Senior Business Development Professional - Asia Pacific

JOB CONTEXT & PURPOSE

Adam Smith International (ASI) is a global advisory company that works locally to transform lives by making economies stronger, societies more stable, and governments more effective. ASI is headquartered in London, and our Asia Pacific regional office in Sydney was established in 2012, to lead multi-donor business growth and project delivery across the region. In 2024 we are currently operating in 15 Asia-Pacific countries.

The Business Development function is an integral part of ASI’s Asia-Pacific team headquartered in Sydney, Australia and you will lead efforts to further expand ASI’s growing multi-donor portfolio across Southeast Asia and the Pacific. You will play a fundamental role in conceiving and executing ASI’s regional business growth and engagement strategies, strategic partnerships and positioning and thought leadership, as well as contributing to the ongoing successful delivery and performance of ASI’s existing long-term programs and technical assignments.

This role will deliver impactful, high-quality proposals and tenders within our Asia Pacific portfolio across a range of sectors, including economic management, climate change, private sector development, governance, public financial management, sustainable infrastructure, agriculture and agribusiness, human development and criminal justice reform.

The role will primarily focus on programs funded by Australia’s Department of Foreign Affairs and Trade (DFAT) and other major bilateral and multilateral donors operating in the region. They will monitor and track emerging opportunities, support, lead BD efforts, take ownership of management information, oversee core processes and coordinate across our Asia Pacific team and ASI’s wider global business. Working closely with Asia-Pacific’s Senior and Principal Managers, you will strive for continuous improvement; seek new partnerships and develop strong relationships with clients and consultants across the region.

KEY RELATIONSHIPS

Internal:

• Director of Asia Pacific

• Asia-Pacific business development team

• Asia-Pacific team at the Sydney office and throughout the region

• BD Teams based in London HQ, India, and elsewhere

• HQ Central Support Teams including Finance, Legal and Commercial

External:

• DFAT and other donor staff

• Prime and subcontracting partners

• Key consultants and associates  

KEY TASKS

• Drive business growth across the Asia-Pacific region. Supporting and managing the bid process from inception to submission, building winning tenders that meet the needs of our core clients and enable high-quality deliver and innovation. Primarily focused on DFAT, the UK’s Foreign, Commonwealth & Development Office, (FCDO), the European Union (EU), Asian Development Bank (ADB), other Multilateral Development Banks (MDBs). You will help us identify other strategic funding opportunities in the region.

• Lead and support BD throughout Asia-Pacific, with a particular focus on DFAT, FCDO, EU,  Multilateral Development Banks (MDBs) and other major donors operating in the region;

• Lead and nurture relationships with clients across the region through regularly engagement to understand needs, foster trust, and identify opportunities for future collaboration.

• Identify and track emerging opportunities, monitor the pipelines of key donors, and support the strategic assessment of competitiveness and winnability of pursuits;

• Lead and support the identification and recruitment of consultants and technical advisers to resource program teams; Develop key networks, relationships and in-roads in priority sectors and geographies;

• Nurture new and existing strategic partnerships with like-minded organisations to form new and innovative consortium arrangements that offer donors the best blend of complementary and mutually reinforcing experience and expertise;

• Lead and support bid writing, including the development of technical and financial proposals in response to live tenders; Establish prime and subcontracting arrangements with partners; Ensure fully compliant, timely bid submissions

• Support cross-business coordination and cooperation to promote a joined-up approach to BD in Asia-Pacific, including with in-house technical practices and donor focused teams based at ASI’s global headquarters in London (UK), and other regional hubs in Paris (France), Nairobi (Kenya), Delhi (India), Islamabad (Pakistan) and Washington (United States);

• Support thought leadership, knowledge management and outward engagement efforts amongst clients, beneficiaries, partners, and other key stakeholders, including producing targeted publications and communications materials, showcasing program achievements and increase the visibility of ASI’s technical expertise in key sectors;

• Maintain associate databases and knowledge repositories to support accurate and timely business development activities;

• Where operationally required, support implementation of large donor funded programs and approaches, including providing technical know-how, project management, support to in-country teams, including performance management and quality assurance of deliverables.

KEY ACCOUNTABILITIES

• Play a lead role in the acquisition of new business in the Asia Pacific region.

• Track and monitor business growth to support informed business decisions.

• Represent ASI externally, building positive external relationships with clients, associates and partners

• Take responsibility for financial management and day-to-day management of the programs managed including  associate billing and client invoicing.

• Successfully manage projects with limited oversight/support.

• Contribute to the growth of ASI in Asia Pacific through collaboration with colleagues and external networks and by delivering work to a high degree of excellence.

Knowledge & Qualification:

Undergraduate degree in a relevant subject. Master’s degree preferred; with preference to fields relevant international development, international affairs or associated thematic priorities.

Experience:

• Demonstrated experience writing bids for DFAT. Outstanding bid writing capabilities, with experience leading DFAT tenders an advantage.

• Bid management experience, and a comprehensive appreciation of DFAT and other key donor procurement cycles; Experience conceiving, developing and delivering business growth strategies is advantageous;

• Nuanced understanding of the Aid Programs and international development strategies of DFAT and one or more of ASI’s core Asia-Pacific clients, namely FCDO, EU or ADB. Experience of MDBs is advantageous;

• Significant international development experience, with preference to Asia-Pacific experience, and the exigent development challenges facing Asia-Pacific, such as climate change, sustainable infrastructure, gender and social inclusion, transnational security and economic governance;

• Consulting experience, preferably within the international development, governmental, and multilateral sectors. Prior relevant experience in key donors governments may be considered in lieu of direct consulting experience;

• Professional level English required. Strong oral and written communication skills in English. Confidence working with Microsoft products.

• Ability to build effective, credible client relationships and networks including a range of multicultural stakeholders.

• High degree of organizational ability, including working well under pressure, with a high level of accuracy, and ability to understand complex areas of work.

• Excellent written and oral communication skills including report writing and presenting information.

• A desire to travel and an enthusiasm for tackling unfamiliar and challenging problems.

• A pragmatic and resourceful attitude and the confidence to take difficult decisions.

The successful applicant must have the right to live and work in Australia.