Business Development Senior Manager at Church World Service

Primary Purpose

• The Business Development Senior Manager (BDM) will actively grow the CWS Kenya Country office institutional funding and will manage BD opportunities and partnerships. As a result, he/she will act as the main focal point for the Kenya Country Office for Business Development and will establish and maintain close relationships with institutional donor technical and senior staff, including USAID (including BHA), WFP, ECHO and UNHCR and others. The BD Senior Manager will work under the supervision of the Kenya Country Representative and in close coordination with CWS’ Director of Business Development - International (HQ). They will work closely with the CWS Africa Regional Deputy Representative for Programs and the HQ Technical Unit, along with applicable staff at the country, regional and HQ level, to identify and manage BD opportunities in a systematic manner in pursuit of CWS funding strategies. The BD Senior Manager will manage the full BD lifecycle including supporting technical writing and working with finance staff to develop and finalize project budgets for submission. In the event of a humanitarian emergency, the BD Senior Manager will work outside the normal role profile and be able to vary the working hours accordingly.
• The Business Development Senior Manager will provide guidance and capacity building on new business development, actively track, and analyze pipeline and portfolios, on planning for key must win opportunities, and for ensuring well-coordinated and competitive proposal management processes are used. The Kenya Business Development Senior Manager will work collaboratively with counterparts in other CWS Africa Country Offices when called upon.

Key relationships

Internal to CWS

• Africa Regional Representative.
• Kenya Program Coordinator.
• Country Representatives.
• Program Managers.
• HQ Business Development Unit Focal Point.
• Monitoring and Evaluation Manager.
• Program Managers and Technical Consultants.

External

• Donors:
  • USAID,
  • BPRM,
  • UNHCR,
  • EU,
  • World Bank

 Working Environment

• Office and/work from home environment.
• Periodic travel to the field as may be required.

Responsibilities

Core Job Responsibilities:

Leadership (40%)

• In alignment with the CWS Business Development Strategy, support institutional funding acquisition for CWS Kenya to achieve country and organizational BD Key Performance Indicators and goals.
• Collaborate with the Kenya Country Representative, program managers and other technical staff, to identify key funding gaps and monitor donor market situation, carry out mapping of financial targets according to the CWS strategy and create opportunities for sustainability.
• Coordinate the full BD process lifecycle for Kenya funding opportunities, applying industry standard practices, such as color team reviews.
• Coordinate program teams pre-award functions and manage the efficient transfer of approved awards to CWS Africa SMT and HQ BDU.
• Provide logistical support for the development and implementation of country business development plans and help coordinate periodic portfolio performance reviews.
• Conduct research and prospecting for new funding partners and opportunities for the Kenya office.
• Use salesforce to ensure all Kenya portfolio donors, opportunities, engagement activities, etc. are captured to inform action and decision making.

Management (50%)

• Support positioning by representing CWS with high degree of professionalism and integrity to identify and secure funding streams. This role will collaborate with others in the organization including the BD Engagement team, Technical Unit, Programs staff, Executive staff, and Communications teams in these efforts.
• Conduct quality assurance review of Salesforce data in conjunction with BD HQ on regional pipeline data collection and reporting, and support Go/No-Go decision-making processes for the portfolio, ensuring bid assessments including risk and compliance factors are completed.
• Manage meetings and documentation for the BD Kenya portfolio.
• Participate in advancing the continued enhancement of resource development strategy, approaches, processes, and tools across the organization to support the diversification and sustainability goals. Contribute to building a ‘BD culture’ across the organization.
• Demonstrate CWS and team values in day-to-day work; incorporate the DEI goals of the organization within the BD work with internal and external stakeholders. 
• Collaborate with other Business Development Unit staff on unit-wide activities.
• Cultivate relationships with strategic partners, including technical advisors, researchers, and other professionals in support of CWS programming.
• Manage the implementation of BD standard operating procedures, tools, templates, best practices, lessons learned, and ensure consistent use of required tools by staff at the country office.

Capacity Strengthening & Representation (10%)

• Developing a robust knowledge of ongoing trends and donor priorities in Kenya and the region
• Incorporating and institutionalizing learnings and best practices into program designs.
• Leading and engaging in relevant key technical discussions within CWS Africa and with other partners.
• Supporting program teams to develop presentations of their results and innovative strategies to position CWS Kenya in advance of upcoming proposals, including developing and updating capacity statements.
• Other Duties as assigned as directed by supervisor Representing CWS Kenya programs in key forums.

Qualifications

Experience

• Minimum Eight (8) years of paid work in business development, specifically proposal development with track record in winning competitive grants from governmental institutional donors such as USAID, World Bank, UN Agencies, Private Foundation in sectors including WASH, Resilience, Disaster Risk Reduction, Agricultural Livelihoods, GBV and Community Development.
• Experience in Donor relationship management in INGO or NGO Settings
• Experience and skills in networking and relations with institutional government donors, peer organizations, and civil society partners. Understanding of partnership principles.
• Experience with prospecting and research for BD international development or humanitarian portfolios.
• Experience working with a diverse team operating under high pressure and tight deadlines, applying a demonstrated inclusive management approach.

Skills:

• Highly effective project management skills for complex projects across teams.
• High competence with Salesforce or similar system for grants management.
• Strong English communication skills, both written and oral. High capacity to influence and negotiate.
• Leadership communication and representation skills
• Proficient in MS Office packages (Excel, Word, PowerPoint), Web Conferencing Applications, information and budget management systems, knowledge-sharing networks.

Education & Certifications

• Bachelor’s degree similar professional and/or academic qualifications in economics, Social Sciences Resource Mobilization Management or marketing.
• Master’s degree is preferred.

Important Requirements:

• Strong English communication skills, both written and oral.
• Ability to work with culturally diverse staff and populations and variety of stakeholders and audiences.
• Ability to work independently as well as to function effectively and collaboratively in a team environment.
• Ability to challenge, inspire, enable, model/mentor and encourage others.
• Ability to prioritize tasks and meet strict deadlines.
• Take short- and long-term travel to program sites including difficult workstations.
• Maintain high performance standards with attention to detail.
• Conduct oneself in a professional and courteous manner and represent a positive image of CWS.
• Carry out all the duties of the position efficiently and effectively with minimal supervision.
• Maintain strict confidentiality with CWS Africa administrative and operational information.
• Effectively manage CWS Africa’s resources.
• Ability to work in a multi-cultural environment required.
• Commitment to diversity, equity, and inclusion and willingness to support CWS’ Platform on Racial Justice as a CWS employee required.

Special Requirements

• COVID Vaccination is required for all successful candidates.
• The candidate should be in good health, willing and able to travel extensively in often difficult conditions and have a high degree of flexibility. Must have proof of Yellow Fever vaccination before traveling for CWS Africa
• This position is based in (Nairobi, Kenya)
• This position requires the use of laptops at all times, competence in Microsoft office packages is required.
• This position may require travel in sub-Saharan Africa on short notice and under sometimes difficult conditions to meet demands of a dynamic operational program.
• Background check which includes references, and an educational and criminal check is required before the start of employment for international applicants.
• A valid passport and the ability to maintain a valid passport throughout the entire appointment is required, which includes having enough passport pages for travel.
• (Internationals - International applicants must be legally eligible to work and obtain a work permit in (Kenya) OR A valid U.S. passport and the ability to maintain a valid U.S. passport throughout the entire appointment is required, which includes having enough passport pages for travel.
• All employees should be prepared to work from the CWS office within their location of hire. Remote work arrangements may vary depending on location and the governing rulings regarding the COVID-19 pandemic.