Manager, Business Development (Africa Region)

Job Description

CDM Smith provides lasting and integrated solutions in water, environment, transportation, energy and facilities to public and private clients worldwide. As a full-service consulting, engineering, construction, and operations firm, we deliver exceptional client service, quality results and enduring value across the entire project life cycle.

As a member of this team, you would contribute to CDM Smith’s mission by: Ensuring the on-schedule delivery of quality products within budget on multiple projects Planning, organizing, and supervising teams on multiple public work-, finance-, and management-related projects Initiating and preparing new business proposals and interviews Participating in new business development Communicating and meeting with clients Performing general project administration activities such as budget and schedule maintenance, correspondence, and billing and collection Advising on individual problems for CDM Smith staff members Serving as a technical expert on complex assignments Evaluating results and staff progress Coaching less experienced staff Adhering to targeted utilization rates and effective labor multipliers.

Mission

Identify, pursue and win profitable contracts in accordance with regional strategic priorities that promote sustainable growth within the African continent specifically in the water, power and transportation sectors. Focus will be on the US and European donor markets including programs such as: Global Climate Change, Feed the Future Initiatives, Power Africa, and Cities for Infrastructure Growth.

The position will lead all marketing and business development activities in the region with support from colleagues at the country, regional and global level. Responsibilities will include identifying and implementing marketing activities (e.g., conference presentations, marketing campaigns, etc.), management of the sales cycle (e.g., opportunity identification, pre-sell, proposal, etc.), and client management support during project implementation.

Duties

• Participate in the development and implementation of a Development Assistance market strategy that promotes a sustainable African regional presence and drives regional growth;
• Establish and manage sales and business development budgets (annual and 5-year) including regular monitoring and reporting on progress;
• Lead the preparation and management of major proposal development processes, including major multi-party proposals on which CDM Smith seeks to be the prime recipient;
• Develop and maintain strong client relationships with targeted donors in the region;
• Partner with Regional Delivery team to ensure client satisfaction and increased opportunity for mining existing projects for additional sales opportunities;
• Establish strategic partnerships with organizations to team with CDM Smith in new pursuits;
• Coordinate with the DAS marketing team to develop marketing materials;
• Participate in internal technical transfer activities to share best practices across the firm;
• Lead the development of concept notes and proposals for submission to various donors;
• Identify and implement strategies to meet longer-term funding needs, including identifying and pursuing funding opportunities with donors based in the region;
• Ensure regional sales compliance with CDM Smith procedures and Code of Ethics;
• Extensive travel within the continent of Africa and occasional travel to the US and Europe.

Minimum Qualifications

• Bachelor’s degree in a business or technical discipline; MBA/ MA degree strongly preferred;
• 10+ years with primary responsibility in business development in the developing world, with a strong preference for Africa experience as well as experience with USAID, and the Millennium Challenge Corporation;
• Experience with KfW/GIZ, DFID, EIB, and World Bank is a plus;
• Strong understanding/experience in the sectors in which CDM Smith works, notably water/sanitation, transportation and energy; experience in climate change, natural resources management, and agriculture is a plus;
• Demonstrated past success in organic growth and expansion of geographies, client and sector within the same or similar industry;
• Proven experience leading large pursuits that include identifying opportunities, establishing teams, identifying and managing risk, organizing technical and marketing resources, and preparing technical and cost proposals;
• Established robust industry network of respected global clients and partners;
• Demonstrated cross cultural skills working in different developing countries throughout the region;
• Fosters a team environment, promotes a high-performance culture, builds trust and accountability, maximizes business results, build coalitions and leads change;
• Ability to manage risk associated with pursuits, clients and other partnerships;
• Fluency in English required and knowledge of at least one foreign language preferred.

About the Organization

CDM Smith is a privately owned, global, full-service consulting, design/build engineering, construction, and operations firm helping public and private clients improve their environment and infrastructure through award-winning projects. Since 1947, we have provided innovative solutions developed through strong client relationships of mutual trust and respect and a commitment to quality and integrity. From a three-person firm in the United States to today's staff of more than 5,000 worldwide, CDM Smith has grown and diversified with our clients' needs in mind. Our mission is to reach one goal – the client’s – by providing the right total solutions.