The role of the Marine Business Development Manager (BDM) is to drive growth and expand business opportunities for RINA’s Marine business. The Business Development Manager is responsible for increasing pipeline offering and wining contracts for assigned services portfolio in Singapore.
Key Responsibilities
Drive and Monitor Order Intake Pipeline:
- Manage the sales pipeline, ensuring a steady flow of orders.
Monitor and analyse 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:
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 and develop networks and relations with current and potential customers such as shipyards, ship owners, ship managers, ship designers, etc to understand their needs and requirements.
- Understand and communicate technological solutions to customers through presentations at conferences and seminars and to clients.
Stay Current with Offerings and Technology Solutions:
- Stay updated on the organization's current and future offerings.
- Keep up to date with new rules and regulations within the marine industry.
Requirements:
- Degree in Marine Engineering, Naval Architecture, Engineering or equivalent with 5-8 years working experience in Marine and Offshore related markets, such as classification societies.
- Experience in business development role will be added advantage.
- Knowledge of testing, inspection and certification within the Marine & Offshore related markets will be added advantage.
- Strong contacts with Marine stakeholders will be added advantage.
- Proficient in sales techniques, including prospecting, lead generation, and closing deals. Strong track record of achieving and exceeding sales targets.
- Strong interpersonal, communication, networking and negotiation skills
- 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 such as CRM systems, to streamline business development processes.
