Vice President, Business Development

Introducing Integrity

Integrity is an ethical consultancy and service provider working in challenging and complex environments around the globe.

We help our clients succeed in fragile and challenging environments while building trust and understanding as the basis for transformative change. We work across all phases of the program and project cycle, delivering eleven complementary services: monitoring, evaluation and learning / data and knowledge management / research, evidence and analysis / advisory / project management / communications / risk management / technical assistance / capability and capacity development / stakeholder engagement / grant and fund management. Our services are underpinned by the principles on which we were founded, a commitment to providing reliable information and evidence, and expert and high-quality delivery.

Headquartered in London and Washington DC, Integrity also has offices in Jordan, Kenya, and Pakistan. Our multi-national team of over 80 deliver multi-year projects, programs and consulting assignments to a wide range of government clients, international organizations, foundations and private sector clients.

VISION: To set the international standard for ethically delivered expert services in complex and challenging contexts.

MISSION: We use evidence and learning to provide trusted advice and enable change for a sustainable future.

VALUES:

• Courage: We work on many of the world’s most complex problems. We stand against violence in all its forms. We are unafraid to stand up to illegal or unethical practices.

• Objectivity: We challenge conventional thinking. Our recommendations are not based on assumptions or ideology but evidence and learning.

• Diligence: We incorporate our best individual and collective intellect through rigor, reflection, and collaboration.

• Accountability: We take responsibility for the quality of our work and performance. We hold ourselves to account through clear policy and process, sustained by long-term profitability.

• Sensitivity: We understand the impact of our presence and our work, empathize with people’s situations, and commit to do no harm.

ETHICS: Integrity upholds the highest ethical standards in our work, our employment of staff and our interaction with people. Through adherence to our core values, we ensure the best possible service, and benefit the communities amongst whom we work.

We commit to building a diverse and inclusive organization where all feel safe and able to progress, contribute and be heard, regardless of gender, race, disability, age, sexual orientation, religion, marital or parental status.

Further information about Integrity can be found at www.integrityglobal.com.

Scope of Work

The role offers an experienced development sector professional the chance to support Integrity’s continued growth by implementing our US business strategy, developing key client and partner relationships, and overseeing successful bid pursuit.

You will work closely with Integrity’s leadership to oversee the development and implementation of our US business strategy and a growing opportunity pipeline that includes global IDIQs and multi-year projects across the world. The role will report direct to Integrity’s Chief Commercial Officer while managing a team of business development professionals. The position is US-based with international travel.

Terms of Reference

The VP, BD role requires an experienced, proactive, and energetic individual with strong leadership, management, proposal management, negotiation, and people skills. The right individual would combine the drive to compete for and win large-scale projects with the emotional intelligence required to work across different teams, geographies, and cultures.

A. Business Development (70%)

• Oversee the development and implementation of the US BD strategy, including analysis of client preferences and technical sector trends to advise on strategic positioning.
• Grow and manage a USG and US based donor BD pipeline, in line with global and regional strategies, that enables us to deliver company-wide financial targets on a quarterly basis.
• Oversee the development and implementation of best-of-sector proposal processes including pre-positioning, thought leadership, client outreach, capture planning, and proposal handover upon award.
• Oversee capture-to-win strategies that inform winning bid strategies, including robust client knowledge, competitor mapping, partnership strategy, and secured personnel.
• Oversee lessons learned and failure / success analysis to evolve and improve our win rate and the technical and cost competitiveness of our proposals.
• Lead and coordinate the resourcing of proposal teams, oversee the approach and design of bids and serve as a reviewer for all strategic bids. Sponsor select high priority or ‘top target’ bids.
• Oversee the company-wide identification, recruitment, and relationship-management of best-of-sector key and non-key personnel, including dynamic and responsive staffing processes on key proposals.
• Ensure compliance on all proposal submissions for the company.
• Actively contribute to and manage key pages of Integrity’s data and knowledge management platform, including its CRM functions for business accounts and opportunity tracking.
• Represent Integrity at strategic business development, technical sector, or industry events and conferences.

B. Account Management (20%)

Oversee the implementation and coordination of the account management strategy, supporting:

• Prioritization of key and strategic accounts within USAID and other relevant USG or US based accounts.
• Mapping of key accounts and the creation of in-depth account profiles.
• Development of individual account strategies as required.
• Actively engage accounts in order to build pipeline and enhance the winnability of our bids.

C. Staff Management (10%)

• Oversee a team of business professionals, including line management of senior business members and/or corporate consultants, and develop team member capacity for best-in-industry business development.
• Work with colleagues under line management, and all BD staff, to develop their careers, contributing to professional advancement, job satisfaction and personnel retention.

Your Experience and Expertise

You will have:

• A Bachelor or Master’s degree in international development, international relations, business administration or a related discipline.
• 15+ years’ experience in business development and other relevant fields, including 10 years of experience managing complex US government proposals.
• Demonstrated experience in winning and contracting large projects/programs with USAID and other USG or US entities.
• Extensive experience leading BD teams and serving in multiple proposal roles, including capture and proposal manager, technical writer, and reviewer. Excellent writing, editing and communication skills. Ability to produce clear, compelling, motivating communications and to learn new audiences quickly.
• Demonstrated experience managing a diverse client base and donor pipeline.
• Demonstrated experience working with international teams in different locations to successfully deliver bids.
• Strong proficiency with Word, Excel, and PowerPoint.
• An excellent ability to communicate, work in a team, and collaborate with individuals with diverse technical backgrounds and with external stakeholders including government entities and international agencies.

It is desirable that you will also have:

• MEL experience in the international development or consultancy sectors.
• Experience in fragile and conflict affected environments.

Languages

• Written and oral fluency in English, with the ability to write clear and compelling narrative.
• Fluency in languages outside of English.

Competencies

The candidate will have:

• Sound financial fluency.
• A diplomatic and personable approach to developing and managing relationships and representing the Integrity brand.
• A trusting and empowering approach to mentoring and managing team members.
• A considered, methodical, and intelligent approach to critically evaluating terms of reference and developing winning proposals.
• The ability to work under pressure and to tight deadlines with flexibility, efficiency and good nature.
• An ethical approach, personal integrity and a strong sense of self.

You should also demonstrate the following core competencies:

Level 1: Team competencies

• Ethics
• Leadership
• Planning and Organising
• Development and Continual Learning
• Results Focus and Initiative
• Teamwork
• Customer Orientation
• Communication
• Managing Change

Level 2-4: Management competencies

• Analytical and Flexible Thinking
• Achievement Focus
• Managing Resources
• Teamwork and Team Leadership
• Customer Orientation
• Influencing
• Organisational Knowledge
• Organisational Alignment
• Strategic Thinking
• Accountability
• Developing Talent

Hybrid Working

Integrity is a hybrid work employer offering a flexible working model that supports a blend of in-office and working from home time. Each office has its own flexible working model to meet local needs and demands.