Global Communities is an international development non-profit organization. Our mission is to create long-lasting, positive and community-led change that improves the lives and livelihoods of vulnerable people across the globe.
Global Communities is seeking a Senior Manager, Strategic Growth to join the Business Development team at the headquarters in downtown Silver Spring, Maryland or San Diego, CA.
The Senior Manager, Strategic Growth (SMSG) manages the highest priority and most complex individual opportunity development activities from inception to submission to transition for project implementation in collaboration with Strategic Growth , TELII and Global Operations stakeholders. This role is responsible for developing and executing actionable, evidence-driven resource development strategies that translate technical and geographic priorities and organizational initiatives into specific growth plans with timebound deliverables and targets. This role drives evidence-driven resource development for SGP through analyzing past performance and donor/competitive landscape trends, gathering information from reports and proposals, and corresponding with key field and technical services staff to inform decision-making on setting future donor targets and resource development strategies. Experienced in developing winning proposals for USAID, other bi-laterals, multi-laterals, and private sector clients, s/he ensures that the resources, the relationships, the strategy and approaches meet/exceed client expectations, address development issues and present Global Communities’ best technical solutions. The Senior Manager organizes, leads and participates in dedicated teams that move the highest priority and most complex opportunities forward through the identifying / qualifying (tracking / positioning), cultivating (capture), and live pursuit phases culminating in preparation and submission of a high quality, competitive proposal / bid. The SMSG ensures oversight of the entire proposal process and package, and the transition from proposal to project implementation. Activities supporting development of individual opportunities include but are not limited to proposal management, proposal writing, desk research, identifying / securing partners, business intelligence (gathering, analysis and reporting), managing / analyzing solicitation pipeline current year and historical data, and strategic networking and relationship building. The SMSG also supports and contributes to information gathering and analysis, process and tools creation, and capacity building.
The SMSG serves as a SGP liaison for Global Communities technical and regional teams, matching priority needs with viable private and public funding opportunities; coordinating regular resource development communication and information sharing; and working with technical officers, field leadership and others to develop specific resource development strategies.
The SMSG supports the Director, SGP to manage compliance and quality of opportunity development work streams and business products. This role contributes to the design and implementation of capacity building activities promoting a business orientation and skills throughout Global Communities.
The SMSG reports to and is a key collaborator with the Director, Strategic Growth & Partnership in setting, tracking and meeting Global Communities’ new business revenue driver and current / out-year revenue targets, and the development of the annual SGP Business Plan that identifies the specific initiatives to enable meeting those targets. This role develops and utilizes work planning tools and practices to ensure efficient collaboration among the multiple contributors to the Global Communities resource mobilization work.
Responsibility Area: Technical and Country-Focused Resource Mobilization Strategies Development and Execution
- In coordination with Global Operations and TELII staff and the Director, SGP, translates organizational technical, country and initiative strategies into actionable, evidence-based resource mobilization plans with time bound deliverables and targets.
- Serves as a SGP liaison for technical or regional teams, when required, matching priority needs with viable private and public funding opportunities; coordinating regular resource development communication and information sharing; and working with technical and field leadership to develop specific resource mobilization strategies.
- Drives evidence-driven resource development for SGP through analyzing past performance and donor/competitive landscape trends, gathering information from reports and proposals, and corresponding with key field and technical services staff to inform decision-making on setting future donor targets and resource development strategies.
- Supports the SGP leadership team in the development and monitoring of annual Resource Acquisition Business Plan.
- Ensures timely and accurate pipeline reporting in formats / with data that supports good decision making and collaboration with principle technical and regional stakeholders
- Facilitates and enables close coordination with both the technical and regional teams in the prioritization of the solicitation pipeline.
- Ensures that the Salesforce opportunity records are maintained up to date and accurate.
- Provides guidance and support to field and US teams for proactive positioning for new business development success at both headquarters and field levels, including support to regional capture planning exercises partnership negotiations.
Responsibility Area: Managing Opportunity Workstreams & Opportunity Development
- Coordinates the business and proposal activities and resources for complex and high value opportunities with the Director, Strategic Growth and SGP Managers on business priorities, technical inputs reflecting product lines, and the sharing of resources across the department as needed and according to agreed-upon priorities; TELII Directors and the MELI Team on project strategy, design, theory of change, and results measurements; TELII Directors and Global Operations on the staffing and partnership structure, selection, and project role; and relevant proposal team members from the SGP Team and the organization for proposal writing, costing, contracting, editing, production, and submission for designated business and proposal activities.
- Directs the activities for complex and high value designated business pursuits beginning with positioning and capturing through proposal preparations and submissions. Oversees and participates in development of all materials essential for successful positioning, capture, partnering, kick-off (e.g., solicitation analysis, calendar) and proposal submission.
- Coordinates the specific opportunity development assignments / responsibilities for the Strategic Growth Managers, Development Officers and consultants, and ensures the availability of pricing and recruitment support as needed.
- Serves as Proposal Manager for high priority proposals, responsible for engaging with all relevant staff on the Proposal Team, including partners, and overseeing the development of all proposal content and sections. Provides clear communication for optimal coordination of overall process.
- In support of the technical leads and/or country programs, facilitates the translation of program designs into winning proposals, including driving competitive analysis and development of win themes.
- At times, may serve as the lead writer on proposal teams. As lead writer, in collaboration with the proposal team lead, field and headquarters teams, contributes to strategic approaches, interventions, and activities and develops a competitive and responsive technical narrative including strategy, program design and proposed activities.
- Provides writing and/or editing support for successful proposals, including development of technical narrative sections and multiple attachments.
- In coordination with Technical Officers, Country Directors and others, facilitates partnership cultivation in support of building a consortium where Global Communities primes or where Global Communities partners as a sub-grantee.
- Manages issues of document version control and sequencing of reviews, ensuring quality and timely submission.
- Ensures proposals are 100% in compliance with donor guidelines, including timely submission of electronic and hard copy versions, per requirements.
- Effectively presents programmatic information to donors in the form of letters of interest (LOIs), concept notes, capacity statements, past performance information, and other materials.
- Requests feedback on proposal submissions, facilitates debriefs for proposal teams, and works to apply lessons learned to continuously improve the quality of future submissions.
Responsibility Area: Relationship Cultivation and Donor/Partner Stewardship
- Represents the SGP function in organizational level strategic planning, strategic partnership cultivation, etc.
- Supports the SGP leadership in representing GC to public donors, partners, and other external audiences as required in support of resource mobilization targets
- Supports technical branding efforts linked to programming distinctives and donor funding priorities.
- Coordinates with the Senior Director, Private Sector Engagement (PSE) to support PSE growth and strategy development.
- Supports the development and maintenance of high impact marketing materials such as capacity statements, brochures, web content, etc.
- Leads/facilitates donor identification, targeting, relationship cultivation and stewardship in coordination with field staff, SGP staff, Technical staff and other departments and units in support of securing direct program resources for the organization.
- Networks with new business development professionals in peer organizations to build potential partnerships and enhance organizational learning.
- Coordinates with TELII, Global Operations and People & Culture to develop / maintain a cadre of new business development and technical writer consultants to augment internal SGP capacity.
Responsibility Area: Knowledge Management, Information Sharing and Capacity Strengthening
- Supports the SGP leadership to develop routine and special presentations to the Board and staff on selected pursuit analytics; routinely present to senior decision makers various analyses of resource generation gaps, pipelines and targets; and advocate for organizational resources in pursuit of established targets.
- Undertakes efforts to improve the quality of proposals, the efficiency of the proposal development process, and the effective transition from proposal award to field implementation through mentoring, coaching, and preparation of tools and processes, and capacity building activities for the Global Communities family; may serve as a reviewer for high-priority proposals as assigned.
- Supports the Sustainable Development and SGP team efforts to develop, adapt, and socialize opportunity development tools and best practices to ensure efficiency throughout the opportunity development continuum.
- Ensures that the Salesforce opportunity records are maintained up to date and accurate
- Contribute to Global Communities’ robust client management/Salesforce data base through routine inputs, capacity building of staff, and application of data towards development activities and targets.
- In collaboration with SGP leadership, helps design and implement new business development training to increase new business development skills and knowledge across the HQ and field teams
- Manages input of submission records into Salesforce and utilizes system to inform strategic prioritizing and decision-making.
- Enhances competitiveness and organizational growth through inputs and implementation of Global Communities’ processes, procedures, policies, and best practices for proposal preparations, reviews, and capacity building.
- Promotes a culture of excellence, inclusion, learning, support, diversity and innovation.
- Coordinates with key departments and units across Global Communities, particularly Communications, to market organizational program achievements and technical capacities.
- Perform additional tasks as assigned.
POSITION SPECIAL RESPONSIBILITIES:
- Travel (up to 30%) to difficult and challenging environments for trips ranging from one to four weeks.
- Supervision responsibilities
- Promote a culture of excellence, inclusion, learning, support, diversity and innovation
- Undergraduate degree in a related discipline and a minimum of six years of related work experience or a minimum of ten years of related work experience.
- Leadership and management skills to organize and enable a team-based, collaborative business development effort involving multiple HQ and field-based actors and teams.
- In-depth knowledge of USAID and other relevant public and private sector funding priorities, rules, and regulations, approaches and proposal processes (BAAs, RFPs, RFAs, IDIQs).
- Proven track record of identifying, tracking, and leading winning awards from bilateral, multi-lateral and private sector clients.
- Strong analytical skills, including ability to gather and analyze a variety of information pertaining to issues and to develop appropriate recommendations for action.
- Demonstrated leadership skills, including ability to lead and manage proposal development teams and oversee the contributions of others.
- Experience in capacity building of development and programmatic staff in business processes and applications, and experience in organizing and facilitating such training.
- Broad understanding of principles of international development, including sub-fields such as private sector engagement, community mobilization, local governance and civil society development, local economic development, microfinance, food security, health and/or others.
- Ability to work effectively in an atmosphere of multiple projects, shifting priorities, and deadline pressure.
- Ability to communicate, negotiate, advise, persuade, or resolve complex and sensitive issues with internal / external stakeholders at all levels and cultural backgrounds.
- Demonstrated ability to make decisions that require substantial interpretation of established policies and procedures, clear objectives, and business/professional standards.
- Demonstrated ability to build and maintain effective working relationships with donors, project stakeholders, in-country collaborators, and staff at all levels of the organization.
- Ability to mentor, coach, and train in various aspects of the business and proposal development cycle.
- Experience in progressively more responsible development positions managing successful proposals, troubleshooting, assisting and supporting international business development and humanitarian assistance programs.
- Strong written communication skills, including demonstrated ability to write required documents in a clear, concise, well-organized manner.
- Ability and willingness to travel (up to 30%) to difficult and challenging environments for trips ranging from one to four weeks per trip.
- Fluency in English, written and oral. Abilities in another language preferred.
- A passion for the mission and values of Global Communities, and a commitment to equity and justice.
- Must have U.S. work authorization.
Global Communities is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.