BDM - Civil Drone Solutions

The Role & Responsibilities

Position Summary

We are seeking a dynamic and results-driven Senior Business Development Manager to lead the expansion of our civil drone solutions across government and commercial sectors. This role requires a strategic leader with deep understanding of government procurement processes, municipal operations, and B2B technology sales.

The successful candidate will be responsible for developing new business opportunities, managing key government relationships, leading complex sales cycles, and achieving ambitious revenue targets while establishing Abyuday Bharat Group as the preferred indigenous drone technology partner for Indian cities and states.

Key Responsibilities

Strategic Business Development

Market Expansion and Territory Development

• Geographic Coverage: Develop and execute business development strategies for assigned territories (Gujarat, Maharashtra, Rajasthan, and expansion states)
• Market Research: Conduct comprehensive market analysis to identify new opportunities in municipal corporations, state governments, and enterprise sectors
• Competitive Intelligence: Monitor competitive landscape and develop strategies to position Abyuday's indigenous solutions advantageously
• Market Entry: Lead market entry strategies for new cities and states, including stakeholder mapping and relationship building

Opportunity Identification and Pipeline Development

• Lead Generation: Identify and qualify potential clients through multiple channels including government tenders, direct outreach, partner referrals, and industry networks
• Pipeline Management: Maintain a robust sales pipeline worth ₹100+ crore with clear progression stages and probability assessments
• Strategic Accounts: Develop and manage strategic account plans for high-value prospects including state governments and large municipal corporations
• Partnership Development: Identify and develop strategic partnerships with system integrators, consultants, and technology partners

Government Relations and Sales

Government Sector Engagement

• Stakeholder Management: Build and maintain relationships with key government officials including Municipal Commissioners, Chief Secretaries, IT Secretaries, and department heads
• Tender Management: Lead end-to-end tender response process including bid strategy, technical compliance, commercial structuring, and submission management
• Policy Advocacy: Engage with government bodies to promote favorable policies for indigenous drone technology adoption
• Compliance Management: Ensure all business development activities comply with government procurement regulations and transparency requirements

Complex Sales Cycle Management

• Solution Selling: Lead consultative selling approach to understand client challenges and position comprehensive drone solutions
• Proposal Development: Develop compelling proposals, presentations, and demonstrations tailored to specific client requirements
• Negotiation Leadership: Lead commercial negotiations, contract structuring, and deal closure with government and enterprise clients
• Risk Management: Identify and mitigate business development risks including regulatory, commercial, and execution risks

Client Relationship Management

Account Management and Growth

• Client Success: Ensure successful implementation and adoption of drone solutions, maintaining high client satisfaction scores
• Account Expansion: Identify and develop expansion opportunities within existing accounts including additional applications and geographic expansion
• Reference Development: Develop satisfied clients as references and case studies for future business development activities
• Long-term Partnerships: Build long-term strategic partnerships with key clients for sustained business growth

Stakeholder Communication

• Executive Relationships: Maintain relationships with C-suite executives and senior government officials
• Technical Coordination: Coordinate with technical teams to ensure client requirements are understood and addressed
• Project Updates: Provide regular updates to clients on project progress, technology developments, and service enhancements
• Issue Resolution: Lead resolution of any client concerns or issues in coordination with delivery and support teams

Team Leadership and Collaboration

Internal Collaboration

• Cross-functional Leadership: Work closely with technical, delivery, marketing, and support teams to ensure client success
• Sales Support: Provide input for product development, marketing strategies, and service enhancement based on market feedback
• Knowledge Sharing: Share market insights, competitive intelligence, and best practices with internal teams
• Mentoring: Guide and mentor junior business development team members and sales associates

Reporting and Analysis

• Performance Reporting: Provide regular reports on sales performance, pipeline status, market trends, and competitive activities
• Forecasting: Develop accurate sales forecasts and revenue projections for assigned territories and accounts
• Market Analysis: Provide insights on market trends, client requirements, and growth opportunities
• Process Improvement: Continuously improve business development processes and methodologies

Preferred Candidate Profile

Educational Requirements

• Bachelor's Degree: Engineering (Aerospace, Electronics, Computer Science preferred) or Business Administration
• Advanced Degree: MBA or equivalent advanced degree preferred
• Certifications: Sales methodology certifications (Solution Selling, SPIN, Challenger Sale) preferred
• Continuous Learning: Commitment to ongoing professional development in technology and sales

Professional Experience

Core Experience Requirements (8-15 years)

• B2B Technology Sales: Minimum 8 years in complex B2B technology sales with deal sizes ₹1+ crore
• Government Sales: Minimum 5 years in government/public sector sales with deep understanding of procurement processes
• Territory Management: Proven experience in territory development and management across multiple states
• Team Leadership: Experience in leading sales teams and cross-functional collaboration

Industry Experience (Preferred)

• Aerospace/Defense: Experience in aerospace, defense, or aviation industry sales
• Smart Cities: Experience in smart cities, urban technology, or municipal solutions
• Emerging Technology: Experience selling emerging technologies (IoT, AI, automation, robotics)
• System Integration: Experience with system integration and complex technology implementations

Core Competencies

Technical Competencies

• Technology Understanding: Strong grasp of drone technology, IoT, data analytics, and related technologies
• Solution Architecture: Ability to understand and articulate complex technical solutions
• Integration Knowledge: Understanding of system integration and enterprise technology ecosystems
• Regulatory Awareness: Knowledge of drone regulations, government policies, and compliance requirements