Head of Diversification and Growth

Transcription

1 Position Title: Location: Reporting To: Abt JTA Values: Head of Diversification and Growth Brisbane Chief Executive Officer The incumbent must demonstrate a high level of commitment to following values of Abt JTA: Our Values Mission-Driven. We are united by our mission to improve the lives of people worldwide. Global. We are a global community, bringing diverse knowledge, expertise, and perspectives to the many challenges faced by today's world. Committed to Excellence. We strive to meet and exceed the highest professional standards. Collaborative. We know that working collaboratively produces excellence. Accountable. We take responsibility for what we do and how we do it. Balanced. We sustain the energy and commitment we bring to our roles by promoting a healthy balance between our personal and professional lives. Duty Statement: The Head of Diversification and Growth leads the implementation of the company s growth diversification and growth strategy and associated business development processes, including identification of new markets, strategic positioning, initial capture and pre-proposal positioning through the proposal and final award. This will include the allocation of proposal management responsibilities, with the ultimate responsibility for overseeing the development and delivery of a compliant, high-quality response. In addition to managing specific proposals, the Head of Diversification and Growth leads the team that organizes and manages the company s business development processes and resources.and reputation in the practice arena. Value of proposals managed by the Head of Diversification and Growth range from $500,000 to $100 million. The Head of Diversification and Growth can manage 10 to 15 proposals annually, including many proposals that require oral presentations to client proposal evaluation panels. While managing individual proposal efforts, the Head of Diversification and Growth works closely with the Technical Lead to guide teams of subject matter experts, proposal writers, proposal managers, proposal coordinators, production staff, and others and interacts regularly with senior management staff in Abt JTA and Abt Associates. The Head of Diversification and Growth ensures that the company s staff is following standardized business development processes. Page 1

2 Specific Duties: The Head of Diversification and Growth may perform any/all of the following activities: Leading and directing the Diversification and Growth efforts of Abt JTA. Supervising the business development core team. Participating in pre-rfp capture efforts, including collecting and organizing capture plan documentation, facilitating and participating in capture strategy sessions, and participating in incountry capture as requested. Developing or overseeing development of proposal schedules, compliance matrixes, contact lists, and other proposal tools. Leading proposal meetings (e.g., kickoff, color reviews). Coordinating inputs from other Abt divisions, departments and subsidiaries. Contributing proposal content (e.g., management plans, partner roles and responsibilities, and personnel descriptions) and/or providing direction to others drafting content, including recommending standard language to meet RFP specifications. Providing oversight in the compilation of partner materials to ensure submittals are accurate, complete, and received on time; includes communicating with partners to coordinate and align proposed roles with technical and pricing leads. Collaborating with the Recruitment Team to ensure that qualified, competitive staff/personnel are identified and competitively presented in the proposal. Coordinating with the COO and Pricing Lead to ensure consistency of content and production. Coordinating with departments subsidiaries and other internal organizations and ensuring their timely response for content, reviews, etc. (HR, IT, Contracts, etc.). Reviewing all proposal content for quality and consistency. Conducting final RFP compliance review. Ensuring that the proposal shared directory is monitored and managed. Ensuring that proposal materials are tagged for standard language databases and uploaded in a timely manner. Conducting internal lessons learned meetings and ensuring that meeting notes are documented and distributed, and recommending process improvements as appropriate. Mentoring business development staff throughout the business development process. In addition to managing specific proposals, the Head of Diversification and Growth, leads activities that continue to improve our business development processes and resources, including: Providing advice to the CEO on opportunities for diversification and growth. Developing and managing relationships with key clients. Chairing business development meetings and set their agenda. Providing training and mentoring to Abt JTA staff on business development best practices. Creating and updating templates and tools to make proposal development easier and more efficient. Participating in Abt JTA s MAG meetings. Contributing to the development and expansion of a centralized repository for proposals, project descriptions, and standard language library. Page 2

3 Competency Level 2: Delivers Results - Mobilizes team members and colleagues to focus on key issues, tasks and priorities. Holds self-accountable for delivering results. Holds self and others accountable for delivering those results. Makes timely decisions. Takes action and follows through on commitments. Develops realistic and comprehensive plans and updates them as circumstances require. Meets financial targets within the constraints of the plan. Delivers high quality work within specified timelines. Builds Internal and External Customer Satisfaction and Loyalty - Knows their market(s). Understands and is responsive to customers goals and needs. Builds enduring customer relationships and a reservoir of good will. Quickly identifies and responds to customer needs and problems. Develops People - Selects talented people (including the next generation of Company leaders). Provides staff with the coaching and feedback that they need to grow and develop to their fullest potential. Orients and integrates staff into Company culture, values and operations. Acts in a manner that causes people to feel valued and respected. Works with staff to construct and execute compelling development plans. Provides challenging and stretching tasks and assignments. Effectively recognizes and rewards superior performance. Provides timely and honest staff feedback regarding performance. Communicates - Actively listens, accepts feedback and attempts to understand and learn from the perspective of others at all levels. Fosters open, honest, and safe dialog with individuals and in groups. On a timely basis, communicates all information necessary for effective action. Establishes communication links with internal and external stakeholders based on trust and respect. Effectively represents individual and team interests to the broader organization. Sets Vision and Direction - Views the business components (e.g., projects, Areas, Lines of Business, Departments) as an integrated whole - a systemic view of the organization. Leads a process to develop and communicate a clear and compelling direction for the organization. Inspires and energizes others to commit to the Vision and Values. Captures minds. Leads by example. Sees ahead clearly and anticipates future consequences and trends in the business environment. Demonstrates Sound Financial and Business-Related Practices - Demonstrates solid business knowledge and skills in building strategies and creating new opportunities. Complies with Abt Associates Policies and Procedures as well as government regulations (if applicable). Ensures staff comply with Abt Associates Policies and Procedures as well as government regulations (if applicable). Works to improve results for Abt Associates overall, even at the expense of results for the leader s own area of responsibility. Gathers appropriate internal and external data and advice to make informed business decisions. Makes sound business decisions when complete data are lacking. Builds Teams and Cooperation Effectively participates as both a team member and team leader. Fully utilizes diversity of team members to achieve business success. Builds a trusting relationship with staff that allows them to seek help promptly when needed. Breaks down barriers and prejudices between and among functions and levels and works effectively with colleagues and peers to coordinate work that moves the business forward. Fosters collaboration among business units and staff. Page 3

4 Promotes Technical Excellence and Quality - Demands excellence in own and others work. Actively seeks reviews of own work from others not directly involved in the project. Seeks and rewards creative, top-quality ideas and input. Understands and applies state-of-the-art knowledge and methods in the relevant fields. Contributes to technical excellence and quality of colleagues work by acting as a reviewer/advisor. Uses and contributes to the company-wide body of knowledge. Promotes and uses rigorous internal quality assurance/ quality control processes. Enables, promotes, and practices continuous learning. Actively promotes dissemination of work to potential users and beneficiaries. Nurtures Entrepreneurship - Creates an environment in which risk taking is encouraged. Pursues reasonable, informed risks in the pursuit of the Company s mission. Moves the business deliberately in new directions as opportunities emerge. Maintains a high level of effectiveness in the face of stress, shifts in priorities and direction. Promotes Diversity - Actively seeks and is comfortable building diverse, high performance teams. Fully appreciates and utilizes the talents of people, regardless of race, religion, age, gender, ethnic origin, sexual orientation or culture, to achieve success for the individuals and the firm. Demonstrates sensitivity to and understanding of the cultures in which Abt Associates operates and the cultural backgrounds of the staff. Acts as a Role Model - Leads by example. Demonstrates courage and effectiveness in dealing with difficult and challenging staff, organizational and business issues. A leader has integrity-- is trustworthy, intellectually honest, has high moral standards and lives the values of the Company. A leader is self aware, caring, and compassionate. Behavioural Competencies: Management Competencies: Commitment to Abt JTA; Integrity and personal conduct; Sensitivity to diversity; Flexibility and adaptability; Initiative and direction; Communication and interpersonal skills; and Resilience. Management of self; Management of others; Management of strategy and change; Leadership; Planning; Management of budgets and resources; Monitoring, supervising and controlling; and Communication and networking. Page 4

5 Key Selection Criteria For your application to be considered by the panel, interested applicants must submit a response to each of the following Key Selection Criteria: KSC 1: 7+ years experience within business development and proposal management ideally within a development context KSC 2: KSC 3: KSC 4: KSC 5: KSC 6: Demonstrated experience and success in growing revenue within an organisation and meeting financial targets Exceptional written and verbal communication skills, as well as a demonstrated ability to communicate effectively cross-culturally Tertiary or post graduate qualifications in business, finance or another relevant discipline Previous experience working within Asia Demonstrated ability to effectively collaborate and build strong working relationships with a variety of internal and external stakeholders (to achieve agreed deliverables and performance objectives If no response to the above Key Selection Criteria is made, applications will not be considered further. Page 5