Business Development Director- Specialist Team
New York City | Washington D.C.
The Global Awards Management Unit (AMU)
The AMU is a global unit spanning New York, Washington DC, London, Nairobi, Berlin and Amman with staff presence in many other locations around the world.
The AMU has responsibility for identifying, securing and managing funding from statutory donors. The Unit is organized into six directorates: Business Development, Strategic Partnerships, Compliance & Policy, Training, Partnerships and Operations and Planning.
The AMU’s mission is to lead IRC’s work to engage and influence government donors, secure funding, and enable compliant and effective program delivery for our clients.
Business Development (BD)
The Business Development Team, within which this role sits, leads IRC's public business development working with country programs and technical units globally. The team strives to secure the right funds in the right way to achieve IRC’s impact strategy for our clients.
The BD team raises the funds to deliver to those in greatest need. We strive to increase the scale, consistency, duration, and diversity of our funds and the competitiveness of our bids to ensure the effectiveness of our work.
Alongside our traditional humanitarian portfolio, we have a ‘long term funding strategy’, to grow levels of long-term funding through contracts and awards from traditional development sources. This has already brought considerable success.
The team works to strengthen IRC’s long-term business development capacity and learning, by sharing best practices and building upon proven approaches. We develop tools and processes that strengthen and simplify our business development efforts, and work with training colleagues to improve capacity across the organization.
We prioritize effective partnerships and collaboration, internally and externally, locally and internationally. This includes strengthening the engagement and representation of national partners in our program design and team structures, as well as using our organizational connections with peers and donors to maximize successful business development and impact for clients.
The Purpose of the Role
The BD Director- Specialist Team, leads a growing team of around fourteen Business Development staff who are responsible for leading and delivering on some of the organization’s largest and most complex funding opportunities, along with a portfolio of global, technical-unit led opportunities. This includes competitive, long-term awards, contracts, multi country and regional opportunities. BD works with the
Technical Excellence department, providing strategic and direct operational support to a broad range of technically led opportunities.
We raise funds from many of the world’s largest institutional donors, including the likes of USAID, FCDO, World Bank, GAVI and European and other international governments. For every bid the specialist team works closely with colleagues across the organization, particularly those in country programmes and with sector technical specialists.
The specialists BD team has recently shifted its structure towards a more donor market facing portfolio, with sub team leadership around a UK and US government markets, but with flexibility to adapt to a range of major global donor opportunities.
The BD Director is a member of the Business Development Management Team and the wider AMU Leaders Team.
Priorities for the role include:
Overall: The role provides strategic and operational leadership across IRC’s complex specialist portfolio of BD. In so doing, the Director will drive the Long Term Funding Ambition and ensure that IRC has the processes, skills and capacities to develop a growing portfolio of long term development and humanitarian funding.
Team: Building an effective, engaged and well supported specialist BD team. Promoting a culture where staff are informed, involved and valued and where IRC’s organizational culture is promoted. The BD Director will line manage four of the team directly and provide leadership across the specialist team.
Opportunity Leadership: The role will oversee resource planning for the team and ensure capacity is available for all priority opportunities, supporting early positioning and capture, through bid development. The Director will play a role in quality assurance and escalation, working with deputies and with SPDAs to resolve challenges and ensure high quality business development. The Director may sometimes play a direct role in bid development. The director will track and be accountable for performance against parts of the organizations’ business development targets.
Grant contract and partnership review and negotiation: The specialist team play an important role in concluding business development by ensuring that successful bids are effectively negotiated and contracted with the right levels of due diligence and- through partnership with the compliance and policy teams- are in a position to be effectively handed over to post award colleagues for implementation.
Capacity strengthening: The BD Director will contribute to many organizational initiatives to strengthen capacity for effective Business Development; this will include serving on cross cutting committees to improve BD processes, strengthen capacity for long term funding, and contributing to improved donor relations. The Director will also have responsibility to cultivate the talent and knowledge base of the Specialist team, ensuring team members consistently emulate proposal best practices and continuously deepen their donor knowledge.
Partnerships and relationship management: The Director works with a range of other teams including regional and technical teams to maintain a strategic view on BD priorities and plan for long term resource requirements to meet the needs of the organizational strategy. Externally the BD director will use their networks with donors and peers to position IRC as an effective consortium member and credible implementer of donor funding.
Strategy and leadership: As a member of the BD management team, the BD Director will work to strengthen the role, identity and effectiveness of business development in IRC, contributing to the mission and leading on several parts of the BD work plan.
Scope and Authority
Authority: the post-holder is expected to demonstrate initiative, make decisions and provide support and advice autonomously but in line with parameters laid out by the Senior Director, Business Development. The post holder will manage the Specialist section, as well as occasionally provide bid leadership for a particular proposal; and is accountable for the outputs and outcomes of the section.
Key accountabilities and major responsibilities:
• Manage the entire Specialist section, contributing to a positive work culture for all team members, and to the wider department working culture reflective of IRC values.
• Represent IRC/participate in donor/NGO events and provide feedback to relevant staff
• Participate in/deliver sessions for regional and technical events
• Accountable for providing business development and/or donor specific perspectives as appropriate to other IRC units/initiatives to anticipate trends, mitigate risks, and ensure the right resources are in place for consistently competitive proposals
• Oversee development of standard guidance for staff working on proposals, including but not only overview sheets on donor rules and preference and standard language/approaches for proposals
• Manage a pipeline of upcoming opportunities and circulate to key organizational staff
• Ensure upcoming donor engagement opportunities are identified and assessed in collaboration with the Strategic Partnerships team
• Accountable for providing business development and/or donor-specific perspective as appropriate to other IRC units/initiatives
• Accountable for consistent onboarding processes for new specialist team members and consultants engaged for proposals
• Liaise with other IRC units and departments to ensure effective communication, collaboration and alignment
• Contribute to all identified priorities in the BD workplan, contributing towards the wider mission of the department.
• Occasionally take lead on proposals, including interpreting donor solicitations and managing the BD process to conclusion.
• Building psychological safety within the team, promoting a listening culture and one that welcomes feedback and responds accordingly.
• Contribute to strengthening IRC’s approach to promoting gender, diversity, equality and inclusion within the Business Development team and as part of the wider IRC.
Skills, Knowledge and Qualifications:
• Degree (minimum BA) or equivalent experience in a field relevant to IRC’s work
• Excellent communication and interpersonal skills, including the ability to effectively manage a variety of relationships in a multicultural environment;
• Demonstrated ability to collaborate equally effectively with colleagues in ‘remote’ and diverse teams, including as team leader for proposals
• The ability to work productively and accurately while under pressure in a fast-paced, demanding environment
• Flexible work attitude: the ability to work in a team environment and independently
• Ability to work autonomously and under remote management.
• Strong leadership experience, managing and working with teams, influencing a complex organization and representing the organization at the highest levels.
• Significant high level experience in managing capture and proposal development for opportunities that are complex or high-value nature, in particular with FCDO and/or USAID; Experience with other humanitarian donors is also a distinct advantage.
• Experience of working in development and/or humanitarian contexts, preferably for an INGO or international organization (e.g. UN, major donor), preferably with some time spent in the field;
• Experience in proposal budgeting
• Experience in building partnerships for development and humanitarian funding as well as negotiation of programmatic and financial contractual arrangements with donors and partners.
• The ability to work (read and write) in Arabic, French or Spanish
• Ability to travel for short periods of time
• Ability to facilitate project design processes, including applying theories of change and project logic to design, and develop work- and management plans accordingly
• Longer term field experience in a relevant context
• Interest in and understanding of policy and advocacy work.
• This role will benefit from a standard office working environment, with the possibility of seeking flexibility to work remotely
• Some travel would be expected, usually planned and for short periods of less than 2 weeks.
The Awards Management Unit and IRC overall, are committed to the values of Diversity, Equality, and Inclusion and we are taking steps to progress our DEI aims. At the IRC, our diverse clients, partners, and staff have the power, voice, and agency to shape programs and operations. Within the IRC, we actively work to end all forms of systemic discrimination and foster an inclusive working environment where everyone feels respected, heard, valued, and supported. Our programs seek to reduce disparities in outcomes which are driven by systemic inequality.
US Benefits: We offer a comprehensive and highly competitive set of benefits. In the US, these include: 10 sick days, 10 US holidays, 20-25 paid time off days (depending on role and tenure), medical insurance starting at $145 per month, dental starting at $7 per month, and vision starting at $5 per month, FSA for healthcare, childcare, and commuter costs, a 403b retirement savings plans with up to 4.5% immediately vested matching contribution, plus a 3-7% base IRC contribution (3 year vesting), disability & life insurance, and an Employee Assistance Program which is available to our staff and their families to support counseling and care in times of crisis and mental health struggles.
COVID-19 Vaccination Requirement: In accordance with IRC’s duty to provide and maintain a workplace that is free of known hazards and our commitment to safeguard the health of our employees, clients, and communities, IRC requires new hires to furnish proof of vaccination against COVID-19 in order to be considered for any in-office or hybrid positions. All IRC US offices require full vaccination to attend any in-office functions (e.g., meetings, trainings).
Commitment to Diversity and Inclusivity: IRC is committed to building a diverse organization and a climate of inclusivity. We strongly encourage applications from candidates who can demonstrate that they can contribute to this goal.
Equal Opportunity Employer: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation
The IRC and IRC workers must adhere to the values and principles outlined in IRC Way - Standards for Professional Conduct. These are Integrity, Equality, 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.