SPRUCE ENGINEERING PVT LTD
Website:
spruce.co
Company:
https://www.linkedin.com/company/spruce-engineering
Seniority: Executive
Industries: Defense and Space Manufacturing
Job details:
Company Description Spruce Engineering Pvt Ltd is part of the Spruce Group, a long-established provider of high-quality services to the Indian defence forces since 1973. Headquartered in Visakhapatnam, the organization serves defence, marine, and broader government sectors across India. The company focuses on customized solutions, advanced technology products, and comprehensive project management. Spruce Engineering is known for its reliability, innovation, and strong client partnerships, making it a trusted player in critical national sectors. Team members join an environment committed to growth, technical excellence, and impactful work supporting defence and government operations.
Role Description The VP / General Manager – Business Development is a full-time, on-site role based in Visakhapatnam. This position leads the business development strategy, identifies new market opportunities, and drives revenue growth across defence, marine, and government segments. Day-to-day responsibilities include creating and executing business plans, overseeing key client relationships, managing the sales pipeline, and guiding contract negotiations to closure. The role demands strong engagement with defence ministries, military organizations, DRDO, DPSUs, OEMs, and global partners to drive growth and expand the company’s market presence. The VP/ GM leverages defence domain knowledge, strategic insights, and techno-commercial expertise to win contracts, form partnerships, and support execution of major defence programs.
Key Responsibilities
1. Strategic Business Development & Growth
· Develop and drive long-term defence BD strategies aligned with MoD’s Defence Acquisition Procedures, modernization programs, and national security priorities.
· Identify and pursue business opportunities across the Army, Navy, Air Force, Coast Guard, DRDO, DPSUs, and private defence companies.
· Define and execute strategies to meet annual sales targets and year-on-year revenue growth.
· Build strategic relationships with key decision-makers in defence ministries, military organizations, and government agencies.
2. Market Intelligence, Forecasting & Opportunity Identification
· Track upcoming RFIs, RFPs, AoNs, Make-I/II projects, capital acquisition pipelines, and defence budget allocations.
· Conduct detailed market research, feasibility studies, threat assessments, and market sizing across defence technologies and programs.
· Identify qualified opportunities and maintain updated weekly, monthly, quarterly, and annual progress reports.
· Analyze trends and competitive landscapes to identify areas for strategic expansion.
3. Capture Management & Bid Strategy
· Lead capture planning for major defence programs, including defining win themes, competitive positioning, and pricing strategies.
· Ensure full compliance with SQRs/GSQRs/JSQRs and MoD procurement norms from conceptualization to contract award.
· Participate in staff evaluations, user interactions, technical discussions, and field trials to understand operational requirements.
4. Stakeholder Engagement & Relationship Management
- Build and sustain strong relationships with MoD, Acquisition Wing, IDS, Service Headquarters, DRDO labs, DGQA/DGAQA, CEMILAC, and DPSUs such as HAL, BEL, BDL, and MDL.
- Engage with clients, OEMs, industry influencers, and key defence ecosystem stakeholders.
- Represent the company in technical presentations, meetings, and defence industry events.
5. Partnership Development (Domestic & International)
- Build alliances with Indian defence companies and global OEMs for technology transfer, joint development, licensing, offsets, and co-production.
- Facilitate ToT, JV agreements, industrial partnerships, and collaborations aligned with IDDM and Atmanirbhar Bharat mandates.
- Strengthen international partnerships to enhance product offerings and competitive positioning.
6. Proposal Development, Techno-Commercial Management & Negotiation
- Lead preparation of high-quality proposals including technical write-ups, project timelines, compliance documents, cost sheets, and lifecycle cost analysis (LCC).
- Coordinate with internal teams (technical, R&D, finance, legal, SCM) to develop comprehensive and competitive bids.
- Collect OEM/vendor quotations, prepare cost comparison statements, and finalize suppliers.
- Create tailored business presentations and capability briefs for clients.
- Negotiate pricing, commercial terms, IPR, workshare, deliverables, and contractual clauses in line with DAP requirements.
7. Technology & Product Development Support
- Collaborate with engineering, R&D, and production teams to define product roadmaps based on customer needs and evolving warfare requirements.
- Support prototype development, system integration, field evaluations, and FAT/SAT.
- Provide customer feedback to improve product capabilities and ensure competitive solutions.
8. Programme Execution Coordination
- Provide BD support during project execution ensuring contractual compliance, timely delivery, and stakeholder alignment.
- Participate in reviews, audits, inspections, user trials, and issue resolution with relevant authorities.
- Ensure timely closure of action items and smooth handover to execution and operations teams.
9. Team Leadership & Process Excellence
- Mentor and lead BD, capture, and proposal teams; ensure capability building in defence procurement, costing, and technical understanding.
- Implement structured BD processes, CRM discipline, pipeline reviews, capture plans, and bid/no-bid governance.
- Improve team performance, ensure accountability, and reduce attrition in critical BD roles.
10. Financial & Commercial Governance
- Prepare BD budgets, sales forecasts, profitability models, and financial risk assessments.
- Ensure financial discipline and accurate evaluation of program costings and commercial viability.
- Submit budgetary quotes and ensure adherence to financial governance standards.
11. Reporting, Compliance & Documentation
- Submit BD dashboards, opportunity trackers, weekly/monthly reports, and management briefings.
- Ensure compliance with ITAR/EAR, export controls, industrial licensing, and MoD procurement regulations.
- Maintain complete documentation and ensure zero compliance deviations.
- Draft official letters and correspondences with OEMs, vendors, and government departments.
12. General Responsibilities
- Conduct site visits before bidding to understand the scope of work in detail.
- Prepare periodic work progress reports.
- Close contracts, secure orders, and ensure smooth transition to delivery teams.
Qualifications & Skills
Education:
o Bachelor’s degree in Business Administration, International Relations, Engineering, or a related field (Master's degree preferred).
Experience:
o Minimum of 5 years of business development experience, specifically within the defence sector or related industries.
o Proven track record of successfully managing complex sales cycles and securing high-value contracts.
o Strong understanding of defence procurement processes, government regulations, and industry trends.
Additional Eligibility Requirement
- This position is specifically intended for retired Indian Navy officers, preferably at the rank of Commander, Captain, or Commodore, with relevant experience in defence business development, procurement, acquisition, operations, or related areas.
Security Clearance:
o Ability to obtain and maintain security clearance (if applicable).
Personal Attributes
o Strong interpersonal skills and the ability to build and maintain relationships with key clients and stakeholders.
o Highly organized, detail-oriented, and able to manage multiple priorities effectively.
o Results-driven with a focus on achieving revenue targets and company goals.
o Adaptable and comfortable working in a fast-paced, dynamic environment.
Working Conditions
o Travel: The role may require occasional travel to client locations, trade shows, and industry events.
o Work Environment: Primarily office-based with a mix of remote work options, depending on company policy.
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