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Italy Testing Sector Growth Manager

2 mesi fa

Genoa, Liguria, Italia RINA A tempo pieno

RINA is actively seeking a Business Development Manager for Italy Testing to enhance its operations within the Italy Certification Commercial Division.

Role Overview

The primary objective of the Business Development Manager (BDM) is to foster growth and broaden business prospects for RINA laboratories. This role entails increasing the service offering pipeline and securing contracts for a designated portfolio within Italy.

Key Responsibilities

1. Manage and Monitor Order Intake:
- Oversee the sales pipeline to ensure a consistent influx of orders.
- Analyze and track key performance indicators related to order intake.
2. Expand Pipeline with New Opportunities:
- Identify and integrate new potential clients into the sales pipeline.
- Conduct market research to pinpoint prospects and evaluate their compatibility with the organization’s services.
3. Lead on Contracts, Tenders, and Quotations:
- Actively engage in negotiating and securing significant contracts.
- Assist in the preparation of tenders and quotations.
4. Contract Finalization and Insights:
- Spearhead efforts to successfully finalize contracts.
- Document lessons learned from completed contracts to enhance future processes.
5. Cross-Selling and Collaborative Opportunities:
- Work with various departments to identify cross-selling prospects.
- Formulate strategies to leverage collaborative opportunities across the RINA Group.
6. Competitor Analysis and Market Intelligence:
- Track competitor activities and provide insights on industry trends.
- Utilize competitor data to refine and enhance organizational strategies.
7. Sales and Business Development Activities:
- Concentrate on generating new sales and business opportunities.
- Conduct client visits and manage relationships with existing and prospective customers.
8. Partnerships and Alliances:
- Identify and pursue opportunities for strategic alliances and partnerships.
- Collaborate with external entities to penetrate new markets and broaden business reach.
9. Customer Engagement and Satisfaction:
- Interact with current and potential customers to grasp their needs and expectations.
- Focus on customer satisfaction, repeat business, and the development of new markets.
10. Stay Informed on Offerings and Technological Solutions:
- Keep abreast of the organization’s current and upcoming offerings.
- Effectively communicate technological solutions to clients.

Qualifications

Minimum of 3 years in Business Development Management Technical High School Diploma Strong understanding of materials with reaction and resistance characteristics, particularly in naval and civil fields Familiarity with UNI EN 13501 standard and FTP Code regarding material classification for fire resistance Significant experience in business development, sales, or related roles is often essential. Proficient in sales techniques, including prospecting, lead generation, and closing deals, with a proven track record of meeting and exceeding sales targets Excellent negotiation skills to secure favorable terms with clients, partners, and vendors Analytical mindset to evaluate market trends, competitor activities, and performance metrics for informed decision-making Knowledge of relevant technologies and tools, including CRM systems, to optimize business development processes

Competencies

PROMOTE SUSTAINABLE DEVELOPMENT - Uphold commitments and serve as a role model MANAGE EMOTIONS - Recognize and regulate one's own and others' emotions PIONEER CHANGE - Embrace change and adapt to new circumstances BUILD NETWORK - Establish trust-based relationships across departments and externally MAKE EFFECTIVE DECISIONS - Organize activities based on priorities, actions, resources, and constraints ADDRESS THE WAY - Maintain a comprehensive view of various situations and interpret them effectively THINK FORWARD - Leverage experiences to create actionable plans for the future CLIENT INTIMACY - Understand and respond to internal and external client needs to ensure maximum satisfaction EARN TRUST - Consider diverse opinions and remain open to different perspectives

RINA is a global leader with over 5,600 employees and 200 offices in 70 countries, providing certification, marine classification, product testing, site supervision, vendor inspection, training, and engineering consultancy services across various sectors. Our business model encompasses the entire project development process, ensuring technical, environmental, and safety sustainability.

At RINA, we strive to cultivate a work environment where every individual is valued and encouraged to innovate. We are committed to equal employment opportunities and fostering a workplace where everyone feels respected and free from discrimination or harassment. We adhere to Italian Law n. 68/99.