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Head of Business Development

Posted on November 14, 2017 by PLAN

Deadline for registration: November 24, 2017

Dimension of the Role:

  • Analysis of local fundraising landscape & opportunities in the (sub) region(s): Source new local donor segments. Build relationships with profit and non-profit organizations that have demonstrated interest in social programs. Identify funding opportunities with a focus on multi-country funding.
  • Build on existing success and New Businesses: Support the resource mobilisation strategies within the countries in the Region of the Americas through analysis of local contexts, identifying key opportunities for multi-country and single-country funding, addressing challenges, and ensuring a strategic fund raising approach.
  • Working with country teams towards building a portfolio of suitably, long-term local fundraising. Accurate analysis of costs for fundraising and return on investment to inform solid decision-making.
  • Internal alignment and metrics: Support the country offices in the sub-region in alignment with the Regional Resource Mobilization Strategy and global reporting systems. Keep track and measure progress against targets and standardized metrics. Consolidate results for the (sub) region.
  • Capacity building: Sharing innovative strategies to promote local fundraising within the countries. Analyze experiences from other countries and other organizations. Strengthen knowledge about digital marketing and the use of technology for fundraising purpose.

Individual Giving:

  • Promote regional strategies to raise funds from individual donors within the countries.
  • Promote regional strategies to integrate the use of social networks for raising funds of individual donors
  • Generate strategies for accountability and management of individual donors that provide monthly donations within the countries.


  • Promote regional partnerships with multinational companies that could support the different causes leaded by Plan International in the Region.
  • Develop a branding and positioning strategy that generates interest in companies to support the cause of Plan International in the Region
  • Strengthen country teams to lead negotiations with country-based companies.

Grants and other local source of income:

  • Support countries in grant management when required, as well as to promote negotiations with other potential local donors such as Government, Bilateral and Multilateral Donors, others.
  1. Deliverables
  • Growth in local fund-raising; by 2020, a minimum of 25% of all income for the region (local sources)
  • Map and analyze different segments for local fundraising; detailed consideration of opportunities. Present different scenarios and related risk profile for senior management
  • Ensure local fundraising strategies are in place for a number of countries in South and Central America & Caribbean; Business cases developed and approved. Tracking on return of investment.
  • Analysis of the opportunities in the region, presentation of cases to senior management at CO, sub-regional and regional level to create buy-in and momentum for appetite to appropriate risk taking.
  • Identify critical bottlenecks that prevent us from significant local fundraising, including staff profiles, lack of innovation and risk taking. When required initiate and sustain support in capacity building initiatives within the sub-regions.
  • Regular and pro-active engagement with NO’s; build a broad platform of support to ROA’s local fundraising and individual giving initiatives across the Plan federation.
  • Strong relationship with the global local fundraising and individual giving scene. Assist and represent Plan at key global forums.
  1. Dealing with Problems
  • Engage with Country Management Teams that have been successful and learn what was working, why and what should be done different to take the success to a total new level all together
  • Engage with organizations that have successfully tapped into the local fundraising / individual giving market in the region. Representing Plan International and seek to construct strong alliances
  • Judging how best to handle the conflicting priorities of maximizing funding opportunities with staff capacity development.
  • Leverage the limited funding for investment for local fundraising by engaging the wider donor community, including National Offices. Build strong business cases that are appealing and, supported by a record of accomplishment of results.
  • Working collaboratively with multiple countries and multiple teams: Programme, Finance and Human Resource.
  • Understand and assimilate the complexity of Plan International’s grants business development, systems and procedures, organisational structures and decision-making processes.
  1. Communications and Working Relationships:


  • Excellent working relationships will need to be built with the Regional, Sub-Regional and Country Directors. The Director of Local Fundraising and Individual Giving will also be required to work closely with Country Resource Mobilization teams, Programme and Finance teams.
  • Regularly inform and advise country’s grants and management teams of strategic funding information and trends to ensure Plan has necessary information to secure funding.
  • Establish solid and pro-active relationships with key National Offices to ensure back up support including possible technical and/or financial support for local fundraising initiatives.
  • Work closely with the Transformation Office, including the Transformation Support Group and the Change Partner to ensure that priority countries consider all options for local fundraising
  • Close collaboration with Communications to ensure a maximum focus on brand recognition in country and in the (sub) region, in line with local fundraising and individual giving.


  • Global platforms for local fundraising / individual giving, to ensure Plan International to stay abreast with latest developments and trends
  • Like-minded organizations and initiatives to ensure learning and sharing and where possible build strong collaboration or alliances
  • Innovation; challenge the conventional and bring the crazy thinking to decision making bodies
  1. Knowledge, Skills, Behaviors, and Experience Required to Achieve Role’s Objectives:
  • University degree and minimum of 5 years experience in local fundraising; record of accomplishment of local fundraising and individual giving. Experience in fundraising start-ups in new markets and experience of popular mobilisation campaigning and/or branding and communication.
  • Exceptional interpersonal skills and the ability to inspire confidence and trust in senior management and cooperation among staff colleagues;
  • Demonstrated tact, integrity and diplomacy with a professional presence and manner; capable of exercising independent judgment and flexibility;
  • Strong business acumen, capable of developing sound business cases and building scenarios;
  • Unique analytical skills, with a natural sense for what will work and what will not work;
  • Knowledge of the South and Central America market for local fundraising and individual giving. Understanding of the segments in different countries, including like-minded organizations’ successes and challenges, drawbacks and lessons learnt;
  • Superior listening skills with the ability to interpret the concerns and interests of corporations and employee groups translating them into attractive opportunities for investment in Plan’s priorities;
  • Proven knowledge of and experience with CRM systems;
  • Excellent organisational, research and project management skills with a high level of attention to detail and accuracy;
  • Resourceful and creative with the ability to conceptualize new ideas;
  • Exemplary communication skills – written, oral and presentation including well developed networking ability;
  • Demonstrated resourcefulness and independence, but comfortable working within the framework of an integrated development program and team-oriented environment;
  • Fluency in English and Spanish a must, fluency in French and Portuguese a preference;
  • Strategic and Financial Skills
  • Ability to develop business unit strategic plans
  • Develop analytical skills to assess the drivers of supporter lifetime value
  • Commercial acumen to review business plans and investment proposals.
  1. Behaviours (Plan International’s Values in Practice)

We are open and accountable

  • Promotes a culture of openness and transparency, including with sponsors and donors.
  • Holds self and others accountable to achieve the highest standards of integrity.
  • Consistent and fair in the treatment of people.

  • Open about mistakes and keen to learn from them.
  • Accountable for ensuring we are a safe organization for all children, girls & young people.

We strive for lasting impact

  • Articulates a clear purpose for staff and sets high expectations.

  • Creates a climate of continuous improvement, open to challenge and new ideas.

  • Focuses resources to drive change and maximize long-term impact, responsive to changed priorities or crises.
  • Evidence based and evaluates effectiveness.

We work well together

  • Seeks constructive outcomes, listens to others, willing to compromise when appropriate.

  • Builds constructive relationships across Plan International to support our shared goals.

  • Develops trusting and ‘win­win’ relationships with funders, partners and communities.

  • Engages and works well with others outside the organization to build a better world for girls and all children.

We are inclusive and empowering

  • Seeks constructive outcomes, listens to others, willing to compromise when appropriate.

  • Builds constructive relationships across Plan International to support our shared goals.

  • Develops trusting and ‘win­win’ relationships with funders, partners and communities.

  • Engages and works well with others outside the organization to build a better world for girls and all children
  1. Location
  • The location of this position is flexible, but ideally in one of the countries in The Americas Plan International is having presence
  • Willing to travel internationally 16-18 weeks per year, typical 1-, max 2-week trips
  1. Contact with children
  • Low: Occasional interaction with children and their families.

Closing Date : November 24th , 2017