The United Nations World Food Programme is the world's largest humanitarian agency fighting hunger worldwide. The mission of WFP is to help the world achieve Zero Hunger in our lifetimes. Every day, WFP works worldwide to ensure that no child goes to bed hungry and that the poorest and most vulnerable, particularly women and children, can access the nutritious food they need.
The Private Partnerships and Fundraising Division (PPF) is responsible for engaging the private sector (corporations, individuals, foundations) through high-impact partnerships in support of WFP's strategic priorities. Serving as a broker between WFP and the private sector, PPF strives to mobilize funding, technical assistance, innovative solutions and visibility and awareness to help WFP fulfil its mission, while offering the public and companies the opportunity to create a world with zero hunger. PPF also serves as the in-house ‘consultant’ guiding WFP Regional Bureaux (RB), Country Offices (COs) and HQ Functional Units on partnership development, best practices, compliance and rules and regulations.
WFP is in the process of finalizing a new partnership and engagement strategy, which will focus on cooperation with the business sector, foundations and individuals to drive towards zero hunger, scheduled for approval in late 2019. WFP will focus its efforts over the next strategic period (2020-2025) in three key pillars:
- Impact: partnerships that provide expertise and skills to support capacity strengthening for WFP and local governments
- Income: investing in and growing fundraising
- Innovation: identifying areas for innovation – particularly with businesses –uniquely able to drive change at scale
BACKGROUND AND JOB PURPOSE
The Head of Corporate Fundraising Position reports to the Chief of Corporate & Foundations, PPF. Pillar two of the new strategy is dedicated to generating Income for the organization through individual giving, corporates and foundations. The incumbent on this new post will be responsible for driving the global fundraising strategy (financial contributions only, not technical), with corporations specifically.
The incumbent will be responsible for execution of the corporate fundraising strategy by proactively identifying target top prospects for WFP and developing successful approaches to secure new multi-year, multi-million corporate partners (minimum thresholds $1M for corporates, $500k for corporate foundations).
STANDARD MINIMUM QUALIFICATIONS
- Education: Advanced University degree in Political Science, International Development, Development Economics, Marketing Communications or other relevant field, or First University degree with additional years of related work experience and/or trainings/courses.
- Language: Fluency (level C) in English language. Intermediate knowledge (level B) of a second official UN language: Arabic, Chinese, French, Russian, Spanish, and/or WFP’s working language, Portuguese.
KEY ACCOUNTABILITIES (not all-inclusive)
- Manage dynamic team to drive strategy implementation: build and lead a Partnerships and Fundraising staffing structure and team to enable the office to maximize partnerships and revenue growth. Establishes clear individual performance objectives, goals and timelines; and provides timely guidance to enable the team to achieve their goals. Establish, track, and be responsible for delivering targets.
- Identify and prospect high potential financial partners: Work collaboratively as part of the lead of the new business team to selectively identify, research and screen target corporates, then develop successful approaches for potential new partners including relationship and network mapping.
- Lead account management teams: Lead teams tasked with managing the portfolio of global new corporate prospects, plus:
- Support partnership management team on growth strategy for largest existing corporate partnerships
- Ensure smooth partnership handover of newly secured relationships from new business to partnership management team
- Assess opportunities through WFP leaders: Lead on assessing the potential for new partners through connections of the ED/senior leadership to leverage internal management of these prospects.
- Manage inbound opportunities: Evaluate and pre-screen inbound opportunities that meet the minimum thresholds and develop proposals for high potential new partners.
- Leverage WFP and external awareness events to drive new business: Use global events (such as conferences, forums, panels and roundtables) convening multinational corporates to position WFP as a ‘go to’ organization for partnership; support PA leadership to grow WFP’s presence at events and transform WFP into “go to” brand for new donors.
- Develop effective pitches to sell WFP as a partner of choice: Collaborate with Global Services to develop and customize 'pitch' materials for successful approaches as well as materials to support ED/AED/senior leader meetings with prospects and potential partners.
- Negotiation preparation: Prepare for negotiations with new partners, create and brief the ‘pitch team’ and, where appropriate, lead or participate in the negotiations, secure contracts and agree on partnership expectations.
- Serve as liaison office, affinity group, RB and CO focal point: Serve as main point of contact to support local fundraising efforts and new business opportunities.
- Liaise on due diligence process & contracting: Liaise with PPF Global Services team on due diligence process and contracting.
- Drive reporting & content creation: Collaborate with Global Services team to create communications for external & internal reports and other assets on partnership impact.
DESIRED EXPERIENCES FOR ENTRY INTO THE ROLE
- Understand and communicate WFP’s Strategic Objectives: utilizes understanding of WFP’s Strategic Objectives to communicate linkages to team objectives and work.
- Make WFP’s mission visible: help colleagues to see the link between individual tasks and contributions to the broader context of WFP’s mission.
- Be clear about the value WFP bring to partnerships: demonstrates ability to articulate to internal and external audience the value that individual contributions and immediate teams bring to partnerships.
- Be politically agile & adaptable: demonstrates ability to adapt engagement approach in the context of evolving circumstances and expectations.
- Connect and share across WFP unites: demonstrates an understanding of when and how to tactfully engage other units (at HQ, Office, RB and CO levels) in conversations on impact, timing, or planning.
- Gender approach: takes responsibility for incorporating gender perspectives in all areas of work, to ensure equal participation of women and men.
- Risk management: contributes to preparedness actions, providing technical recommendations and guidance and monitoring the management of risks.
OTHER SPECIFIC JOB REQUIREMENTS
- At least 8 years’ demonstrated progressive experience in partnership role.
- Experience in leading high-performing, multinational fundraising and account teams at UN Agency and/or large INGO, with track record of delivering sustained corporate revenue growth.
- Demonstrated track record of securing multi-million dollar and multi-year partnerships from prospect identification and research to agreement.
- At least 5 years’ experience of prospecting and landing new high value partners in an international organization with a development/humanitarian mission.
- Deep existing corporate contacts within the US and key markets.
- Extensive sales and marketing experience—experienced in research, planning, preparing and landing pitches and negotiating with potential partners - proven track record of successful negotiations with global enterprises.
- Superior ability in explaining complex issues to external partners, presenting the organization and diverse operations in a compelling manner, including when to leverage experience of internal stakeholders in a sales pitch; understanding of how to align the needs and interests of the organization with those of a corporate partner.
- Strong interpersonal skills and ability to cultivate relationships.
- Excellent external communication skills.z
- At least 5 years’ experience of managing a team of sales or new business specialists, setting clear targets and KPIs and continuously tracking progress to achieve financial goals.
- The ideal candidate will also be highly adaptable to change and comfortable dealing with ambiguity, stress and competing demands with grace and humor