Strategy Manager

Strategy Manager - Job Description

Position snapshot

Role purpose

Shape and drive Dawell's growth strategy across the forensic, narcotics, alcohol-testing, counterfeit-detection, CBRN/safety and 3D crime-scene portfolios. This includes identifying the segments, accounts, tenders and new solution offerings that will win with government buyers. Working with every department and with OEM partners such as Dräger, Thermo Fisher, Abbott and FARO, the role turns the MD's priorities into measurable plans, qualified pipeline and strategic wins.

Key responsibilities

• Build the annual and quarterly business strategy with the MD and convert it into monthly Plan vs Actual targets. Review performance against plan and recommend corrective action.
• Analyse markets and buyer segments, including police, state FSLs, excise, health/FDA, defence, CAPF, NDRF/SDRF and PSUs. Identify the priority accounts, procurement routes and budget heads for each segment.
• Work with Sales, Technical, Operations, Tender & GeM and Finance to design and launch new solutions, bundles and offerings, such as integrated narcotics or alcohol-testing kits and 3D crime-scene packages.
• Prepare and maintain capture plans for all strategic deals of Rs 50 lakh and above. Coordinate solution positioning, demos/POCs and OEM support for these deals, using AI deal triage and AI next action to prioritise effort.
• Set tender and GeM strategy with the Tender team. Use the daily GeM bid radar and the GeM Live Bids channel to select bids, shape bid/no-bid decisions and improve win rate.
• Enforce CRM discipline through the qualification gate (value, closing date, budget head, procurement route) and the compulsory lost reason. Run win/loss analysis and use the findings to refine strategy.
• Develop pricing and discount strategy. Raise special discounts above 10% through the "Request approval: special discount" workflow, within the delegation set out in POL/22.
• Drive partnerships and agreements (NDA, LOI, Indemnity Bond) with OEMs, integrators and channel partners, using Send for signature and AI contract risk review. Comply with POL/18 on gifts and conflicts of interest.
• Maintain territory ownership and account allocation through the territory ownership lock, avoiding overlap between divisions and sales executives.
• Ensure strong commercial follow-through by:
  • sending AI follow-up drafts for quotations left unanswered for 7 days;
  • returning missed calls within 15 minutes;
  • handing over confirmed orders of Rs 1 lakh and above smoothly to the auto-created delivery project.
• Present the Weekly Sales Scorecard and strategic insights to the MD and leadership, and flag risks and opportunities early.
• Lead, coach and appraise the 2 direct reports, and ensure their learning plans and appraisals are completed on time. Keep travel, expenses and field visits compliant with POL/05, POL/02 and POL/14, using GPS attendance and the AI receipt reader.

KRAs and KPIs

ERP and AI tools you use

• CRM qualification gate (value, closing date, budget head, procurement route) and the compulsory lost reason
• Capture plans for deals of Rs 50 lakh and above
• Plan vs Actual monthly targets
• AI deal triage and AI next action
• Daily GeM bid radar message for your accounts
• AI follow-up drafts for quotations unanswered for 7 days
• Request approval: special discount (above 10%)
• Territory ownership lock
• Delivery project auto-created when an order of Rs 1 lakh or more is confirmed
• Send for signature (NDA, LOI, Indemnity Bond) and AI contract risk review
• Missed-call callbacks within 15 minutes
• Travel plans and expense claims with the AI receipt reader (POL/05)
• GPS attendance and field visits in Planning
• LinkedIn/Sales Navigator links and WhatsApp click-to-chat
• Discuss channels: Sales & Marketing, Tenders & GeM, GeM Live Bids and Weekly Sales Scorecard

Policies you must follow

• POL/03: Code of Conduct & Professional Standards
• POL/05: Travel & Expense Reimbursement (v3.2)
• POL/07: Data Privacy (DPDP Act 2023)
• POL/11: Probation, Confirmation & Performance
• POL/14: Field Work & Government Interaction
• POL/18: Anti-Bribery, Gifts & Conflict of Interest
• POL/21: Social Media & External Communication
• POL/22: Delegation of Authority & Approvals

Qualifications and experience

• MBA or PGDM in Strategy, Marketing or General Management. A first degree in science, life sciences, chemistry, forensic science or engineering is preferred.
• 8 to 12 years of experience in business strategy, business development or key-account sales. At least 4 of these years should be in government or PSU (B2G) markets for scientific, forensic, medical, safety or defence equipment.
• Proven track record with GeM, e-tenders (CPPP and state portals) and direct-order procurement. This includes bid/no-bid decisions, pricing and win/loss analysis.
• Experience working with global OEM principals and managing capture plans for high-value deals (Rs 50 lakh and above).
• At least 2 years of people-leadership experience, preferably including appraisal and coaching responsibilities.
• Working knowledge of a CRM or ERP system. Exposure to AI-assisted sales tools is an advantage.

Skills and competencies

Technical

• Market and segment analysis across police, FSLs, excise, health/FDA, defence, CAPF, NDRF/SDRF and PSU buyers
• Strategic and annual business planning, Plan vs Actual target setting and performance reviews
• Tender and GeM strategy, including understanding of GFR, procurement routes and budget heads
• Pricing, margin and discount modelling within the POL/22 delegation
• Solution and bundle design with Technical and OEM teams
• Commercial understanding of contracts (NDA, LOI, Indemnity Bond) and risk review
• CRM pipeline hygiene, forecasting and data-led reporting, using Excel and dashboards

Behavioural

• Ownership: a proactive, "get it done" approach and accountability for results
• Teamwork: cross-functional influence with Sales, Technical, Operations, Tender & GeM and Finance
• Customer focus: a clear understanding of government buyer needs and processes
• Quality: rigour, compliance and integrity in all government interaction
• Structured problem-solving that balances creative thinking with commercial discipline
• Clear written and spoken communication in English, including executive presentations. Hindi or Marathi is an advantage.

Career path

• Entry: Strategy Manager, with confirmation after probation in line with POL/11.
• Next step: Senior Strategy Manager, after sustained KRA performance and successful strategic wins.
• Further growth: Head of Strategy & Business Development, and then General Manager or Business Head for a portfolio such as forensic, narcotics or CBRN.
• Development support: learning and certification under POL/13, with progression reviewed in the annual appraisal cycle.

Selection process

1. Application and CV screening by HR, following POL/25.
2. Initial HR discussion covering experience, notice period and role fit.
3. A strategy case study, such as a segment or tender go-to-market plan, presented to a panel.
4. Functional interview with Department leadership and representatives from Tender & GeM and Finance.
5. Final interview with the Managing Director.
6. Reference and background checks, followed by an offer and ERP-based onboarding.

About Dawell Lifescience

Dawell Lifescience Pvt Ltd (Pune) brings proven forensic, narcotics and alcohol testing, counterfeit-medicine detection, CBRN/safety and 3D crime-scene technologies from global OEMs such as Draeger, Thermo Fisher, Abbott and FARO to police, forensic laboratories, excise, health/FDA, defence and PSU customers across India, through GeM, tenders and direct orders, with installation, training and AMC support.

JD version 2.0, updated 10 Nov 2026 to reflect current ERP processes and policies POL/00-29. Reviewed annually with the appraisal cycle.