VP for Business Development

Job Description

Devex is assisting an organization committed to serving underserved populations, including leaders in healthcare, government, international donor organizations, NGOs and their contractors, life science and medical technology companies in looking for a VP for Business Development to be based in Cape Town, South Africa.

Our client is a data-driven solutions company recognized internationally for its work with governments, NGOs and their contractors, donors and private-sector companies to improve social, economic and health outcomes for underserved populations around the globe. They have offices in South Africa, Nigeria, Zamvia, Kenya, China, Switzerland a and USA.

The VP Business Development is the global executive responsible and accountable for achieving overall client acquisition and revenue growth objectives.

The VP Business Development will develop and execute all key growth Business Development strategies, tactics, action plans and will manage and grow a global Business Development workforce. S/he must have a proven track record in building a sales department and experience in achieving aggressive sales targets and in implementing and building a Business Development strategy, approach, workforce in a fast moving entrepreneurial environment. Additionally, the individual should have extensive experience in the government/donor contracting & commercial business sectors for healthcare consulting services and wrap-around technology products. Experience in Global Health and other development industry sectors in Africa and other markets is critical including leading large proposal bids and final contract negotiations with customers such as USAID, CDC and partner organizations.

The VP Business Development will report directly to the co-CEO/co-Founders and will work in collaboration with other members of the Executive Team and key stakeholders across Finance, HR, Analytics and Program Delivery

• Set up the Business Development team with clear plans, goals and objectives that links to clear BR Outcomes and targets
• Ensure people management systems and practices are adhered to
• Standardize the Business Development methodology and philosophy globally in the department
• Demonstrates best practice of Business Development while developing targeted accounts and actively working specific opportunities
• Communicate, present and monitor our Business Development approach to all our existing clients and future projected clients
• Plan the set-up of electronic and hardcopy documentation libraries
• Define a detailed project work Business Development plan including work elements and dependencies
• Develop a stakeholder and communications framework and clear business development measurements are met
• Manage the service delivery received from all vendors and service providers used within the project to drive the success of the sale
• Manage and communicate a clear vision of the Business Development objectives, and motivate the team to achieve them
• Determine clear and results orientated communication methods to be implemented (e-mail, meetings, intranet project page etc)
• Ensure that Business Development status reports, meeting minutes and issues log are distributed to key stakeholders
• Ensure that Business Development feedback mechanisms are in place
• Collect and disseminates Business Development performance information (Business Development dashboards and targets, project metrics, status reporting, progress measurement and forecasting)
• Conduct Business Development and market research to determine client needs and provide information to our BR knowledge base for clear reporting and Business Intelligence
• Researching and Understanding the needs of current and building a future client base to grow our client base
• Following up on Business Development leads and contacting key clients to become potential customers in an effective and timely manner
• Define Business Development baseline and conduct post Business Development deal closing where we build on our lessons learned for future BR offerings
• Look at New Account Clients and expand on existing client base
• Maintain an up to date understanding and awareness of industry trends, government regulations, and technical developments that effect target markets
• Leading product demonstrations for potential leads and closing Business Development in an effective and professional manner;
• In parenthesis (USAID, CDC, etc.)
• Include contract negotiations and finalization
• Managing Business Development pipeline, analyzing and managing activity and monitoring the activity against the targets.
• Report on the Business Development progress to the Founders and during the GLC Management Meetings
• Communicate around the needs of all regulations pertaining to USAID.
• Identifies Business Development stakeholders (customers, sponsors, government, key clients etc.)
• Plans proactive stakeholder communications
• Prepares stakeholder management plan and focuses on specific stakeholder requirements
• Develops and maintains positive working relationships with stakeholders
• Forecasts annual operational expenses (rolled up globally and by individual client) in line with business plan objectives and manages overall expenses as aligned to the budget
• Investigates methods to reduce/contain costs by identifying synergies across clients
• Investigates methods to reduce/contain costs by developing processes, procedures and standard delivery tools
• Develops policies and processes required to execute on Business Development Delivery strategy
• Develops and recommends changes to policies, procedures to support strategic intent of BRHC.
• Ensures that the company policies and procedures are updated and maintained where Business Development applicable

Qualifications and Experience

• Master’s Degree / Honors in Business Administration or a Commerce Degree. Post graduate qualification is preferable
• 15 years proven Business Development track record, where 7 years are at an executive level. Proven track record and experience in implementing and building (start-up) in Business Development strategy, workforce planning and building of a Business Development workforce structure in a fast moving entrepreneurial environment. Healthcare and or IT Data Solutions experience preferable.
• Executive with proven Business Development track record in consulting services and wrap-around technology products sector in both the government/donor contracting and commercial environments for the areas of Global Health and other health and social service sectors especially with customers like USAID, CDC, etc.
• Must have extensive experience working in emerging markets and especially in Africa
• Must have the ability to sell locally and to a global market
• Track record of compiling concepts and packaging products to Business Development
• Must have the ability to work operationally in order to score the deal and assist the team to move forward
• Must have experience in building a reputable and functional Business Development workforce
• Must have at least 8 years of demonstrated Business Development experience in consulting services and wrap-around technology products, including managing large RFP/RFA bid processes, capture planning, customer presentations, product demonstrations, price quoting, and negotiation, closing contracts and growing and managing global Business Development teams
• Must have in depth knowledge of the standards, principles, artefacts, methods and processes from conceptual to Business Development.
• Must have in depth knowledge of resource planning, reporting, prioritization and budgeting
• Must be proficient in MS Office
• Must have organisational and analytical skills
• Must have strong English written and oral communications skills, with an ability to translate complex language into simple terms
• Must have flexibility to travel to where the client and customer support activities

To apply, please send your most updated CV in English and a Cover Letter (optional). Only shortlisted applicants will be contacted.