Sales Manager - Tendering

About The Opportunity

• 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. Designed to detect, identify, and neutralize drones, Indrajaal provides a robust defense solution for military installations, critical infrastructure, and urban environments.
• We are seeking a highly driven and detail-oriented Sales Manager - Tendering to 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.
  
  

Role & Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
  
  

Skills & Qualifications

Must-Have

• Bachelor's Degree in Engineering, Business Management, or a related discipline.
• 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.
• 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.
• Strong cross-functional coordination and stakeholder management skills.
• Ability to influence teams and drive execution without direct authority.
• Excellent communication, presentation, and negotiation skills.
• Working knowledge of Defence Acquisition Procedure (DAP 2020), Defence Procurement Manual (DPM 2009), Government procurement and tendering frameworks, and Defence and public sector bidding processes.
  
  

Preferred

• MBA preferred.
  
  

Benefits & Culture Highlights

• Budget: 20 LPA.
• Travel: Moderate.
• Reporting To: Head of Tendering.
• Department: Operations – Sales.
  
  

Skills: management,competitive tendering,operations