North Italy Certification Business Development Manager

Mission

The mission of a Business Development Manager (BDM) is to drive growth and expand business opportunities for the organization. The Business Development Manager is responsible for increase pipepeline offering and wining contract for an assigned services portfolio and/or within an assigned geographical coverage. #LI-DC2

Key Accountabilities

As a Business Development Manager, you will be entrusted with a comprehensive set of responsibilities that drive commercial success and market penetration:

• Order Intake Pipeline Management: Oversee the development and maintenance of a robust sales pipeline ensuring continuous progression of order intake. Monitor sales metrics and performance indicators to identify trends and opportunities for improvement.
• Pipeline Prospecting: Actively research and incorporate new prospective clients into the pipeline. Evaluate potential customers' needs and compatibility with our service offerings through thorough market and client analysis.
• Contract Negotiation and Tender Management: Lead negotiations for significant contracts, ensuring mutually beneficial terms while aligning with company objectives. Collaborate closely in the drafting and submission of tenders and quotations, guaranteeing competitive and compliant proposals.
• Contract Completion and Process Improvement: Champion successful contract closures and conduct detailed debriefings to extract lessons learned, applying insights to optimise future business development processes.
• Cross-Selling and Synergistic Opportunities: Work collaboratively across teams and divisions within the RINA Group to identify and maximise cross-selling opportunities, strategising to leverage collective strengths.
• Competitive Intelligence: Maintain vigilant tracking of competitors' activities and shifting industry dynamics. Provide regular and insightful analyses to inform strategic adjustments and enhance competitive advantage.
• Sales and Business Development Initiatives: Drive the creation and implementation of initiatives aimed at generating new sales opportunities. Manage and nurture relationships with existing and prospective clients through active engagement, including face-to-face visits.
• Alliance and Partnership Development: Identify strategic alliance and partnership prospects, collaborating with external entities to penetrate new markets and extend business reach effectively.
• Customer Relationship and Satisfaction Focus: Foster deep understanding of customer needs and expectations to support high satisfaction levels. Focus efforts on repeat business and identification of novel market segments for sustained growth.
• Technology and Offering Awareness: Maintain up-to-date knowledge of current and emerging company offerings and technological solutions, ensuring clear communication of value propositions to clients.

Education

Qualifications

Candidates should meet the following qualifications:

• 5 to 8 years of experience in business development or sales, typically ranging from five to eight years in a relevant industry setting.
• Proven expertise in mastering sales methodologies encompassing prospecting, lead generation, and closing complex deals successfully.
• Exceptional negotiation capabilities enabling the establishment of advantageous agreements with diverse stakeholders including clients, partners, and vendors.
• Strong analytical acumen to interpret market trends, competitive behaviour, and sales performance metrics for strategic decision-making.
• Comprehensive understanding of the industry landscape and market dynamics critical to informed business development planning.
• Familiarity with digital sales tools and platforms such as CRM systems to enhance operational efficiency and pipeline management.

Competencies

Compensation Data

The salary range and job grade for this position are defined based on objective, role-related criteria, and responsibilities in accordance with CCNL RINA (CNEL code I480).

The gross annual salary range foreseen is between €40,000 and €55,000 and will be finally defined on candidate’s professional experience, qualifications, competencies, and overall alignment with the role.

In addition, an annual variable compensation component is provided, based on both Company and individual performance objectives in accordance with the current policies and collective agreements.

The overall compensation package is complemented by the Company's welfare.