Posting Date: 25 Apr 2024City: DubaiLocation: Dubai, AE, 3204Contract Type: Fixed-TermDivision: Marine South East Europe & MEA RegionLevel of experience: SeniorRINA is currently recruiting for a Middle East Marine Business Development Manager to join its office in Dubai within the Marine South East Europe & MEA Region Division.MissionThe 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.Key Accountabilities1. 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.

EducationBachelors Degree in Engineering GeneralMasters Degree in EconomicsQualifications

• Substantial experience in business development, sales, or related roles is often a key requirement. Business Development Managers may be expected to have 3-7 years or more of relevant experience.
• 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.
• In-depth knowledge of the 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

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. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a projects technical, environmental and safety - and sometimes also economic and financial - sustainability.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.This job has been sourced from an external job board.
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