*Please note that this position may be based in Seattle, Washington or Washington, D.C., United States
PATH is a global organization that works to accelerate health equity by bringing together public institutions, businesses, social enterprises, and investors to solve the world’s most pressing health challenges. With expertise in science, health, economics, technology, advocacy, and dozens of other specialties, PATH develops and scales solutions—including vaccines, drugs, devices, diagnostics, and innovative approaches to strengthening health systems worldwide.
We are seeking a dynamic and experienced Head of Business Development who will be responsible for leading PATH’s global business development (BD) function and ensuring organization-wide alignment and execution of BD objectives. This is a highly visible leadership role that reports to the COO, sits as a member of the Extended Executive team and partners at all levels of the organization to support and advance PATH’s worldwide revenue generation objectives, programmatic goals and health impact. This leadership role requires broad strategic, tactical and management experience in leading BD teams and activities within global health or global development organizations of similar size and complexity. The Head of Business Development will provide thought leadership and lead the execution of our strategic revenue generation strategy that includes further building / strengthening organizational BD capabilities and activities including business analytics, donor engagement, BD planning, and training. This role will focus on realizing grant funding from large bilateral and multilateral donors and private foundations (e.g. USAID, DFID, Unitaid, Bill & Melinda Gates Foundation, and Gavi) that complement our Strategic Partnerships and Philanthropy (SPP) group’s focus on philanthropic development, corporate partnerships and relationships with private foundations.
As a large, diverse, global organization, success in this position will require strong internal collaboration and partnership with leaders across our divisions, programs and countries. In coordination and alignment with internal partners, the Head of Business Development will also help develop strong external relationships with donors and partners, position PATH as a partner of choice, and persuasively articulate PATH’s capabilities, innovation, and value proposition for stakeholders. This role will also help realize new donor relationships, secure new funding sources, and identify new revenue generation approaches and opportunities.
The Head of Business Development will inspire and lead a team of experienced BD professionals, hire new staff, optimize team structure, improve processes and further implement the BD business partner model internally that defines the right engagement, service architecture and key performance indicators for BD support to programs/divisions and, more broadly, to realize BD plans and revenue generation goals across PATH.
The Head of Business Development will collaborate with global programs and divisions to ensure exemplary partnerships, impactful delivery of BD services, effective alignment and
decision-making on upcoming funding opportunities, and strong positioning, capture planning and proposal management that consistently delivers success in our grant proposals.
The Head of Business Development will bring expertise and experience in building / leading a high performing BD team, strong knowledge of best practices in BD / revenue generation, strong network of donors, partners and other BD professionals, knowledge of digital tools and industry-standard data, analytics, and training that enhance business development efforts and success in grant funding.
- Drive revenue and growth through operationalizing and co-leading with our divisions successful execution of the strategic revenue generation objective.
- Inspire, lead and manage a global business development team, refine and implement the BD business partner model that results in partnership between BD and programs for effective positioning, capture planning and proposal management.
- Ensure strong external engagement with donors, partners, countries and other stakeholders and support PATH program teams to build networks, develop strategic relationships, and communicate PATH’s value proposition and position the organization as a partner of choice.
- Advise COO and ET on BD strategy and execution, business models, donor relationships, key external partnerships, new funding opportunities and mechanisms, and options for full cost recovery that will expand opportunities for PATH and drive further impact.
- Partner with PATH country and global teams to strengthen in-country BD efforts and build a global BD community.
- Maintain a deep understanding of key donors and keep PATH leadership and program teams informed on the changing landscape and advise how our strategic revenue generation strategy should evolve.
- Serve as PATH’s lead negotiator with donors and partners to come to agreement on funding and partnership terms leading up to award.
- Ensure a culture of strong collaboration that drives revenue generation by communicating effectively across programs and shared services, mentoring BD staff, negotiating roles as needed, resolving conflicts and establishing structures and processes.
- Strengthen analytics to provide insights on progress toward revenue generation goals and health of BD pipeline that guide the organization to make informed decisions about revenue generation activities.
Required skills and experience:
- Master’s degree in global health, global development, international affairs, business, finance, economics, and/or other relevant fields. An equivalent combination of education and experience will be considered.
- A minimum of 15 years of experience in BD or related functions focused on resource mobilization, across public, private and/or non-profit sectors.
- Demonstrated experience and proven ability to drive revenue and pipeline growth in a complex, global health / global development organization
- Demonstrated experience in engaging and partnering with a range of bilateral and multilateral donors to successfully drive revenue generation for programmatic impact.
- This includes government donors (e.g. USAID, UK DFID) and foundations (e.g. Bill & Melinda Gates Foundation).
- Experience with large USAID/USG grants, contracts, and cooperative agreements.
- Proven skills and experience in business planning and strategy design, proposal development, forecasting, budgeting, financial principles, data and analytics, and complex negotiation with institutional funders on funding structures and mechanisms.
- Experience in building and leading a high-performing, collaborative, results-oriented global business development team with exemplary partnerships and proven revenue growth.
- Proven emotional intelligence to build strong relationships and collaboration internally and externally, exercise initiative, think innovatively, adapt to change, resolve conflicts and use good judgement and common sense in all decisions.
- The ability to think strategically and synthesize complex issues into effective written and oral presentations to share with diverse audiences.
- Demonstrated ability to manage competing priorities in a dynamic environment while meeting goals and deadlines.
- Strong negotiation skills; ability to persuasively articulate PATH’s value proposition in working with donors and partners.
- Ability to travel domestically and internationally, as needed.
- Must have legal authorization to work in the United States
Must have legal authorization to work in the United States.
PATH is dedicated to building an inclusive workforce where diversity is valued.
PATH is an equal opportunity employer. Every qualified applicant will be considered for employment. PATH does not discriminate based on race, color, religion, gender, gender identity or orientation, genetic information, age, national origin, marital status, disability status, political ideology, military or protected veteran status, or any other characteristic protected by applicable federal, state, or local law.