Vice President of Commercial Operations

Location: Ballabgarh

Proxima Executive Search  has been mandated by a  45+ year-old listed Indian engineering company serving the Defence & Aerospace sector  to identify an accomplished professional for the position of  Vice President – Commercial Operations , based at  Ballabgarh, Haryana .

The company is entering an important phase of growth across  defence, exports and strategic partnerships  and is transitioning from a predominantly relationship-driven sales organisation to a  structured, process-driven and scalable commercial organisation .

The Opportunity

Working closely with the  Head – Sales and CEO , the incumbent will build and institutionalise the commercial processes required to support the company's next phase of growth.
The role will ensure that  strategic opportunities are systematically pursued, proposals are professionally managed, customer commitments are effectively executed, and commercial decisions are supported by robust CRM and management information systems .

This is a significant  commercial transformation and capability-building role , rather than a conventional sales position.

Key Responsibilities

Strategic Opportunity Management
Evaluate, prioritise and pursue strategic business opportunities with the Head – Sales and Management.
Develop structured capture strategies for major opportunities.
Coordinate demonstrations, field trials, technology partnerships and strategic customer engagements.
Establish opportunity-review and governance processes to improve win probability.

Proposal & Commercial Governance
Act as the custodian of the company's proposal-management process.
Institutionalise professional responses to  EOIs, RFIs, RFPs and RFQs .
Coordinate technical, commercial, financial and legal inputs.
Establish proposal templates, approval workflows and review mechanisms that improve quality, responsiveness and risk management.

CRM, MIS & Key Account Management
Build and own the company's  CRM and Commercial MIS framework .
Institutionalise disciplined opportunity tracking and sales forecasting.
Develop key-account plans, customer-engagement records and executive dashboards.
Ensure management has accurate and timely commercial information for decision-making.

Customer Success & Programme Execution
Drive seamless commercial handover from  order receipt to execution .
Remain the custodian of customer expectations throughout the programme lifecycle.
Monitor contractual commitments, manage escalations and facilitate cross-functional coordination.
Strengthen customer confidence through proactive communication and reliable execution.

Process & Organisational Capability
Develop  SOPs, governance mechanisms, performance metrics and review processes .
Build systems that enhance accountability and consistency without compromising the agility required in a growing organisation

Preferred Candidate Profile

We are looking for professionals with  18–25 years of experience  across Business Operations, Commercial Operations, Proposal Management, Programme Management, Customer Success or related leadership responsibilities.

Relevant experience from  Defence & Aerospace, Engineering, Capital Equipment and Industrial Automation organisations  would be preferred.

About Proxima

Proxima Human Capital  is a management and leadership consulting firm established in 2008 and headquartered in Chennai. We partner with organizations to accelerate business growth by providing customized, transformational solutions aligned with their strategic objectives.

The  Management Consulting  practice helps organizations scale up, improve profitability, and transform business performance by strengthening five critical pillars— Strategy, People, Operations, Finance, and Markets . We also support businesses in unlocking value through strategic investor identification, mergers & acquisitions advisory, and capital market readiness.

The  Leadership Consulting & Executive Search  practice works closely with Boards, CEOs, and business leaders to assess leadership requirements and identify high-impact executives who can drive long-term business success. Our consultative approach ensures that leadership decisions are aligned with organizational strategy and future growth plans.

Proxima Human Capital