New Business Development Manager at Save the Children

We are currently looking for a New Business Development Manager to join our team. As a New Business Development Manager, you will support the development of a response funding strategy, in line with the Country Strategic Plan Funding Strategy. You will also lead in portfolio and pipeline planning, donor engagement, and operationalisation of the funding strategy, by working closely with the awards management team. 

You will bring to the role experience in identifying and securing funding from government donors, multilateral agencies, corporate donors and/or foundations; experience in leading a development of large-scale proposals, including the development of project budgets greater than $3 million; and experience in coordinating and preparing successful proposals and reports for major humanitarian donors (i.e. ECHO, DFID, USAID). 

KEY AREAS OF ACCOUNTABILITY:

Strategic Portfolio Planning – 10%

• Analyse the current portfolio, identify trends and approaches that inform a strong funding strategy and grow the business opportunity pipeline.
• Design and implement the funding strategy and ensure coordination among country office teams and other stakeholders within Save the Children (e.g. members) to deliver on funding targets.
• Understand and effectively communicate the country’s pipeline and priority funding gaps, as agreed with the country leadership. These may include thematic/program gaps, co-financing gaps, and operational sustainability gaps.
• Undertake portfolio planning activites: Working closely with Save the Children members and other stakeholders, undertake a donor mapping against response focused sectors, develop a funding strategy, structure and track engagement with key donors. 
• Identify and track relevant upcoming funding opportunities through desk-based research, advance intelligence gathering, donor websites and strategy papers for INGOs, private sector, government institutional donors, trusts and foundations and major donors that have a national or regional presence. 
• Maintain and build capacity in systems or processes for collecting donor, implementing partner, and competitor intelligence and information.
• Proactively work with regional offices and members to drive improvement in strategic portfolio planning.
• Assess competitiveness through capture planning, gather all relevant data & make reommendations in order to help SMT make informed Go/No Go decisions, and adequately resource teams to pursue all strategic funding opportunities.

New Business Development – 60% 

• Lead coordination and delivery of high quality Concept Notes and Proposals.  
• Opportunity: Coordinate collaborative, data-driven Go/No-Go decisions, undertake pre-proposal activites including capture planning, analysing the funding opportunity, and gathering intel on the donor and other actors
• Proposal development: Alongside PDQ and TE teams, coordinate project design workshops to develop concept papers, full proposals, and budgets, ensuring that high quality standards are met and that proposals meet donor and member requirements; clearly identify roles and responsibilities and key actions for proposal development and ensure that there is a robust internal review process in place to ensure quality proposals are submitted; ensure that all relevant Programmes, Operations and Support teams such as HR, Awards, Procurement, IT, Finance are fully and proactively involved in the development of new proposals.
• Conduct After Action Reviews and carry out in depth reviews of unsuccessful proposals to identify reasons and any lessons learned. Document, share and develop plans to address identified weaknesses. 
• Work with Monitoring, Evaluation, Accountability, and Learning (MEAL) and Communication teams to develop marketing materials and presentations for external use.
• Drive inter-departmental and member coordination for proposal development and monitoring of the proposal development calendar.
• In coordination with the PDQ Director, review the current proposal pipeline and strategic funding opportunities; lead on the review of proposal development process to ensure effective coordination of all functions. 
• In collaboration with Members and account managers, ensure that all appropriate donor formats are available in-country and that key contributing staff have a clear understanding of donor requirements for proposals.  

Relationship Management – 10% 

• Support the Country Director, PDQ Director, and Technical teams to build strong relationships and funding partnerships. 
• Together with respective Member Offices, lead donor engagement by establishing positive relationships with donors, scanning of funding opportunities and raising profile of SCI with key donors, leading to increased funding from target donors.
• Ensure teams follow best practices for planning and undertaking stakeholder engagement with identified prospects and ongoing key partnerships.

Capacity Building – 10%

• Use the NBD Competency Framework and NBD Toolkit to ensure best practice, ways of working, and continuous learning will improve future NBD efforts. 
• Transfer knowledge and best practices to the response/County Office, through training, Q&A sessions, mentoring, etc.
• Recruit, train and manage new business development staff and/or work closely with existing country staff and ensure a good handover at end of mission.  
• Carry out inductions and staff trainings for new business development procedures, donor requirements etc.  
• Contribute to continuous improvement of Save the Children’s new business development processes and systems, guidance and tools, for use in emergencies.  

Forming Partnerships – 10% 

• Proactively guide and support programme development and quality (PDQ) and technical expertise (TE) teams to rigorously assess the strengths and weaknesses of potential strategic partnerships for programme development and implementation.
• Support country leadership’s strategic decision making to form programming consortia which strengthen both programming and resource mobilization outcomes.

Additional: 

• Deliver high quality results in line with the agreed ToR and develop effective relationships with country programme staff.
• Comply with all relevant SC policies and procedures with respect to child safeguarding, prevention of sexual exploitation and abuse (PSEA), fraud and corruption, security, health and safety, equal opportunities, and other relevant policies and procedures.

QUALIFICATIONS  

• Professional qualification relating to business, finance, accounting or international development.
• Background in business development, donor and relationship management, strategic portfolio analysis and planning in non-profit management or related discipline.

EXPERIENCE AND SKILLS

Essential 

• Experience working in emergency contexts.
• Experience identifying and securing funding from government donors, multilateral agencies, corporate donors and/or foundations. 
• Experience in leading assessments of funding landscapes, and developing programme funding strategies to meet strategic goals.
• Experience in coordinating and preparing successful proposals and reports for major humanitarian donors (i.e. ECHO, DFID, USAID). 
• Experience in leading the development of large-scale proposals, including the development of project budgets greater than $3 million.
• Strong commercial business acumen, budgeting and risk management skills.
• Knowledge of the requirements of major institutional donors including budgeting, eligibility issues, compliance management, and reporting.
• Experience of engaging with donors at a strategic level. 
• 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. 
• Proven track record of supporting a senior management team, and providing strategic support for portfolio management across multiple sectors and/or regions.
• Experience of and well developed skills in staff management, supervision and capacity building.
• Demonstrated people leadership skills, able to effectively manage both direct reports as well as staff in a matrix management relationship.
• Cultural awareness and ability to build relationships quickly with a wide variety of people. 
• Patient, adaptable, flexible, able to improvise and remain responsive and communicate clearly and effectively under pressure, working with a wide range of stake holders. 
• Excellent planning, management and coordination skills, with the ability to organise a workload comprised of varying and changing tasks and responsibilities. 
• Good attention to detail and analytical skills. 
• Computer literate (i.e. Word, advanced Excel, Outlook etc.). 
• Strong communication (written and spoken) in English, with ability to summarise and present information.  

Desirable  

• Experience of working within a Programme Development and Quality (PDQ) function.
• Experience in more than one of the Save the Children priority sectors: education, child protection, child poverty, child rights governance, health and nutrition, cash, food security and livelihoods.
• Experience of working with award management processes and systems (for example, Save the Childen’s award management system (AMS)).  
• Knowledge and experience of key humanitarian donors’ compliance rules and regulations.
• Significant experience with NGOs in an international emergency environment. 
• Fluent in French, Spanish, Portuguese, Arabic or Swahili.

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 commensurate with their skills and experience.
• The postholder will be available to deploy to all phases of a humanitarian response within 72 hours for between 2 – 16 weeks.  
• Within a 12 month period, 50% - 70% of time will be spent on deployment (approx. 6 – 8 months of the year excluding annual leave). While 30 % - 50% of time will be spent undertaking work at the base location (approx. 2 – 4 months excluding annual leave).
• The post holder is required to work outside normal working hours in the event of a large scale emergency.