Sales Manager (Tendering)

About this role

This role is for one of Weekday’s clients

Salary range: Rs 1600000

• Rs 1800000 (ie INR 16 - 18 LPA)

Min Experience: 6+ years

Location: NCR

JobType: full-time

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. 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.

Requirements

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
• ● Bachelor's 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

Must-have skills

• Bid Management, Proposal Management, Tendering

Good-to-have skills