Head Technical Sales
Industry: Shipbuilding / Marine Engineering / Defence / EPC
Location: Mumbai, India (Extensive travel required)
Experience: Minimum 15 years (preferably in shipbuilding / marine engineering sector)
Our client is a specialized engineering company representing multiple global technology providers, serving the marine, shipbuilding, and offshore sectors. The organization partners with international OEMs to support market development, sales and marketing, project execution, and after-sales service in India. Its portfolio spans a broad range of solutions, including shipboard equipment, marine engineering systems, and shipyard infrastructure solutions for shipyards, maritime operators, and offshore project
Role Overview
- The Head Technical Sales will lead the organization's technical sales strategy, business development, and client engagement across shipbuilding, marine engineering, defence, and related infrastructure sectors.
- This position requires frequent domestic travel and direct engagement with shipyards, defence agencies, maritime boards, consultants, and EPC clients.
Key Responsibilities
1. Strategic Leadership
- Develop and implement technical sales strategy aligned with company growth objectives.
- Identify new markets, shipbuilding programs, and marine infrastructure opportunities.
- Drive long-term business positioning in defence and commercial shipbuilding segments.
2. Technical Sales & Business Development
- Lead end-to-end technical sales process for shipbuilding / shipyard infrastructure.
- Interpret tender documents, technical specifications, classification requirements..
- Lead technical clarifications, pre-bid meetings, and client presentations.
3. Tendering & Proposal Management
- Review RFPs/RFQs from shipyards, naval agencies, and maritime boards.
- Develop techno-commercial proposals with strong value articulation.
- Ensure compliance with defence procurement procedures where applicable.
- Drive bid strategy, pricing logic, and risk evaluation.
4. Client Engagement & Relationship Management
- Build and maintain relationships with:
- All stake holders Shipyards, Ship owners, design Consultants.
- Defence establishments
- Maritime Boards
- EPC contractors
- International technology partners
- Conduct technical presentations and solution demonstrations.
- Lead high-level negotiations and contract finalization discussions.
7. Market Intelligence & Positioning
- Monitor industry developments in Indian and global shipbuilding.
- Track government initiatives in maritime and defence sectors.
- Map competitors offerings and pricing strategies.
Required Qualifications & Experience
- Minimum 15 years of experience in shipbuilding / marine engineering / defence sector.
- Proven track record in technical sales of high-value marine systems or EPC packages.
- Strong technical aptitude with the ability to understand design drawings, GA plans, system schematics, and engineering calculations.
- Experience in dealing with defence and public sector shipyards and commercial shipyards .
Key Skills & Competencies
- Excellent fluency in English with strong articulation and presentation skills.
- Persuasive negotiation and convincing capability.
- Strong analytical and commercial judgment.
- Ability to manage multi-stakeholder engagements.
- High mobility and readiness for extensive travel.
- Strategic thinking combined with hands-on execution capability.
Behavioral Attributes
- Result-oriented and performance-driven.
- High ownership mindset.
- Technically curious and detail-focused.
- Comfortable working in complex regulatory and defence environments.
- Ethical and compliant in all dealings.
