Summary of the Position
As the lead for the Business Development (BD) team, within the Global Health Program department, the Director develops and executes a growth and diversification strategy for USP’s donor-funded work. Working in coordination with the Africa and Asia leads, as well as technical and program colleagues, the Director is responsible for positioning USP for growth, building new partnerships and maintaining existing ones, identifying new donors and opportunities as well ensuring effective business development tools and processes are available and used. Partnership management and external engagement with key stakeholders are key to the success of the role.
The Director will stay abreast of global health developments, analyzing the impact on USP’ strategy and advising leadership. S/he oversees the funding pipeline, ensures human and financial resources are assigned appropriately, ensures go/no-go processes are followed and that appropriate proposal reviews are completed to ensure competitive, compliant, and winning proposals are submitted. The Director will collaborate internally across business lines as well as externally with clients and partners. The primary focus is on institutional donors, and larger scale competitive funding opportunities from key donors (70%) as well as private foundations and smaller, strategic opportunities (30%) that are aligned with USP’s 2020-2025 strategic plan. By 2025, the Business Development function is expected to have tripled the current, limited, funding portfolio, outside of our USAID flagship program.
Roles and Responsibilities
Strategy development and donor engagement (30%)
- Responsible for developing and implementing a new business strategy for donor-funded work with a focus on LMICs. This includes developing annual workplans for the new business team with input from other departments and based on an external scan and stakeholder discussions
- Develops targeted donor engagement strategies, including sell decks, and presents USP capabilities to donors, implementing partners, regional bodies (ASEAN, AU/NEPAD, etc.) and other key stakeholders, including but not limited to host country governments and the private sector
- Builds an appropriate pipeline of funding opportunities aligned with USP’s technical areas, staying abreast of external developments impacting potential growth and working in a matrixed environment to accomplish approved goals
- Leads a team responsible for capture in coordination with regional Directors for Africa and Asia
Business Intelligence (15%)
- Manages the process, tools and resources, including staff responsible for the development and dissemination of tools and resources as well as donor trends. The Director is expected to stay abreast of funding developments, new mechanisms, partner/competitor landscape analysis, ensuring appropriate information is shared across the division and with other divisions as appropriate.
Partner management (10%)
- Develops and expands international, regional and local partner relationships with current and potential partners.
- Effectively advocates and represents USP on teaming negotiations in coordination with VP, Global Health Programs.
- Provides oversight and is accountable for the use of SharePoint as the central repository for partner and donor engagement tracking
Proposal development oversight (45%)
- Manages business development relationship with technical teams, country teams and regional directors, leading or supporting in the development of funding and donor engagement strategies, the cultivation of an opportunity pipeline, positioning, and opportunity capture.
- Accountable for performing rapid assessment of capabilities, strengths, and weaknesses for each opportunity in the regional pipeline and oversee capture team’s development of the company’s win strategy.
- Oversees all aspects of business development to ensure strong narrative and cost proposal as well as proposal production and quality control; this may, at times, include drafting non-technical sections of proposals.
- Establishes appropriate standards for business development and incorporate best practices
- Implements appropriate processes and quarterly analysis of business development/proposal performance, ensuring lessons are collected and shared and that Leadership is provided with key metrics for decision-making.
- Master’s degree in public health, international development, or other relevant field
- At least 15 years of work experience in international development
- 10 years of relevant work experience in business development with direct USG and other donor market experience with at least 8 years focused on public health
- At least 5 years of experience managing a new business function/team
- Successful track record of leading new business processes from pre-positioning to award, and winning USG and other donor-funded proposals in several program areas.
- Existing relationships with key donor staff, including but not limited to USAID Missions, Global Fund, CDC, Gates Foundation, etc.
- Demonstrated leadership, decision-making, teambuilding, and management skills.
- Ability to handle multiple priorities in a fast-paced environment.
- Excellent written and verbal communications skills.
- French language skills preferred
- Senior Manager (Writer)
- Manager, Partnerships & Growth
- Manager, Global Business Development
- Pricing and Costing Manager
USP offers an impressive benefits package, including:
- Generous paid time off – 15 paid holidays, 10 sick days and 15 vacation days per year to start
- An annual 401(k) contribution, beginning after 1 year of service, of 10% of pay (base and bonus) every pay period that vests immediately
- Comprehensive individual and family healthcare plans with affordable premiums and low annual deductibles.
The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the world's top experts in health and science to develop quality standards for medicines, dietary supplements, and food ingredients. USP brings together more than 1,100 talented professionals across five global locations to deliver its mission to strengthen the supply of safe quality medicines and supplements worldwide.
USP is proud to be an equal employment opportunity employer (EEOE) and affirmative action employer. Employment selection and related decisions are made without regard to sex, race, age, disability, religion, national origin, color, veteran status, sexual orientation, gender identity or any other protected class. We are committed to working with and providing reasonable accommodation to individuals with disabilities.
USP does not accept unsolicited resumes from 3rd party recruitment agencies and is not responsible for fees from recruiters or other agencies except under specific written agreement with USP.