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Job Description:
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Job Title:
Program Manager II – Business Development
Department: EARO/Ethiopia/Based in Addis Ababa
Position Type: Full-Time
Report to: Head of
Programs
NOTE: This position closes January 31, 2014
About CRS: Catholic Relief Services carries
out the commitment of the Bishops of the United States to assist the poor and
vulnerable overseas. Our Catholic identity is at the heart of our mission and
operations. We welcome as a part of our staff and as partners people of all
faiths and secular traditions who share our values and our commitment to
serving those in need.
BACKGROUND:
CRS Ethiopia seeks an experienced development professional with expertise
and interest in resource mobilization to lead a creative and dynamic
initiative for growing the country program. This position offers an
opportunity to demonstrate initiative and leadership skills, and to help
shape the direction of the country program. It is an excellent opportunity
for program managers to demonstrate an increasingly sought-after skills set
for many senior-management positions, as well as for those interested in a
career path within business development to take on a more strategic role.
The Ethiopia Country Program has a diversified program
portfolio covering areas including, food security, agriculture and
livelihoods, emergency response, disaster risk reduction/ resiliency, WASH,
and health and nutrition. Although funding for CRS from the USG and
other sources has been strong over the past few years, the Country Program is
facing an increasingly competitive donor environment, and capacity to
systematically collect and analyze relevant donor/proposal intelligence,
develop high-quality proposals, and document and market achievements is
becoming ever more critical.
JOB SUMMARY:
The PM Business Development and Strategy Manager will be responsible for
meeting CRS Ethiopia’s annual growth targets by providing strategic direction
and leading the resource-mobilization efforts for the country program, which
has been identified by the agency as one of twelve countries with the most
capacity to secure additional funding in coming years. This includes,
providing guidance and leadership for strategic growth planning, maximizing
CRS’ competitive position to attract new funding, managing functional teams
to identify and capture funding opportunities, incorporating best practices
into growth-related business processes and proposals, and building relationships
with current and prospective donors. Program and proposal development in
Ethiopia will involve developing and maintaining strategic alliances and/or
coalitions with other organizations.
As a member of the agency’s broader business development
community of practice, they will also provide staff with information and
informal training to improve their skills in proposal development,
representation to donor and partner organizations, donor and partner
intelligence-gathering, and marketing of CRS’ capacities to enhance our
competitiveness.
PRIMARY FUNCTION:
The Business Development Manager is responsible for identifying and
developing new funding relations; researching appropriate future funding
opportunities; serving as lead writer as appropriate and proposal development
coordinator; identifying and incorporating best practices from CRS and other
programs into proposals; developing and maintaining strategic alliances
and/or coalitions with other organizations as they pertain to proposal
development processes; and building and maintaining relationships with
potential, current, and past donors.
SPECIFIC RESPONSIBILITIES:
Strategic and Growth Planning
- Lead
and coordinate the process for the successful development and tracking
of the CRS Ethiopia growth plan in coordination with the Country
Representative (CR) and Head of Programs (HoP).
- Coordinate
corporate-engagement efforts, including the refinement and management of
internal systems and processes, such as relationship tracking.
- Lead
the country planning for the development of the new strategy once
agency-level guidance has been provided.
- Identify
programming ideas and areas of technical excellence with which CRS can
cultivate donor interest.
- Consult
with the CR and Head of Programs (HoP) to prepare a comprehensive plan
and budget for growth strategy that draws on resource persons from the
country program, partners, the CRS Foundation and Corporate Engagement
unit (FCE), Major Gift Officers as well as other relevant senior
regional representatives.
Pre-positioning
- Stay
abreast of trends in new business development and share those within the
Ethiopia team.
- Lead
the CRS Ethiopia internal Growth Working Group (GWG).
- Support
the country program to develop appropriate and effective fundraising
strategies involving donor research and intelligence, product
development, marketing and solicitation. Marketing may include, but is
not limited to, development of fact sheets on CRS Ethiopia sectoral
programming initiatives, past performance and corporate capacity in
coordination with relevant staff.
- Maintain
an up-to-date opportunities matrix reflecting donor priorities and
upcoming opportunities. Develop and implement proactive capture plans
for upcoming opportunities. Develop relationships with USAID, DFID, the
UN and other public donor organizations in order to ascertain potential
for new funding opportunities. Explore opportunities for non-traditional
resource acquisition and support the country program to develop new
institutional relationships with international non-profit and for-profit
organizations and other collaborators in the public funding arena.
Provide links to broader interagency and donor communities and
coordination fora.
- Work
with appropriate staff to maintain data on past performance and
corporate capacity for both publicly- and privately-funded food security
awards, in order to provide timely information for proposal submission.
- Develop/cultivate
relationships with for-profit and other organizations to increase CRS’
opportunities for partnering and consortium-building for funding
opportunities. Follow up leads on potential public funding from staff as
well as own contacts.
- Stay
abreast of trends in new business development and share those with the
Ethiopia team. Strengthen intelligence and market research to identify
opportunities for diversified funding. Subscribe to electronic notices
for relevant funding opportunities and monitor websites of potential
donors for information on priorities, requirements and funding
opportunities. Track RFA/Ps as they are published, identify those
relevant to CRS programs, and work with the CR, HoP and GWG to determine
when/whether to respond.
- Work
closely with Regional Business Development Manager and the EARO Business
Development Community through communication and coordination of all
national and international funding opportunities and trends, detailed
monthly tracking reports, capture planning and other strategies to track
and influence donor strategies.
- Provide
CRS Ethiopia and partner staff with mentoring and training to improve
their skills in growth/fundraising and proposal development for external
donors. This may include, but is not limited to, facilitation of
Resource Mobilization Workshops.
Pursuing Opportunities
- Lead
and coordinate processes and provide direct technical assistance to
staff for timely submission of high quality concept notes and proposals
that are responsive to and compliant with donor requirements and with
CRS technical application and cost application standards and based on
documented best practices around proposal production.
- Support
and guide the identification of local and international partners and
negotiation of CRS’ role on proposal consortia, ensuring a competitive
position for CRS that adheres to the agency’s partnership principles and
strategic directions.
- Work
with proposal team to develop and maintain timelines reflecting
respective responsibilities of team members and due dates.
- Write
or edit technical narratives, produce budgets, and produce attachments,
as required depending on complementary capacities of proposal
development team. Provide specific support to proposed management and
staffing plans, resource management plans, cost applications, and
proposal appendices/annexes.
- Provide
proposal development information to relevant regional and HQ staff to
enable submission and tracking. This includes sharing lessons &
resources with the BD community.
- Provide
proposal development information to relevant regional and HQ staff to
enable submission and tracking. This includes sharing lessons &
resources with the BD community.
- Identify
relevant technical assistance (in-country program staff, partner
resources, Resource Acquisition Department (RAD), RTAs, Program Impact
and Quality Assurance (PIQA) Unit, and/or consultants) needs to design,
write, and package quality proposals as per donor requirements.
Leveraging Results
- In
close collaboration with the program units, establish and maintain a
process for the program teams to incorporate lessons learned from
programming activities into proposals.
- Following
each proposal development process and fundraising initiative, organize
an after action review to capture and document successes, challenges,
lessons and recommendations for the future and ensure that they are
incorporated into subsequent initiatives.
- Work
with program staff to develop and implement a marketing strategy that
coherently targets identified audiences with tailored messages.
- Coordinate
regular donor visits with CR, HoP and/or key technical staff.
Learning
- When
developing proposals, develop a process that ensures the team sources
CRS tools and resources as well as industry-wide best practices to be
followed in future programming initiatives.
- Foster
a culture of business development within the country program,
encouraging involvement of CRS Ethiopia staff in identifying
opportunities for growth and building staff understanding of the value
created by corporate partnerships.
- Identify
skills gaps of CRS and partner staff in business development and provide
training, coaching and technical assistance as requested/needed.
- Actively
contribute to the EARO BD community of practice and the global BD
community in developing and refining tools, piloting new initiatives and
promoting learning across country programs.
AGENCY-WIDE COMPETENCIES (for all CRS Staff)
These are rooted in the mission, values, and principles of CRS and used by
each staff member to fulfill his or her responsibilities and to achieve the
desired results.
- Serves
with Integrity
- Models
Stewardship
- Cultivates
Constructive Relationships
- Promotes
Learning
PROGRAM MANAGER COMPETENCIES:
These are rooted in the mission, values, and principles of CRS and used by
each program manager to fulfill his or her responsibilities and to achieve
the desired results.
- Sets
clear goals and manages toward them
- Collaborates
effectively with staff and stakeholders
- Manages
financial resources with integrity
- Applies
program quality standards to project design and organizational learning
KEY WORKING RELATIONSHIPS:
Internal to CRS: Head of Programs, Country Representative,
Program staff, particularly unit managers. Operations staff, particularly
Head of Operations and Finance Manager. EARO/HQ: Operational Excellence
(OPEX) Community, RAD, PIQA, FCE, Web Services, EARO RTAs.
External to CRS: Partner organizations,
government ministries, UN Agencies, EU missions, local bilateral
donors/institutions, other funding agencies and individuals, local/international
NGO offices, and corporations.
PERSONAL/PROFESSIONAL SKILLS:
- Experience
and proven track record of successful proposal development with USG and
other donor agencies
- Listening,
mediation, and facilitation skills
- Sound
judgment, assertiveness, and commitment to the Agency's mission
- Self-motivated,
with the ability to motivate others and coordinate a large amount of
activity
- Strong
organizational and planning skills
- Enthusiasm
for meeting and working with a wide range of individuals and outside
organizations including faith-based, government, and corporate
institutions.
- Knowledge
of CRS program quality standards, partnership principles and Catholic
Social Teaching principles is preferred
QUALIFICATIONS:
- Master's
degree in international development, or related field, or equivalent
experience.
- Demonstrated
successful experience in project design through participatory processes
to mobilize public donor resources; USAID proposal development
experience a plus.
- Have
both contract and cooperative agreement experience
- Minimum
five years of professional NGO experience, preferably CRS experience,
working in a developing country managing US Government funded projects
in integrated community development in two or more of the following
areas: food security, livelihood, HIV/AIDS, Water and Sanitation,
disaster mitigation and emergency response.
- Exceptional
communication skills and superior writing ability.
- Demonstrated
successful experience in project design with local partners through
participatory processes.
- Strong
representation skills.
- Strong
analytical and conceptual skills.
- Experience
with and commitment to working in a team structure.
- Strong
computer skills (Word, Excel, Outlook, PowerPoint) required, preferably
experience with Microsoft Publisher.
- Demonstrated
cost application development skills; extensive experience with proposal
budgets and budget notes.
- Experience
with consortium development and competitive partnership building.
- Experience
with staff and partner capacity development
- Experience
with working in a team structure
- Ability
to represent the Agency with partners, local government, donor
organizations & funding organizations, etc., as needed
- Excellent
communication and interpersonal and networking skills required.
PHYSICAL REQUIREMENTS/ENVIRONMENT: Addis
Ababa-based that requires travel 5-10% of the time.
DISCLAIMER CLAUSE: This job description is not
an exhaustive list of the skills, effort, duties, and responsibilities
associated with the position.
EOE/M/F/D/V
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