Scope of Work Consultant of Business Development (Institutional Key Account)

Background

Consultant is ultimately a business strategy that represents an organizational shift rather than a fundraising tactic for short-term gain. Whereas traditional fundraising or account management treats every donors/client’s relationship approximately the same, Institutional Key Account (IKA) reorganizes the business’s teams and culture to develop different approaches to their biggest donors/clients across the organization. Therefore, IKAs have a greater responsibility to manage both the donors/clients and the donors/clients’ interactions with other employees and departments to ensure a greater lifetime value for their donors/clients.

This position is responsible for support the team in handling the most important institutional donor/client accounts within Save the Children (STC). These accounts will support the Institutional Key Account team to make up the highest percentage of the organization revenue by working collaboratively between STC Indonesia and STC member country(s). They will be the support the IKA Team in proposal and report development, support the STC Indonesia team in anticipate the donor/client’s needs, work within the organization to ensure deadlines for the donor/client are met, and support the STC member country relations to be successful in managing a long-lasting relation with the donor/client.

The Consultant is generally trained in business administration and management. Ideally, they come from a strong development and humanitarian background and possess strong analytical skills, as well as a strategic mindset. Software and foreign language skills are a big advantage to work across STC global movement.

In order to be able to support the STC Indonesia team to empathize with donors/clients and create trust and proximity, the consultant must be a people person and have excellent communication skills. Because they work closely with IKA team that close with donors/clients and thus have a great influence to help the team on channeling donors/clients program support/funding toward specific program that deliver the most significant impact for children, families and their communities; and, they must have a high degree of self-organization and reliability.

Essential Function

The essential functions of this consultancy are:

1. Support the Senior Business Development Manager in developing and maintaining donor mapping, a donor database, and structured donor engagement plans.
2. Support the team in building, strengthening, and managing relationships with bilateral and multilateral donors, including coordination of meetings, briefings, and follow-up actions.
3. Promote and operationalize a team-based approach among relevant internal stakeholders and Member Offices for portfolio planning, with clearly defined roles and agreements for cultivation (CU) and solicitation (SO).
4. Serve as Proposal Coordinator during the proposal development phase, ensuring timelines, roles, inputs, and internal review processes are effectively managed.
5. Contribute to the development of win strategies in collaboration with the proposal development team, including positioning, value proposition, partner selection, and donor alignment.
6. Work closely with the Awards Management Team to support a smooth transition from proposal to award stage, ensuring alignment between proposal commitments and award management requirements.

Deliverables

1. Donor Mapping & Engagement Planning

• Comprehensive donor mapping document for bilateral and multilateral donors (priority, funding windows, thematic focus).
• Updated and maintained donor database (pipeline, contacts, status, next actions).
• Donor engagement plans for priority institutional donors, including cultivation and solicitation pathways.

2. Relationship Development with Institutional Donors

• Record of donor engagement activities (meetings, briefings, calls) supported or facilitated.
• Briefing notes and follow-up action points from donor meetings.
• Relationship status assessment for priority donors (e.g. warm / active / strategic).

3. Portfolio Planning & Team Approach

• Portfolio planning framework outlining account ownership, CU/SO roles, and coordination mechanisms.
• Agreed CU/SO role matrix for priority donors and opportunities.
• Facilitation notes or summaries from internal coordination meetings on portfolio planning.

4. Proposal Coordination

• Proposal development plans (timeline, roles, review gates) for each coordinated proposal.
• Consolidated proposal packages submitted to donors (technical, budget, annexes).
• Internal proposal compliance checklist and review comments.

5. Win Strategy Development

• Documented win strategies for priority funding opportunities, including positioning and competitive analysis.
• Partner mapping and consortium recommendations, where relevant.
• Strategic inputs to concept notes and proposal narratives.

6. Award Transition & Management Support

• Proposal-to-award handover notes to the Awards Management Team.
• Alignment checklist between proposal commitments and award requirements.
• Support documentation for kick-off or internal award briefings (if applicable).

7. Reporting & Knowledge Management (Recommended)

• Monthly or quarterly progress reports summarising pipeline status, proposals, and donor engagement.

KPI:

• Develop and add at least USD 1 million in new funding pipelines to the Resource Mobilization portfolio;
• Engage and strengthen relationships with 4-5 strategic donors;
• Provide proposal coordination support for a minimum of four (6) proposals.