Abt associates recrute 01 Global Development Business Development Executive
The Opportunity
As a Business Development Executive (BDE), you will be a senior leader driving Abt’s growth strategy in West Africa. You will have extensive experience driving new business in the global development marketplace with clients including USAID, FCDO, DFAT and other development agencies and institutions. You should have superlative client relationship skills and experience that includes pipeline creation and qualification, business development capture, proposal management and writing, win theme definition, teaming and partnering, and competitive positioning. You will partner with Abt Associates’ Global Development Group VP’s to identify, qualify, assess, and win business opportunities with both existing and new clients. You will be expected to meet and actively engage with clients across the portfolio, build relationships with key partners, develop winning bid strategies, including crafting key inputs into solutioning, pricing, teaming, and staffing, and identify resources and requirements to pursue, bid and win. In this role you will also collaborate with other BDEs who support other Abt market geographies.
Core Responsibilities
- Identify opportunities through client engagement, client and partner networks, and market intelligence tools and data.
- Align opportunity pursuit to company criteria and strategic priorities.
- Drive opportunity qualification, including win theme validation and solutioning, resulting in an optimized qualified pipeline that yields higher win probability pursuits.
- Partner with the Portfolio VP’s to develop and execute Account Plan and Strategy.
- Secure new client relationships and expand existing relationships through creation of relationship maps and call plans and identifying client decision makers and influencers.
- Identify and support up-sell/cross-sell opportunities from existing contracts.
- Work with Abt communications staff to conceptualize sales materials and presentations.
- Implement processes (in collaboration with other BDEs) to drive the early phases of capture including:
- Identifying customers’ strategic priorities, goals, pain points, needs
- Liaising with Abt technical capability lines to identify and shape high level solutions
- Defining competitive landscape and Abt positioning relative to competition
- Defining the initial “Why Abt” rationale, teaming strategy
- Generating materials for International Development Division leadership, Bid Board for go/no-go determinations
- Support and drive later stages of capture, including:
- Supporting more detailed solutioning, pricing, price-to-win activities
- Providing support to proposal management process, including providing key inputs into written response.
- Participating in color team reviews
- Leading/participating in Black Hat/competitive assessments
- Lead or contribute content to high priority proposals.
What We Value
- Bachelor’s Degree and 15 years of experience in international development, or Master’s Degree and minimum of 12 years of experience
- Minimum of 8 years’ experience in business development roles, including opportunity capture and proposal efforts as well as client facing/relationship development responsibilities
- Strong working knowledge of USAID bureaus, programs and special initiatives in West Africa (specifically Senegal, Ghana, or Nigeria)
- Deep understanding of the trends in the global development industry and an understanding of cross-cutting themes such as digital solutions and gender equity and social inclusion. Demonstrated success in identifying, initiating, and nurturing new business opportunities with USAID
- Deep knowledge of donor priorities in one or more of the following areas: health systems and service delivery, agriculture and food security, economic growth, energy and climate resilience.
- Significant network of contacts from USAID and other donor agencies within the region.
- Exceptional communication and interpersonal skills including verbal and presentation skills to individuals and groups, internally and externally
- Superior proficiency with Microsoft Office tools (e.g., Word, PowerPoint, Excel, Teams, etc.)
- Experience with CRM tools
- French skills required; Local language skills a plus.
- Willingness to travel internationally up to 35% of the time
What We Offer
We foster an environment where you can Thrive Your Way. Our innovative total rewards programs are designed to help balance your work and personal life. The approach toward your wellbeing centers around comprehensive benefits, flexible schedules, and professional development.
Abt Associates is an Affirmative Action/Equal Opportunity employer committed to fostering a diverse workforce. Abt Associates provides market-competitive salaries and comprehensive employee benefits.
This position will be based in West Africa. This position will not be eligible for relocation benefits or visa sponsorship.
Candidates hired will be provided an offer based on local/regional salary ranges. Salary offers are made based on internal equity and market analysis.
Disclaimer: Abt Associates will never ask candidates for money in exchange for an offer of employment.
Closing date: 26 June 2023.
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