Special Projects North Europe Business Development Manager
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RINA is a global knowledge company where expertise travels across borders, disciplines, and industries. Every day, we collaborate on solving complex challenges that no single field could tackle alone. With a presence in more than 70 countries and 160 years of heritage, we turn individual know-how into collective progress.
We are currently recruiting for a Special Projects North Europe Business Development Manager to join our office in Gdańsk, Hamburg or Rotterdamwithin the North Europe Marine Division.
Mission
The mission of the Business Development Manager – Special Projects North Europe is to drive growth and expand business opportunities for RINA across the Northern European region. The role is responsible for increasing the pipeline and winning contracts for the Special Projects services portfolio, with a particular focus on complex, non-standard and innovative projects.
A distinctive part of the mission is to help shape the future service offering: the Business Development Manager will work at the intersection of market needs and emerging technology, identifying, co-creating and launching new services related to novel technologies and alternative fuels that support clients through the energy transition and the decarbonisation of shipping and industry.
Relevant areas include, among others:
Alternative fuels: LNG, bio-LNG, methanol, ammonia, hydrogen, biofuels and e-fuels, including bunkering and fuel supply chains. Novel technologies: battery and hybrid propulsion, fuel cells, onboard carbon capture, wind-assisted propulsion, shore power, energy-efficiency technologies and nuclear. Regulatory drivers: support for clients in meeting evolving requirements such as IMO greenhouse gas measures, FuelEU Maritime and the EU Emissions Trading System. Possible service types: feasibility studies, risk assessments (HAZID/HAZOP), Approval in Principle, technology qualification, retrofit and fuel-readiness assessments, and advisory services for pilot and demonstration projects.#LI-MK1
Key Accountabilities
Drive and Monitor Order Intake Pipeline Manage the Special Projects sales pipeline for Northern Europe, ensuring a steady flow of orders. Monitor order intake KPIs and report progress to management. Update Pipeline with New Prospects Identify and add new potential clients, including shipowners, shipyards, designers, makers, energy companies and technology start-ups, to the sales pipeline. Research prospects and assess their fit with RINA's offering. Lead and Support on Contracts, Tenders and Quotations Take a proactive role in negotiating and securing major contracts and complex, multi-disciplinary projects. Prepare offers, tenders and quotations, schedule actions and follow up on contract profitability. Develop New Services for Novel Technologies and Alternative Fuels Scout emerging technologies and market needs, and translate them into new service concepts together with technical, R&D and marketing teams. Contribute to the design, piloting and launch of services such as feasibility and risk studies, Approval in Principle, technology qualification, fuel-readiness assessments and regulatory compliance advisory. Act as a first mover on pilot projects and early adopters, building references that can be scaled across the region and the RINA Group. Contract Closing and Lessons Learned Lead contract closing activities. Capture lessons learned from completed contracts and pilot projects to improve future processes and service offerings. Cross Selling and Mutual Opportunities Collaborate with different departments to identify cross-selling opportunities across Marine, Energy, Certification and Industry. Develop strategies to leverage mutual opportunities across the RINA Group. Competitor Tracking and Market Intelligence Monitor competitor activities and provide updates on industry, regulatory and technology trends. Forecast market trends and help set a realistic budget and strategy for the coming year. Sales and Business Development Initiatives Promote the RINA brand and services to potential clients in the Marine and Industry fields. Visit clients, shipyards, makers and component suppliers on a regular basis according to a specific business development plan. Alliances and Partnerships Identify and explore alliances and partnerships with technology developers, fuel suppliers, ports, research institutes and industry associations. Participate in joint industry projects and consortia to enter new markets and expand business reach.-
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