Railway Certification Business Development Manager

Railway Certification Business Development Manager

RINA is recruiting for a Railway Certification Business Development Manager to join its office in Rome, Florence or Genoa, Italy within the Transport & Infrastructure Certification Division.

Overview

The mission of the Railway Business Development Manager is to drive growth and expand business opportunities for the organization. The role is responsible for increasing the pipeline and winning contracts for an assigned services portfolio and/or within an assigned geographical coverage.

Key Accountabilities

• Drive and monitor order intake pipeline: manage the sales pipeline to ensure a steady flow of orders and monitor related KPIs.
• Update pipeline with new prospects: identify and add new potential clients and conduct research to assess fit with the organization’s offerings.
• Lead and support on contracts, tenders, and quotations: negotiate and secure major contracts and provide support in preparing tenders and quotations.
• Contract closing and lessons learned: lead activities to close contracts and capture lessons learned to improve future processes.
• Cross selling and mutual opportunities: collaborate with internal teams to identify cross-selling opportunities and strategies across the RINA Group.
• Competitor tracking and intelligence: monitor competitor activities and industry trends to inform decisions.
• Sales and business development initiatives: generate new opportunities, conduct client visits, and manage relationships with current and potential customers.
• Alliances and partnerships: identify and explore opportunities for external partnerships to enter new markets.
• Customer engagement and satisfaction: engage with customers to understand needs and support satisfaction and repeat business.
• Stay current with offerings and technology solutions: communicate current and future offerings and technological solutions to customers.

Education

Bachelor’s Degree in Engineering (General) and Master’s Degree in Economics.

Qualifications

• Substantial experience in business development, sales, or related roles in the railway sector.
• 3-5+ years of relevant experience is common for the role.
• Proficient in sales techniques, including prospecting, lead generation, and closing deals, with a track record of achieving targets.
• Strong negotiation skills for favorable terms with clients, partners, and vendors.
• Analytical thinking to assess market trends, competitor activities, and metrics.
• Knowledge of the railway industry and market trends is a plus.
• Familiarity with relevant technologies and tools, including CRM systems.

Competencies

• PROMOTE SUSTAINABLE DEVELOPMENT
• MANAGE EMOTIONS
• PIONEER CHANGE
• BUILD NETWORK
• MAKE EFFECTIVE DECISIONS
• ADDRESS THE WAY
• THINK FORWARD
• CLIENT INTIMACY
• EARN TRUST

RINA is a multinational company providing a wide range of services in energy, marine, certification, infrastructure & mobility, industry, research & development sectors. Our business model covers the full process of project development, from concept to completion.

We endeavor to create a work environment where every person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to a workplace free from discrimination or harassment. We are compliant with Italian Law n. 68/99.