Social Impact (SI) is a Washington, DC-area international development management consulting firm. SI’s mission is to improve the effectiveness of international development programs in improving people’s lives. We provide a full range of management consulting, technical assistance, and training services to strengthen international development programs, organizations, and policies. We provide services globally in the areas of monitoring and evaluation, strategic planning, project and program design, organizational capacity building, and gender and social analysis. SI services cross-cut all development sectors including democracy and governance, health and education, the environment, and economic growth. SI’s clients include US government agencies such as USAID, the Millennium Challenge Corporation, the US Department of State, bilateral donors, multilateral development banks, foundations, and non-profits.
Position Description:
SI is seeking a Business Development Director to be a key member of the Senior Management team, providing a vision and strategy for the New Business Development Group, technical direction, leadership and oversight for the Group, and is responsible for the overall growth, quality, and financial performance of SI’s New Business portfolio. The Director has several years of experience managing complex bids and proposals, is a skilled team leader, has an established track record in all aspects of people management and is able to support a variety of organizational management functions such as planning, budgeting and resource planning. The Director reports directly to SI’s President and will coordinate closely with other members of the Senior Management team.
Essential Functions: 1. Business Development, to include:
- Business Capture and Revenue Generation
- Planning and Budgeting
Marketing and Representation2. Personnel Management, to include:
Lead the Business Development team
- Recruit and hire
- Training
Coaching and mentoring3. Leadership, to include:
Strategic Planning
- Client relationship management
Responsibilities:
1)Business Development:
a) Business Development and Revenue Generation:
- Manage revenue generation activities, including marketing, business and proposal development related to new bids
- Identify and develop opportunities with new and existing clients
- Track upcoming RFPs, lead proposal development teams, write non-technical sections for proposals, review draft proposals
- Identify staff to be included in proposals
- Work with the Finance Department to review proposal budgets.
- Represents SI with SI partners and clients in BD-related activities
b) Technical Oversight:
- Supervise the proposal coordinator staff in the proposal development processes
- Serve as direct lead on the largest and most strategic proposals
- Serve as the senior advisor on all other bids and proposals
- Provide advice and quality assurance services to the SI technical staff responding to the request for proposal and task order proposals
- Ensure compliance with proposal requirements and systematically build SI proposal quality and capacity
c) Planning and Budgeting:
- Strategic planning and budgeting to include specific business growth target
- Develop and refine SI’s business development processes and procedures
- Manage SI’s Small Business Engagement Strategy
d) Marketing Representation:
- Develop and manage strategic relationships with partner firms and organizations
- Maintain and expand current business relationships between SI and its clients
- Establish relationships with new partners to leverage SI’s place in the international development field with the objective of expanding business and raising SI’s profile
- Serve as a thought leader and high level representative for SI in the wider development community on matters related to new business development
In performing these functions, the Director works closely with the President and/or Senior Management.
2)Personnel Management:
The Director will oversee a large staff, including BD Deputy Directors, Associates, and/or Assistants. Responsibilities will include:
- Recruiting, training, managing, and supervising a range of mid-level and junior staff
- Provide direct supervision of assigned staff. This includes:
- Serving as a coach and mentor to assigned staff, providing career advice, and advocating for staff interests.
- Approval of timesheets and PTO.
- Approval of professional development time, conference attendance and/or funds within the institutional dollar limits.
- Carrying out ongoing and end-of-year performance appraisals for assigned staff, seeking input from other managers and staff who have worked with the staff member.
- Identifying and recommending staff for promotion based on their performance during the end-of-year appraisal process.
- Providing advice and support to team members on BD proposals and contracts, customer relationship management, personnel, financial and risk management issues.
- Aligning staff interests and expertise with proposals and organizational needs
- Recommending realignment of workload as necessary in order to optimize high quality service delivery, staff professional development and work life balance
- Working with BD Deputy Directors on personnel management issues for junior staff, including:
- Assessing workloads, identifying personnel resource needs through forecasting, and making recommendations to implement resource leveling or hiring decisions.
- Based on work load and pipeline analysis, recommend recruitment of new staff.
- Participating in the recruitment, hiring, and training of new staff as appropriate.
3)Leadership:
- Directs the team’s BD capture work and manages large, complex, and/or high visibility proposals
- Manages the business development and marketing strategy for the firm
- Manages the bid/no-bid process
- Analyzes, assesses, and qualifies new opportunities
- Negotiates teaming agreements and liaises with partners
- Oversees new business activities and databases to track results
- Oversees production of quarterly and annual BD reports for senior management
- Oversees design and implementation of BD training and capacity building for SI staff
Qualifications:
1.Master’s degree in international affairs, international business, marketing, or other related field; Bachelor’s degree with additional years of related experience may be substituted for Master’s degree
2.Illustrative working experience of 12 years will include:
- Minimum 8 years’ experience in business development working with USAID, US Department of State and/or other donor agencies and foundations, with an outstanding track record of winning new business in several sectors of USAID work
- Minimum 5 years’ experience working in one of Social Impact’s core service areas, including providing technical support, writing/editing proposals, managing contracts, and producing deliverables
- Demonstrated experience managing large and/or complex business development teams with positive results
3.Strong business development experience/networks with international development donors and service providers
4.Working knowledge of current issues in international development, and an appreciation of cultural sensitivities and differences
5.Thorough knowledge of government and/or donor bidding and contracting practices
6.Demonstrated ability to understand and implement pertinent company and client policies and procedures clearly and accurately
7.Demonstrated ability to establish and maintain effective working relationships with supervising personnel, co-workers, donors, supervisees, business professionals, and the general public
8.Demonstrated ability to oversee and manage multiple complex bids and proposals simultaneously and provide advice and guidance in a timely fashion
9.Demonstrated ability to exercise good judgment and communicate effectively verbally and in writing
10.Technical expertise in one or more sectors (e.g. health, environment, education, economic growth, democracy and governance) a strong plus
11.Proven proposal writing and proposal management skills
12.Familiarity with overseas business operations and activities
13.Proficiency in a foreign language, such as Spanish or French a plus
14.Ability to work effectively in a fast-paced environment
15.Willingness to travel on assignment approximately 10% of the time
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