BD Manager – Private Sector Lead

ESP Engineered; Gurugram District; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

ESP Engineered in Gurugram is seeking a BD Manager – Private Sector Lead to develop business within the Indian private defence and aerospace ecosystem. The role requires a Bachelor’s degree in engineering, with an MBA preferred, and at least 8–10 years of relevant experience.

The successful candidate will execute business development strategies, engage with customers, and identify new opportunities across static and emerging markets.

Qualifications

• 8–10 years of experience in defence/aerospace sector, business development, and strategic account management.
• Ability to engage in technical discussions and manage relationships with OEMs and technology partners.
• Experience in identifying and developing opportunities in the private defence and aerospace ecosystem.

Responsibilities

• Develop and execute structured business development strategy for the private defence sector.
• Identify and develop opportunities in defence electronics and build relationships with customers.
• Support technical-commercial discussions and proposal strategies.

Skills

Business development

Strategic thinking

Networking

Technical understanding of defence electronics

Education

Bachelor’s degree in Engineering (Electronics / Electrical / Aerospace preferred)

MBA (Marketing / Strategy / Operations) preferred

Job description

• Position Title: BD Manager – Private Sector Lead
• Location: Gurgaon (5 days Work from Office)
• Qualification: Bachelor’s degree in engineering (Electronics / Electrical / Aerospace preferred) ; MBA (Marketing / Strategy / Operations) preferred
• Industry: R&D and Manufacturing of state‑of‑the‑art avionics‑grade, defense‑grade, and railway‑grade equipment.

About Samtel

Samtel Avionics, a group company of the 50-year-old Samtel Group, is an Indian high‑technology company developing advanced mission‑critical systems for aerospace, defence and strategic sectors. With deep expertise in avionics, rugged electronics and indigenous design, the company plays a key role in strengthening India’s self‑reliance in critical technologies. Samtel operates across the entire value chain from design, development and engineering to manufacturing, testing, qualification, repair & maintenance, upgrades, and obsolescence management. Its core capabilities include avionics displays and mission computers, optronics, rugged displays and electronics for airborne, land and naval platforms, automated test equipment, and engineering services. Samtel’s systems support several Indian Armed Forces platforms through close collaborations with India’s defence ecosystem.

Building on decades of expertise in avionics and ruggedized electronics, the company is expanding into emerging domains including satellite technologies, defence ISR systems, unmanned aerial systems, loitering munitions, and advanced drone platforms, while also contributing to high‑technology solutions for rail and other strategic sectors. Through indigenous innovation and strategic partnerships, Samtel continues to support India’s vision of Aatmanirbhar Bharat and Make in India.

Role Overview

The BD Manager – Private Sector Lead is responsible for developing and expanding business opportunities within the Indian private defence and aerospace ecosystem.

The role focuses on:

• Opportunity identification
• Early customer engagement
• Business conversion

across:

• System integrators
• Aerospace and defence technology companies

The role will drive market expansion beyond traditional DPSU ecosystems and position Samtel as a preferred partner for:

• Displays
• Rugged electronics
• Vetronics
• Human‑machine interface solutions

This is a front‑end business development role requiring:

• Strategic thinking

Key Responsibilities

• Develop and execute structured business development strategy for private defence and aerospace ecosystem
• Identify and develop opportunities in: Defence electronics
  • Avionics
  • Vetronics
  • Rugged displays
  • Mission computers
  • Human-machine interfaces
  • Platform modernization programs
• Expand Samtel presence across:
  • New programs
  • New customers
  • Strategic partnerships
• Build and manage relationships with:
  • Private defence OEMs
  • System integrators
  • Tier‑1 suppliers
  • Technology partners
• Develop engagement with organizations such as:
  • Larsen & Toubro
  • Tata Advanced Systems Limited
  • Adani Defence & Aerospace
  • Mahindra Defence Systems
  • Other relevant private defence companies
• Position Samtel as a reliable subsystem and display solutions partner

C. Opportunity Identification & Pipeline Development

• Identify and track:
  • New defence and aerospace programs
  • Indigenous development initiatives
  • Upgrade opportunities
  • Strategic partnership opportunities
• Maintain structured opportunity pipeline covering:
  • Opportunity stage
  • Customer
  • Estimated value
  • Probability
  • Closure timeline
• Ensure early engagement during:
  • Concept stage
  • Design discussions
  • Partner selection phase

D. Technical Engagement & Solution Positioning

• Participate in technical discussions with private sector customers and partners
• Work closely with engineering and product teams to:
  • Understand customer requirements
  • Position suitable solutions
  • Align Samtel capabilities with customer expectations
• Translate customer and market inputs into internal product and business recommendations

E. Proposal & Bid Support

• Collaborate with Proposal Manager (Techno‑Commercial) to:
  • Define solution scope
  • Support bid strategy
  • Align customer requirements
• Support:
  • Technical-commercial discussions
  • Proposal clarifications
  • Customer follow-ups
  • Opportunity closure discussions
• Conduct detailed SWOT analysis of competitors for key opportunities and programs
• Gather and analyze:
  • Competitor participation
  • Commercial trends
  • Historical bid patterns
  • Market intelligence
• Develop pursuit and win strategies based on competitive positioning
• Participate in pursuit teams and internal gate reviews
• Present:
  • Business case
  • Opportunity potential
  • Strategic value
• during internal reviews and Go / No-Go decisions

G. Strategic Partnerships & Ecosystem Development

• Identify and build long-term partnerships with:
  • System integrators
  • Technology partners
  • Platform developers
  • Strategic suppliers
• Explore collaboration models such as:
  • Co-development
  • Technology partnerships
  • Joint pursuits
  • System integration partnerships

H. Opportunity Conversion & Order Finalization

• Negotiations
• Commercial discussions
• Technical-commercial alignment
• Support conversion of opportunities into firm business
• Ensure smooth coordination during transition from proposal stage to execution phase

I. Internal Coordination

• Act as the bridge between:
  • Customers / partners
  • Engineering
  • Proposal team
  • Leadership
• Opportunity shaping
• Proposal preparation
• Technical positioning
• Entry into new private defence and aerospace programs
• Growth in revenue from private sector ecosystem
• Strong opportunity pipeline
• Strategic partnerships with private OEMs and integrators
• Improved business conversion rate
• Early visibility into future private-sector opportunities
• Expansion of Samtel presence in emerging defence ecosystems

Required Qualifications & Experience

• Bachelor’s Degree in Engineering (Electronics / Electrical /Aerospace preferred) ; MBA (Marketing / Strategy / Operations) preferred
• 8–10 years of experience in:
  • Defence / aerospace sector
  • Business development
  • Strategic account management
  • System integration ecosystem

Market Development Skills

• Ability to build new business ecosystems
• Strategic opportunity identification
• Pipeline development and management

Technical Understanding

• Understanding of:
  • Defence electronics
  • Avionics
  • Rugged displays
  • Vetronics
• Ability to engage in technical discussions with customers and partners

Relationship & Partnership Building

• Strong networking capability
• Ability to build trust with:
  • OEMs
  • Integrators
  • Technology partners

Business & Commercial Acumen

• Understanding of:
  • Proposal processes
  • Commercial positioning
  • Strategic partnerships
• Ability to support business case development

Execution & Ownership

• High ownership mindset
• Strong follow-up discipline
• Ability to work in evolving and dynamic environments

Communication

• Clear and structured communication
• Ability to represent organization externally and at senior customer levels

Success Profile

A successful Private Sector Lead will:

• Create new business opportunities in emerging markets
• Position Samtel early in strategic programs and partnerships
• Expand Samtel footprint beyond traditional DPSU business
• Drive strong pipeline growth and opportunity conversion
• Establish Samtel as a preferred subsystem and display solutions partner within private defence and aerospace ecosystem

Key Behavioural Attributes

• Strong analytical and problem-solving skills
• Ability to work seamlessly in cross-functional teams
• Curiosity and eagerness to explore new technologies

Why apply

If you are looking for a role that combines technical ability and research thinking capacity within a cutting‑edge, growing Global tech business, then this could be the role for you. If you meet the requirements above, then we’d love to hear from you.