POSITION TITLE: Director of New Business Development
LOCATION: Arlington, VA
DEPARTMENT: New Business Development
REPORTS TO: Senior Vice President of Programs
New Business Processes
Leads Winrock’s proposal process to meet organization’s strategic and annual new business goals across diverse program teams and proposal pursuits.
Develops and maintains Winrock proposal processes, systems, tools, trainings, knowledge management related to proposal materials and organizational capabilities and disseminates best practices.
Identify bottlenecks in the process and work with program and ops teams to ensure timetable and deliverables remain on track.
Coordinates Bid/No Bid process for pursuing new business and ensures notification of all relevant stakeholders and necessary sign offs. Works with program teams to track upcoming new business opportunities and weigh institutional priorities for centralized resourcing for those opportunities.
Provides guidance to program units on various donor funding mechanisms, such as USAID IDIQ, LWA, BAA, and others as well as on funding trends, potential new donors that are relevant to Winrock.
Lead tracking and analyzing new business data, including progress toward new business goals, funding pipeline, and estimated costs of proposal management & development.
Lead management of business development database tracking information on opportunities in capture, development, submission. Works with relevant program teams to ensure that database is updated to reflect status changes. Leads institutional new businesses meetings.
Lead preparation of routine, annual and semiannual reports to Senior Management on NB performance and cost effectiveness.
Ensures full compliance of technical and financial proposals vis-à-vis donor solicitations and requests by conducting compliance reviews of major proposals, providing user-friendly compliance checklists and proposal deliverable trackers to proposal teams, and providing guidance or troubleshooting to proposal managers and proposal leads in the management of proposal calendars and deadlines.
Train and mentor NBSU staff to support HR and Programs with recruitment activities preparing necessary paperwork, developing technical skills matrices and customizing CVs to ensure smooth recruitment proposes; develops technical skills matrices and organizes training for staff on the range of tasks related to staff recruitment for proposals, including effective advertising, conducting program interviews (vs. HR-led interviews), doing needed 1420 verifications, securing quotes from references for use in proposals, and finalizing resumes in WI’s format.
Train and mentor NBSU staff to support Finance team to ensure cost proposal meets all solicitation requirements and that partner budgets are delivered on time and at agreed upon ceiling.
Ensures adherence to proposal calendar deliverables and continued communication within each proposal team
Ensures sign off from all relevant stakeholders per Winrock’s schedule of delegation of authority and finalizes packages for submission 24 hours (One business day) before due date.
Reviews and approves proposal documents in accordance with Winrock’s schedule of delegation of authority
Knowledge Management and Training
Maintains collaborative proposal workspace for all proposal documents
Maintains user-friendly, searchable repository of proposal materials including past submissions, plaudits, CPARs and debriefs
Analyzes new business spending vis-à-vis pursuit budgets and calculates ROI
Develops a vision for NBD capacity development across WI and manages delivery of training, templates, tools, services and guidance to program groups.
Refine and readily share templates, tools and guidance for capture planning, budgeting and scheduling, and strengthen capacity on use of tools.
Prepares and leads post-submission evaluation sessions to glean lessons learned including obtaining feedback from donors.
Proposal Development and Management
Ensures timeliness and compliance of proposals by managing proposal calendars, compliance checklists, trackers etc.
Oversees collection, completion and production of all proposal components (technical, financial, management, annexes, cost share) working in collaboration with Programs, Operations and partners. Some information can be sensitive and confidential so determines access to sensitive items in collaboration with senior directors or relevant supervisors.
Trains proposal managers to ensure document version control, manage sequencing of reviews and the overall development, coordination and version control of all proposal documents.
Supports Program Groups to engage with partners and negotiate roles/scopes of work in teaming agreements, technical inputs, deliverables, and budget targets. Trains proposal managers to ensure receipt of timely submissions from partners for proposals.
Oversees the creation and maintenance of high quality institutional proposal material, including organizational qualifications and past performance information
Oversees proposal administration including consultant agreements, cost-code set-up, meeting logistics and other related tasks.
Responsible for ensuring communication among all parties throughout the proposal process. Work with proposal leads and proposal managers as needed to set a sound agenda for meetings and conference calls – building in institutional best practices, and to lead or co-lead those meetings as requested with expanded proposal teams, including Programs, Operations, consultants and partners ensuring adherence to proposal calendar deliverables.
NBSU Team Management
Hires and manages NBSU proposal managers, coordinators, interns, service providers and coordinates timely allocation of NBSU services for proposal development,
Maintains readily available roster of internal and external new business resources including consultant writers, graphic designers, editors etc. Collects feedback post proposal submission on NBSU service providers, to ensure a sound roster of successful, easy-to-work with providers.
Ensures work/life balance for team members and fosters growth and learning opportunities for staff
Strategic Positioning and Partnerships
Supports Winrock’s growth strategy by working with program teams to identify and position for new opportunities, donors and geographies
Supports development of cost share partnerships including public and private actors
Collaborates effectively with the broader Executive and Program Teams