Head, New Business (Asia)

Focus of the Role

The Global New Business (GNB) team at the Tony Blair Institute for Global Change (TBI) is responsible for generating leads and upstream engagement in the pipeline in support of the wider Business Development & Income (BD&I) agenda for the Institute. This role will establish the Asia section of GNB including shaping and executing a new strategy to reach funders from bilateral, multilateral agencies as well as large foundations in the region whilst supporting the commercialisation strategy in close collaboration with regional leadership. As such, this is an exciting time to join the team.

Job Introduction

The Head, New Business (Asia) is responsible for developing, accelerating, and maintaining a strategy-based portfolio pipeline of funding, with expectation to achieve a firm portfolio of qualified opportunities within year 1. The core aspects of this role include taking a regional approach to lead generation and approaches to strategic relationship management for the Institute’s priority targets in the region. This includes preparing prospect engagement strategies and proposals for your own pipeline development and in time through a team. They will lead cross-functional teams towards funder engagement, manage existing and develop new relationships, and evaluate institute goals against the external market.

Critically, they will transform relationships within a target portfolio from transactional revenue sources into strategic revenue partners. They will closely collaborate with the Program Development & Contracts team within BD&I in a hand-off process for proposal development and contract management. They will work with the leadership in the region to shape a portfolio that reflects the needs of clients in the region, the Institute’s ambitions and value proposition. They will be expected to be a natural problem solver and deal closer with ability to shape up and lead a team in time.

This role will be based in the Asia hub, and will be the first BD&I representative in Asia. The Asia region for TBI is full of promise and is made up of engagements in Central Asia, North Asia, South Asia, South East Asia & Pacific. The successful candidate will be a close collaborator with with MD, Asia for geographical alignment and strategic delivery. The role sits within the Business Development & Income Division of TBI, part of the wider strategy & Partnerships group (S&P). S&P is one of three external facing business critical departments, the other two being: Policy & Politics, and Global Government Advisory. The S&P group leads and oversees the the Institute’s strategic direction and growth, with specific responsibility for futureproofing growth, developing scalable partnerships, innovating in tech and secure financial resources to measurably advance the Institute’s operational goals and drive sustainable impact. The role reports to the Director, Global New Business and has people and budgetary responsibility.

Key Responsibilities

Revenue

• Develop and execute a strategy that’s relevant to the region and value proposition
• Develop and maintain a portfolio of funders/clients in line with agreed targets
• Directly and in time, through others; deploy engagement management structures to maximise revenue from the portfolio for the region and Institute
• Collaborate with others including regional teams, Strategy & Partnerships as well as others to ensure appropriate collateral including proposals and capabilities; are effectively communicated to targets
• Ensure a healthy and ambitious pipeline is maintained above target and in line with ambitions for the region
• Develop thorough knowledge of team’s needs to provide proactive, efficient, and expedient resources and support

Leadership

• Work with colleagues across the BD&I and Business Operations teams to support the internal reporting cadence of progress toward targets and metrics for the region
• Collaborate with the central business intelligence until and project teams to maintain and update horizon scanning, opportunity capture and general trends to inform strategies.
• Manage and oversee additional revenue related projects as they arise and are identified by team members
• Collaborate with the Program Development & Contracts team as needed for the generation of collateral to inform proposals and contract management.
• Grow the team to reflect resource needs for a successful operation in line with portfolio growth and ensure an effective and high performing team

Administration

• Work closely with all teams to maintain database integrity and perform routine prospect data clean-up
• Track revenue activities in database for all managed prospects

Person Specification

The ideal candidate should have broad and extensive experience in frontline business developmen, preferably at a consultancy, international non-profit or in a relationship management role, and a Bachelor’s or advanced degree from an accredited college or university. A commercial mindset will be essential for this role. Strong knowledge and senior-level networks across global foundations, governments and governmental agencies and implementation partners in the region will be important as will a track record of successful lead generation translating into large scale multi-million dollar programmes. Team leadership and general management skills will be essential for future ambitions.

We seek a detail-orientated and agile colleague, who exibits exceptional judgement, strong interpersonal skills, and the ability to work collaboratively with colleagues around the globe. Exceptional written and verbal communications skills, strong presentation skills and a high degree of professionalism are essential, as we interact and engage with high-level staff, funders/clients, and sensitive information.

An interest in international development, politics, and global affairs is strongly recommended.

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About The Institute

The Tony Blair Institute (TBI) is a mission-driven not for profit organisation. We exist to equip political leaders and governments to build open, inclusive and prosperous societies.  We do this through developing policy and advising governments.  We work hard, every day, to make a difference. When governments work well they are able to create economic and social change in a way that promotes fairness, social justice and opportunity. We work relentlessly to support leader and governments with the challenges they face. Giving them practical solutions and actionable insights, that once implemented, can be transformative for their people  

As an organisation, the core beliefs we all embrace are: 

• Open and Progressive: you’ll believe in the value of teamwork 
• Bold and Pragmatic: you’ll approach everything you do with integrity and authenticity 
• Optimistic Changemaker: you’ll be focused on results 

TBI believes embracing diversity and inclusion make us a better place to work.  It’s our goal to reflect everyone in society and we actively welcome applications from individuals and groups who are under-represented in the workplace. We celebrate difference be it ethnicity, religion, age, gender or gender identity, sexual orientation or disability. We will only ever assess you on your abilities and fit for a role. We’re happy to discuss any adjustments you need to ensure a level playing field during recruitment and, if you\'re successful, discuss any adjustments you might need to thrive in your role.