Manager - Business Development and Client Relationship

ROLE SUMMARY

The incumbent will play a pivotal role in expanding the organization's business portfolio, developing strategic partnerships, strengthening the vendor ecosystem, and ensuring effective execution of procurement and contract management activities for Defense and Government projects. The role demands a blend of technical understanding, commercial acumen, stakeholder management and strategic business development expertise.

Role & responsibilities

Business Development

• Identify new business opportunities in Defence, Aerospace, Government, PSU and strategic sectors.

-Develop and implement business development strategies aligned with organizational objectives.

-Build and maintain strong relationships with customers, Government agencies, System Integrators, OEMs and strategic partners.

-Coordinate with technical teams to understand customer requirements and develop suitable technical and commercial solutions.

-Prepare Expressions of Interest (EOIs), Requests for Information (RFIs), technical proposals, commercial bids and tender responses.

-Monitor upcoming tenders, procurement plans and business opportunities published through GeM, CPP Portal, Defence procurement agencies and other Government procurement portals.

• Conduct market intelligence, competitor analysis and opportunity assessment.

• Participate in customer meetings, exhibitions, Defence expos, industry forums and technical presentations.

• Coordinate with internal engineering, finance, legal and project teams during bid preparation and contract execution.

Vendor Management

• Identify, evaluate and onboard new vendors, OEMs and technology partners.

• Develop a robust vendor ecosystem to support Defence and strategic projects.

• Conduct vendor capability assessments, due diligence and technical evaluations.

• Negotiate commercial terms, pricing, delivery schedules and service level agreements. - Monitor vendor performance through Key Performance Indicators (KPIs).

• Ensure compliance with contractual obligations, quality standards and statutory requirements.

• Resolve supplier performance issues through corrective and preventive actions.

• Support risk mitigation, alternate sourcing and vendor diversification initiatives.

• Maintain approved vendor database and vendor performance records.

Procurement & Contract Management

• Review technical specifications and procurement requirements.

• Coordinate procurement activities for hardware, software, IT infrastructure and engineering services.

• Prepare purchase recommendations and commercial evaluations.

• Support contract negotiations with customers, vendors and OEMs.

• Ensure compliance with organizational procurement policies, Government procurement guidelines and Defense procurement procedures.

• Monitor contract execution, delivery milestones and payment schedules.

Stakeholder Management -

• Liaise with Defence customers, Government organizations, DRDO laboratories, Defence PSUs, private industry partners and technology providers.

• Coordinate with internal stakeholders for project execution and customer support.

• Build long-term strategic partnerships with domestic and international technology partners.

Compliance & Documentation

• Ensure compliance with Government procurement policies, GeM procedures and Defence procurement guidelines.

• Maintain documentation related to bids, contracts, vendor evaluations and procurement activities.

• Prepare management reports, business forecasts and vendor performance reports.

• Support internal and external audits.

PREFERRED EXPERIENCE

-Defence PSUs, Defence OEMs or Aerospace organizations.

• IT Systems, Embedded Systems, Software Solutions or Engineering Services.

• Vendor development for hardware, software and system integration projects.

• Large-value Government tenders and commercial negotiations.

• Working with DRDO, Armed Forces, Defence establishments, BEL, HAL, BDL, ECIL, ISRO, Railways or similar organizations.

• Technology partnerships, OEM engagement and strategic alliances.

KNOWLEDGE REQUIREMENTS

-Defence Procurement Procedures (DPP/DAP)

• Government e-Marketplace (GeM)

• Central Public Procurement Portal (CPPP) - Public Procurement Policies

• Make in India initiatives - MSME procurement policies

• Defence offset and indigenous manufacturing initiatives

• Contract Law and Commercial Terms

• Export control and strategic sector regulations (desirable)

QUALIFICATION

• B.E./B.Tech in Engineering (Computer Science, Electronics, Electrical, Mechanical, Information Technology, Instrumentation or equivalent).

• MBA/PGDM in Marketing, Operations, Supply Chain Management or Business Management from a recognized institution is desirable.