Job Title: Donor Engagement Manager
Travel Required: Open to 10%+ travel
Heifer International is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, gender identify, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with disability.
The Donor Engagement Manager will manage specific direct mail marketing programs with the goal of engaging donors to support Heifer’s mission through donations. The manager will be responsible for managing and meeting revenue projections for the following programs and engagement strategies: house appeal program; World Ark fundraising and engagement strategies; and house catalog and acquisition programs. This person will integrate with online channels and programs for cross messaging with donors.
ESSENTIAL CHARACTER TRAITS:
Ethical leader, big picture thinking, organized and collaborative. Ability to work in large groups and independently.
In collaboration with Heifer Team and Agencies, raise projected revenue through Heifer’s house appeal program. (60%)
- Implement creative and communication to house file donors (new and active) for raising revenue.
i. Based upon analytics, work with agencies to determine best communication(s) to donor segments across Heifer’s file. Increase retention in high-level donor groups by 1.5% and increase average gift by 10%. Average gift to increase 10% over three years – showing 2% increase in first 18 months. Retention to increase 1.5% in first 18 months.
ii. Follow Heifer’s brand and communication standards.
iii. Incorporate appropriate messaging using data available from focus groups, insights and donor surveys to engage donors and increase revenue.
iv. Manage and oversee Heifer agencies to create art and messaging.
v. Follow Heifer’s approval process for final execution of mailings.
vi. Work with agencies and production firm to execute mailing and adhere to expense budget with the goal of raising projected revenue.
vii. In collaborations with agencies, manage mail plans for each appeal.
- Integrate with online channels for cross messaging to donors
i. Meet with email and digital teams to determine appropriate strategy for cross channel fundraising messaging with goal of overall retention increase of 2% in first 18 months.
- Manage and Monitor donor activity and engagement and giving
ii. With strong attention to detail, monitor donor segments for performance by donor group and segmentation and make recommendations on areas of improvement, upgrades and re-engagement in control and testing strategies.
- Review of Program and Donor Groups on performance.
iii. Review quarterly house file by segment and donor group for conversion, retention and revenue results. Make recommendations to donor communication and strategy based on quarterly results. Recommend short term and long term donor engagement strategies to increase retention and giving or communication based on donor performance and life cycle of donor groups.
In collaboration with Heifer Team and Agencies, raise projected revenue through catalog program for house file and for the purpose of acquisition and acquiring new donors to Heifer’s file. (30%)
- Create specific catalog messaging, including testing, for Heifer’s house file, for the purpose of raising revenue.
i. House file -Use information from Heifer’s focus groups, insights and surveys to create art and messaging to specific segments. Increase mission message donor acquisition by 4% - 2% in first 15 months and 4% over 36 months.
ii. Based on strong analytics and performance results, make recommendations on strategies for creative and engagement to specific donor groups.
iii. In collaboration with agencies, manage mail plan for house catalog program.
iv. Acquisition Program – use information from focus groups, insights and surveys to create art and messaging to specific lists with the goal of acquiring new donors.
v. In collaboration, use list performance analytics to acquire new donors for short and long term revenue growth.
vi. Work with list broker for implementation of list exchange and rental with the goal of furthering Heifer’s acquisition reach.
vii. Monitor and adhere to expense and revenue budget. Participate and manage creation of budget for program.
viii. Collaborate with online team to create multi-channel communication.
- Review of Program and Donor Groups on performance Annually
ix. Anually, make recommendations for both house and acquisition catalog programs on short-term revenue goals, including list performance along with creative messaging. In high-level donor segments, increase average gift groups by 3% in first 18 months.
- Review of Catalog Acquired donors quarterly
x. Quarterly, review donor performance brought on by catalog. This should include retention, communication and overall message strategy. Based on quarterly review make recommendations on donor communication track and experience. Increase re-activation by 4% with specific messaging track – 2% in first 15 months and 4% by 30 months.
Work with World Ark Magazine team to lead strategies in magazine fundraising and donor engagement (10%)
- Based on strong analytics work with World Ark team to determine and create mail plans for magazine.
i. Using past revenue and engagement performance, work with World Ark team and agencies to create strategic mail plans to Heifer donors.
ii. Working with major gift team, Heifer Foundation and grants team, manage and create engagement program using World Ark. Determine best donor segments for increased donor engagement for long-term donor commitment engaging Foundation and Major Gift program by first 8 months.
- May perform other job-related responsibilities as assigned
- Bachelor’s degree in business administration, or related field as it relates to fundraising in nonprofit sector.
- A minimum of (7) seven years of experience in direct mail and mass marketing in nonprofit sector.
- Proven fundraising and multi-channel direct marketing experience.
- Proven experience in direct mail acquisition programs.
- Master’s Degree in business administration or related field
- Non-profit/non-governmental organization experience desirable.
Most Critical Proficiencies:
- Proven teamwork skills with ability to train and work cooperatively with a diverse staff, including staff in remote locations.
- Must have a passion for donor engagement and an ability to act as an ambassador for the donor.
- Ability to produce and present documents in a well-designed and attractive format with superior attention to detail.
- Ability to demonstrate initiative and work well with others and manage conflict, as well as adapt to a rapidly changing environment.
- Must be able to maintain high-quality output and demonstrate accountability.
- Demonstrated ability to manage multiple project timelines and manage vendors and budgets.
- Significant marketing experience including: concept development, messaging and development in the non-profit sector.
- Significant experience in acquisition list rental short and long-term strategies and analysis.
- Proven donor development with understanding what constitutes a persuasive case for giving and revenue growth.
- Experience or familiarity with project management or tools and/or software packages.
- Knowledge of the non-profit sector with awareness to the content in which non-profit organizations operate.
- Strong general management, strategic planning, organization and administrative skills.
- Proven leadership in providing direction, strategic insight, and creative thinking to direct marketing professionals.
- Strong adherence to Association of Fundraising Professionals Code of Ethical Principles.
- Strong organizational skills with exceptional attention to detail.
- Excellent communications, leadership, problem solving and analytical skills.
- Ability to combine effective team leadership and supervisory skills with the ability to train and work cooperatively with a diverse staff.
- Strong interpersonal skills in change environment with ability to tactfully challenge the status quo, and effectively influence improvement.
Essential Job Functions and Physical Demands:
- Knowledge of generally accepted accounting principles sufficient to effectively monitor budgets and expenses
- May require constant sitting; working at a computer for extended periods.
- Constant face-to-face, telephone and electronic communication with colleagues and the general public.
- Ability and willingness to travel both domestically and internationally and adequate physical condition necessary to travel to project sites in rural areas. .
- Willingness and ability to work outside of normal business hours.
- Ability to assign and evaluate the work of direct reports.
- Sensitivity in working with multiple cultures and beliefs, and to gender equity.
- Ability to work with sensitive information and maintain confidentiality.
- Constant face-to-face, telephone and electronic communications with colleagues, vendors, consultants and donors.
- Ability to work with computers as a tool for word processing, communications, and organizing.
- Ability to read and interpret statistical data and budgets as they relate to Direct Marketing.