Sr Manager-Sales & Marketing

Company:

Mahindra Defence Systems Limited Business Development & Revenue Generation– Identify, qualify and pursue new business opportunities across the Army, Navy, Air Force, Coast Guard, CAPFs and State Police Forces in close coordination with the VP – BD and leadership team.– Build and maintain a healthy, multi-year opportunity pipeline aligned with MDS platform and product strategy, with structured CRM discipline and accurate revenue forecasting.– Establish and deepen relationships with key stakeholders in Integrated HQ MoD, DRDO, DPSUs, SHQs and designated procurement agencies to ensure MDS is represented at the right tables during requirement formulation.– Identify potential partners, teaming arrangements and Joint venture opportunities with global and domestic OEMs to strengthen bid competitiveness and offset obligation strategies under DPP/DAP frameworks.Technology Prototyping & Emerging Solutions– Work alongside the R&D and engineering functions to identify white-space technology areas where MDSL should invest in prototype development ahead of formal requirements.– Translate field-level user feedback and emerging operational doctrine into technology roadmap inputs, presenting structured opportunity briefs to leadership and the engineering team for resource prioritisation.– Coordinate proof-of-concept and prototype trials with prospective customers, managing logistics, demonstration planning and post-trial feedback loops to refine product positioning.Market Intelligence & Competitive Analysis– Continuously monitor and analyse the Indian defence procurement landscape including DAP provisions, AON pipeline, categorisation trends, and long-term integrated perspective plan priorities to identify where MDS platforms are best placed.– Track competitor activity, pricing strategies, platform capabilities and partnership moves across domestic and global peers to inform MDS go-to-market decisions.– Develop and maintain a rolling market intelligence brief — presented quarterly to leadership — covering opportunity pipeline health, policy changes, emerging threats to current bids and white-space opportunities.– Engage with industry associations, think tanks and veterans' networks to stay ahead of policy shifts and emerging user priorities.RFI, RFP & Bid Management– Lead preparation and submission of Expressions of Interest (EOIs), Responses to RFIs and Statements of Capability in alignment with MDS technical team, ensuring responses are compelling, accurate and strategically positioned.– Coordinate with programme management, legal, finance and engineering teams during formal RFP response phases — managing the bid schedule, compliance matrix and customer communication channel.– Develop win strategies for priority pursuits, including pricing posture, offset commitments and partnership structuring, ensuring MDS submissions address both technical and commercial evaluation criteria decisively.Defence Expositions & Outreach Events– Own the planning and execution of MDS participation in key defence events including — managing exhibit logistics, platform display, demonstration schedules, visitor engagement and post-event business follow-up.– Design and deliver targeted engagement programmes during events — VIP walkthroughs, live demonstrations and senior customer meetings — to maximise MDS mindshare with decision-makers and influencers.– Develop and maintain a library of current, professionally produced sales collateral including brochures, platform spec sheets, video content and customer briefing decks in coordination with the marketing team.