider your profile as not selected for further process