Business Development Manager - Marine Consulting (North America)

Mission

The Business Development Manager (BDM) for Marine Consulting is responsible for driving business growth, expanding client relationships, and increasing the opportunity pipeline across the North American marine industry. This role is focused on securing contracts for consulting services, strengthening market presence, and building strategic partnerships within the maritime sector.

Key Accountabilities

1. Drive and Monitor Sales Pipeline :
- Manage and grow the order intake pipeline for marine consulting services. 
- Track key performance indicators and report on pipeline health and forecasting. 
2. Identify and Qualify New Prospects :
- Proactively research and identify new business opportunities within shipowners, shipyards, marine operators, and port authorities. 
- Maintain a strategic and up-to-date prospect list aligned with company targets. 
3. Lead Contracting and Tendering Activities:
- Take the lead in preparing, negotiating, and finalizing contracts, tenders, and quotations. 
- Coordinate with technical and legal teams to ensure alignment with customer expectations. 
4. Close Deals and Capture Lessons Learned :
- Ensure timely and effective contract closure. 
- Document and share lessons learned to enhance future business development activities. 
5. Cross Selling and Mutual Opportunities:
- Collaborate with other RINA business units to identify and pursue cross-selling opportunities. 
- Promote integrated solutions and services across the RINA Group portfolio. 
6. Market and Competitor Intelligence :
- Monitor trends and developments in the North American marine market. 
- Provide strategic input based on competitor analysis and industry benchmarks. 
7. Customer Engagement and Relationship Management :
- Cultivate long-term relationships with key clients and stakeholders. 
- Ensure client satisfaction, promote repeat business, and support service expansion. 
8. Alliances and Partnerships:
- Explore and develop partnerships with key stakeholders such as industry associations, marine suppliers, and technology providers. 
- Support strategic entry into emerging marine consulting markets in the region. 
9. Business Planning and Execution :
- Contribute to the development and execution of annual business plans. 
- Align commercial activities with financial and strategic targets. 
10. Stay Current with Marine Solutions :
- Maintain up-to-date knowledge of marine consulting offerings and technical innovations. 
- Effectively communicate value propositions and technical solutions to clients. 

Education

-Bachelor’s Degree in Marine Engineering or Naval Architecture (mandatory)

-Master’s Degree or MBA with a focus in Business Administration, Maritime Economics, or Strategic Management is highly desirable

Professional Experience

- 5–8 years of experience in business development, sales, or commercial roles within the marine consulting, classification societies, marine suppliers, or shipbuilding sectors

- Solid understanding of the North American maritime market and client landscape

• Demonstrated success in securing consulting contracts and managing long sales cycle

Qualifications

• Proven experience in strategic sales, pipeline management, and deal closure 
  - Strong business acumen with the ability to develop business plans, set commercial strategies, and meet sales targets 
  - Excellent negotiation, presentation, and stakeholder engagement skills 
  - Familiarity with CRM platforms and sales reporting tools 
  - Strong analytical skills to assess market data and inform decisions
  
  

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Competencies