JOB DESCRIPTION Job Title: Business Development Manager

JOB DESCRIPTION

Job Title:

Business Development Manager

Department: Management

Reports To:

Executive director

Direct Reports: Business Development staff to be recruited

Indirect Reports:

Organisational Background:

Malaria Consortium is one of the world's leading non-profit organisations dedicated to the comprehensive control of malaria and other communicable diseases in Africa and Asia. Malaria Consortium works with communities, government and non-government agencies, academic institutions, and local and international organisations, to ensure delivery of effective services, providing technical support for programmes including monitoring and evaluation of programmes and activities for evidence-based decision-making and strategic planning. The organisation works to improve not only the health of the individual, but also the capacity of national health systems, which helps relieve poverty and support improved economic prosperity. Background:

Malaria Consortium implements about 20 projects and programmes every year and provides support to approximately 20 countries. It operates about 25 national and sub-national offices in Africa and Asia. The organisation has been successful in business development since its formation in 2003 and has significantly increased its income over the past eight years. Business development efforts occur at multiple sites. Diversification of funding is a priority, both for core support and projects.

Job Purpose:

To develop and implement a business development and fundraising strategy including establishing the infrastructure to grow the current annual revenue stream through e.g. solicitation, government grants, competitive bids and corporate and foundation support. To support, mentor and enhance the international, regional and country teams in their business development efforts to ensure increased funding.

Key Accountabilities:

Strategic

? Develop and implement an organizational business development and fundraising strategy and processes

? Support countries in their country strategies and annual planning development from a programme development perspective

? Produce regular reports for senior management on business development performance analysis Maintain and provide donor intelligence and identify new funding opportunities

? Advise on donor priorities and identify specific opportunities. Identify, pursue and successfully capitalise on funding opportunities among major funders of malaria, childhood illnesses and neglected tropical diseases (NTDs), particularly bilateral and multilateral donors. Track donor funding trends and priorities within the African and Asian regions and communicate these to MC Country Directors and support teams.

? Research, analyse and maintain regular register of donor calls for funding applications including tenders, expressions of interest and requests for proposals.

? Advise on potential partnerships with other organisations and agencies and identify specific opportunities: Identify and pursue funding opportunities for MC ? either as a lead agency or subcontractor ? among major international agencies operating within the Africa and Asia regions.

? Conduct partner and competitor analysis, negotiate teaming agreements, and lead or participate directly in large value bids developed by consortia.

? Collaborate with other MC teams to communicate, and strategise on, new business opportunities and approaches in line with MC global strategy: Work with MC national senior management teams to develop action plans for new business opportunities. Research and produce internal briefs on topics and issues related to new business development (e.g. donor profiles, partner organisation profiles, briefings for meetings and conferences).

? Ensure relevant internal approval processes at different levels are followed on making the decision whether or not to pursue a business opportunity.

Develop successful proposals and budgets

? Project design and document production: Lead the development and writing of successful funding proposals and budgets as agreed with the General Management Group (GMG) and Country Management Teams. This will involve leading or supporting proposal development teams across the organization and, where relevant, using outsourced consultancy services. This includes organising pre-proposal strategy sessions (e.g. developing win themes, SWOTs, partnering assessments); working with technical, management and finance leads on strategy; and ensuring that logframes, budgets and narrative text are developed, reviewed and edited per donor requirements.

? Provide guidance and support to development of proactive concepts, converting ideas into sellable proposals and actively participate in identifying sources of support for such proposals.

? Coordinating efforts between MC and partner organisations: Lead the development of proposals and budgets submitted in partnership with other organisations where MC is either the primary applicant or a sub-contractor. Negotiate favourable and manageable role in partnership proposals.

? Management of information: Direct the development and maintenance of information required for proposal development including updating capability statements, descriptions of MC's

Last updated 04/2012

2

technical areas of expertise, country programme and/or project write-ups, development of graphics and presentations.

Ensure positive and strong donor and host government relations

? Ensure the highest possible level of service to donors: Ensure co-ordinated communication with donors and partner NGOs. This may involve managing relationships for a portfolio of donors. Ensure quality, consistency and continuity in MC's approach with donors.

? Support, build and maintain strong relationships with donors and host country government representatives: This could include representing MC at meetings, conferences and workshops, networking with other NGOs, and working with Country Directors and their teams to access thematic working groups, as well as other MC teams to support their external relations efforts

Strengthen internal new business development capacity

? Strengthen the capacity of MC teams: Expand the capacity of MC team members to participate in technical and cost proposals and other business development efforts through mentoring, technical assistance visits and direct training. Support country programmes to develop fundraising strategies. Develop and deliver trainings and on-the-job tools and aids as required.

? Contribute to the continuous improvement of MC's systems: Help to develop better tools, systems, techniques and strategies for identifying, tracking, and pursuing new business opportunities, developing proposals and budgets, and managing institutional knowledge.

PERSON SPECIFICATION

Qualifications and Experience:

Essential:

? Demonstrated experience gained in international development, preferably for a multi-site international organisation. This could include managing, implementing and/or supporting international development programmes.

? Successful track record of securing multiple high-value projects/contracts from bilateral and multilateral donors, trusts and foundations. Specific experience securing significant funding from donors such as USAID, the Global Fund, DFID, CIDA, AUSAID, EC and other new donors.

? Significant expertise in all areas of new business development including strategy, forging partnerships including negotiating teaming agreements, project design, logframe development, proposal writing, budget development, managing donor and other partner (e.g. NGOs) relationships and project reporting. This includes developing complex technical/narrative and cost proposals.

? Experience gained working overseas and managing health projects in lesser developed countries (Africa strongly preferred).

? Directly relevant experience in leading the development of proposals submitted in partnerships with other organisations as either the primary applicant or a sub-contractor.

Last updated 04/2012

3

? Educated to degree level.

? Knowledge of donor compliance, procurement and grant management, especially EC and USAID, DFID, and other major bilateral, multilateral donors or foundations.

? Proven effectiveness in building capacity and working in cross-cultural settings.

Desirable:

? Master's qualification or programme management qualification.

? Experience of line management of teams.

Work Based Skills and Competencies:

Essential:

? English fluency required.

? Strong interpersonal and professional communication skills; articulate writer.

? Proven relationship building skills and ability to work collaboratively and effectively with a wide variety of people and organisations.

? Established leadership skills and the ability to lead, co-ordinate and work with teams, as well as to work independently and take initiative.

? Demonstrated negotiation skills.

? Solid analytical skills and ability to filter and distil critical information.

? Proficiency with financial data, including budgeting, with a close attention to detail.

? Practical organisational skills with the ability to manage a fluctuating workload, prioritise and reprioritise when necessary and meet tight deadlines.

? Advanced computer skills (Word, Excel, PowerPoint).

? Able to learn quickly.

OTHER KEY INFORMATION

Length of contract Indefinite

Location

London, UK

Travel involved

Travel required (anticipate 30% international travel or more).

Other

Candidates without the right to work in UK will not be considered and should not apply.

Last updated 04/2012

4

 ................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download