JOB SUMMARY:
The Vice President of Business Development and Strategic Growth plays a pivotal role in leading a global team responsible for every facet of business development. This includes multi-year resource mobilization planning and the cultivation of strategic partnerships with both public and private sector entities. Reporting directly to the Chief Operating Officer and holding a position within the Executive Leadership Group, this role is central to FHI360โs strategic leadership.
The Vice President of Business Development and Strategic Growth is responsible for orchestrating resource mobilization efforts, harnessing cross-organizational collaboration to showcase FHI360โs technical and operational expertise, executing successful capture strategies, and crafting winning proposals. Their purview extends to the development of multi-year plans, the initiation and support of new funder partnerships, management of annual capture and proposal budgets, opportunity prioritization, and comprehensive oversight, including final approvals, of all teaming arrangements, bids, and proposals.
ACCOUNTABILITIES AND RESPONSIBILITIES:
Strategic Vision and Resource Management: Assume responsibility for setting a clear vision, staffing, and proficiently manage Business Development functions at headquarters (HQ) and overseas. Develop and oversee annual business strategy and budgets, driving quality outcomes and sustainable growth.
Resource Mobilization Strategy: Develop and implement resource mobilization strategies aligned with strategic objectives across three key market segments: USG, Corporate/Foundation, and Multilateral/foreign govt/other funders. This includes setting annual sales targets, identifying critical corporate priorities, and adapting strategies to market dynamics.
Team Leadership: Lead four integral subunits and oversee their interdependencies, ensuring achievement of global business development objectives. Establish clear 3-year and 1-year growth targets for each funder segment in line with strategic ambitions.
Business Development Pipeline: Drive new business strategic planning and manage a 3-year business development pipeline of opportunities aligned with the corporate strategy, making informed decisions on trade-offs based on market analyses, funder priorities, and competitor assessments.
Resource Allocation: Efficiently allocate and deploy resources to support the attainment of organizational objectives.
Sales Target Setting: Establish realistic annual sales targets for all strategic portfolios and segments.
Strategic Analysis: Strategically assess new business opportunities and make well-informed, final go/no-go decisions on bidding.
Capacity Strengthening: Enhance staff capacity to position for and respond to competitive, complex, multi-million-dollar proposals.
Prospecting and Footprint Expansion: Actively prospect for new business opportunities and leverage existing programs to expand FHI360โs presence with current and prospective funders.
Cultivating Collaboration: Foster a workplace culture valuing teamwork and collaboration, recognizing staff contributions, and enhancing collaboration between field and HQ Business Development staff and in-house regions and pillar/departments.
Progress Tracking and Reporting: Spearhead quarterly tracking and reporting efforts, promoting a collective understanding of progress against targets and the forward pipeline.
Policy Authority: Serve as an authority on business development policies, protocols, and practices, particularly concerning institutional donors, with the functional authority to mentor and support staff.
Innovation and Knowledge Sharing: Lead efforts to capture and disseminate innovations, best practices, and lessons learned, creating opportunities for knowledge sharing across the organization.
APPLIED KNOWLEDGE AND SKILLS:
In-Depth Understanding: Profound knowledge of USAID solicitation lifecycles and procurement trends across global health, global education, nutrition, economic participation, civil society, and peacebuilding.
Diverse Donor Familiarity: While the emphasis is on USAID, the ideal candidate should possess a broad understanding of various other donors, including familiarity with private philanthropy.
Communication Proficiency: Strong verbal and written communication skills, demonstrated in cross-cultural settings.
Change Management Expertise: Proven experience in impactful change management related to departmental effectiveness and efficiencies.
Accountability and Team Motivation: Ability to hold individuals accountable and motivate staff in an approachable and calming manner.
Government Procurement Knowledge: In-depth knowledge and expertise in the acquisition and assistance processes and requirements of the US Government.
Donor Landscape Awareness: Profound understanding of bilateral, multilateral, and foundation priorities and procurement/partnering arrangements.
Strategic Relationship Building: Comprehensive knowledge of concepts, practices, and procedures for establishing new strategic relationships and generating new business.
Stakeholder Management: Ability to establish and manage positive relationships with internal and external senior business leaders.
Cross-Disciplinary Understanding: A solid understanding of the organizationโs technical, programmatic, research, and advocacy capacities for sharing information and creating new opportunities.
Judgment and Diplomacy: Demonstrate and apply sound judgment in the management of internal and external partners.
Leadership and Collaboration: Ability to influence, motivate, and collaborate effectively with others.
PROBLEM SOLVING & IMPACT:
Strategic Decision-Maker: Decisions made in this role significantly impact the organizationโs future.
Partnership and Policy Influence: Build enduring, strategic partnerships with clients and industry leaders, and work to influence policy and programming priorities that advance FHI360โs growth and contributions to international development.
Win Strategy Leadership: Determine FHI360โs capabilities, strengths, and weaknesses for each pursuit in the pipeline, and provide guidance in developing FHI 360โs win strategy.
Bid Decision Authority: As the final decision-maker on bid pursuits, your judgments significantly shape FHI360โs future initiatives.
Brand Awareness: Expand brand and market awareness of FHI 360โs technical strengths.
Continuous Learning Culture: Establish a culture of continuous learning and business process improvement in global business development.
Intelligence Enhancement: Improve intelligence gathering in business development throughout the organization and more effectively leverage the analytical capabilities of the Client Relationship Management system.
SUPERVISION GIVEN/RECEIVED:
Direct Reporting: Reports directly to the Chief Operating Officer.
Staff Requirements: Define staff requirements and recruitment strategies for the Business Development Department.
Mentoring and Development: Motivate and mentor Business Development staff and develop the skills and competencies of Proposal Managers and Proposal Design Leaders.
Subunit Supervision: Supervise four subunits, namely Bid Services, Bid Analytics, Strategy and Outreach, and Pre-Award Contracts Support & Business Volumes. This includes solid line management of Business Development Directors assigned to Centers and similar units.
Interdepartmental Linkages: Oversee linkages to CMS, C&P, Project Delivery teams, Technical Advancement Centers, and more.
EDUCATION/TRAINING REQUIREMENT:
Educational Background: Bachelorโs degree or its international equivalent in business administration, international development, or a related field.
Language Proficiency: Business-level proficiency in French, Spanish, Arabic, Portuguese, or Russian is preferred.
EXPERIENCE:
Proven Track Record: Over 15 years of demonstrated experience in international development, with at least 10 years devoted to proposal development for large, multi-partner, multi-million-dollar programs.
Management Expertise: Minimum of 10 years of management and supervisory experience in leading sophisticated business development teams and bids.
USAID Mastery: Expert knowledge of business development, with at least 10 years of experience in securing USAID and other donor projects exceeding $50 million.
Private Philanthropy Knowledge: Familiarity with fundraising through major private institutional donors.
Industry Recognition: Recognized externally as a business development authority in international development.
Change Management Success: Demonstrated experience in change management leading to increased revenue and win-rates.
Matrixed Organization Experience: Successful experience working in a highly matrixed organization.
Interpersonal Skills: High emotional intelligence (EQ), strong interpersonal, motivational, and negotiating skills.
TYPICAL PHYSICAL DEMANDS:
Typical office environment. Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer. Must be able to remain in a stationary position 50% of the time.
TECHNOLOGY TO BE USED:
Tools and Applications: Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook), Salesforce, GovTribe, GovIQ.
TRAVEL REQUIREMENTS:
Expected travel requirements of 10% to 25%.
The expected hiring salary range for this role is listed below. FHI 360 pay ranges represent national averages that vary by geographic location. When determining an offer amount, FHI 360 factors in multiple considerations, including but not limited to: relevant years of experience and education possessed by the applicant, internal equity, business sector, and budget.
Base salary is only one component of our offer. FHI 360 contributes 12% of monthly base pay to a money purchase pension plan account. Additionally, all US based staff working full-time, which is calculated at 40 hours/week, receive 18 days of paid vacation per year, 12 sick days per year, and 11 holidays per year. Paid time off is reduced pro rata for employees working less than a full-time schedule.
Hiring Salary Range: $230,000 - $308,000
This job posting summarizes the main duties of the job. It neither prescribes nor restricts the exact tasks that may be assigned to carry out these duties. This document should not be construed in any way to represent a contract of employment. Management reserves the right to review and revise this document at any time.
FHI 360 is an equal opportunity and affirmative action employer whereby we do not engage in practices that discriminate against any person employed or seeking employment based on race, color, religion, sex, sexual orientation, gender identity, national or ethnic origin, age, marital status, physical or mental disability, protected Veteran status, or any other characteristic protected under applicable law.
Our values and commitments to safeguarding: FHI 360 is committed to preventing any type of abuse, exploitation and harassment in our work environments and programs, including sexual abuse, exploitation and harassment. FHI 360 takes steps to safeguard the welfare of everyone who engages with our organization and programs and requires that all personnel, including staff members and volunteers, share this commitment and sign our code of conduct. All offers of employment will be subject to appropriate screening checks, including reference, criminal record and terrorism finance checks. FHI 360 also participates in the Inter-Agency Misconduct Disclosure Scheme (MDS), facilitated by the Steering Committee for Humanitarian Response. In line with the MDS, we will request information from job applicantsโ previous employers about any substantiated findings of sexual abuse, exploitation and/or harassment during the applicantโs tenure with previous employers. By applying, job applicants confirm their understanding of these recruitment procedures and consent to these screening checks.
FHI 360 will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws.
FHI 360 fosters the strength and health of its workforce through a competitive benefits package, professional development and policies and programs that support a healthy work/life balance. Join our global workforce to make a positive difference for others โ and yourself.
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