VP - Defense (Business)

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About Us:

Fabheads Automation

Role Overview:

We are seeking an experienced and highly competent Senior Business Development Manager for the post of VP - Defense to spearhead our organization's growth strategy and business development initiatives across industrial and advanced manufacturing domains, specifically catering to the Defense sector. This leadership role demands a strategic thinker capable of identifying, evaluating, and capturing high-value market opportunities in both domestic and international markets.

The ideal candidate will bring a data-driven and analytical approach to decision-making, leveraging market intelligence, competitive benchmarking, and technology trends to shape go-to-market strategies and long-term revenue pipelines. A deep understanding of the industrial manufacturing ecosystem, including composite fabrication, additive manufacturing, precision engineering, and prototyping processes, is essential.

Ideal Candidate Profile:

• Experience:

  Minimum 7+ years of experience in Business Development, Strategic Sales, and Key Account Management in Composites in Defense, Aerospace and Advanced Manufacturing sectors.

• Sales Expertise:

  Demonstrated success in managing complex, high-value industrial sales cycles from lead generation to contract closure with major technology and defense clients.

• Proposals & ToT's:

  Previous experience in handling various proposals like TDF, Government projects, and Transfer of Technology is an add-on strength.

• Domain Knowledge:

  Strong understanding of manufacturing processes, composites, and deep-tech ecosystems, including additive manufacturing, precision machining, and advanced materials.

• Government & Institutional Engagement:

  Proven experience in business dealings with various departments under at least three major government or defence organisations, such as DRDO, ISRO, ADA, HAL, BEL, or similar establishments.

• Process & Compliance:

  In-depth knowledge of vendor registration, tendering, and procurement compliance across national portals such as GeM, IREPS, and defense e-procurement systems.

• Costing & Estimation:

  Hands-on experience in technical costing, quotation, creation of Techno Commercial proposals, across multiple manufacturing techniques including Autoclave (Pre-preg Composites), Wet Layup, molds, various 3D printing technologies like FDM, SLA, SLS, MJF, etc.

• Stakeholder Management:

  Exceptional ability to manage multi-level stakeholders from engineers to CXOs ensuring alignment between technical and commercial objectives.

• Data & CRM Proficiency:

  Skilled in CRM platforms (preferably Zoho CRM), MS Excel, Google Sheets, and market intelligence tools such as LinkedIn Sales Navigator, Apollo, and industry databases.

• Analytical Capability:

  Strong business acumen with the ability to perform market segmentation, competitor benchmarking, and opportunity assessment in emerging aerospace and defense markets.

• Communication Skills:

  Excellent verbal, written, and presentation abilities capable of articulating complex technical solutions to both technical and non-technical audiences.

• Strategic Contribution:

  Experience in contributing to bid strategy, proposal management, and partnership development with OEMs, Tier-1 suppliers, and research institutions.

Key Responsibilities:

Strategic Business Development:

• Develop and execute strategic plans to achieve sales targets and expand the customer base.
• Identify, qualify, and pursue high-value business opportunities in Aerospace, Defense, Marine, and Automotive sectors. Monitor industry trends, market developments, and competitor activities to refine business strategies.

Client Relationship Management:

• Build and nurture long-term relationships with strategic clients.
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• Serve as the primary PoC for key accounts, ensuring high customer satisfaction.

Proposal & Tender Management:

• Oversee the development of technical and commercial proposals, ensuring timely submission.
• Monitor and track relevant government and private tender opportunities.

Team Leadership & Cross-Functional Collaboration:

• Mentor and guide BD and Sales team members in lead generation and client engagement.
• Collaborate closely with Product, Engineering, and Operations teams to align solutions.
• Prepare monthly performance reports, forecasts, and strategy reviews.

Why Fabheads

• Opportunity to work with the leader in Automated composite manufacturing systems.
• Exposure to high-impact projects across Defense, Aerospace and Industrial sectors.
• Collaborative and innovation-driven work culture.