Railway Certification Business Development Manager

Mission

The mission of the Railway Certification Business Development Manager is to drive growth and expand business opportunities for the organization. The Business Development Manager is responsible for increasing the pipeline offering 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, ensuring a steady flow of orders. Monitor and analyze key performance indicators related to order intake. 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.
• 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.
• Contract Closing and Lessons Learned: Lead activities to close contracts successfully; capture lessons learned from completed contracts to improve future processes.
• 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.
• 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.
• Sales and Business Development Initiatives: Focus on generating new sales and business opportunities; conduct client visits and manage relationships with current and potential customers.
• Alliances and Partnerships: Identify and explore opportunities for alliances and partnerships; collaborate with external organizations to enter new markets and expand business reach.
• 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.
• Stay Current with Offerings and Technology Solutions: Stay updated on the organization's current and future offerings; understand and communicate technological solutions to customers.

Education

Bachelor’s Degree in Engineering General; Master’s Degree in Economics.

Qualifications

• Substantial experience in business development, sales, or related roles in the Railway sector is often a key requirement.
• Business Development Managers may be expected to have 3-5 years or more of relevant experience.
• Proficient in sales techniques, including prospecting, lead generation, and closing deals. 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.
• A plus: knowledge of the railway industry, market trends, and competitive landscape to make informed business decisions.
• 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

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

At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. We are also compliant to the Italian Law n. 68/99.