ToRs – PS Business Development ConsultantLocation - Kampala
Why this role
CARE Uganda holds assets the private sector needs: organised VSLAs at scale, trusted community access, group records and data, a facilitator network, and enterprise and market-linkage capability. What we have not done is systematically test who will pay for them, and for what.
We have done the thinking. This role does the pitching. Not a strategy assignment, not Facility design, not internal proposition-refinement. Market-facing from week one, with a signed deal as the headline objective.
Scope:
Into the market weekly – banks, fintechs, agribusinesses, funds – and deliberately beyond financial inclusion: recycling, clean cooking and sustainability-bond holders, digital payments, FMCG distribution, workforce development (BDS). Open with the counterparty’s problem, test a CARE offer against it, establish willingness to pay, move live conversations to proposal and agreement.
Convert the warm/new pipeline – seven potential opportunities are already on the table (annex). The consultant inherits these, not a blank sheet + adds their own exposure and what CARE shall continue to bring to the table
Build the sellable offer – turn what the market actually asks for into costed, repeatable CARE service lines with unit prices; avoid what we always want to table i.e., capability statements, etc
Transact, don’t architect – start from the deal; propose a vehicle only where a specific transaction requires one.
Deliverables and success:
|
By end of |
Tangible outcome |
|
Day 30 |
· First agreement signed or term sheet. Live pipeline of named counterparties with problem, offer tested, stage. 20+ conversations held. |
|
Month 2 |
· 3 written, costed propositions with decision makers. Ensibuuko commercial model formally tabled. Priced CARE service lines drafted. |
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Month 3 |
· At least one signed fee-for-service agreement or commercial commitment, with two more in active negotiation. Substantive conversations with decision makers, qualified opportunities and costed propositions in motion also count as evidence of progress. +15 conversations logged and a documented read on where willingness to pay does and does not exist. |
Negative findings count. We are a ‘learning-mindset’ entity at CARE Uganda; honest conversations that close a door better than another quarter of internal refinement. Extension is conditional on the month-3 outcomes.
Profile:
Essential: commercial background in banking, fintech, agribusiness, investment or corporate BD. Commercial B2B origination and closing experience is essential – demonstrable record of personally opening doors, shaping propositions, negotiating and closing business in Uganda. Existing, usable network at C-suite and board level in Kampala. Able to read a counterparty’s P&L and build a proposition around it. Comfortable being told no, repeatedly, and moving the same day.
Desirable: background in any commercial sector – banking, fintech, agribusiness, telecoms, FMCG, technology, energy, professional services. Sector is secondary to Uganda market knowledge, a usable senior network, an understanding of how companies make money, and the ability to turn a counterparty’s commercial problem into something CARE can sell.
Candidate assessment: shortlisted candidates will be asked to walk through three deals they personally originated or closed – covering how they reached the decision maker, the problem they identified, what they proposed, approximate value, and specifically what they did to get it over the line.
Reporting:
Reports to the Country Director. Works day-to-day with the EIFF unit and PSE team. Technical accompaniment from the Associate VP for Economic Growth and PSE. Fortnightly pipeline review against the deliverables section.
Cost:
|
Line |
3 months option |
6 months option |
|
Consltancy fee ($8,500/mo gross) |
25,500 |
51,000 |
|
Travel, Meetings, Communications |
1500 |
3000 |
|
Total |
$27,000 |
$54,000 |
Net to consultant $6,000/month. Gross assumes a resident-consultant engagement; the final figure is subject to finance confirmation of tax modality and VAT status.
Annex: pipeline available from day one
- Ensibuuko – monetise an existing one-way relationship. Fee for origination, group readiness, onboarding, data. Requires their unit economics, and a fee structure that is not passed through as higher cost to the women. Existing SAFE obligations via CARE Social Ventures to be worked through with HQ.
- Uganda Development Bank / AgriConnect – 665 VSLAs, 15,000+ people, Northern Uganda and West Nile. UDB provides capital, Ensibuuko the rails, VSLAs the channel. Open upstream on what constrains scale, then price CARE into it.
- IFC Catalytic First Loss Guarantee Facility – flagged federation-wide on 4 September. IFC carries the risk, not CARE. Take it to Ugandan fintechs and digital banks as the unlock for lending, with CARE paid to build the portfolio.
- Share-value lending product (EIFF) – loan size tied to group share value. Design questions already worked: time-weighted average across cycles, multiple tiered by repayment behaviour, and CARE remunerated by service fee. Needs a lending partner.
- gnuGrid – licensed credit bureau, alternative-data underwriting.
- Fanaka Technologies – introduction already scheduled.
- Stanbic Bank, Chomoka, CRB relationships, MUBS/FIELD – existing warm contacts to be tested for willingness to pay.
Also live for the medium term, but subject to CARE Denmark consent: restructuring a portion of DANIDA enterprise support as concessional or convertible debt at renewal, subject to donor terms and CARE approvals. And we know CARE Denmark needs real convincing on this one
Applications can be forwarded to Esther.Nampijja@care.org and Emily.Babirye@care.org
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CARE’s global humanitarian mandate shall also come to bear as and when an emergency hits Uganda.
Thank you to all who supported us on this journey, including the untiring colleagues at CARE International in Uganda.
