Senior Business Development Manager
Lutheran World Relief, Baltimore, United States
Closing Date for Applications:
To support LWR and IMA's Revenue and Investment Plan, this position will lead the organization's business acquisition process and strategy beginning with donor engagement through award negotiation and create and manage systems that support the efficient functioning of Business Development (BD) unit. This position will represent the organization externally to cultivate strategic partnerships with peer organizations, institutional donors, foundations, private sector representatives, and international government officials both here in the US and in the field.
- Serve as Proposal Coordinator for high value proposals to ensure development of high-quality concept papers and proposals.
- Manage entire process and team to ensure that a complete, high-quality proposal is submitted on time.
- Identify proposal teams, outlining roles and responsibilities of each team member. Nurture proposal team working relationships.
- Lead the hand-off of successful awards to the relevant implementing team via the assigned grant manager.
- Ensure successful negotiation of restricted awards and contracts with institutional donors
- Lead and model use of organizational best practice for CRM in Phoenix.
- Lead development of technical materials including capacity statements, manage library of capacity statements and lead diffusion of best practices related to development of capacity statements.
- Develop and manage LWR's library of BD capacity building resources
- Plan, coordinate and facilitate training sessions for LWR staff at headquarters and oversees to build business acquisition capacities in English and Spanish/French.
- Recommend to the BD Director policy changes to improve efficiency and effectiveness of business acquisition and proposal development processes at LWR. Lead the updating and management of the Grants Acquisition Manual and ensure access to all staff.
- Provide onboarding training to new LWR employees both within the Business Development unit and in other units.
Positioning and Capture
- Serve as Regional point person on the BD Team for positioning and developing new opportunities for the region. Collaborate frequently on regional BD strategy with Deputy Regional Director for this region, developing new opportunities specific to the region.
- Lead capture strategies for specific opportunities , including analyzing competition, scoping potential consortium roles and members and negotiating LWR roles, articulating LWR's value-add and role, developing capacity statements and coordinating other research to maximize LWR's position in anticipation of a solicitation.
- Expertly speak on behalf of LWR's global portfolio to institutional donors, foundation and private sector representatives and international government officials.
- Develop and lead scoping trips abroad to identify new funding opportunities and potential strategic partnerships for LWR, including identifying and scheduling strategic meetings with donors, peers, and coordination groups.
- Build organizational understanding of new donors and contribute information for prioritization of emerging donors through research and external interviews.
- Coordinate the development of teaming agreements, memoranda of understanding, and other institutional agreements with partner's signature according to BD matrix.
Strategy and Planning:
- Develop and conduct periodic reviews of LWR's BD strategy, policies, procedures, manuals and guidelines.
- Support the BD Director in benchmarking LWR's business development strategies
- Collaborate with the Director of Business Development to develop fiscal year budgets to meet strategic growth targets.
- 8-10 years of experience in international development and demonstrating increasing level of responsibility and challenges managed
- Master's degree in a relevant field
- Successful track record of program development; proven and sustained success in raising restricted funds donors
- Experience coordinating and writing high value proposals to prioritized donors, as a writer for successful proposals to USAID, US Department of State and major foundations
- Excellent communicator-verbal and written with the ability to respond to a diverse array of work styles and motivate team members without direct line management power. Strong facilitation skills with experience facilitating trainings and workshop in a variety of cultural settings and for participants who do not speak English as a first language
- Ability to successfully convene numerous stakeholders, both internally and externally towards a common goal
- Proactive and flexible work style
- Capable of identifying and responding to shifting priorities with the ability to balance many concurrent projects and priorities, while still keeping an eye towards overall business development strategy
- Fluency in French, Spanish or Arabic is required
- Willingness to work outside of normally operating hours, including early mornings, nights and weekends as necessary
- Ability to work in hostile environments such as conflict zones and in the immediate aftermath of natural disasters where security is a concern
- Deep commitment to LWR and IMA's core values and ability to model those values in relationships with colleagues and partners
- Experience with and commitment to working in a very diverse workforce
- Familiarity with working within a faith-based organization.
- Ability and affinity for working in teams, including seamlessly passing tasks back and forth between team members, ability to pick up a new project at any point in the project cycle with limited background, and to identify and communicate roadblocks to success of the project
- Ability to travel overseas up to 30 percent of the time