Vice-President, Institutional Donor Engagement and Advancement (IDEA)

Catholic Relief Services
December 19, 2018
Baltimore, United States
Post Type
Experience (minimum)
10+ Years
Education (minimum)
Travel Required?
Base Salary
Not specified


Job Description

The VP of Institutional Business Development is responsible for the overall leadership and performance of CRS' institutional donor portfolio--which includes the agencies of the US Government and other global organizations--and represents approximately 70% of CRS' operating revenue. The VP leads the strategic growth and diversification of revenue as well as the effective management of resources awarded by priority institutional donors. The VP leads a team of business development, project support, relationship management, and foundation fundraising specialists while also providing technical leadership to auxiliary networks of regional and country program business development and operations advisors and project managers. By setting a vision for these teams and growing their capabilities, the VP supports enhanced agency performance in financial growth, award management, and value creation. The key responsibilities to achieve this performance is through the management of strategic relationships (including institutional donors, corporations, and collaborating partners), competitive positioning, high quality proposal development, award administration and compliance with donor and CRS policies and procedures, and innovative cross-sector modeling.

The VP is expected to closely track trends affecting public funding, foreign policy, and foreign assistance reform for issues and concerns related to CRS--and organizations like CRS--and is expected to network with peers in other NGOs and similar organizations to gain insight into trends and best practices.

The VP has overall responsibility for public donor, foundation and corporate engagement strategies for overseas operations, coordinating donor-focused communication and outreach, financial growth monitoring, competitive positioning and opportunity pursuits, and ensuring efficient and effective resource acquisition and stewardship.

The VP manages a large team of approximately 50 people, and is responsible for all aspects of recruiting, managing, motivating, and developing an effective and efficient team, as well as managing the Division-level budget.

The VP is part of the agency's Executive Advisory Council (EAC) and the Overseas Operations Leadership Team (OOLT) contributing to the vision, strategy and direction of Overseas Operations and the broader agency. The VP reports to the Senior Vice President of Overseas Operations.

Key Responsibilities:

1. Strategic Leadership: Provides direction and leadership in the agency's commitment to strategic growth, stewardship of institutional donor resources, and end-to-end institutional donor and cross sector relationship management. Leads a global community of practice to support CRS' resource acquisition, donor and corporate engagement, and resource management strategies and systems, and to improve future growth prospects. Leads in coordination with program sectors, the alignment of and positioning for growth opportunities across regions. Serves as a technical resource for countries and regions to improve their resource acquisition and award management performance, as measured through internal key performance indicators, audit and compliance assessment results, and donor and stakeholder perception and brand awareness surveys. Leads and/or supports agency strategic priorities relevant to institutional funding, such resource mobilization, global brand management, cross-sector engagement, and elements of operational excellence. Leads agency and divisional initiatives to target investments for optimal returns, build global systems and capacities in functional disciplines, expand into emerging funding "markets" (e.g. new donor and funding mechanisms including federal contracting) and balance that expansion with responsible management of risk and excellent stewardship of donors and resources. Oversees the OverOps Growth Opportunities Fund to encourage and support field programs developing proposals for submission to new donors or new donor offices.

2. Representation and Donor Relationships: Oversees the coordination of high-level donor and peer organization relationships in collaboration with the other OverOps VPs, Directors, Finance and HR senior leadership, and US operations Policy & Advocacy Department, enhancing CRS' external reputation and influence. Ensures strategies are in place for the effective identification, cultivation and stewardship of relationships with a broad array of current and new public and private donor institutions fostering innovative solutions to development challenges, increased funding and influence. Represents the agency on resource acquisition and management issues with donors and on consortium partnership and other collaborative opportunities with peer organizations. As appropriate, takes the lead in negotiating agreements with other organizations for key funding opportunities and current awards.

3. Project Support: Promotes project support and award management throughout the agency. Leads the development, dissemination, and consistent application of business processes, institutional learning, and best practices across the OverOps division, and the integration of award management into a coherent, multi-disciplinary approach to project implementation. Supervises the direct administration of grants and contracts by HQ staff including risk and compliance management, donor reporting and stewardship, legal and financial review, negotiation and representation, and award execution and close out. Oversees operational aspect of contract readiness strategy. Maintains and strengthens relationships with Finance, Human Resources, and Purchasing to improve integration and streamlined systems necessary for sound award management.

4. Business Development: Leads the development and improvement of systems, processes, and standards for the successful pursuit of business opportunities from public and foundation donors. Develops responsive strategies to expand and diversify revenue and improve the efficiency of CRS's growth investments, including but not limited to the cross-divisional, cross-functional contract readiness strategy. Identifies policies, structures, and/or business practices that negatively impact CRS's competitiveness for new funding and new partnerships, and engages with relevant senior leadership to revise or neutralize. Guides a global community of business development specialists and ensures consistency of approach and maximization of human resources supporting the agency's growth worldwide.

5. Data Analysis and Reporting: Tracks and analyzes the agency's resource acquisition performance and achievement of growth targets. Oversees compliance monitoring, responsiveness to and institutional learning from audit and award performance assessments, and accurate reporting to project donors. Coordinates with senior leadership across divisions to improve accuracy and timeliness of information flow; manage relevant agency registrations, certifications, and representations; and ensure accuracy and utility of accounting system data to support funding forecasting and expense monitoring. Monitors and analyzes trends in the foreign aid environment that impact CRS' acquisition and management of donor resources, and makes recommendations to guide board and executive decision-making, ensuring a "market competitiveness" lens in agency governance and management decisions.

6. Knowledge Management & Learning: Ensures the capture, documentation, and uptake of lessons and best practices in resource acquisition, award management, and donor engagement. Ensures that CRS staff have the knowledge, skills, and materials to effectively position for, acquire, and manage institutional donor resources. Leads the development of staff capacities to cultivate, manage, and advance strategic donor and cross-sector relationships at the headquarters level, and coordinates across all CRS divisions to improve donor engagement at all levels. Oversees and grows CRS' base of information, tools and methodologies to meet or exceed industry standards, and guides the development of a cross-disciplinary, integrated workforce development curriculum that ensures a pipeline of specialized talent across the agency.

7. Cross-Sector Engagement: Promotes innovation and performance in the area of cross-sector engagement, with a specific focus on expanding CRS' relationships with corporations. Oversees the identification, qualification, and application of corporate partnerships that provide new opportunities for CRS to achieve impact and tap new markets while appropriately managing associational and financial risk. Ensures that the agency captures learning in this area and aggressively pursues opportunities that are strategic, whether through new revenue, value creation or influence projection.

Leadership Competencies:

These competencies apply to all Directors, Vice Presidents, COO, CEO, and the President and are rooted in the mission, values, and guiding principles of Catholic Relief Services.

  • Shapes Strategic Direction
  • Thinks and Acts from a "Whole-Agency View"
  • Empowers Staff to Excel
  • Inspires Trust and Commitment

Key Working Relationships:

Internal: SVP of Overseas Operations, EVP of Overseas Operations, Executive Leadership Team (ELT), VPs and Directors of OverOps HQ, other Headquarters (HQ) Department Heads and Regional Directors

External: INGOs and For-Profit institutions; Caritas International members; US government; other public donor agencies; Private Foundations; and Corporations

Supervisory Responsibilities:

This position will supervise approximately 4 direct reports and a total department of over 40 staff. Additionally, this position will have matrix management oversight to a global community of approximately 25 business development specialists and will serve as an advisor to a broad collection of project managers, senior leaders, and other functional specialists involved in the management of awards and donor relationships overseas.


  • Masters' degree in International Development or a relevant field
  • Proven extensive knowledge of international development concepts and programs and related contemporary issues in humanitarian response, as well as the evolving ecosystem of donors and stakeholders
  • 15 or more years management experience in complex development and relief programs in developing countries
  • Strong knowledge of and experience in resource acquisition systems, principles, and practices targeting institutional donors
  • Strong human resource skills including supervision, mentoring, performance management and staff development
  • Demonstrated experience acquiring and managing US Government (USG) resources; proven familiarity with USG regulations and the competitive procurement environment for US foreign aid funding; extensive knowledge of US Government requirements and compliance elements attached to differing contract vehicles (grants, contracts, etc.)
  • Demonstrated experience cultivating and managing institutional relationships, and in representing the agency--and complex development concepts--to influential stakeholders.
  • Experience developing and managing multiple complex budgets
  • Familiarity with social development function of the Catholic Church including a baseline knowledge of Catholic social teaching, as well as the history, structures, and institutions of the Catholic Church
  • Strong leader of people with well-developed teambuilding and influencing skills, unquestioned integrity, and the experience, confidence and stature to effectively address management challenges
  • Experience in collaborative leadership, staff management, and project management across an agency
  • An innovative thinker, with a track record for translating strategic thinking into action plans and output
  • Excellent judgment and creative problem-solving skills, including negotiation and conflict resolution skills
  • Stature, gravitas, and confidence to gain the credibility and respect of peers
  • An excellent and persuasive communicator
  • Proficiency with use of MS office, particularly Word, Excel, Power Point and Outlook
  • Solid organizational skills: the ability to be flexible and work well under pressure in a fast-paced multi-tasking team environment
  • Positive in outlook, unpretentious, and smart; a problem solver who seeks to find constructive solutions within compliance and policy requirements
  • Fluency in written and spoken English; fluency in French or Spanish a plus
  • Existing authorization to work in the US
  • Ability and willingness to travel overseas approximately 25% of the time


Agency-wide Competencies (for all CRS Staff): These are rooted in the mission, values, and guiding principles of CRS and used by each staff member to fulfill his or her responsibilities and achieve the desired results.

  • Integrity
  • Continuous Improvement & Innovation
  • Builds Relationships
  • Develops Talent
  • Strategic Mindset
  • Accountability & Stewardship

What we offer

CRS offers a comprehensive benefits package including medical, dental, life insurance, vision, generous retirement savings plan and the opportunity to work in a collaborative, mission-driven culture that is committed to improving the lives of the poor throughout the world.

***Our Catholic identity is at the heart of our mission and operations. Catholic Relief Services carries out the commitment of the Bishops of the United States to assist the poor and vulnerable overseas. We welcome as a part of our staff people of all faiths and secular traditions who share our values and our commitment to serving those in need. CRS' processes and policies reflect our commitment to protecting children and vulnerable adults from abuse and exploitation.

NOTE: All interested applicants must be authorized to work in the U.S. at the time of application.

Disclaimer: This job description is not an exhaustive list of the skill, effort, duties, and responsibilities associated with the position.

CRS' talent acquisition procedures reflect our commitment to protecting children and vulnerable adults from abuse and exploitation.

EOE/M/F/D/V - CRS is an Equal Opportunity Employer.

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