The Associate Vice President (AVP) for New Business Development leads and oversees the organization’s new business development and award management functions related to institutional donors, supporting achievement of the agency’s revenue targets, stewardship of donor relationships, and management of donor resources across all Business Teams within Save the Children US (SCUS). The AVP serves as the Account Manager for the US Government (USG), bringing together stakeholders within SCUS and other Save the Children entities outside the US to drive program quality, growth, award performance and advocacy across critical thematic and cross-thematic areas. The AVP also supports the creation and/or refinement of policies and procedures on institutional donor account management as well as award management for the global Save the Children movement. As a member of the SCUS Expanded Senior Management Team, the AVP actively champions a culture of continuous learning and business process improvement and serves on relevant cross-functional teams to promote robust understanding of and engagement on key institutional donor funding trends and issues across the organization.
What You’ll Be Doing (Essential Duties)
Leadership and Strategy
• Drive the agency’s new business strategy with SCUS Business Team leaders to position for growth over the next 5-10 years, including capacities and resources required for all SCUS units with public donor funding responsibilities. Ensure the role of business development is articulated in strategic and operational plans and understood by staff.
• Oversee SCUS’ award management function, in collaboration with the SCUS Finance and coordination with Resource Development, and in alignment with Save the Children International/Association (SCI/A), standardizing and continuously improving processes, strengthening award manager capacities, and strengthening strategic linkages and interdependencies between New Business Development (NBD), Account Management, and Award Management.
• Undertake competitor and market analyses, including future directions, funding trends and benchmarking/competitor practices. Network with partner organizations and donor representatives. Lead or support as needed US, global, business line or country-specific positioning strategies, strategic partnering, and intelligence gathering.
• Oversee Portfolio Growth and Performance (PGP) department staff, budget and work plans, allocating and deploying resources to support achievement of Department, Division and agency objectives.
• Actively contribute as a member of the International Programs Senior Management Team and the agency’s Extended Senior Management Team to the execution of Save the Children’s strategic plan and the continuous improvement of business operations. Serve as a representative on key cross-Member and cross-functional teams in support of SCUS and global movement strategy objectives.
• Lead the PGP/NBD team in assuring high-quality proposal processes and products for priority new business initiatives, ensuring adherence to core standards, processes, ethics and practices. Define and refine systems that support quality positioning, capture, and proposal development. Take the lead as required to negotiate difficult and/or critical new business matters through interaction with senior managers and partners.
• Lead efforts to strengthen the capacity of HQ and field staff to position for and respond to competitive, complex, multi-million dollar proposals (including contracts) for the US government and other donors: tools, training, mentoring and other support across the full range of new business skills (technical and cost).
• Oversee metrics and reporting on institutional donors for SCUS and global movement dashboards and other processes: coordinate target setting, lead quarterly tracking and reporting, and develop analyses that promote a common understanding of progress against targets and our forward pipeline.
• Lead the USG donor account team, ensuring appropriate planning and attention to meet our fundraising and policy goals. Facilitate periodic USG account team meetings: draft the USG strategy and drive definition of thematic and regional targets; define and track performance metrics. Convene discussions on trends, opportunities, and risks within the USG environment that may impact Save the Children’s ability to achieve its goals and objectives.
• Serve as the primary expert within SCUS on global movement account management policies, protocols and practices, particularly around institutional donors, with the functional authority to provide guidance and support to staff. Drive SCUS standards in account management, including strategy, team and metrics definition, across the Agency’s top ten donor accounts (public and private) in concert with account managers.
• Support cross-Member efforts to organize and facilitate the annual account management review for institutional donors across international programming members and Save the Children International. As designated by the VP International Programs, serve as his/her representative on cross-Member discussions on account management to facilitate the creation of policy, procedure and/or practice across the Save the Children movement.
• Oversee the design, implementation, and monitoring of SCUS’ award management processes within a matrixed structure, ensuring clarity of stakeholder roles across IPG, Finance, and vis-à-vis SCI. Champion application of best practices and institutional standards to enhance SC’s compliance with award terms and conditions, and effective management of donor relationships within the award management cycle.
• Represent SCUS within SCI/A award management community, supporting development and uptake of global policies/procedures and the improvement of relevant information management systems. Drive institutionalization of those global processes within SCUS’ Business Teams, ensuring senior leadership understands and is accountable for SCUS’ Award Management obligations, and that staff are equipped to meet them.
Required Qualifications (revise as needed)
• Minimum of 15-20 years' relevant experience
• Previous experience leading a successful new business team
• Demonstrated experience and success as a New Business Development professional with existing strong business development networks among bilateral and multilateral donors (e.g. USAID, USDA, World Bank), technical and research partners and other INGOs.
• A thorough knowledge of USAID, AIDAR and the FAR policies, practices for cooperative agreements, contracting and bidding processes is required;
• Proven track record of leading proposal development processes and successfully securing large scale funding and awards to support impactful growth in mission programs.
• High energy, collaborative, leader with outstanding interpersonal skills, enthusiastic relationship-builder, and strong negotiator.
• Courageous, self-aware change leader with resilience in developing strategy, processes, and people.
• Perceptive acuity in reading and interpreting the changing funding and financing landscape – both globally, and in regional and local contexts.
• Demonstrated experience in strategic and annual planning.
• Demonstrated experience working on grant management issues with USAID
• Experience working in matrix management settings essential.
• Excellent interpersonal and negotiation skills.
• Strong verbal and written communications skills with experience in cross-cultural settings.
• Flexibility and an ability to work in a fluid environment.
• Advanced computer skills, specifically with Microsoft Office Suite (Word, Excel, Access, PowerPoint, Outlook)
• Bachelor’s degree or relevant equivalent experience is required.
• Experience/expertise in one or more of SC's thematic areas and in a field-based position highly desirable.
• Expert level technical and/or managerial knowledge, skills, and experience to lead a department or region, or to provide the technical advice, guidance and direction related to large programs
• Passion for justice and change, coupled with strong business acumen and a pragmatic grasp of Save the Children’s core mission.
What’s In It for You
• Aetna Medical and Dental insurance with a concierge service
• Health Care and Dependent Care Flexible Spending Account
• Vision Insurance
• Life insurance
• Employee Assistance Program
• Commuter Benefit Program
• Vacation and Sick leave
• Paid holidays
What makes us special!
• Generous Retirement Savings with matching company contributions of up to 8%
• Family Leave – 10 additional days of paid time off for you to use to care for your family members
• Additional Maternity and Paternity Leave – 30 days where parents can take additional paid leave (beyond short-term disability and FMLA) at the birth or adoption of a child during that critical first year!
• Critical Child Illness Leave – We hope you never have to use it, but we will provide an additional 30 days of paid leave per year should your dependent child be faced with a critical illness.
• Pet Insurance, Critical Illness Insurance, Identity Protection, Home, Auto and additional Life insurances
• Summer Fun Fridays – Early release at 1:30 pm on selected Fridays during the summer months.
• Volunteer Day – One paid day a year to support the causes that matter to you!
• Ergonomic Options – Every employee at our HQ offices has the option of a sitting/standing desk
• Leadership and Employee Development Training, including:
• Our remarkable in-house CORE, Senior Management Development, and Leadership Development Programs
• Language learning opportunities
• Continuous Improvement skill development programs
• Brown Bag information sharing sessions
• Work hard/Play hard! We make sure there’s ample opportunity for fun, engagement, and celebration while you work, such as networking events, March Madness, World Cup, Dodgeball Tournaments, Take Your Child to Work Day, Founder’s Day, and our annual Day of Service
Save the Children believes every child deserves a future. In the United States and around the world, we give children a healthy start in life, the opportunity to learn and protection from harm. We do whatever it takes for children – every day and in times of crisis – transforming their lives and the future we share.
Save the Children is committed to conducting its programs and operations in a manner that is safe for the children it serves and helping protect the children with whom Save the Children is in contact. All Save the Children representatives are explicitly prohibited from engaging in any activity that may result in any kind of child abuse. In addition, it is Save the Children’s policy to create and proactively maintain an environment that aims to prevent and deter any actions and omissions, whether deliberate or inadvertent, that place children at the risk of any kind of child abuse. All our representatives are expected to conduct themselves in a manner consistent with this commitment and obligation. Any violations of this policy will be treated as a serious issue.
We provide equal employment opportunities (EEO) to all employees and qualified applicants for employment without regard to race, color, religion, gender, gender identity or expression, ancestry, sexual orientation, national origin, age, handicap, disability, marital status, or status as a veteran. Save the Children complies with all applicable laws.