Sales Manager (Defence – Export)

Job Description

Position:

Sales Manager – Defence (Export)

Industry:

Defence & Aerospace Manufacturing

Experience:

10–18 Years

Reporting To:

Head – Defence Sales / Business Development

Role Overview

We are seeking a seasoned Sales Manager – Defence (Export) to drive immediate revenue realization while building a robust, multi-year global defence order book. The role is designed for a commercially strong defence professional who can balance short-cycle RFQ wins with long-cycle strategic defence programs, ensuring both near-term impact and long-term growth. This is a high-visibility role offering the opportunity to deliver tangible revenue within the first year while shaping the organization’s global defence export strategy and long-term program participation.

Key Success Metrics

• Revenue Realization: INR 35 Cr within 12 months
• Order Book Creation: INR 1000–1500 Cr global defence order book extending beyond 12 months
• Successful conversion of RFQs into firm purchase orders
• Strategic entry into long-cycle global defence programs

Key Responsibilities

Revenue & Business Development

• Drive defence export sales to achieve short-term revenue targets through RFQ closures.
• Build and expand a multi-year defence order pipeline with global OEMs and Tier-1 suppliers.
• Identify and pursue export opportunities across defence platforms including aerospace, land systems, naval, and subsystems.

Customer & Program Management

• Develop strong relationships with global defence OEMs, Tier-1s, and international customers.
• Lead engagement across long-cycle defence programs, from early opportunity identification to program entry.
• Represent the organization in global defence exhibitions, customer meetings, and program reviews.

Commercial & Contractual Discipline

• Lead commercial negotiations ensuring margin protection, contractual compliance, and risk mitigation.
• Ensure adherence to export control regulations, compliance norms, and defence contracting requirements.
• Coordinate internally with engineering, operations, finance, and legal teams for proposal development and execution.

Strategic Growth

• Support leadership in defining export market strategies and account plans.
• Track market intelligence, competitive positioning, and customer requirements.
• Build credibility and long-term trust with global defence stakeholders.

Candidate Profile

Experience & Background

• 10–18 years of experience in defence or aerospace manufacturing sales.
• Strong exposure to export defence customers and international markets.
• Proven track record of defence purchase order closures (non-offset driven).
• Hands-on experience with RFQs, proposals, negotiations, and defence contracting.

Core Competencies

• Ability to balance near-term RFQ closures with long-cycle defence pursuits.
• Strong understanding of margin management, contractual risks, and compliance requirements.
• High credibility with global defence OEMs and Tier-1 suppliers.
• Strategic thinker with strong execution capability.