United Kingdom of Great Britain and Northern Ireland: Head of Business Development

Who we are:

Integrity sets the international standard for ethically delivered, expert services in challenging, complex and fragile environments. We work to assist our clients in the international community and the global private sector to transform conflict and build stability, accountability and prosperity. We aim to help our clients succeed in fragile and challenging environments while building trust and giving a voice to local people.

We deliver five key services: research and analysis / project and programme design, monitoring and evaluation / stakeholder engagement / capacity development / project and programme management and implementation.

Our services are underpinned by the principles on which the company was founded: a commitment to local context, ethical procurement of local services and expert and high quality delivery. We work to build skills in the geographies where we work by investing in long-term presence and sustained relationships with national organisations, networks and individuals.Integrity employs a multinational team of project managers and implementers, thematic and regional experts, researchers, evaluators and analysts with years of experience delivering complex programmes in fragile geographies across Africa, Asia and the Middle East.Further information about Integrity can be found at www.integrityresearch.com.

Scope of Work:

The Head of Business Development (HBD) is a senior management position within the Directorate Business (DB) of a dynamic, fast-paced and growing organisation. The HBD role offers an experienced development sector professional the chance to develop DB at a senior level, leading on business development strategy and execution and supporting DB’s other functions of account management, consultant management and marketing and communications. HBD also sits on Integrity’s senior management team, with group oversight for the management and execution of Integrity’s projects,management of the team and directorate budget spends.

HBD will be managed by Integrity’s CEO until such time as there is a Director Business (scheduled recruitment for 2016). HBD will manage the business development team and other DB team members as required. The position is London-based with international travel as required.

Terms of Reference:

HBD is responsible for the outputs, efficiency and management of the business development team. The role requires a mature, creative and energetic individual with strong proposal writing, negotiation and people skills and the ability to build and lead a growing team.

A.Business Development (30%)

1. Work in close coordination with the CEO to design and deliver Integrity’s business development strategy. Ensure diversity and balance across our clients, key geographies, service-line delivery and practise area thematics.
2. Drive and manage the business development pipeline to facilitate sufficient contracted work to meet company-wide financial targets on a quarterly basis.
3. Oversee the development, implementation and maintenance of a clear schedule of market mappings and company wide opportunity tracking in existing and target geographies.
4. Oversee company-wide pre-positioning and proposal development including support in competitor mapping and consortium selection, brand and messaging and teaming.
5. Provide company wide support on commercial tenders and contractual negotiations.
6. Ensure close collaboration and coordination between business development and project services to facilitate an optimal transition between pre-positioning, proposing,contracting and delivery.
7. Support the wider team on their approach to business development including opportunity identification, structuring meetings, building consortia and financial models.
8. Oversee lessons learning and failure / success analysis processes to evolve and improve our client management and key business development processes.

B. Account Management (30%)

1. Until such time as there is a Head of Account Management, oversee the institutionalisation and management of client management system and process.
2. Manage and coordinate company wide account management, including key client accounts in London and providing support as needed for proposals and projects.
3. Oversee the development and uptake of after action reviews, including corporate lessons learning from key clients.
4. Ensure the CEO has clear coverage of company-wide account management actions and activities, challenges and changes on a weekly basis.

C. Consultant Bench Management (20%)

1. Until such time as there is a Head of Consultant Management, oversee company-wide identification, recruitment and relationship management of key project consultants.
2. Oversee the development and uptake of company-wide consultant management processes including feedback and performance analysis.
   Oversee the development, capture and use of regional and national consultant databases.

D. Marketing and Communications (10%)

1. Until such time as there is a Head of Marketing and Communications, oversee the development by the business development team of directed marketing and communications, in keeping with our company brand and messaging.
2. Oversee the development of marketing materials for new geographies, strategic business development initiatives and sectors.
3. Oversee the design, delivery and participation in events that catalyse and develop key client relationships.

E. Internal Directorate Business Development & Coordination (10%)

1. Manage the London based business development team, and other team members as required.
2. Participate in the company’s Senior Management Team, which is responsible for the operational and personnel management and success of the company.

Education and Experience:

The candidate will have:

1. A Master’s degree in international development, international relations, business administration or a related discipline.
2. A minimum of 5 year’s experience of personnel management.
3. Demonstrated experience generating new business in international development
4. Demonstrated experience winning and contracting £1m+ projects
5. Demonstrated experience managing a diverse client base and donor pipeline.
6. Demonstrated experience working with international teams in different locations.
7. Demonstrated experience managing complex commercial approaches and project budgets through the proposal and delivery cycle.
8. Demonstrated experience leading on complex contractual negotiations with a multitude of clients including DFID and USAID.

Competencies:

1. Fluent and articulate written and oral English.
2. A diplomatic and personable approach to developing and managing relationships and representing the Integrity brand.
3. A trusting and empowering approach to mentoring and managing team members.
4. A considered, methodical and intelligent approach to critically evaluating terms of reference and developing winning proposals.
5. The vision, aptitude and energy to grow the role and the organisation, building opportunities for personal and corporate learning.
6. A clear strategic outlook and an attention to detail.
7. Good time management, the drive to meet deadlines and work under pressure and manage teams delivering to tight schedules.
8. Personal and professional commitment, honesty and integrity.

How to apply:

If you are interested in applying for this position, please complete the application form at www.integrityresearch.com/apply and attach a CV and Cover Letter at the bottom of yourapplication.

Closing date for applications: 31st January 2016.

Candidates must have the right to work in the UK.

Please be advised that only shortlisted applicants will be contacted. Integrity is an equal opportunities employer. We positively encourage applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity. We will respect your confidentiality and abide by UK data protection laws.