About this role
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 Rotterdam within 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.
- Customer Engagement and Satisfaction
- Engage with current and potential customers to understand their needs, particularly around decarbonisation and energy transition.
- Support customer satisfaction, repeat business and the development of new markets.
- Performance Review and Reporting
- Review targets and results with top management and other teams.
- Review yearly results and propose strategies to improve company and personal performance based on target and gap analysis.
Education
Bachelor’s Degree in Engineering General Master’s Degree in Economics
## Qualifications
- 5–8 years or more of relevant experience in business development, sales or related roles (e.g. business manager, business development manager), with a track record of achieving and exceeding sales targets.
- Professional background as class surveyor, owner superintendent, shipyard quality control inspector, chief engineer on merchant ships, or in another relevant marine engineering discipline.
- Previous experience in Classification Societies, particularly as a surveyor, is a major advantage.
- Practical and theoretical knowledge of hull, machinery, materials, equipment and safety systems of ships.
- Knowledge of, or strong interest in, alternative fuels, decarbonisation technologies and the related regulatory framework; experience in innovation, R&D or new product/service development is a strong plus.
- Established network among shipowners, shipyards, marine bureaus, makers and shipping associations in Northern Europe.
- Proficiency in sales techniques, including prospecting, lead generation and closing deals, and strong negotiation skills with clients, partners and vendors.
- Analytical thinking to assess market trends, competitor activities and performance metrics to inform decision-making.
- Familiarity with CRM systems and other tools that streamline business development processes.
- Fluency in written and spoken English is essential; German and/or a Nordic language is a significant advantage.
- Willingness to travel frequently across the region. Candidates must hold EU/EEA work authorisation.
- Open-minded and curious, comfortable with ambiguity and motivated by building new services from the ground up.
- Pro-active, customer-focused approach and good communication skills.
- Good interpersonal skills and a team player, able to work across departments and countries.
- Self-motivated and able to work under pressure.
Competencies
- WORKPLACE DYNAMICS - Resourcefulness in shaping progress and working efficiently.
- FORESIGHT & INSIGHT - Context awareness adopting a systemic perspective and informed decision making.
- PERSONAL EMPOWERMENT - Ownership for life, work and results, striving to grow professionally and personally.
- INTERPERSONAL INFLUENCE - Skills and strategies we use to interact effectively with others.
- DOMAIN & BUSINESS ACUMEN - Applying a scientific approach and critical thinking in operations and solution development within area of expertise.
At RINA, your growth drives our innovation. We bring together engineers, inspectors, digital minds and specialists from more than 100 nationalities, creating an environment where diverse perspectives sharpen how we think, collaborate and deliver.
Flexibility and respect drive how we work. We are committed to building a workplace where every person feels valued and empowered to develop their potential. RINA provides equal employment opportunities and does not discriminate on any basis. We are compliant with Italian Law n. 68/99.