Italy Testing Business Development Manager

3 settimane fa

Dalmine, Italia RINA A tempo pieno

Posting Date: 5 Jun 2024- City: Dalmine- Location: Dalmine, IT, 24044 Genova, IT, 16128 Rozzano, IT, 20089- Contract Type: Permanent- Division: Italy Certification Commercial- Level of experience: IntermediateRINA is currently recruiting for a **Italy Testing Business Development Manager** to join its office in Dalmine, Bologna or Genoa (Italy) within the Italy Certification Commercial Division.

**Mission**:
The mission of a Business Development Manager (BDM) is to drive growth and expand business opportunities of RINA laboratories. The Business Development Manager is responsible for increase pipepeline offering and wining contract for an assigned services portfolio within the Italy geographical area.

**Key Accountabilities**:

1. Drive and Monitor Order Intake Pipeline:

- Manage the sales pipeline, ensuring a steady flow of orders.
- Monitor and analyze key performance indicators related to order intake.

2. Update Pipeline with New Prospects:

- Identify and add new potential clients to the sales pipeline.
- Conduct research to identify prospects and assess their fit with the organization's offerings.

3. Lead and Support on Contracts, Tenders, and Quotations:

- Take a proactive role in negotiating and securing major contracts.
- Provide support in preparing tenders and quotations.

4. Contract Closing and Lessons Learned:

- Lead activities to close contracts successfully.
- Capture lessons learned from completed contracts to improve future processes.

5. Cross Selling and Mutual Opportunities:

- Collaborate with different departments within the organization to identify cross-selling opportunities.
- Develop strategies to leverage mutual opportunities across the RINA Group.

6. Competitor Tracking and Intelligence:

- Monitor competitor activities and provide updates on industry trends and intelligence.
- Use competitor information to adapt and improve the organization's strategies.

7. Sales and Business Development Initiatives:

- Focus on generating new sales and business opportunities.
- Conduct client visits and manage relationships with current and potential customers.

8. Alliances and Partnerships:

- Identify and explore opportunities for alliances and partnerships.
- Collaborate with external organizations to enter new markets and expand business reach.

9. Customer Engagement and Satisfaction:

- Engage with current and potential customers to understand their needs and requirements.
- Support the focus on customer satisfaction, repeat business, and the development of new markets.

10. Stay Current with Offerings and Technology Solutions:

- Stay updated on the organization's current and future offerings.
- Understand and communicate technological solutions to customers.

**Requirements**:

- +3 years in Business Development Managment
- Technical High school Diploma
- Good knowledge of materials with reaction and resistance characteristics such as windows, doors, divisions, insulating materials etc, in naval field and also in civil field
- Knowledge in UNI EN 13501 standard and FTP Code referring to the classification of materials for what concerning reaction and resistance to fire characteristics
- Substantial experience in business development, sales, or related roles is often a key requirement.
- Proficient in sales techniques, including prospecting, lead generation, and closing deals. Business Development Managers should have a track record of achieving and exceeding sales targets
- Strong negotiation skills to secure favorable terms and agreements with clients, partners, and vendors
- Analytical thinking to assess market trends, competitor activities, and performance metrics to inform decision-making
- Familiarity with relevant technologies and tools, including CRM systems, to streamline business development processes

**Competencies**:

- PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model
- MANAGE EMOTIONS - Recognise one's and other's emotions and express and regulate one's reactions
- PIONEER CHANGE - Actively embrace change and benefit from the new circumstances
- BUILD NETWORK - Forge trust relationships, across departments, and outside the organization
- MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraint
- ADDRESS THE WAY - Have a big picture of different situations and reinterpret it in a perspective way
- THINK FORWARD - Capitalise on experiences and translate them into action plans for the future
- CLIENT INTIMACY - Embrace internal and external client needs, expectations, and requirements to ensure maximum satisfaction
- EARN TRUST - Take everyone's opinion into account and remain open to diversity

With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors.

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