Program Manager II – Business Development,

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

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  • 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.

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