The Purpose of the Role
Reporting both to the Regional Grants Director and the Director of Business Development, the Senior Business Development Advisor (SBDA), Latin America will lead IRC’s new business development efforts in support of Latin America’s country programs, in line with IRC’s Business Development Strategy and country Strategy Action Plans (SAPs). Support will include all phases of the business development process, from opportunity identification to contract signature; including pre-positioning (including capture), partnerships, proposal development, and due diligence phases. The successful candidate will have a strong track record of working on new funding opportunities in humanitarian and international development with a range of multilateral and bilateral donors (USAID, US Department of State, FCDO, EU and ECHO, GFFO, BMZ, Sida, SDC, World Bank, etc.), as well as experience collaborating with local partner organizations.
The SBDA will serve as the regional focal person for all business development for institutional donors in the IRC’s Latin America region, which comprises a comprehensive regional response to the Venezuela Crisis to include Venezuela, Colombia, and Ecuador (with the possibility of Peru on the horizon); regional response in Northern of Central America (NCA - El Salvador, Guatemala and Honduras) and Mexico & Cross Border Response. Candidates who are from these countries and/or have significant experience in the region are strongly encouraged to apply.
• Maintain up to date knowledge of donor funding priorities and geographical interests relevant to IRC’s area of work; Collaborate with country programs to successfully position for new funding.
• Lead and assist country teams in the identification, tracking and updating of new business opportunities across a variety of technical sectors and donors, including facilitating technical brainstorming, partner and competitor landscape analysis and win theme sessions with technical and country staff.
• In future and as funding portfolio grows, lead a team, including performance management and professional development through ongoing feedback, coaching, and career support.
• Serve as a member of the Regional Program Support Team (RPST), serving as the business development point of contact for the region’s Senior Management Team (SMT) and participating in RPST team initiatives to best support the region and country programs.
• Serve as a member of the Regional Program Development (PD) team, coordinating with other S/PDAs to share best practices and lessons learned to ensure high quality proposal submissions globally.
• Strategic planning support to country office teams in the setup of funding priorities and targets and supporting the achievement of the regional and country targets.
• Drive business development in the region by providing effective proposal support, ranging from proposal management to comprehensive support and quality assurance.
• Strengthen internal systems and processes to ensure we are aligned to IRC’s ways of working and internal requirements.
• Coordinate concept note and proposal development, including sharing initial assessment of new opportunities, preparing timelines, ensuring the proposal team adheres to deadlines, supporting recruitment, assisting in budget development, ensuring document completion, organizing meetings and compiling notes, and drafting and proofreading proposal sections. This includes support to country office teams in the management and maintenance of IRC’s grants management system.
• Collaborate with technical units, country offices, and other colleagues to support conceptualization of winning program and bid designs for new project activities and/or amendments to current projects. Provide guidance on USG, FCDO, EU, and other donor policies and ensure project design is responsive and compliant with donor expectations, rules and regulations.
• Coordinate and communicate with consortium partners. Negotiate and finalize teaming agreements with partners and ensure vetting of partners is performed by country offices as per IRC’s requirements. Compile inputs from proposal team members, including consultants and partners. Identify partners, consultants, and other proposal development support as needed.
• Provide quality assurance and quality compliance support on proposals. Ensure responsiveness to and compliance with solicitation documents and with IRC’s requirements.
• Support in building IRC’s visibility with donors, peers, and partners.
• Support country programs in increasing local ownership of projects in alignment with IRC’s partnership strategy and internal subaward management system, through growing IRC’s collaboration with and support to local organizations in Latin America countries.
• Facilitate the identification of consultants and/or additional support for opportunities in collaboration with the country and regional teams.
• Contribute to business development systems, tools, and process improvement initiatives.
• Facilitate internal post-submission debrief sessions with country teams, technical units, regional team and other relevant stakeholders to collect lessons learned.
• Work with RPST colleagues to incorporate lessons learned from implementation at the proposal stage.
• Participate in developing, updating, and delivering proposal training for the organization.
• Develop, strengthen, and share capacity of other IRC staff—including direct reports, IRC country and regional teams—to identify opportunities and develop strong program design and proposals.
• Maintain complete and accurate electronic files, including final submission packages, and internal trackers.
Skills, Knowledge and Qualifications:
• Substantial experience and a successful track record leading large proposal teams on complex subject, multi-year, multi-partner proposals with minimal supervision.
• Experience in developing and supporting humanitarian and development proposals for NGOs.
• Experience with strategies and proposal processes of key government/statutory donors – US Government (USAID, OFDA, BPRM, etc.), FCDO, EU institutions (ECHO, EUTF), and other donors (GAC, Sida, FCDO, GFFO, SDC, etc.).
• Experience in collaborating with and supporting national and community-based partners.
• Experience in proposal budgeting a plus.
• Excellent communication and interpersonal skills, including the ability to effectively collaborate across a variety of relationships in a multicultural environment.
• Demonstrated ability to collaborate equally effectively with colleagues in remote and diverse teams, including as team leader for proposals.
• Clear, compelling writing skills, preferably with previous experience with proposal writing.
• Ability to multi-task and prioritize effectively.
• Ability to travel internationally (approximately 20% of time).
• Fluency in English and Spanish.
Standard of Professional Conduct: IRC and IRC employees are required to abide by the values and principles outlined in the IRC Way – Code of Conduct which are Integrity, Service, Equality and Accountability. In accordance with these values, IRC operates and enforces policies on Beneficiary Protection from Exploitation and Abuse, Child Safeguarding, Harassment-Free Workplace, Fiscal Integrity, Anti-Retaliation, Combating Trafficking in Persons and several others.