The Manager, Business Development is a key member of the business development team and functions in a leadership capacity. This includes cross-sectoral proposal lead, capture and pre-bid preparation, coordinator, proposal development and timely submission, and transition to program staff for implementation. S/he will also support business development priorities and strategies.
The Manager, Business Development will respond to solicitations by global Development agencies, Foundations and Trusts. The success of this role is measured by the following Key
Result Areas:
Tracking at least ten opportunities worth >$200,000
Conducting capture Management of at least four opportunities worth >$200,000
Successful submission of one global bid each fiscal year >$1m.
Tracking (5%)
Build a pipeline of relevant institutional donor opportunities by tracking and analyzing daily announcements circulated and researched online
Liaise with relevant technical and program teams to efficiently evaluate opportunities and reach a decision to track opportunities that match with the organization's strategic directives.
Track targeted opportunities by following donor trends, managing relationships with potential partners, conducting research, and collaborating with the organization's wider teams to keep an updated pipeline.
Positioning and Capture (25%)
Support the development of priorities and strategies through monitoring near- and far- term identified business opportunities for target regions; and report on at least a quarterly basis the feasibility of moving forward.
Support or serve as Capture Manager to position the organization for key opportunities for institutional donors including USAID, UN agencies, Global Fund, and other global agencies funding Africa and WASH
Coordinate the development of capture strategies for specific opportunities including analyzing competition, scoping potential consortium roles and members, negotiating the organization's scope when subbing, articulating the organization's value-add, developing capacity statements, and coordinating additional research to maximize the organization's position in anticipation of a solicitation.
Identify, build rapport with, assess, and manage the organization's relationship with partners in the international development space.
Develop scopes of work for, negotiate, and finalize pre-teaming and teaming agreements with potential partners to build strong consortiums and partnerships for the opportunities in capture stage.
Represent the organization’s portfolio to institutional donors, foundation and private sector representatives and international government officials.
Conduct scoping trips abroad to identify new funding opportunities and potential strategic partnerships, including participating in strategic meetings with donors, peers, and coordination groups.
Build organizational understanding of new donors and contribute information for the prioritization of emerging donors through research and external interviews.
Contribute to the development of business development tools for capture planning.
Proposal Development (70%)
Serve as Proposal Manager for high value institutional funding opportunities.
Coordinate and manage the full-stage proposal process and team for all assigned proposals to ensure a complete, high-quality proposal is submitted on time.
Lead the coordination of all proposal development activities across the organization to ensure timely progress toward developing winning proposals.
Serve as an organizational expert on the solicitation and monitor for any amendments to the solicitation.
Ensure the technical application meets organization and donor expectations for quality, responsiveness, completeness, and competitiveness.
Manage all proposal reviews
Participate in or lead proposal design meetings.
Serve as lead writer for concept papers and proposals as assigned.
Lead the analysis and facilitation of key strategic proposal decisions including teaming arrangements, strategic approaches, and partner selection.
Lead partnership negotiation with consortium partners, including INGOs, research institutes, and private sector companies.
Manage relationship and communications with consortium members.
Facilitate transition of awarded projects to implementation team as needed.
Function as the liaison with prime organizations and partner negotiations for teaming arrangements and any requested deliverables.
Develop and maintain robust documentation and recording of meetings, negotiations, and key decisions. to retain and enhance the organization's institutional knowledge and assets.
Education & Experience:
Bachelor's degree in a relevant discipline e.g. Public Health, Development
Must have a minimum of five years of relevant and progressively responsible experience.
Of the five years of experience, at least two years' experience working in business development role in the international development space is required.
Demonstrated experience and success in all aspects of business development processes.
Must have authorization to work in country of assignment, Kenya.
Knowledge, Skills and Abilities:
Excellent verbal and written communications skills in English.
Abilities in a second language e.g. French is a plus.
Exceptional organizational and time-management skills.
Demonstrated leadership and relationship management skills.
Ability to work with flexibility, efficiency, enthusiasm, diplomacy, and cultural sensitivity, both individually and as part of a team and adjust to shifting priorities.
Ability to effectively manage multiple work streams and priorities simultaneously.
