Management Sciences for Health

Senior Director, Business Development

Grade
M
Job ID
13-9716
US- Arlington, VA or Medford, MA
# of Positions
1
Group/Office
HPG
Dept/Unit
BRD (Business Resource Development)
Project/Program
A000 - None Specified
Reports To
Vice President, Health Programs Group

Overview

MSH seeks a senior level business development professional to develop and implement the strategic goals for the organization and lead the business development unit.  This individual will implement MSH’s strategy to build a portfolio of new business targeting MSH’s core funding sources of US government agencies, as well as the World Bank, UN agencies, major foundations, and other international organizations working to improve international public health. There will also be a strategic focus and effort to pursue opportunities with commercial and private sector businesses at global and country levels.  

 

The Senior Director, Business Development will be a key contributor to MSH. Reporting to the Vice President of the Health Programs Group (HPG), he/she will provide strong business leadership in assessing opportunities and guiding the organization’s business decisions. The role identifies, investigates, and analyzes new opportunities for strategic fit with both MSH’s USG and non-USG business goals. The Senior Director will use a strategic planning approach, combined with a thorough knowledge of the market, and matched with a firm understanding of MSH’s technical offerings/services to develop a pipeline of business in international public health. The Senior Director will also build and maintain business relationships with leading agencies and organizations that are key players in global development and will represent MSH at important international meetings and conferences.

Specific Responsibilities

Business Development Strategy

  • Identifies and stewards portfolio of new opportunities to support MSH’s  business goals
  • Conducts market research (independently and/or in collaboration with internal subject matter experts) to provide detailed economic analyses of both USG and new non-USG opportunities (e.g., business intelligence, competitive analysis, development plan, commercial forecast, financial analyses) to inform business decisions.
  • Drives the process from first contact with potential clients through relationship cultivation to execution of agreements. Track these efforts using a customer relationship management system (Salesforce).
  • Closes new business opportunities by coordinating the evaluation of new opportunities across multiple functional areas including regulatory, commercial, finance, legal, intellectual property, etc.
  • Develops and maintains a schedule of contacts with business prospects and gains access to influencers and decision makers in order to best position MSH and effectively complete negotiations.
  • Fosters a culture of excellence and accountability. Reviews all strategic partnering decisions in consultation with the technical area VPs and in coordination with TSLs. Provides technical input to the proposals ensuring compliance with MSH quality standards and funder requirements.
  • Develops business strategies and annual and multi-year plans, including revenue targets to meet the new business development and diversification goals of MSH. Also ccontributes to MSH’s yearly revenue targets, bidding strategy, and annual work planning process for business development.
  • Represents MSH to both internal and external clients in a positive and professional manner.
  • Works closely with MSH’s corporate finance and legal teams to structure and execute complicated transactions.
  • Serves as a member of the senior management team.  
  • Supervises business development staff as needed.
  • Performs other duties as assigned by the VP of HPG to contribute to the success and achievement of MSH’s new business projects and activities.

Proposal Process Leadership and Management

  • In cooperation with assigned technical leads manage and lead the development of MSH’s competitive proposal process including win strategies, partner strategies and cost strategies.
  • Monitor and ensure responsiveness and compliance of proposals to the solicitations using compliance monitoring and review.
  • Manage every aspect of the proposal development process, including ensuring the use of business development systems, processes and best practices to develop the most responsive and competitive proposals. Direct the efforts to change and develop processes as needed to ensure an effective and effective proposal process.
  • Facilitate technical strategy development of senior level technical and country expert staff, including development of log frames and results frameworks.
  • Manage and oversee the proposal calendar, in collaboration with and oversight of a proposal coordinator, and monitor adherence to the defined process and deadlines for technical proposals, rosters/recruiting, proposal budgets, production schedules and quality standards for proposals. Work with the TSLs (and Office/Center senior managers as required) to resolve issues with delays or other roadblocks in the proposal process.
  • Monitor proposal costs for the unit and report to MSH leadership on potential cost overruns and cost savings with a view to finding cost savings and value for money where appropriate.
  • In coordination with the Cost Proposal Unit staff, develop best-value cost strategies and ensure a unified strategy in both technical and cost proposals.
  • Monitor and ensure staffing strategy alignment with Human Resource Management (HRM) Staff, Center Managers and Sr. Director of BRD to meet staffing priorities.

 

Qualifications and Experience

Education

Required:

  • Advanced degree in management, business administration, public health or a relevant discipline.

Experience

Required:

  • A minimum of 10 years of relevant professional experience in new business development, including management of new business development teams, systems and processes, with a focus on a diverse set of public sector donors, including USAID, CDC, DFID, and others, with a track record of success (increased win rates and revenues).

Preferred:

  • 15 years of progressively responsible experience is preferred. Experience in international public health highly preferred.
  • Prior experience of successfully leading significant (USD $50M or more) US government solicitations. Experience with other international government solicitations and mechanisms is highly desired.
  • Proven experience working with a mature business development process and scaling it to work at many levels within an organization and with a variety of donors.
  • Preference for experience managing senior-level staff.

 

Knowledge and Skills

  • Proven track record in securing funding from international private sector businesses as well as international donor agencies, major foundations, and other international organizations working to improve public health. 
  • Demonstrated success as a leader, manager and team player who has successfully motivated staff from diverse backgrounds to achieve and sustain excellence.
  • Have established working relationships with key global organizations, agencies, and players in MSH’s target markets or the capacity to quickly establish and build those relationships.
  • Successful track record of proposal writing and oversight of proposal development required.
  • Demonstrated understanding of current topics, trends, and institutions related to global health, is highly desirable.
  • Superior analytic and strategic communication skills—verbal and written—including visual depiction of insights and ideas.
  • Demonstrated capacity to speak and present at high level international meetings and conferences.
  • Team player who is comfortable working in a global matrix system and exerting leadership through strong influencing skills
  • Well organized, detail oriented, with a strong sense of urgency.

Competencies

  • Ability to work effectively in a multi-cultural team environment with both technical and non-technical staff from various cultural backgrounds.
  • Ability to function autonomously and drive strategic decisions while also executing deals from start-to-finish
  • Ability to make strong professional and credible impressions with senior-level audiences, both to a variety of external stakeholders and internally

Physical Demands

  • Travel requirements: Availability to travel internationally as needed.
  • Keyboard use, pulling drawers, lifting papers <10lbs.

Background Information

Management Sciences for Health (MSH), a global health nonprofit organization, uses proven approaches developed over 40 years to help leaders, health managers, and communities in developing nations build stronger health systems for greater health impact. We work to save lives by closing the gap between knowledge and action in public health. Since its founding in 1971, MSH has worked in over 150 countries with policy makers, health professionals, and health care consumers to improve the quality, availability and affordability of health services. Working with governments, donors, non governmental organizations, the private sector, and health agencies, MSH responds to priority health problems such as HIV & AIDS; tuberculosis; malaria; maternal, newborn and child health; family planning and reproductive health; and chronic non-communicable diseases such as cancer, diabetes, and lung and heart disease. Through strengthening capacity, investing in health systems innovation, building the evidence base, and advocating for sound public health policy, MSH is committed to making a lasting difference in global health.

EEO Statement

Management Sciences for Health is an equal opportunity employer offering employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, citizenship, physical or mental disability, or veteran status.

Reports To

Vice President, Health Programs Group

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