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Business Development Manager

2:33:00 PM
OVERALL RESPONSIBILITIES The Business Development Manager plays a key role in all aspects of new business acquisition at MSH through three key functions: (1) working with MSH’s technical centers and field staff to position MSH to win new business. This responsibility includes capturing new business generally and for specific bids; (2) managing large, complex proposals in collaboration with MSH’s technical centers, cost unit, HR and the field contributing to a highly competitive capture and win rate; (3) building capacity of MSH center and field staff. The Business Development Manager will work as part of a high performing team to reach ambitious targets, contributing to submission of proposals worth over $400,000,000 annually. Additionally, the Business Development Manager may have management responsibility for one or more junior staff members.
SPECIFIC RESPONSIBILITIES 1. In collaboration with MSH leadership, contribute to annual and multi-year business development strategies that leverage MSH capabilities to identify and win new business opportunities, contributing to financial sustainability across the organization. 2. Within MSH’s target technical, donor and geographic priorities, serve as a "positioning lead" to identify new business opportunities, ensure up to date donor knowledge, and manage geographic relationships with MSH staff, potential partners and consultants. This includes working collaboratively with designated BRD, Center, and field staff to develop and implement intelligence gathering and positioning strategies to strengthen MSH stature, credibility, and likelihood of winning new business.
3. Responsible for managing and disseminating business intelligence and positioning information obtained from BRD, Center and field office positioning teams, when assigned to a specific country or specific opportunity. 4. Consider potential opportunities, intelligence and information from positioning efforts and prepare BRD’s analysis for specific bid recommendations including internal and external resource needs. Support field-based business development activities and preparations for new and follow-on projects, including review of internal and external evaluations of projects. As required, provide direct support to development of field-based proposals. Assist BRD and Center leadership to identify partnering opportunities and to establish new institutional partnerships and manage existing ones. Management of the Proposal Process: a. Reporting to the Technical Strategic Lead (TSL), facilitate development of a competitive proposal including win strategy, partner strategy and cost strategy
b. Monitor and ensure responsiveness and compliance of proposals to the solicitation using compliance monitoring and review c. Manage every aspect of the proposal development process, including ensuring the use of business development systems, processes and best practices to develop the most responsive and competitive proposals. d. Facilitate technical strategy development of senior level technical and country expert staff, including development of logframes and results frameworks. e. Develop, oversee and maintain the proposal calendar, in collaboration with and oversight of a proposal coordinator, and monitor adherence to the defined process and deadlines for technical proposals, rosters/recruiting, proposal budgets, production schedules and quality standards for proposals. Work with the TSL (and Office/Center senior managers as required) to resolve issues with delays or other roadblocks in the proposal process. f. Monitor proposal costs and report to BRD leadership and the proposal team on potential cost overruns and cost savings with a view to finding cost savings and value for money where appropriate. g. With the TSL, identify potential partners. Lead negotiations of pre-teaming and teaming agreements scopes of work local and international partners and ensure partner staffing inputs are compliant and competitive. h. Assist the TSL in coordination with Cost Proposal Unit staff to develop best-value cost strategies and ensure a unified strategy in both technical and cost proposals. i. Monitor and ensure staffing strategy alignment with Human Resource Management (HRM) Staff, Center Managers and Sr. Director of BRD to meet staffing priorities. j. Work with proposed partners to be sure that they provide their required information as needed to support the proposal. k. Participate in, and/or lead, proposal writing as needed. 5. Foster, build and maintain MSH staff capacity in the US and in the field in development of new or expanded business opportunities for MSH. Develop and build business development skills of BRD staff and staff from technical centers and field offices as required. 6. Supervise Senior Development Specialist, Development Specialists, and other BRD staff and interns as required, mentoring them to build business development and proposal writing skills. 7. Other duties and special projects as assigned.
QUALIFICATIONS 1. Master’s degree with 7+ years of related experience in public health, health care management, international development, or public policy, or equivalent experience in business development. 2. Minimum of two years of experience in managing the development of large and complex proposals to funding agencies active in international development, preferably in international health. Candidates with five or more years working in business development are strongly preferred, however a mix of other international development experience may be substituted. Significant work experience with USAID funding is required, including demonstrated experience with management of winning bids. Proposal experience with other bilateral and multilateral agencies and large foundations, is strongly preferred. 3. Excellent interpersonal skills with demonstrated ability to manage proposal processes and team relationships to ensure effective collaboration by various contributors to the process, including contributors from multiple offices/units and at all levels of the organization. Demonstrated ability to handle the high stress environment of business development with grace and a sense of humor. Demonstrated ability to successfully negotiate with partner organizations strongly preferred. 4. Significant leadership experience in managing complex proposal processes that led to successful technical proposals to USG agencies and other international funders. 5. Minimum of at least two years of management experience required. 6. Excellent research, data analysis/synthesis, and presentation skills. Experience in organizing and managing and disseminating large and complex sets of business information. 7. Demonstrated good judgment and ability to prioritize multiple tasks simultaneously and work proactively. 8. Excellent written and verbal communication skills. A writing test, as well as submission of writing samples will be required. 9. Fluency in spoken and written English required. Fluency in French is strongly preferred. Fluency in Spanish or Portuguese is a bonus. 10. At least two years of prior experience living and working in a developing country strongly preferred. 11. Ability to travel internationally and domestically 30-40% time required.
Management Sciences for Health is an equal opportunity employer offering employment without regard to race, color, religion, sex, sexual orientation, age, national origin, citizenship, physical or mental handicap, or status as a disabled or Vietnam Era veteran of the U.S. Armed Forces.
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