Head of Strategic Partnerships- Africa At Centre for Agriculture and Biosciences International

CABI BACKGROUND

CABI is an international not-for-profit organization that improves people’s lives by providing information and applying scientific expertise to solve problems in agriculture and the environment. CABI is an intergovernmental organization that can trace its origins back to 1910. Our 50 member countries guide and influence our core areas of work, which include International Development and Publishing.

We have over 500 staff based in 16 countries. We have offices in Brazil, China, Ghana, India, Kenya, Malaysia, Pakistan, Switzerland, Trinidad & Tobago, the UK, the USA and Zambia.

CABI’s Knowledge Business

CABI produces key scientific publications, including CAB Abstracts – the world-leading abstracting and indexing database covering applied life sciences. We also publish multimedia compendia, books, eBooks and full text electronic resources aiming to further science and its application to real life. CABI invests its publishing surpluses directly into development projects, helping to improve livelihoods worldwide.

International Development projects and research

Through knowledge sharing and science, CABI helps address issues of global concern such as improving global food security and safeguarding the environment. We do this by helping farmers grow more and lose less of what they produce, combating threats to agriculture and the environment from pests and diseases, protecting biodiversity from invasive species, and improving access to agricultural and environmental scientific knowledge.

Purpose of the role:

The Head of Strategic Partnerships, Africa will coordinate and be responsible for CABIs fund raising efforts from donors in the region, in alignment with donor needs and opportunities. Reporting to the CABI Africa Regional Director, this role will work closely with Business units, SAM team and senior programme staff to increase engagement with and grow funding from donors in Africa. Through the adoption of strategic account management processes, a collaborative approach will be taken to develop and win funding opportunities.

The Head of Strategic Partnerships, Africa will play a key role in expanding CABI’s development project portfolio, supporting the engagement of senior CABI staff with regionally based funders, and growing the funding pipeline for CABI’s main programmes and initiatives.

Key accountabilities:

· Identify, recommend, and win support for funding opportunities which reflect and respond to donor requirements and expectations. Identify, establish and maintain a network of contacts within the regional international development donor community and contractors, particular those in the focus countries for key donors.

· In conjunction with CABI’s annual donor action plans, adopt strategic account management processes to significantly grow CABI’s project portfolio.

· Systematically cultivate connections and work collaboratively towards funding proposals, ensuring relationships are managed professionally to develop profitable and growing business.

· Take on the role of Senior User (Prince 2 project management), representing the interests of the donor at project boards and ensuring high quality delivery to meet donor expectations.

· Ensure representation of CABI at relevant events, to raise CABI’s profile and seek opportunities for engagement, building relationships with key and prospective funders and collaborators, including opportunities to act as a sub-contractor where direct funding is not possible.

· Assist colleagues with presentation opportunities to opinion leaders and decision makers within Key Accounts

· Record market knowledge and competitive position through active maintenance of the organisational Customer Relationship Management (CRM) system. Manage archiving of key documentation, including funding agreements in CABI’s institutional repository (SharePoint).

· Work with colleagues within the commercial department to plan and implement tactical marketing activities

· Undertake regular personal visits to customers, partners and collaborators.

CANDIDATE PROFILE

The appointed candidate will have extensive experience (5-10 years) at senior level in business development and a proven track record in identifying and winning opportunities for new business development in Africa. Working alongside colleagues, s/he will develop and implement plans to grow CABI’s funding pipeline, thereby contributing to the achievement of CABI’s overall operational and strategic objectives.

Required Qualifications, Skills and experience **

· Bachelor’s degree required. Higher level degree or equivalent from a reputable university preferred.

· Academic and/or business development background, relevant to fund raising in agriculture and the environment.

· 5- 10 years of experience working with bilateral and/or multilateral donors, or key actors in the development community in a fund-raising capacity.

· Fluency in spoken and written English. Knowledge of French or Arabic will be an added advantage.

· Demonstrable experience in successful business development with either development agencies, funding bodies, academia and/or private sector in Africa

· Experience working for an international organisation, International NGO or multinational company. Private sector experience will be an added advantage.

· Computer literacy required, fluent with MS packages and experience of CRM systems

· Experience in Project implementation.

Personal attributes

· Excellent interpersonal, communication, negotiation and presentational skills – articulate, persuasive and confident

· Good networker, focused on building excellent professional relationships and client management

· A collaborative team-player who can work across a matrixed environment

· Professional and business oriented: understanding need for financial returns on mission-driven project delivery

· Both agile and organized: able to plan and meet objectives and to prioritise and deliver against deadlines

· Flexible, pragmatic and ambitious, with an eagerness to learn.

Demands of the role

· Ability to undertake international travel, up to 15 weeks pa.

EQUAL OPPORTUNITIES

CABI is an equal opportunities employer and welcomes applications from candidates irrespective of age, gender, race, colour, nationality, ethnic or national origin, disability, religion, sexual orientation or marital status. No applicant will be disadvantaged by conditions which cannot be shown to be justified and selection will be based on merit.