NGO Business Development Manager vacancy

NGO Business Development Manager vacancy



Plan Kenya is presently implementing its country wide strategy 2011 – 2015. The country objectives focus on realising the social, economic and civil rights of marginalised children and their communities. These goals will be achieved by designing and implementing rights based quality programmes and projects in relation to improving health, increasing access to and improving the quality of basic education, increasing household income, promoting child protection and inclusion, and ensuring good governance. Additionally Plan Kenya works in the area of child-centered disaster risk management and emergency response.
The Business Development Manager manages the Business Development Unit (BDU). The BDU is responsible for identifying funding opportunities in line with Plan Kenya’s programme priorities, assisting to write successful grants/contract opportunities in coordination with programme colleagues and strengthening systems and processes for effective grant management.
One of Plan’s global strategic priorities is to grow and diversify its sources of income. Plan Kenya is already working with donors such as DFID, EU, DFATD, CIDA, NORAD, DANIDA and others. It hopes to grow its income and collaboration with both institutional donors, foundations and the private sector through quality programming and various national and county level interventions.
The Business Development Manager is required to lead the introduction and relationship of new donors and maintain existing relations, grow and meet the present country target for income and establish and strengthen the Business Development Unit in Kenya to develop a strong professional image among donors. This will be achieved through:

• Actively seeking and maximising opportunities for additional funding from a variety of new and existing sources.
  
• Strengthening the capacity of the in-country BDU to acquire and implement increased sustainable grant funding.
  

Responsibilities - Key End Results of Position:
Plan Kenya has a portfolio of medium and large grants and a pipeline of future funding opportunities to maintain agreed future grant expenditure targets.

• A Resource Mobilisation Strategy is updated for Kenya, in line with the Country Strategic Plan (CSP), Regional Resource Mobilisation Strategy (RRMS) and relevant National Office (NO) business plans. The strategy is further regularly reviewed to ensure mapping between programme priorities and donor and corporate 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 institutional donors, corporate representatives and NO counterparts in Kenya
  

Plan Kenya has expanded 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 :
  
  • Identifying potential opportunities for grants funding
    
  • Producing and updating a comprehensive mapping of all donor opportunities (by sector and geography) in Kenya
    
  • 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
    
  • Building successful, proactive relationships which align donors as well as corporate priorities with programme needs
    
  • Ensuring successful on-going donor relationship management and ‘ownership’ of relations with donor and corporate representatives locally
    
  • Understanding which sources and types of funding are appropriate
    
  • Developing strategic partnerships
    
  • Understanding how to effectively represent the organisation
    
  • Facilitating more collaborative working between the BD 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 may include:
  
  • Setting up pipelines for project development
    
  • Developing a knowledge bank of donor requirements and systems by donor including the same for corporate
    
  • Setting up a roster of suitable resources/consultants for proposal development should that capacity not exist internally
    
  • 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, Human Resources, and BD 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 Kenya 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 Programme team.
  

Manages performance of Business Development Team and empowers them to meet the country grants income target in a planned and strategic manner.

• The Grants team is communicated with a clear and exciting vision of the work of Plan Kenya, ensuring that each member of the team fully understands the outcomes expected of them and the success criteria relating to their work.
  
• Ensured that own and team’s work is planned and organised in a way which will meet the needs of colleagues within the organisation in the most cost effective manner possible.
  
• Create a high performing team through ongoing support and development
  
• Performance of team members is monitored and reviewed, staff are held accountable for meeting the success criteria and delivering any improvement goals which have been identified; giving corrective feedbacks where required and taking decisive action in the case of unsatisfactory performance.
  
• Plan’s value, principles and practices and commitment towards child rights and child protection, and other mainstreaming activities are considered and applied by all team members to achieve organisational outcomes.
  
• Team members are adequately trained and developed for their roles
  

Participate in the country management team (CMT) to provide effective leadership and decision making.

• Active participation in CMT meetings, contributing significantly to decisions on policy and strategic direction.
  
• Support is extended to the team members across the organisation to achieve organisational outcomes.
  
• Policies and strategies of Plan International are incorporated in work as well as proposing, updating and implementing changes to existing policies and strategies within Kenya’s programme.
  
• Learning is shared within the organisation
  

Dealing with Problems:

• Engaging with institutional and corporate donors and representing the organisation in a professional manner which reflects positively on Plan as an organisation;
  
• The post holder will have to judge how best to handle the conflicting priorities of maximising funding opportunities with staff capacity development. Such priorities should be agreed with the Deputy Director)
  
• How to influence other teams and peers 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 as well as corporate opportunities. The postholder will need to be creative in seeing opportunities to present to CMT (country management team) that they can use to ensure implementation of their CSP in line with the principle of programme 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 Programme Team, Finance Department and Human Resources.
  
• Support Programme Units for resource mobilisations if necessary.
  
• Understanding of programmatic requirements from a variety of donors.
  

Knowledge, skills and behaviours required to achieve objectives of the role;

• Significant experience at a senior management level
  
• Demonstrable knowledge as a result of study, training and practical experience of grant acquisition and donor relationship management.
  
• Previous experience in an INGO on business development/resourcing and reporting with annual budgets of over US$12 million.
  
• Knowledge and proven track record of successful working relations with various donors, particularly multilateral agencies and large Trusts/Foundations, and in-depth understanding of their respective interests, priorities and requirements.
  
• Knowledge of Kenya and its funding environment preferred.
  
• Excellent knowledge and experience in delivering long term capacity building programmes with NGOs and local organisations.
  

Skills

• Excellent written and oral English communication skills
  
• Specific skills in donor-related communication: from opportunity identification, to concept note and full proposal writing
  
• Strong technical and computer-based skills related to development of budgets, log-frames and RBMs
  
• Proven and advanced presentation and negotiation skills
  
• Marketing skills
  
• Proven strategic relationship management skills
  
• Conceptual and analytical skills
  
• Coaching, mentoring, training and facilitation skills
  
• Excellent people skills with team building experience
  
• Excellent planning and monitoring skills with track record in using a variety of planning and M&E tools
  
• 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 presenter and negotiator willing to take initiative and anticipate / explore new opportunities
  

Location: Based at the Country Office in Kenya with travel to Programme Units and internationally.
Type of Role: 12 month fixed term contract
Reports to: Deputy Country Director, Kenya
Grade: E
Closing Date: Sunday 23rd February
Please note that only applications and CVs written in English will be accepted.




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