TITLE: Senior Business Development Manager
TEAM/PROGRAMME: Program Development, Quality and Communications
CONTRACT LENGTH: 2 years, with the possibility to extend
The Senior Business Development Manager provides leadership in Save the Children’s efforts to achieve greater program results at scale, especially for the most deprived, through the successful pursuit of large and strategic funding opportunities, as well as through developing and maintaining strategic relationships with key donors. This position helps execute the vision, strategy, and operational plans to support Save the Children (SC) China in positioning the agency to successfully compete for specific opportunities, responding to those opportunities with a quality process and product, and building and maintaining an effective Business Development system of tools, processes, and capacities across the organization. The Senior Business Development Manager leads on the development of high-value, proposals or bids, building on global, regional and SC China’s Technical and Thematic expertise, evidence and learning, ensuring the highest quality products are submitted to the member and the donor.
The Senior Business Development Manager will be responsible for coordinating the development of the annual funding strategy, developing an engagement plan across SC members, donors, implementing partners and other necessary stakeholders, and creating and managing an efficient system (including leading portfolio analysis, donor landscape scanning) to identify, develop and capture new funding opportunities. For specific business opportunities and pursuit, s/he will lead proposal development process.
The position will also provide guidance and capacity development to Program Development & Quality and Program Operations teams, as well as other teams to ensure successful bidding of winning proposals. For specific business opportunities and pursuit, s/he will lead the proposal development process.
The post holder will be expected to work closely with the Regional Ofice, SC Members and other Country Offices as necessary in achieve the country funding strategy. S/he also serves as the primary link with the Regional Office for all NBD best practices and capacity building efforts.
In the event of a major humanitarian emergency, the role holder will be expected to work outside the normal role profile and be able to vary working hours accordingly.
SCOPE OF ROLE:
Reports to: Director of Program Development, Quality and Communications
Dotted Line: Resource Mobilisation team at Regional Office
Number of direct reports : 0
Budget Responsibilities: N/A
Dimensions: Designs, establishes and maintains the SC China Country Office Funding Strategy, ensures that information is collected on relevant upcoming funding opportunities and that the CO is prepared for such opportunities by having strong relationships with donors and potential partner organisations. Acts as the day-to-day focal point with the regional resource mobilisation team, ensuring appropriate coordination between members and the country team.
Works closely with the Country Director, Director of Programme Operation, Director of Program Development, & Quality, Advocacy and Communications, and other CO Senior Management Team and Technical Advisors to review the country strategic funding target to ensure it is realistic and fundable, and advise new proposal development from learning of the current and past proposals.
KEY AREAS OF ACCOUNTABILITY:
Funding Strategy and New Business Development – 40%
· Lead design and delivery of high quality Country Funding Strategy and Donor Engagement Plans, which aligns program, demand (CSP) and funding supply (donor landscape) with the primary focus on Corporate funding sources.
· Drive and accelerate sustainable portfolio growth for Save the Children China CO, working in alignment with the regional funding strategy.
· Implement the funding strategy and ensure coordination and synergy among country office teams in undertaking approaches and actions that deliver agreed funding targets.
· Drive interdepartmental and member coordination for proposals development and participate in project design and proposal development, and monitoring of the proposal development calendar.
· With guidance and support from regional resource mobilisation team, supports country TE, Finance, PDQ staff with capacity building around business development.
· Ensure best practice ways of working and continuous learning to improve future BD efforts.
Strategic Portfolio Planning – 25%
· Understand and effectively communicate the country’s pipeline and priority funding gaps, as agreed with the country leadership team. These may include thematic/program gaps, co-financing gaps, and operational sustainability gaps.
· Conduct donor landscape mapping and identify and research suitable donors for the CO
· Develops donor engagement plans, execute and tracks donor engagement
· Maintain and build capacity in systems or processes for collecting donor, implementing partner, and competitor information.
· Proactively work with the regional resource mobilisation team to drive improvement in strategic portfolio planning.
· Assess competitiveness, gather all relevant data & make recommendations in order to help SMT make informed Go/No Go decisions, and adequately resource teams build for pursuing all strategic funding opportunities.
Proposal Development (20%)
· Facilitate & Coordinate the full proposal process for large and complex proposals, ensure the good collaboration among the PDQ, Awards and PO team
· Drafts generic sections of the proposal and edits the final proposal to ensure the highest quality submission
· Demonstrates solid commercial awareness through contributing to Value for Money calculations in proposal development, as required by donors
Relationship Management – 10%
· Support the Country Director, PDQ Director, and Technical teams to build strong relationships and funding partnerships.
· Direct and proactively engage on a strategic basis with key donors (institutional, corporate, foundation and other donors) at country level in order to build relationships, facilitate technical programme exchanges, influence policy and thinking, and identify key areas of potential cooperation, including programme funding.
· Together with respective Member Offices, lead donor engagement by establishing positive relationships with government offices, scanning of funding opportunities and raising profile of SCI within government leading to increased funding from the government.
· Represent Save the Children China CO as needed with key institutional, corporate, foundation and other donors and support to advance SCI China CO visibility and reputation.
· Ensure teams have best practice approach and system to planning, and undertaking stakeholder engagement with identified prospects and ongoing key partnerships.
HR Management (5%)
Regular review the BD resources in COs and ensure NBD operating procedures are developed and carried out
BEHAVIOURS (Values in Practice)
· holds self-accountable for making decisions, managing resources efficiently, achieving and role modelling Save the Children values
· holds the team and partners accountable to deliver on their responsibilities - giving them the freedom to deliver in the best way they see fit, providing the necessary development to improve performance and applying appropriate consequences when results are not achieved.
· sets ambitious and challenging goals for themselves and their team, takes responsibility for their own personal development and encourages their team to do the same
· widely shares their personal vision for Save the Children, engages and motivates others
· future orientated, thinks strategically and on a global scale
· builds and maintains effective relationships, with their team, colleagues, Members and external partners and supporters
· values diversity, sees it as a source of competitive strength
· approachable, good listener, easy to talk to
· develops and encourages new and innovative solutions
· willing to take disciplined risks
· honest, encourages openness and transparency; demonstrates highest levels of integrity
QUALIFICATION AND EXPERIENCE
· 8+Development professional with a relevant Bachelor Degree or equivalent professional experience.
· 5+years demonstrated experience identifying and securing funding from institutional donors, corporate donors and/or foundations.
· Demonstrated experience in leading assessments of funding landscapes, and developing programme funding strategies to meet strategic goals.
· Strong commercial business acumen and risk management skills.
· Demonstrated ability to solve complex issues through critical thinking, analysis, definition of a clear way forward and ensuring buy in.
· Highly developed networking skills and ability to form productive working relationships with external donor agencies.
· Highly developed interpersonal and communication skills including communicating with impact, influencing, negotiation, and coaching.
· Demonstrated ability to work effectively as a member of a senior management team, contributing constructively beyond the role’s specific resource mobilization remit.
· Experience in project and change management related to organisational development projects and international, cross-functional teams with a proven history of delivering results.
· A high degree of flexibility and adaptability in order to respond to changing needs. Ability and willingness to change work practices and hours in the event of major emergencies including travelling at short notice and for extended periods.
· Strong communication (written and spoken) in English, with ability to summarise and present information.
Additional job responsibilities
The duties and responsibilities as set out above are not exhaustive and the role holder may be required to carry out additional duties within reasonableness of their level of skills and experience.
The role holder is required to carry out the duties in accordance with the SCI Equal Opportunities and Diversity policies and procedures.
Level 3: The post holder will have contact with children and/or young people either frequently (e.g. once a week or more) or intensively (e.g. four days in one month or more or overnight) because they work in country programs; or are visiting country programs; or because they are responsible for implementing the police checking/vetting process staff.
We need to keep children safe so our selection process, which includes rigorous background checks, reflects our commitment to the protection of children from abuse.
All staff has an obligation and a responsibility to:
· Ensure they fully understand the provisions of the Child Safeguarding Policy, the Code of Conduct and Local/Country Procedures.
· Conduct themselves in accordance with the rules of the Child Safeguarding Policy, in their personal and professional lives – which includes reporting suspicions of child abuse.
· Ensure the way they are carrying out their work is not putting children at risk (or further risk) – this means constantly scrutinizing their work through a child safeguarding lens and talking to children about possible design/implementation “flaws”.
· Promote the message of child safeguarding to colleagues in other organizations and government ministries, children in their own and beneficiary families, and community members in general.
· Be vigilant about observing possible child abuse/harm in their personal and professional lives.
All managers have the above responsibilities as well as ensuring
· Their staff are doing the above.
· That child safeguarding is integrated and given a “voice” in all management processes including recruitment, induction, performance management, team meetings, annual planning processes, field level monitoring, etc.
Health and Safety
The role holder is required to carry out the duties in accordance with SCI Health and Safety policies and procedures.