Business Development Manager, Indonesia
Working in 50 developing countries across Asia, Africa and the Americas, Plan aims to reach as many children as possible, particularly those who are excluded or marginalized with high quality programs that deliver long lasting benefits by increasing its income, working in partnership with others and operating effectively. Plan is working in Indonesia to develop and run cost effective and high impact programmes. Using Child Centred Community Development Approach with a focus on rights-based work, the current programme focuses ECCD, Youth Economic Empowerment (YEE), Hygiene and Sanitation and Child Survival.
One of Plan’s global strategic priorities is to grow and diversify its sources of income. In the Asia region Plan believes it can grow its income to USD100 million of grant expenditure pa by 2015 from its current position of approximately USD 60 million. The Business Development Manager is needed to support the achievement of regional targets and learning regarding the funding portfolio, while assisting the Country Office in Indonesia to develop a strong professional image among Plan donors so that additional grant funding is acquired to grow and support Plan’s programmes in Indonesia. This will be achieved through: 1.Actively seeking and maximizing opportunities for additional funding from a variety of sources; 2.Strengthening the capacity of the in-country Grants Teams to acquire and implement increased sustainable grant funding.
Dimensions of Role: • In line with the regional target of USD 100 million of grant expenditure by 2015, the target for Indonesia is currently USD 27 million between 2013 - 2015. • Providing capacity building to the Country Office Grants teams, currently comprising Grants Manager and a Grants Coordinator. • Expanding donor portfolio development in Indonesia with institutional and corporate donors. • Act as an interface between the in country Programme and Grants departments. • Proactively works with National Organisation (NO) counterparts to identify and win appropriate grant opportunities. • Oversees and coordinates the development, writing and packaging of successful grant proposals from concept through to award. • This position has no budget responsibility and no line management responsibility.
Typical Responsibilities - Key End Results of Position: 1. Plan Indonesia has a portfolio of suitably, large long term grants and pipeline of future funding opportunities to maintain agreed future grant expenditure targets. • A Resource Mobilisation Strategy is developed for Indonesia, in line with the Country Strategic Plan (CSP), Regional Resource Mobilisation Strategy (RRMS) and relevant NO business plans. The strategy is reviewed regularly to ensure mapping between program priorities and donor opportunities, ensuring coordination with relevant National Organisation colleagues. • Ensuring that at least 75% of grants proposals that are submitted are successful. • Systematic development of excellent working relationship with donor representatives and NO counterparts in Indonesia.
- Plan Indonesia has expanded its capacity so that it is able to further develop strategy and pursue funding opportunities successfully. • Using a SWOT analysis developed with the team, design and deliver capacity development work for individuals and teams. This will include coaching and mentoring to support staff ability in : o Researching where potential opportunities for grants funding can be found; o Produce and regularly update a comprehensive mapping of all donor opportunities (by sector and geography) in Indonesia; o Packaging grant proposals to suit the requirements of different donors, including working with the Communications team to develop separate marketing collateral aimed at different audiences (NOs, Institutional donors, Corporates etc); o Building successful, proactive relationships which align donors priorities with programme needs; o Ensuring successful on-going donor relationship management and ‘ownership’ of relations with donor representatives locally; o Understanding which sources and types of funding are / are not appropriate to CO needs; o Developing strategic partnerships; o Understanding how to effectively represent the organisation; o Facilitating more collaborative working between the Grants Team and the Programme Teams.
• Using a SWOT analysis, develop and run systems in-house for the process of exploring, analysing and accessing funding opportunities. This might include: o Setting up pipelines for project development; o Developing a knowledge bank of donor requirements and systems by donor; o Setting up a roster of suitable resources/consultants for proposal development should that capacity not exist internally; o Agreeing a robust, transparent bid/no bid system.
• Ensuring alignment of CO systems and processes with the Regional Resource Mobilisation strategy and global reporting systems, including ensuring timely end of quarter reporting of all new grants signed and current pipeline.
• Ensuring there is regular and effective liaison with all key internal stakeholders (eg, Programme, Finance, People and Culture, and Grants Teams) to ensure there is a joined-up approach to the acquisition of grants.
• Ensuring grant submission achieves 100% of applicable full cost recovery. • Identifying the systemic and structural issues that may impede grants growth in Indonesia and identifying and implementing mechanisms to overcome them.
• Establishing and tracking indicators for improved accountability for grants growth.
• A comprehensive tracking, evaluation, monitoring and reporting framework for external grants is developed in coordination with the MER team and the program team.
• Anticipate the transition to a national organization and cultivate relationships and/or opportunities for national NGOs.
Dealing with Problems: • Engaging with donors and representing the organisation in a professional manner which reflects positively on Plan as an organisation; • Facilitating donor meetings as part of a capacity building exercise. The post holder will have to judge how best to handle the conflicting priorities of maximizing funding opportunities with staff capacity development. Such priorities should be agreed with the Country Director. • How to advise a team over whom the postholder has no management leverage. The postholder will have to exercise excellent advisory skills in ensuring a positive outcome to his/her observations. • How to match the Country Strategic Plan with donor opportunities. The postholder will need to be creative in seeing opportunities to present to CMT that they can use to ensure implementation of their CSP in line with the principle of program led growth. • Ability to understand and assimilate the complexity of Plan’s grants business development and systems and procedures, organisational structures and decision-making processes; • Capable of working with the Program Team, Finance Department and People & Culture; • Flexibility to support Program Units for resource mobilizations if necessary. • Understanding of programmatic requirements from a variety of donors.
Communications and Working Relationships: Internal: • Excellent working relationships will need to be built with the CO Grants Teams, National Organisation counterparts, the Country Director and Country Management Teams and with the Regional Resource Mobilisation Manager. The postholder will also be required to work closely with Country Program and Finance teams.
• Regularly inform and advise country’s grants and management teams of strategic funding information and trends to ensure Plan has necessary information to secure funding.
External: Current large donors include AusAid and the World Bank. Indonesia intends to increase grant funding from bilateral and multilateral donors, including USAID/OFDA. The CO also plans to diversify its funding base to include additional NOs.
Knowledge, Skills, and Behaviors Required to Achieve Role’s Objectives: Knowledge • Demonstrable knowledge as a result of study, training or practical experience on grants acquisition; • Knowledge of the various donors interests, priorities and requirements; • Knowledge about Indonesian culture as well as the funding environment
Skills • Excellent English oral and written communication skills • Advanced negotiating skills • Proven strategic relationship management skills • Conceptual and analytical skills • Excellent people skills; team builder • Planning and monitoring • Marketing skills • Coaching, mentoring, training and facilitation skills • High level of computer proficiency.
Behaviours • Ability to maintain strategic vision and link with everyday work • Clear and effective communication that builds relationships in order to influence others • Proactive, demonstrates record of creativity and entrepreneurship • Accountability and responsibility for own performance • Promotes team work and cooperation • Demonstrate high degree of professionalism and integrity • Confident in taking initiative and exploring new opportunities • Assertiveness and shows cultural sensitivity
Location and Travel: Based in Indonesia Country Office with field travels whenever necessary, extensive visit to donor representatives and limited international travel to meet with donors/National Offices.
Language: Fluent in English
Location: Jakarta, Indonesia Type of Role: 5 year fixed term contract Reports to: Country Director Salary: Grade E, US$40,800 to $50,000 per annum plus full expat benefits. This is an accompanied position and a full relocation package will be available. Closing Date: Wednesday 20th June 2012
How to Apply: To apply for this role please visit our website and submit your application: http://plan-international.org/about-plan/jobs
References will be taken and background and anti-terrorism checks will be carried out in conformity with Plans Child Protection Policy. Plan operates an equal opportunities policy and actively encourages diversity, welcoming applications from all areas of the international community.
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