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Senior Business Development Manager

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Silver Spring, United States ADRA Full time

Posting Closing Date: Tuesday, June 20, 2024 The Adventist Development and Relief Agency is a global humanitarian organization of the Seventh-day Adventist Church that demonstrates God's love and compassion. ADRA works with people in poverty and distress to create just and positive change through empowering partnerships and responsible action. ADRA International is a religiously qualified Equal Opportunity Employer under Title VII of the Civil Rights Act. As such we have the right to prefer a member of the Seventh-day Adventist (SDA) church in the hiring process. In the event that a qualified SDA candidate is not found, we will give the opportunity to candidates who must understand, respect and honor the mission, purpose, and identity of ADRA International. SUMMARY As a senior member of the Business Development Unit (BDU), this position contributes to the conception and implementation of the business development strategy, leading the pursuit of large and complex new business opportunities to meet ADRA's annual revenue targets. The Senior Manager will cultivate relationships with U.S. and other national government personnel, donors, clients, NGOs and other partner institutions, and will stay informed on innovative development methodologies, best practices, and donor trends that affect program planning and development. The incumbent will deliver high-quality proposal submissions by gathering opportunity intelligence, capture planning, and managing program design, proposal strategy, and proposal development processes, as well as writing proposal sections and conducting final quality assurance. PRE-REQUISITES Required Master's degree in International Development, International Relations, Public Policy/Administration, Political Science, Business Administration OR in a relevant technical area/related discipline such as Public Health, Agriculture, Economics AND Seven or more years of related experience (equivalent combination of formal education/training and experience will be considered). Strong analytical skills, including the ability to analyze development challenges and propose interventions to address them. Excellent written communication skills, including ability to write, integrate, and edit technical approaches on a wide range of development topics, outlining client and donor challenges and articulating targeted solutions in a clear, concise, and compelling manner. Effective leadership, project management, and organizational skills. Capable with Microsoft Office suite (Word, Excel, Outlook, PowerPoint). Must exhibit sensitivity to and interest in other cultures and belief systems. Preferred Extensive experience leading large proposal teams on complex, multi-year, multi-partner proposals, including conducting proposal strategy sessions to develop proposal value proposition and win themes, and negotiating roles in partnerships, consortia and strategic alliances. Ability to anticipate the long-term, multi-functional impact of all decisions and take a long-range, broad approach to problem-solving and decision-making by analyzing, thinking ahead, and planning. Ability to provide leadership to co-workers, technical staff, country offices, and clients. Applied experience in, and understanding of, USG regulations for grants, cooperative. agreements and contracts (OMB Circulars, Mandatory Standard Provisions, FAR, AIDAR); understanding of other donor regulations and requirements, such as the Millennium Challenge Corporation (MCC), World Bank and major philanthropic foundations. Experience in research, assessment or evaluation of development programs. BEHAVIORAL COMPETENCIES Writing and Reporting (4.1)- Writes clearly, succinctly, and correctly; writes convincingly in an engaging and expressive manner. Presenting and Communicating Information (3.3)- Speaks clearly and fluently; expresses opinions, information and key points of an argument clearly. Adapting and Responding to Change (7.1)-Adapts to changing circumstances; accepts new ideas and change initiatives. RESPONSIBILITIES Unit Management and Self-Development (15% of time) Participates in fundraising strategy development and strategic planning for BDU, developing action plans to realize new initiatives. Contributes to unit work plans to meet ADRA's annual revenue targets, outlining target clients (donors, foundations) and regions/countries. Manages the needs of ADRA International vis-à-vis country offices through communication and dialogue. Supervises, coaches, mentors other Business Development Unit staff as assigned by the Director. Attends appropriate seminars, conferences, meetings and other learning opportunities to develop relevant knowledge and skills and to improve performance, efficiency, or capacity. Performs other duties as assigned. Opportunity Cultivation, Intelligence, and Marketing (25% of time) Cultivates relationships with donor/client and partner representatives and serves as an account manager/point of contact for a subset of ADRA donors. Builds wide and effective networks, capitalizing on existing industry contacts to develop Business Intelligence and inform BD decision-making. Engages in active listening with clients to identify their needs, define the issues, and provide them with clear and articulate information relative to how ADRA can meet their needs. Collects and analyzes information on USG and other donor priorities, donor trends, and development methodologies that impact ADRA's business and BD processes. Identifies qualified leads/funding opportunities by matching ADRA's capacity, experience and expertise to opportunity requirements. Represents ADRA to donor decision-makers, potential partners, private sector entities and government counterparts. Markets ADRA's capabilities and approaches to potential donors and partners, including through in-country reconnaissance trips targeting specific funding opportunities. Proposal Development (45% of time) Leads proposal development efforts, serving as Proposal Manager for specific opportunities, including proposal kickoffs, color team reviews, and final proposal compliance and quality assurance. Leads in writing proposal sections and other BD documents. Defines program design, proposal strategy/vision, and win themes for proposals and ensures the design of sustainable, technically sound program proposals Contributes to writing of technical proposal sections and leads technical section development. Develops proposals that meet client expectations and are based on client needs and the strengths and weaknesses of potential competitors. Identifies and applies both proven tools/methods and innovative approaches to proposal development, and effectively directs participation of proposal team members in proposal initiatives. Contributes to proposal budget development to ensure consistency with program design and activities. Reviews proposal drafts for appropriate tone, single voice, technical accuracy, practicality, and feasibility of approach, and final editing prior to production. Knowledge Management, Communication, and Sharing (15% of time) Captures information, business intelligence, and learning from donor/client and partner interactions, documents and disseminates information internally as needed. Captures and documents learning from proposal development processes to refine and continuously improve tools and processes; maintains proposal documents and files in online archives. Generates executive buy-in to business development and proposal efforts and successfully champions new ideas. Leads dynamic client/internal presentations to positively influence client decisions and staff perceptions; promotes teamwork and cooperation to achieve shared objectives. Contributes and develops content for marketing materials, capacity and past performance information relevant to ADRA's BD efforts. Participates as a BD expert and trainer in the development and/or delivery of trainings and ADRA-sponsored workshops that contribute to the needs of the organization and the BDU. Provides technical assistance to country offices as needed through field visits, workshops, seminars, and capacity building activities, so that country office staff can meet proposal, performance, quality assurance, and customer service standards for various sectors and donors. Attends/presents at conferences, workshops, coordination meetings and donor interaction opportunities relevant to ADRA's business and target clients. TRAVEL Up to 35% domestic and international travel required. Must have the ability to travel on short notice if necessary. MENTAL/EMOTIONAL REQUIREMENTS: Must be able to work in a fast-paced and customer service-oriented environment; to perform duties under pressure and meet deadlines in a timely manner; to work as part of a team as well as to complete assignments independently; to take instructions from supervisors; to exercise problem-solving skills; and to interact with co-workers, supervisors, network employees, donors and the public in a professional and pleasant manner. PHYSICAL REQUIREMENTS Person must be able to perform essential job functions with or without accommodation. Incumbent should be in optimal health for difficult and temporary below-basic living conditions at overseas locations and for field travel in general. SAFEGUARDING ADRA personnel are expected at all times to act to protect the interests of children and vulnerable adults and to prevent the occurrence of sexual exploitation, abuse, and harassment in the course of their duties. This includes ensuring strict compliance with ADRA's Code of Conduct, Safeguarding Policy, Child Safeguarding Policy, Protection from Sexual Harassment, Exploitation and Abuse (PSHEA) Policy and relevant guidelines. Failure to comply with the expectations set out in ADRA's Code of Conduct and policies may lead to disciplinary action or termination of your employment or engagement with ADRA. ADRA personnel are required to undergo relevant background checks and to report any reasonable suspicion of a breach of ADRA Safeguarding policies in which a child, vulnerable adult, or other person may be adversely affected (including compliance with mandatory reporting obligations. Committee Membership None

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