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

The Business Development Manager will play a pivotal role in driving revenue growth and expanding market presence through concerted sales and strategic initiatives. Key accountabilities include:

1. Drive and Monitor Order Intake Pipeline:
   • Efficiently manage the sales pipeline to ensure consistent order flow aligned with business targets.
   • Closely monitor and evaluate key performance indicators related to order intake for continuous improvement.
2. Pipeline Expansion with New Prospects:
   • Identify, research, and qualify new potential clients to enhance the business pipeline.
   • Conduct thorough market analysis to assess suitability and alignment with RINA’s solutions.
3. Lead and Support Contracts, Tenders, and Quotations:
   • Take ownership in negotiating contracts and preparing competitive tenders and quotations.
   • Provide expert support in proposal development and client engagement strategies.
4. Contract Closure and Continuous Improvement:
   • Lead efforts to successfully finalize contracts ensuring mutually beneficial outcomes.
   • Document lessons learned from completed projects to refine sales practices and processes.
5. Cross-Selling and Leveraging Mutual Opportunities:
   • Collaborate closely with internal teams across the RINA Group to identify and exploit cross-selling prospects.
   • Develop and implement strategies to maximise mutual business opportunities.
6. Competitor Intelligence and Market Monitoring:
   • Stay abreast of competitor activities, market trends, and sector developments.
   • Utilise gathered intelligence to inform and adapt competitive strategies effectively.
7. Sales and Business Development Initiatives:
   • Proactively generate new sales opportunities and nurture existing client relationships.
   • Conduct regular client visits to strengthen partnerships and identify evolving needs.
8. Alliances and Partnerships:
   • Identify strategic partnerships and alliances to facilitate business expansion into new markets.
   • Engage and collaborate with external stakeholders to create sustainable business networks.
9. Customer Engagement and Satisfaction:
   • Maintain ongoing dialogue with customers to ensure their needs and expectations are understood and met.
   • Support initiatives focused on customer satisfaction, retention, and market development.
10. Product and Technology Knowledge:
    • Stay informed on the company’s current and upcoming service offerings and technology solutions.
    • Effectively communicate technical solutions to customers, enabling informed decision-making.

Education

Qualifications

• 5 to 8 years or more of demonstrated experience in business development or sales within a related industry.
• Proficiency in advanced sales methodologies such as prospecting, lead qualification, and closing complex deals, with a strong track record of surpassing targets.
• Excellent negotiation and influencing skills to secure advantageous client and partner agreements.
• Strong analytical capabilities, with the ability to interpret market trends, competitor data, and performance metrics to guide strategy.
• In-depth knowledge of industry standards, market dynamics, and competitive landscapes to support sound business decisions.
• Familiarity with customer relationship management (CRM) systems and other technologies that enhance business development efficiency.

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 €35,000 and €50,000 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.