DEPARTMENT: New Business Services Unit
REPORTS TO: Sr. Director, New Business Development
Position Summary:
The Senior Manager of New Business Development in the New Business Services Unit (NBSU) will work across the full life cycle of new business development from capture to proposal submission for opportunities $1M+. S/he has primary responsibility for quality assurance in proposal development and management supporting and guiding groups within the organization in delivery of compliant and responsive proposal packages to a variety of donors. The Senior Manager will work with leadership in NBSU to strengthen and develop processes and tools, and will take the lead in dissemination and building capacity on use of these resources across the organization to ensure consistency and quality in proposal development and management. S/he will maintain professional relationships with partner organization’s business development staff and facilitate engagement of Winrock with partners. S/he will also lead a team of internal and external proposal service providers who work in multiple functional areas. Other key responsibilities include serving as a cross organization information resource on past and future business development data and supporting teams in use of this data for decision making.
Major Responsibilities:
Proposal Development and Management Quality Assurance:
Works across all groups within the organization (Programs, Finance, HR, Contracts & Grants) to refine business development processes and tools across the full business development cycle from capture to submission. Identifies and leverages organizational and global best practices to strengthen the business development system.
Disseminates tools/processes, and supports Program Teams to build capacity on use of these resources to ensure a high quality and harmonized business development approach across the organization. Will also work with and guide Program Teams on specific proposals based on identified need.
Takes the lead in soliciting and acting on feedback from Programs, Operations and other stakeholders on ways to improve tools and processes to best serve the needs of users and to reflect lessons learned from wins and losses.
Provides guidance to program units on various donor funding mechanisms including USG Cooperative Agreements and Contracts such as IDIQ, LWA, BAA, and other.
Support Program Teams to engage and negotiate with partners. Serves as a cross organization resource for information on partner organizations (e.g. past performance, on the ground intelligence).
Manages NBSU proposal team and coordinates allocation of NBSU services for major proposal development, both internal and external resources (eg writers, graphic designers etc).
Information Management:
Manages the inventory of high quality institutional proposal material (e.g. organizational qualifications and past performance information). Takes the lead to disseminate information internally and supports Program Teams to identify opportunities for integrated, holistic approaches fully leveraging Winrock’s capacity and qualifications.
Coordinates Go/No Go Decisions on capture and proposal development ensuring notification of all relevant stakeholders of opportunities and obtaining necessary sign offs.
Analyzes new business data, including progress toward new business goals, funding pipeline, and tracking costs of proposal management & development.
Manage business development database tracking information on opportunities in capture, development, submission. Update database to reflect status changes.
Prepares routine, annual and semiannual reports to Senior Management on NB performance and cost effectiveness.
Day to day management and professional development of proposal staff.
Collaborates effectively with Winrock’s External Affairs Team, including the Market Intelligence and Communications teams.
Other Responsibilities:
Supports with conducting monthly New Business Group meetings
Maintains up to date membership and professional qualifications in proposal management/business development associations
Domestic & international travel as required by the position, and other duties as assigned
Qualifications and Background:
Education: Master’s degree Preferred. Specialized training or certification in Proposal Management or equivalent experience is desired.
Experience: Eight years of related experience required to perform the Major Responsibilities of the position. Substantive knowledge of USAID, FAR/AIDAR and public procurement environment as well as substantial knowledge of foreign assistance and other grant funding requirements is desired.
Skills: Good time management and organizational skills; excellent English language writing and communication skills; Proficiency with Microsoft power point, word processing and spreadsheet software are required and Graphics and Internet applications are desired.
Other: Excellent interpersonal skills, ability to handle multiple tasks. A team player.
Financial & OTHER JOB Parameters: Manages major proposal services budgets; Conducts annual performance
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