Sales Manager Tendering

Weekday; India; On-site; INR 1,600,000 - 1,800,000; Full time

Job summary

Indrajaal is seeking a Sales Manager - Tendering to own the end-to-end bid management lifecycle across defence, government, and enterprise opportunities. The role focuses on timely, compliant, commercially optimized proposal submissions to improve win rates and protect margins.

The ideal candidate will have 6–10 years of bid/tendering experience in defence or related sectors, strong cross-functional coordination skills, and the ability to drive complex techno-commercial proposals with high

Qualifications

• 6–10 years of bid management, proposal management, tendering, or defence sales support.
• Mandatory experience in defence, government, aerospace, homeland security, or strategic technology sectors.
• Proven track record of managing complex techno-commercial proposals and tender submissions.

Responsibilities

• Own end-to-end lifecycle of RFI, RFQ, RFP, tender responses, and techno-commercial proposals.
• Coordinate with cross-functional teams to gather inputs and drive proposal completion.
• Develop pricing strategies to protect margins and optimize commercial terms.
• Improve proposal turnaround time while maintaining quality and compliance.
• Maintain proposal repositories and templates with version control.

Skills

Bid Management

Proposal Management

Tendering

Education

Bachelor's Degree in Engineering, Business Management, or related discipline

MBA preferred

Job description

Job Description:

This role is for one of our clients

Seniority level: Mid-Senior level
Industry: Defense and Space Manufacturing
Company Name: Indrajaal

Min Experience: 6+ years
Location: NCR
JobType: full-time

₹16,00,000 - ₹18,00,000 a year

About the Role

We are seeking a highly driven and detail-oriented Sales Manager - Tenderingto own the end-to-end bid management lifecycle across defence, government, and enterprise opportunities. This role is critical in ensuring timely, compliant, commercially optimized, and high-quality proposal submissions that improve win rates, protect margins, and support annual order booking objectives. The ideal candidate will have strong experience in defence tendering, techno-commercial proposal management, and cross-functional stakeholder coordination. You will act as the central point of ownership for all bid-related activities, ensuring proposal quality, submission discipline, and effective collaboration across technical, finance, sales, business development, legal, and operations teams.

Key Responsibilities

Bid Management & Proposal Ownership

• Own the end-to-end lifecycle of RFI, RFQ, RFP, tender responses, and techno-commercial proposal submissions
• Ensure all proposals are complete, compliant, accurate, and aligned with customer requirements
• Manage proposal timelines from customer requirement freeze through final submission
• Ensure zero misses on customer submission deadlines

Cross-Functional Coordination

• Coordinate with technical, finance, sales, business development, legal, budget owners, OEM partners, and operations teams to gather inputs and drive proposal completion
• Manage bid schedules, dependencies, reviews, and approvals across stakeholders
• Ensure timely closure of action items and maintain proposal delivery discipline

Commercial Structuring & Margin Protection

• Drive commercial structuring and pricing strategies to maintain target gross profit margins
• Standardize costing assumptions, exclusions, commercial terms, and risk notes
• Support bid/no-bid qualification decisions and response strategies with sales leadership

Proposal Excellence & Win Rate Improvement

• Improve proposal turnaround time (TAT) while maintaining quality and compliance
• Develop compelling, customer-focused proposals with a high probability of success
• Track proposal outcomes and maintain bid performance metrics
• Monitor competitor pricing intelligence, market trends, and bid learnings to strengthen future submissions

Process Governance & Knowledge Management

• Maintain proposal repositories, templates, compliance matrices, and submission checklists
• Ensure proper version control and documentation governance across all bid activities
• Continuously improve bid processes to reduce rework, errors, and submission risks
• Establish best practices for proposal development and review cycles

Operations & Trial Support

• Extend documentation and proposal-related support to operations teams during customer trials, demonstrations, and evaluations
• Ensure technical and commercial documentation is maintained accurately throughout the customer engagement lifecycle

Qualifications & Skills

Education

• Bachelors Degree in Engineering, Business Management, or a related discipline
• MBA preferred

Experience

• 6–10 years of experience in Bid Management, Proposal Management, Tendering, or Defence Sales Support roles
• Mandatory experience in defence, government, aerospace, homeland security, or strategic technology sectors
• Proven track record of managing complex techno-commercial proposals and tender submissions

Technical & Functional Skills

• Strong understanding of RFI, RFQ, RFP, tendering, and proposal management processes
• Experience in techno-commercial proposal preparation, costing, pricing, and bid strategy
• Strong commercial acumen with experience protecting margins and managing risk considerations
• Excellent proposal writing, documentation, and compliance management skills
• Experience managing multiple high-value bids simultaneously

Stakeholder Management

• Strong cross-functional coordination and stakeholder management skills
• Ability to influence teams and drive execution without direct authority
• Excellent communication, presentation, and negotiation skills

Mandatory Knowledge Areas

Working knowledge of:

• Defence Acquisition Procedure (DAP 2020)
• Defence Procurement Manual (DPM 2009)
• Government procurement and tendering frameworks
• Defence and public sector bidding processes

Key Success Metrics

• Proposal submission turnaround time (TAT)
• Bid win rate and conversion ratio
• Proposal quality and compliance adherence
• Gross margin protection on awarded contracts
• Zero missed submission deadlines
• Stakeholder satisfaction and coordination effectiveness
• Accuracy and completeness of techno-commercial proposals

About the company

Indrajaal is an AI-powered, indigenous multilayered counter-drone system developed by Indrajaal Drone Defence India Pvt Ltd., headquartered in Hyderabad. It offers comprehensive 360-degree protection against drone threats, covering areas up to 4,000 square kilometers

Must-have skills

Bid Management, Proposal Management, Tendering

Good-to-have skills

RFI, RFQ, RFP