Business Development Manager, Vietnam Marine

September 14, 2024

RINA

Hải Phòng

Posting Date: 14 Sep 2024

City: Haiphong

Location: Haiphong, VN

Contract Type: Fixed-Term

Division: Marine Asia Region

Level of experience: Intermediate

RINA is currently recruiting for a Business Development Manager, Vietnam Marine to join its office in Haiphong, Vietnam within the Marine Asia Region Division.

Role

The role of the Marine Business Development Manager (BDM) is to drive growth and expand business opportunities for RINA's Marine Business. The BDM is responsible for increasing pipeline offering and winning contracts for assigned services portfolio in Vietnam.

Key Responsibility

1. 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.

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 Society

Experience in business development, sales, or related roles is a key requirement and added advantage/.
Knowledge of testing, inspection and certification services within the Marine and 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, negotiation skills.

Analytical thinking to assess market trends, competitor activities and competitive landscape to make informed business decisions.

Familiarity with relevant technologies and tools such as CRM systems to streamline business development process.

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 project’s 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.