Overall Purpose of this Role:
The internal title for this position is Resource Development Manager. This position manages investments in HFUW through year-round management of individual and business account portfolios. The Resource Development Manager is responsible for maintaining and building new and existing partnerships to ensure ongoing donor revenue, company gifts, and sponsorships to generate new revenue for the organization. Responsible for ongoing cultivation through engagement activities, preparing projections, developing account plans, updating forecasts and recording donor activity. Ensure timely recording and recognition of donor gifts. Continuously identify trends and opportunities to maximize revenue and increase donor loyalty.
While each position is measured on individual outputs, collaboration and coordination are critical elements of Donor and Volunteer Engagement where success is realized by the overall organizational impact goals resulting from resources raised by the department.
- Articulate HFUW’s mission and vision to diverse company and community audiences through group presentations and individual conversations.
- Work with Director of Resource Development and departmental leadership to set measurable goals related to relationship management and account revenue forecasts that align with companies’ needs and social responsibility goals.
- Identify innovative ways to develop resources, fundraise and cultivate new, existing, or lapsed donor relationships (sponsorships, corporations, businesses, corporate foundations, private foundations, Employee Resource Groups, etc.).
- Thoughtfully influence partners to deepen their engagement through events, volunteerism, impact groups (Women United, Emerging Leaders, Mission United, Business United), programmatic work, etc., and increase their level of support and revenue to HFUW.
- Provide partners with training and support to engage their networks and employees year-round through campaigns, engagement activities, impact groups, sponsorships, and volunteer opportunities.
- Respond to donor/partner questions and requests; resolve issues in a timely manner.
- Collect and record campaign data, evaluate results and proactively propose recommendations and improvements that lead to increased revenue to HFUW.
- Maintain detailed records and reports to develop projections and update forecasts.
- Ensure timely recording and recognition of donor gifts. Continuously identify trends and opportunities to maximize revenue and increase donor loyalty, sharing relevant updates.
- Track revenue generation, retention, visits, and key business activity throughout the year in CRM via account dashboard(s); provide regular activity status; weekly revenue forecast reports, update projections to target, and account analysis to build and refine goals.
- Maintain appropriate and consistent communication and interaction with new and existing partners, providing an exceptional experience and relationship cultivation.
- Build meaningful, ongoing relationships with donors, volunteers, and advocates to encourage individual giving.
- Responsible for daily partner engagement, preparing projections, developing account plans, updating forecasts, and recording donor activity.
- Identify new partners that are inspired by social change and/or connect with HFUWS’s mission and vision.
- Organize and execute special projects that support the greater development team and organizational goals.
- Continuously navigate the development process and donor cultivation cycle effectively.
- Collaborate with Marketing & Communications to strategically share information, cultivate, and steward partners through tactics such as newsletters, social media, etc.
- Collaborate with Volunteer Resource Center for strategic involvement of partners in volunteer activities to include signature volunteer events or customized initiatives.
- Maintain organizational relationships with chambers and associations.
- Represent the organization at community meetings and events as assigned.
- Remain knowledgeable about HFUW’s services and products, as well as issues impacting the community we serve.
- Participate in special events and community activities to raise HFUW’s profile throughout the year.
- Other duties and responsibilities as assigned.
Attributes & Behaviors:
- Generates Revenue Through Appropriate Asks: Identifies new ways to drive and generate revenue; Identifies strategies and opportunities to best engage donors; Proactively identifies and qualifies individuals and groups to give to/support United Way; Asks for money and closes the deal.
- Is Ambitious and Focused on Winning: Sets ambitious yet realistic goals; Persists when facing obstacles and comes back with a new approach and strategy to succeed; Conveys energy and passion about United Way’s work and mission; Is self-directed; Holds oneself accountable.
- Manages Prospects: Gathers and uses data that supports requests for donations and other types of support; Connects donors’ and prospects’ interests directly to United Way’s work; Creates a strong case for support and successfully “sells” the idea, program, or funding opportunity to donor and/or supporter; Inspires commitment and support for United Way.
- Persuades and Influences Donors: Listens to the needs, interests and passions of the donor with an eye towards connecting them with United Way community work; Expresses empathy and consideration for donor/partner needs; Identifies, engages with, adapts to and influences various types of people and organizations; Promotes an idea or vision effectively.
Uses Digital Technology: Manages and tracks digital campaigns including email campaigns, social media and digital advertising initiatives and analytics for United Way and partners; Understands and influences how digital technology and tools impact fundraising; Works with CI, MKTG/COMM, and others inside and outside the organization to create incredible user experiences and journeys to help United Way acquire, engage and retain supporters via social media.
- Creates Win-Win Relationships: Understands United Way and donor objectives and where they intersect; Identifies tangible outcomes that benefit both parties; Identifies strategies and opportunities to build trust; Engages with donors year-round, not just during campaign season, to nurture and enhance relationships.
- Builds Donor Loyalty and Retention: Develops and executes year-round engagement and retention plans for donor segments; Builds donor loyalty through personalized engagement, increasing average gift, and increasing involvement in giving, advocating, and volunteering with United Way.
- Maximizes Lifetime Donor Value: Recognizes the ultimate goal of all relationship-building is to maximize Donor Lifetime Value—the cumulative contributions of the donor (financial, engagement, influence) over the course of their lives; Promotes a culture focused on helping every donor maximize their lifetime donor value and impact to the community through United Way; Avoids short-term “wins” if it jeopardizes the long-term relationship with the donor.
- Is Culturally Astute: Is aware of different demographic and cultural groups; Realizes that cultural differences and similarities exist, without judging or assigning values to those cultural differences; Displays cultural knowledge and sensitivities and applies that knowledge to fundraising efforts; Builds relationships across different demographic groups in the community.
- Is Visible with Donors and Community Leaders: Continuously builds and expands the network of donors; Is visible and known in the community; Recognizes and pursues new opportunities and engages key leaders in the organization to create and support plans.
- Exhibits Business Acumen: Identifies, anticipates and adapts to changing market trends and business needs; Understands challenges and opportunities in the business environment; Has solid understanding of United Way products and services.
- Focuses on Continuous Improvement: Stays current in the technical aspects of their field (e.g., tax law, employee engagement); Attempts to apply latest information on trends and best practices to continuously improve the work; Encourages and supports new ideas and new ways of doing things.
- Takes Initiative: Recognizes and capitalizes on emerging opportunities; Recommends new ways of doing business; Meets donor needs in new ways; Stays current and anticipates market trends and technology that improve knowledge, communications and interactions.
- Manages Data, Analytics, and Research: Manages donor data efficiently and accurately such as inputting donor visit notes, updating annual donor roster names and contact information, resolving conflicting data and information, producing ongoing donor and prospect research, recording donor communications as well as contact, biographic and preference information in donor database; Identifies and researches lapsed and potentially-lapsing donors and works to re-engage these donors.
- Develops a Plan: Using community and donor data, creates plan(s) for identifying prospective donors and creating and positioning products.
- Collaborates with Communications: Connects with communications to share how the donor would like to be recognized; Develops a strategy to build donor reputation in front of the appropriate audience(s).
- Manages and Grows the Donor Relationship: Delivers on donor expectations; Does what it takes to satisfy the donor; Maintains donor relationship after the donation process is completed; continuously looks for new needs and opportunities for that donor and their community.
Physical demands include sitting or standing for extended periods of time, bending, occasional lifting of items weighing up to approximately 25 pounds, regularly moving throughout the building between floors, traveling to outside meetings, regular use of standard office equipment such as the telephone, copier, fax and computer. Demands also involve protracted concentration. Job involves frequent and routinely intense public contact.
EDUCATION AND EXPERIENCE:
- Bachelor’s degree required; equivalent combination of education and experience may be considered in lieu of degree.
- Three to five years progressive development and/or sales experience.
- Ability to solicit and work with diverse companies and net worth individuals.
- Experience working with and/or leading volunteers preferred.
- Excellent presentation/training skills.
- Excellent written/verbal/listening skills.
- Interpersonal skills needed to perceive and react sensitively to the needs and interests of potential donors.
- Proven ability to network with donors, corporate leaders and other development professionals.
- Experience working in a non-profit setting required; prior experience in a Central Florida-based non-profit organization preferred.
- Ability to inspire confidence in United Way volunteer leadership, staff, professional advisors and potential donors.
- Reliable transportation and valid driver’s license required.