The Head of Business Development Scope of Work
The Head of Business Development (HBD) is a senior management position within Integrity’s Business Directorate.
The role offers an experienced development sector professional the chance to develop the Directorate at a strategic level, leading on execution of the global business development strategy and supporting the Directorate’s other key functions of account management, consultant management and marketing and communications.
HBD will report directly to Integrity’s Director Business (DB) while managing relevant team members as required. The position is London-based with international travel.
Terms of Reference
HBD is responsible for the execution of Integrity’s global business development strategy and management of key members of the business team. The role requires a mature, creative and energetic individual with strong proposal-writing, negotiation and people skills. The right individual would combine the drive to compete for and win large-scale contracts with the emotional intelligence needed to build and lead a loyal and motivated team.
Working in close coordination with Director Business and Integrity’s wider team in the UK, US, East Africa, MENA and Pakistan:
A. Business Development and Account Management (40%)
The Head of Business Development will:
- Play a key role in the design and execution of a global business development strategy.
- Help hit company-wide financial targets by winning, negotiating and taking to contract the right mix of work opportunities.
- Ensure a technically relevant, financially attractive and secure pipeline of future work across a diverse range of clients, geographies, services and thematics.
- Manage key client accounts and relationships. Negotiate access to key consortia for new work and build the right consortia for contracts delivered by Integrity as Prime.
- Present an accurate proposal forecast as a member of the weekly company resource committee.
- Present a high-quality pipeline analysis to the company’s executive management committee on a monthly basis.
- Develop and oversee best-of-sector proposal processes including pre-positioning, thought-leadership, client-outreach, competitor mapping, consortium selection, brand and messaging, technical and commercial submissions and project teaming.
- Lead and build capacity company-wide on commercial tenders and complex contractual negotiations with a multitude of clients including UK, US, the World Bank and/or EU government clients.
- Ensure an optimal transition of newly-won work to the programme delivery teams.
- Oversee lessons learning and failure / success analysis to evolve and improve our win rate and the technical and commercial suitability of our proposals.
- Feed into the evolution of our global account management system and processes.
B. Consultant Management (20%)
The Head of Business Development will:
- Input into the company-wide identification, recruitment and relationship-management of best-of-sector project consultants, including dynamic and responsive teaming processes on key proposals.
- Input in the development, capture and use of regional and national consultant databases.
C. Internal Management and Coordination (20%)
The Head of Business Development will:
- Manage the London-based business development team, and other team members as required.
D. Marketing and Communications (10%)
The Head of Business Development will:
- Build a nuanced and evidenced company-wide understanding of our key sectors, including current and future technical, geographic, thematic and procurement trends.
- Support the development of Communications as an external Service Line.
- Oversee the development of directed and differentiated flow of external communications against key profile objectives and in keeping with our company brand and messaging.
- Oversee the development of key marketing materials reflecting our technical, geographic and thematic capabilities, offerings and achievements.
- Oversee the design and delivery of key Integrity events and participation in wider market events that catalyse and develop key client relationships and new work opportunities.
E. Project Delivery (10%)
The Head of Business Development will:
- Develop a close working relationship with Directorate Services through selected delivery including Project Directorship on Framework agreements.
Your Education and Experience
The candidate will have:
- A degree in international development, international relations, business administration or a related discipline.
- A minimum of 5 years’ experience of personnel management.
- Demonstrated experience generating new business in international development.
- Demonstrated experience winning and contracting £1m+ projects.
- Demonstrated experience managing a diverse client base and donor pipeline.
- Demonstrated experience working with international teams in different locations.
- Demonstrated experience managing complex commercial approaches and project budgets through the proposal and delivery cycle.
- Demonstrated experience leading on complex contractual negotiations with a multitude of clients including UK, US and/or EU government clients.
- Experience of contract delivery in international development, including project management and/or technical delivery.
Languages: Fluent and articulate written and oral English.
Competencies
The candidate will have:
- Sound financial fluency.
- A diplomatic and personable approach to developing and managing relationships and representing the Integrity brand.
- A trusting and empowering approach to mentoring and managing team members.
- A considered, methodical and intelligent approach to critically evaluating terms of reference and developing winning proposals.
- The vision, aptitude and energy to grow the role and the organisation, building opportunities for personal and corporate learning.
- A clear strategic outlook and an accompanying attention to detail.
- The ability to work under pressure and to tight deadlines with flexibility, efficiency and good nature. An ethical approach, personal integrity and a strong sense of self.
How to apply:
If you are interested in applying for this position, please complete the application form at www.integrityglobal.com/apply and attach a CV and Cover Letter at the bottom of your application.
The closing date for applications is 31 March 2020. However, we will review candidates on a rolling basis and the vacancy may be filled before this deadline. We encourage early applications. Please be advised that only shortlisted applicants will be contacted.
Candidates must have the right to work in the UK.
Integrity is an equal opportunities employer. And positively encourages 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.