Senior Director, Business Development
New York City (United States of America)
This opportunity can be based in New York, NY & Washington, DC.
Established in January 2016, the Awards Management Unit (AMU) is a global unit spanning New York, Washington DC, London, Berlin, Bonn, Stockholm, Brussels, Geneva, Nairobi, Bangkok and Amman. AMU is responsible for identifying, securing and managing all funding from statutory donors, and was designed as an end-to-end business process owner and support structure for IRC’s grant lifecycle. The Unit is organized into five teams, called ‘pillars’: Strategic Partnerships; Program & Grant Support; Compliance & Policy; Business/Program Development; and Training & Curriculum Design.
The AMU is a bridge between donors and the field: providing expert technical advice to the field while maintaining portfolio-level visibility to ensure consistency and compliance and managing risk. This unit ensures that donor compliance policies and procedures are implemented consistently and supports all staff working across the grants management cycle for all restricted funding from global government sources. The unit operates within a matrix management system across the teams in the US, Germany and the UK, driving functional integration between all relevant units and staff, in collaboration with the Senior Vice President of AMU, Deputy Vice President of AMU, and the Senior Vice President for Europe in relation to overarching issues with European donors.
The Business/Program Development pillar of the AMU is responsible for IRC’s business development from the public sector, i.e. government/bilateral and multilateral institutional sources.
The Senior Director leads Business Development and is accountable for executing the IRC Global Business Development Strategy and associated organizational strategic ambitions, bringing in statutory institutional donor and partner funding. She/he sets strategic direction for funding priorities and targets, donor and prime/sub partner engagement, business development processes; and donor compliance as appropriate within the scope of Business Development. The Senior Director is accountable for building and expanding IRC’s reputation in the international development, humanitarian and ‘nexus’ markets, and for enhancing an integrated framework for competitive analysis and positioning to underpin pillar processes and procedures and improving quality standards and measures. The Senior Director also ensures smooth engagement, alignment and coordination of Business Development with other AMU pillars (and in particular with AMU’s Program & Grant Support pillar sharing business development responsibilities)and AMU’s internal clients includingprogram offices,technical units (for technical-led awards) and operational departments. Additionally, this role builds and sustains a culture and reputation of responsive customer service and delivery excellence using industry standard processes and building business development capacity across the organization. The Senior Director models IRC’s leadership standards and organizational values (Accountability, Integrity, Service and Equality) and creates high performance standards within a supportive and inclusive team culture. The role will drive the pillar’s contribution to the AMU mission of providing a robust, program-facing structure that serves to coordinate and facilitate the Project Lifecycle from opportunity to close out using best-in-class processes and systems to provide transparent information for grants oversight, donor compliance, and organizational decision-making.
•Working with other teams and under the direction of the Vice President for AMU, operationalize the IRC Global Business Development Strategy to resource IRC’s strategic priorities
•Lead business/program development to position IRC as the premier, effective and innovative humanitarian/development/nexus organization in the view of institutional donors and partners
•In close collaboration with senior leadership in award delivery units, oversee development ofmeeting business development targets and strategic goals related to business development by expanding IRC’s donor portfolio and strengthening relationships with existing institutional donors and implementing stakeholders and partners
•Oversee planning, analysis and high-level stakeholder communication to identify and optimize strategic and business opportunities
•Set strategic direction for donor funding priorities, donor negotiations on competitive awards, and donor engagement, and effectively and clearly communicate priorities toteam, unit and organization
•With high technical and supportive management acumen, oversee Business Development Team, providing clear direction, regular communication, and inclusive dialogue on business development goals and priorities
•Oversee an integrated business development process framework to guide the selection and pursuit of grants and strategic partners basedon the IRC Global Business Development Strategy
•Oversee and use business development data from internal and external sources to inform direction, prioritization and decision making
•Collaboratively consult, advise and communicate business development priorities and performance to AMU Leadership and other pillar leaders
•Represent business development priorities and share business development perspectives and expertise with internal stakeholders
•Advise on organizational systems development and/or enhancement to build competitiveness
•Ensure program development management procedures, systems and processes to enable us to achieve growth and operational excellence, and lead effective change management to address capacity gaps
•Serve as akey business development point of contact with institutional donors and partners
•Serve as a key business development relationship developer and manager with potential international partners
•Regularly report and advise IRC Leadership and senior management on current and anticipated changes of donors to ensure that IRC is well positioned to respond to any new funding opportunities or changes
•Collaboratively liaise with other pillars within the AMU to establish and ensure clarity and alignment of goals and priorities, efficient and effective workflows, and optimized business development processes
•Engage with other IRC departments to advance organizational BD goals and ensure complementary workflows
•Represent Business Development and at times AMU/IRC with other external stakeholders
•Lead the global Business/Program Development team
Pillar, Line and Quality Management duties
•Oversee and manage the deputy directors of business/program development – be accountable for distribution of workload amongst the teams, ensuring that responsibilities are dealt with promptly and to the highest standard.
•Provide direction for team growth – accountable for identifying new funding opportunities and donors, cultivating external and internal relationships, and ensuring prioritization is in line with IRC global strategy and revenue targets
•Build strong strengths-based, inclusive and supportive team culture and cohesion, modeling AMU and organizational goals and values of Accountability, Integrity, Service and Equality
•Model the IRC Leadership Standards and model IRC’s Code of Conduct: provide leadership and be a model for a collaborative environment of equality, diversity and inclusion, within a culture of care and well-being for the staff and clients
•Set performance standards and measurements to meet the goals of the pillar and AMU and work with HR to build professional/talent development planning for business development team to meet performance standards
•Manage team budgets, forecasts and financial planning and deploy cost reduction strategies where appropriate and necessary
•Steer proposal development and bid leadership processes by taking accountability for quality and operational excellence through key performance indicators, best practice processes techniques, project management methodologies and proposal development tools
•Set agendas and chair regular team and internal stakeholder meetings
Skills, Knowledge and Qualifications
•Degree (minimum BA) or equivalent experience in a field relevant to IRC’s work
•Minimum of 10 years of direct work experience in a strategic and functional leadership role
•Excellent communication and interpersonal skills, including the ability to effectively and supportively manage a variety of relationships across different organizational departments in a highly matrixed working environment. Experience with a program- and client-focused model a plus.
•High level of systems thinking for continuous improvement of business development performance and processes, including identifying and mitigating risks
•Experience leading business competitive analyses and opportunity assessment in the IRC’s funding landscape
•Excellence in directing and communicating strategy, and leading strategic implementation, including monitoring and improving delivery performance with high standards for quality.
•High level of negotiation skills; ability to influence external and internal stakeholders and decision makers.
•Ability to collaborate equally effectively with colleagues in ‘remote’ and diverse teams, with an inclusive approach
•Decisiveness, and able to communicate clearly decision-making processes
•The ability to work productively and accurately while under pressure in a fast-paced, demanding environment, and to effectively lead, motivate and develop teams, especially through change and under high pressure.
•Flexible work attitude: the ability to work in a team environment and independently and ability to meet unexpected demands
•Ability to work autonomously and under remote management; Highly motivated self-starter and highly organised with a keen eye towards details; able to manage competing priorities and identify strategic and critical issues
•Effectively and efficiently manage systems and resources
•First-class attention to detail.Ability to analyse and synthesise information
•Proven success in directing business development strategy implementation and achieving mission-critical organizational goals.
•Demonstrated track record of winning major funding proposals for development and humanitarian donors for a large-scale organization
•Significant experience working with IRC donor base, including USG, UN and European donors
•Significant experience in building consortium for development and humanitarian funding as well as negotiation of programmatic and financial contractual arrangements with donors and partners
•Proven team leader and effective collaborator, within a large, complex organization.
•Demonstrated experience in designing, implementing and expanding frameworks for business development, including competitive analysis
•Demonstrated experience in building and managing institutional/public donor relations and representation of the organisation to diverse audiences, including at a senior level
•Significant experience in developing countries, preferably in the context of an NGO or International Organisation (UN or major donor or similar)
•Proven ability to work supportively and successfully with virtual teams; demonstrated ability to plan and manage expectations of remote field staff colleagues while delivering to deadlines
Working Environment:Standard office work environment.Ability to travel internationally up to 20% of the time.
The IRC and IRC workers must adhere to the values and principles outlined in IRC Way - Standards for Professional Conduct.These are Integrity, Service, and Accountability.In accordance with these values, the IRC operates and enforces policies on Beneficiary Protection from Exploitation and Abuse, Child Safeguarding, Anti Workplace Harassment, Fiscal Integrity, and Anti-Retaliation.#LI-GR1