mothers2mothers (m2m) is an Africa-based NGO that unlocks the potential of women to eliminate paediatric AIDS and create healthy families across ten sub-Saharan African countries. m2m trains, employs, and helps empower women living with HIV to work as community healthcare workers in understaffed health centres and underserved communities. Through a peer-to-peer approach, these ‘Mentor Mothers’ deliver a range of health services, advice, and support to women and their families. Started in Cape Town, South Africa in 2001 with an initial focus on preventing mother-to-child transmission of HIV, m2m has innovated and built on its strengths and now provides family-centred support for a range of related health and social issues spanning pregnancy, birth, childhood, and adolescence. It also partners with governments and other NGOs on the adoption of its programme to spread the Mentor Mother Model and its benefits. m2m has a track record of scaling its services and proven impact. To date, m2m has reached over 11M women and children under two, and created more than 11,000 jobs for African women living with HIV. For more, visit www.m2m.org.
Business Development Director – Cape Town
Reporting directly to the Chief Operating Officer (COO) and with dotted line management from the Global Development and Strategic Engagement Director, the Director of Business Development (DBD) has organisation-wide leadership of business development and direct responsibility for the Business Development Department. The incumbent will co-lead with the Director of Strategic Partnerships, the strategy and business development efforts for bilateral and multilateral grants, cooperative agreements, contracts, and sub-awards; host government contracts and awards; and key institutional donors. In addition, the BD Director will co- design, lead and implement a global approach to business development designing strategy, processes, systems and tools to ensure efficient and optimal turnaround of opportunities across the entire lifecycle – horizon scanning, capture, ideation, co-creation, proposal production and delivery. The incumbent will partner with key stakeholders in our partnerships, revenue generating, technical, finance and country teams providing support and challenge to ensure mothers2mothers is delivering the highest quality of proposals leading to appropriate and ambitious revenue for the implementation of our strategic plan. Core m2m global health areas include: reproductive, maternal and newborn child health (RMNCH), prevention of mother-to-child transmission (PMTCT), HIV/AIDS, nutrition, infectious diseases, integrated management of childhood illness (IMCI), early childhood development, adolescent health, and select non-communicable diseases; as well as innovative and effective peer mentor approaches. The Business Development Department provides core support for proposal development, including proposals to foundations and trusts, corporations, and select high net worth individuals, in support of global fundraising functions.
Key Performance Areas:
KPA 1: Organisational Strategy and Functional Leadership
Lead a high-performing, agile business development team who constantly adapt to the proactive and reactive needs of the revenue streams we are targeting i.e. multi & bilateral, trusts & foundations, private sector and strategic philanthropists.
Responsible for leading and supporting the implementation of m2m’s business development strategies, working closely with staff in current and targeted programme countries, South Africa, the U.S. U.K and Europe.
Be a key contributor and stakeholder in strategy production for all m2m target partners across all revenue streams.
Lead strategy production for a portfolio of key partners including USG.
Implement a business development strategy that underpins the overall GRM strategy and professionalizes efforts to seek out funding opportunities.
Systematically designs and revises resource development policies, procedures, and practices, effectively communicating guidance internally, and overseeing implementation of best practices.
Promotes the organisation’s mission, values, strategy, brand, and short- and long-term objectives, externally and internally.
Provides leadership for organisation-wide and business development strategy, with particular emphasis on resource development in line with organisational strategies, objectives, and timelines.
Monitor and track progress m2m is making across committed GRM global goals, priority projects, funding strategies.
Implements resource development strategies and objectives in line with the strategic plan and by establishing departmental, country specific, executive, and management accountabilities.
Ensures that organisational grants and proposal development functions meets the organisation’s needs, and are flexible to adapt as continental, country, political, and economic climates evolve.
In collaboration with other HDG members, assesses and reports on organisation-wide business development performance against the organisation’s short- and long-term strategies.
Presents and contributes to the preparation of Board meeting materials.
Supports the development, maintenance, and enhancement of strategic internal and external stakeholder relationships in Sub-Sahara Africa.
Representing m2m business development interests at relevant meetings, events, and other opportunities, and within resource mobilisation or donor-specific peer networks.
KPA 2: Opportunity Capture Planning
Co-leads with the Director of Strategic Partnerships all m2m’s opportunity capture planning in collaboration with Country Leads, Senior Portfolio and Resource Mobilization teams in the U.S and U.K.
Leads, supports and partners with GRM and Country programs on capture planning.
Develops and maintains regional partnerships across Sub-Saharan Africa with an emphasis on strategically increasing m2m’s US Government bi-lateral and multi-lateral (e.g. USAID, PEPFAR and CDC) portfolio.
Ensure m2m is seen as the partner of choice to the biggest implementers of our top target donors in country eg PSI, Plan International, Save the Children, World Vision and other partners.
Lead external engagement with and create a strong network of the best implementing partners in our countries of operation by engaging themselves and working with the SPT to build capacity of CLs to engage also.
Help create a culture of engagement in country by engaging yourself and by supporting CLs to engage.
Partner with key stakeholders in our partnerships, revenue generating, technical, finance and country teams providing support and challenge to ensure mothers2mothers is delivering the highest quality of proposals leading to appropriate and ambitious revenue for the implementation of our strategic plan.
Establishing new business partnerships and relationships, with an emphasis on strategically increasing partnering opportunities (both as a prime and a sub) for key projects/programmes.
KPA 3: Proposal Management
Overall Leadership for high quality, innovative, and responsive proposals, concept papers, and capability statements for new programmes and for the extension of current projects. Overall responsibility for m2m’s donor proposal tracking, coordination, writing, and submissions.
Ensure high conversion rate of opportunities generated through efficient, quality and excellent proposal development.
Partnering with the Budget & Financial Analysis Services Unit to address issues of strategic pricing, partner teaming agreements, and assuring a smooth transition from proposal development to pre-award.
Develops, implements, and monitors systems, policies, and procedures necessary for the smooth operation of grants management processes and donor funding proposals.
Assesses team’s and organisation’s proposal development skills and develops opportunities to increase and improve proposal development skills, as needed.
Keeps informed and up-to-date on developments in the field of international development, in particular in the area of grants, proposal development, management, and governance, and uses this information to assist the organisation to operate with initiative and innovation.
Leading and coordinating capture planning across the organisation; including monitoring and reporting on approaches and metrics to gauge and enhance resource development effectiveness (e.g., “Go/No Go” process, win-rates, quality analysis, and debriefing processes).
Keeping informed and up-to-date on key donor initiatives and resource mobilization strategies in international development, and utilizing information to inform organisational strategy and processes.
KPA 4: Business Development and Fundraising
In collaboration with Global Resource Mobilization, is responsible for leading and supporting the implementation of m2m’s business development strategies, working closely with staff in current and targeted programme countries, South Africa, the U.S., and Europe.
Design, lead and implement a global approach to business development designing strategy, processes, systems and tools to ensure efficient and optimal turnaround of opportunities across the entire lifecycle – horizon scanning, capture, ideation, co-creation, proposal production and delivery.
Support, mentor and enhance the global and country teams in their business development efforts to ensure increased funding.
Implement a business development strategy that underpins the overall GRM strategy and professionalizes efforts to seek out funding opportunities
In coordination with the Global Resource Mobilization team, identifies opportunities and leads new business, partnership and funding efforts across Sub-Saharan Africa with an emphasis on strategically increasing m2m’s United States’ Government (e.g. USAID, PEPFAR, and CDC) other bi-lateral and multi-lateral portfolios.
Internal/External Performance Management
Manages the performance, training, coaching, and continuous development of Business Development team (currently in Cape Town, Ghana and Kenya) in accordance with the organisation’s performance management program.
Responsible for personally managing or through Departmental managers, external service providers and independent contractors in accordance with their service level agreements.
Mentors Business Development staff and builds an effective and dynamic team
Contributes to guiding and supporting the performance management and development of larger, cross-divisional teams, as appropriate, outside the direct span of control of program/project areas
Qualifications and Experience
Bachelor’s Degree in International/Public Health or other relevant discipline, and at least twelve years of business development experience (at least six years in a managerial role) in international development. Masters degree preferred.
Proven successful track record in securing funding from USAID, FCDO, the Global Fund, CDC, NIH, UNICEF, and/or other key stakeholders in the HIV/AIDS and global health sector.
Extensive experience in developing technical proposals, budgets, log frames, work plans, and other components of proposals.
Familiarity with bilateral/multilateral funding processes and key players within these institutions; current knowledge of key funding priorities in the global health sector aligned with m2m’s mission.
Clearly demonstrated success in effectively engaging with governments/multilaterals and understanding how best to navigate the politics associated with such agencies.
Extensive experience in mentoring and building the capacity of staff in proposal development.
Demonstrated interest and knowledge of international development/global health issues.
Proven experience and ability in managing staff and collaborating with colleagues across countries and time zones; and preferably, experience in living and/or working in Sub-Sahara Africa.
Competencies
Ability to manage a diverse team of professionals, working across divisions and countries in an international NGO structure.
Ability to work in a dynamic, entrepreneurial environment.
Ability to thrive in an atmosphere that demands and rewards innovation and creativity, with a high bar for commitment and performance.
Conscientious and efficient in meeting commitments, observing deadlines, and communicating both internally and externally in a timely and responsive manner.
Ability to manage diverse relationships, be culturally sensitive, and maintain a respectful demeanor in context of working within the international development sector.
Highly effective and versatile communication skills—both written and oral—with the ability to write effectively for a variety of audiences.
Strong ability to present complex and often sensitive issues in a succinct and compelling manner.
mothers2mothers is an equal opportunity employer. We particularly encourage applications from people living with HIV and AIDS (PLWHA), people with disabilities, women and previously disadvantaged people.
Competitive salary packages will be negotiable in accordance with m2m’s remuneration policies.
To Apply:
Interested applicants should apply for this position via https://m2m.org/who-we-are/careers/ by 25 March 2022.