The Business Development Manager plays a key role in all aspects of new business acquisition at MSH through three key functions:
- Working with MSH’s technical program units and field staff to position MSH to win new business. This responsibility includes capturing new business generally and for specific bids;
- Managing large, complex proposals in collaboration with MSH’s technical program units, cost unit, HR and the field contributing to a highly competitive capture and win rate;
- Building capacity of MSH technical program units and field staff.
- Additionally, the Business Development Manager will have management responsibility for one or more junior staff members.
Management of the Proposal Process (60%)
- Reporting to the Technical Strategic Lead (TSL), facilitate development of a competitive proposal including win strategy, partner strategy and cost strategy.
- Monitor and ensure responsiveness and compliance of proposals to the solicitation using compliance monitoring and review.
- Manage every aspect of the proposal development process, including ensuring the use of business development systems, processes and best practices to develop the most responsive and competitive proposals.
- Facilitate technical strategy development of senior level technical and country expert staff, including development of log frames and results frameworks.
- Develop, oversee and maintain the proposal calendar, in collaboration with and oversight of a proposal coordinator, and monitor adherence to the defined process and deadlines for technical proposals, rosters/recruiting, proposal budgets, production schedules and quality standards for proposals. Work with the TSL (and technical senior managers as required) to resolve issues with delays or other roadblocks in the proposal process.
- Monitor proposal costs and report to BRD leadership and the proposal team on potential cost overruns and cost savings with a view to finding cost savings and value for money where appropriate.
- With the TSL, identify potential partners. Lead negotiations of pre-teaming and teaming agreements scopes of work with local and international partners and ensure partner staffing inputs are compliant and competitive.
- Assist the TSL in coordination with Cost Proposal Unit staff to develop best-value cost strategies and ensure a unified strategy in both technical and cost proposals.
- Monitor and ensure staffing strategy alignment with Human Resource Management (HRM) Staff, Technical Managers and Director of BRD to meet staffing priorities.
- Work with proposed partners to be sure that they provide their required information as needed to support the proposal.
- Participate in, and/or lead, proposal writing as needed.
Strategic Planning and Positioning (25%)
- In collaboration with MSH leadership, contribute to annual and multi-year business development strategies that leverage MSH capabilities to identify and win new business opportunities, contributing to financial sustainability across the organization.
- Within MSH’s target technical, donor and geographic priorities, serve as a "positioning lead" to identify new business opportunities, ensure up to date donor knowledge, and manage geographic relationships with MSH staff, potential partners and consultants. This includes working collaboratively with designated BRD, technical program units, and field staff to develop and implement intelligence gathering and positioning strategies to strengthen MSH stature, credibility, and likelihood of winning new business.
- Responsible for managing and disseminating business intelligence and positioning information obtained from BRD, technical program units, and field office positioning teams, when assigned to a specific country or specific opportunity.
- Consider potential opportunities, intelligence and information from positioning efforts and prepare BRD’s analysis for specific bid recommendations including internal and external resource needs.
- Assist BRD and technical program units’ leadership to identify partnering opportunities and to establish new institutional partnerships and manage existing ones.
Home Office and Field Office Business Development Support and Professional Development (10%)
- Support field-based business development activities and preparations for new and follow-on projects, including review of internal and external evaluations of projects. As required, provide direct support to development of field-based proposals.
- Foster, build and maintain MSH staff capacity in the US and in the field in development of new or expanded business opportunities for MSH. Develop and build business development skills of BRD staff and staff from technical program units and field offices as required.
- Supervise Senior Business Development Specialist, Business Development Specialists, and other BRD staff and interns as required, mentoring them to build business development and proposal writing skills.
Other duties as assigned.
Qualifications and Experience
Required: Master’s degree in public health, health care management, international development, public policy, or equivalent experience in business development.
- At least 7 years of related experience is required, with a minimum of 2 years of management experience. Preference given to candidates with 5+ years working in business development; however a mix of other international development experience may be substituted.
- Minimum of two years of significant leadership experience in managing the development of large and complex proposals to USG agencies and other international funders active in international development, preferably in international health.
- Significant work experience with USAID funding is required, including demonstrated experience with management of winning bids.
- Experience in international public health highly preferred; extensive knowledge of a highly technical field, as well as applicable laws, regulations and general instructions.
Preferred: Proposal experience with other bilateral and multilateral agencies and large foundations is strongly preferred.
Knowledge and Skills
- Excellent interpersonal skills with demonstrated ability to manage proposal processes and team relationships to ensure effective collaboration by various contributors to the process, including contributors from multiple offices/units and at all levels of the organization.
- Excellent research, data analysis/synthesis, and presentation skills. Experience in organizing and managing and disseminating large and complex sets of business information.
- Experience managing junior level staff.
- Excellent written and verbal communication skills. A writing test, as well as submission of writing samples will be required.
- Fluency in spoken and written English required.
- Fluency in French or Spanish is strongly preferred; fluency in Portuguese a plus.
- Two years of prior experience living and working in a developing country strongly preferred.
- Demonstrated ability to handle the high stress environment of business development with grace and a sense of humor.
- Demonstrated ability to successfully negotiate with partner organizations strongly preferred.
- Demonstrated good judgment and ability to prioritize multiple tasks simultaneously and work proactively.
- 20%-30% Travel
- Keyboard use, pulling drawers, lifting papers <10 lbs.
Background Information: Management Sciences for Health (MSH), a global health nonprofit organization, uses proven approaches developed over 40 years to help leaders, health managers, and communities in developing nations build stronger health systems for greater health impact. We work to save lives by closing the gap between knowledge and action in public health. Since its founding in 1971, MSH has worked in over 150 countries with policy makers, health professionals, and health care consumers to improve the quality, availability and affordability of health services. Working with governments, donors, non governmental organizations, the private sector, and health agencies, MSH responds to priority health problems such as HIV & AIDS; tuberculosis; malaria; maternal, newborn and child health; family planning and reproductive health; and chronic non-communicable diseases such as cancer, diabetes, and lung and heart disease. Through strengthening capacity, investing in health systems innovation, building the evidence base, and advocating for sound public health policy, MSH is committed to making a lasting difference in global health.