Middle East and India Infrastructure Commercial Management Director

RINA is currently recruiting for a Middle East and India Infrastructure Commercial Management Director to join its office in Abu Dhabi within the Middle East and India Engineering Commercial Management Division.

Mission

The Area Market Director is responsible for driving the order intake in a designated geographical area and market. This role involves developing and executing market strategies, identifying business opportunities, and overseeing the performance of Business Development Managers (BDMs) within the area. The Area Market Director works closely with both regional and market-level leadership to align business objectives and ensure the achievement of growth targets. The individual will also play a key role in coordinating the execution of business development strategies across the team and across functions to maximize market share and business success.

Key Accountabilities

Order Intake and Market Growth:

• Develop and implement strategies to achieve order intake goals for the designated area and market.
• Conduct in-depth market analysis to identify emerging business opportunities, competitive threats, and customer needs.
• Collaborate with Market Executive Commercial Director or Market Commercial Vice President to align local strategies with broader market objectives.
• Drive market expansion by identifying key customers, leveraging regional strengths, and expanding business relationships.
  
  

Business Development Leadership:

• Manage and lead a team of Business Development Managers, providing them with the tools, guidance, and support necessary to succeed.
• Provide direction and oversight to the team in terms of lead generation, sales, and customer relationship management.
• Ensure BDMs are effectively targeting the right markets, customers, and opportunities to meet company objectives.
• Set clear targets and performance metrics for the team, and track progress toward goals.
  
  

Collaboration with Regional and Market Leaders:

• Report hierarchically to the Regional Executive Commercial Director or Regional Commercial Vice President and functionally to the Market Executive Commercial Director or Market Commercial Vice President.
• Work closely with regional leadership to align strategic objectives and operational priorities for the area.
• Maintain strong working relationships with senior leadership to provide input on regional and market strategies and help shape the overall business direction.
  
  

Stakeholder and Client Relationship Management:

• Cultivate and maintain strong relationships with key clients, stakeholders, and partners within the area.
• Collaborate with customers to understand their business needs and translate these into business opportunities.
• Act as the main point of contact for key clients within the area, ensuring high levels of customer satisfaction and fostering long-term relationships.
  
  

Market Intelligence and Reporting:

• Continuously monitor and evaluate market trends, industry developments, and competitor activities within the assigned area.
• Provide regular reports to senior leadership on market conditions, potential business opportunities, and sales performance.
• Present actionable insights and recommendations to leadership based on market research and performance data.
  
  

Team Development and Performance Management:

• Foster a culture of continuous improvement within the business development team, encouraging professional development, training, and knowledge-sharing.
• Conduct regular performance reviews with Business Development Managers, identifying areas for improvement and offering mentorship.
• Develop and implement strategies to improve team effectiveness, performance, and engagement.
  
  

Education

Bachelor’s Degree in Business Administration Finance Management or Engineering General

MBA/Post Graduate Degree

Qualifications

• 10+ years in a commercial or business development role, with experience in a senior leadership position.
• Proven experience in managing and leading business development teams.
• Strong background in market research, customer relationship management, and business growth strategy.
• Experience with complex B2B sales cycles and high-value contracts.
• Exposure to managing teams across regions or markets.
• Solid track record in achieving business objectives and exceeding performance targets.
• Strong understanding of market dynamics, customer needs, and competitor activity.
• Proven leadership capabilities in managing and motivating a team, setting clear expectations, and driving results.
• Ability to think strategically and align business objectives with market opportunities.
• Excellent communication and interpersonal skills, with the ability to engage senior leadership, clients, and team members.
• Strong analytical skills to interpret market data, performance metrics, and financial information to make informed decisions.
• Ability to build long-term relationships with key clients and stakeholders, understanding their needs and delivering solutions.
• Focused on achieving business targets, with a strong ability to execute against a strategic plan.
  
  

Competencies

• ADDRESS THE WAY - Have a big picture of different situations and reinterpret it in a perspective way
• BUILD NETWORK - Forge trust relationships, across departments, and outside the organization
• 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
• MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraint
• 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
• PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model
• PROVIDE VALUE WITH PEOPLE - Value everyone's contribution through honest feedback
• THINK FORWARD - Capitalise on experiences and translate them into action plans for the future
  
  

RINA is a multinational company providing a wide range of services in the energy, marine, certification, infrastructure & mobility, industry, research & development sectors. Our business model covers the full process of project development, from concept to completion.

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.