Caspian Countries Business Development Manager

Mission

The Business Development Manager (BDM) is responsible for driving growth in RINA’s engineering, inspection, and consulting services portfolio within the Energy sector, focusing on clients in the Caspian Area, including private entities and International Financial Institutions (IFIs). This role is accountable for increasing RINA’s market penetration, enhancing profitability, and fostering innovative and relevant solutions in the fast-evolving energy sector. The BDM will spearhead the development of new client relationships while maintaining and growing existing accounts, ensuring RINA’s services align with client needs and market demands.

Key Accountabilities

Strategic Planning and Execution
•    Develop and maintain a 12-month business plan for the Caspian Area, outlining planned business development activities and growth strategies.
•    Create a comprehensive strategy for the Energy sector, prioritizing opportunities by client, industry, and geography.
Client Management and Development
•    Identify and cultivate new business opportunities in the energy sector.
•    Conduct regular meetings with existing clients, ensuring alignment with agreed business objectives.
•    Articulate RINA’s service portfolio effectively, demonstrating its value to clients and addressing their needs.
•    Enhance RINA’s brand visibility and service awareness through networking and marketing initiatives.
•    Act as a customer advocate, ensuring high levels of client satisfaction and ownership of client issues until resolution.
Major Contracts, Tenders, and Quotations
•    Manage qualification processes and requirements for doing business with clients.
•    Support the preparation of quotations, pre-qualifications, tenders, and local/global contracts, ensuring compliance with client requirements and commercial terms.
•    Lead proposal delivery, negotiation, and deal closure processes.
•    Provide feedback on contract evaluations to enhance future success rates.
Innovation and Digital Integration
•    Champion RINA’s role in energy transition, identifying opportunities for partnerships and sales growth.
•    Promote RINA’s digital solutions, emphasizing competitive advantages in the modern energy landscape.
•    Drive innovation by leveraging RINA’s expertise and technology to address client challenges and market demands.
Market and Competitor Intelligence
•    Monitor and analyze competitor activities, market trends, and industry news.
•    Use insights to adjust RINA’s market strategy and identify new opportunities.
Capability Development
•    Identify local capability requirements to meet current and future sector needs.
•    Collaborate on the execution of plans to address capability gaps.
Alliances and Partnerships
•    Explore strategic alliances and partnerships to penetrate new markets and expand opportunities.
•    Work with RINA’s global management to identify and pursue acquisition opportunities.
Cross-Selling Opportunities
•    Collaborate with different Energy business lines to identify and develop cross-selling opportunities within the client base.
Reporting
•    Submit accurate and timely client visit reports (within 72 hours), ensuring actionable follow-ups are addressed.
 

What are we looking for

• Bachelor’s degree in Engineering.
• Minimum 10 years of experience in large projects and consultancy engineering services, including at least 5 years in a Commercial, Business Development, or Business Management role.
• Fluency in English and Russian.
• Previous experience working with IFIs (ADB/WB/EBRD) is highly preferred.
• Established network within the energy sector to support new business generation.
• Willingness to travel as required, with a valid driver’s license.
• Deep understanding of the energy sector lifecycle (Conventional Power, Renewables, Oil & Gas) and energy transition opportunities.
• Proven ability to communicate effectively across all levels of an organization.
• Strong advocacy for customer needs and satisfaction.
• Exceptional negotiation, communication, and interpersonal skills.
• Demonstrated enthusiasm, reliability, and a strong team-oriented mindset.
• Proven leadership and managerial capabilities, with the ability to influence multiple stakeholders.
• Proficient in drafting, evaluating, and negotiating detailed contracts and commercial agreements.
• Experienced in preparing quotations, pre-qualifications, and tenders.
• Self-motivated, goal-oriented, and confident
• Proficiency in advanced sales techniques, including prospecting, lead generation, and closing deals.
• Strong analytical and problem-solving skills to assess market trends, competitor activities, and performance metrics.

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