For 100 years, United Way of the Columbia-Willamette (UWCW) has been working to meet the needs of vulnerable families in our region. No matter the crises, we have always remained steadfast in our commitment to LIVE UNITED and take care of our community.
We are uniquely positioned in our region to bring people, community partners, foundations, businesses and government agencies together to build awareness of the challenges that poverty creates, focus on where the need is the greatest and scale what works to create sustainable impact.
OVERVIEW OF RESPONSIBILITIES
As New Business Development Representative, you are a motivated “hunter” and have demonstrated success engaging the C-suite level within local businesses and corporations. This position reports directly to the Chief Development Officer.
Your role is to seek new business opportunities by contacting and developing relationships with potential customers and converting these leads to donors. You will focus on the acquisition of companies currently not engaged with United Way of the Columbia-Willamette (UWCW). You will build relationships, foster prospects, and create a pipeline of new business prospects. The incumbent will develop strategies for corporate clients that include impact investment, reputation solutions, and employee engagement. You are motivated by making a difference in communities, for helping corporate partners achieve better business outcomes, and for hitting and exceeding revenue targets. Your success with acquired companies will result in transition to the account management program.
To be successful in this role, you will have previous experience developing leads, meeting and exceeding revenue quotas. You will use your communication skills to cultivate strong relationships with customers, from first contact until you close the deal. You will also ensure appropriate and successful transition to the account management team.
- Develop new revenue sources for UWCW with companies within our area and drive revenue through the acquisition of new corporate partners.
- Meet or exceed new business revenue targets.
- Qualify leads as revenue opportunities.
- Contact and present UWCW potential new business prospects through cold calls and emails.
- Identify new business prospects needs and suggest appropriate UWCW solutions and customize to increase customer satisfaction.
- Report to the CDO on (weekly/monthly/quarterly) revenue results.
- Create strategic engagement plans for newly acquired business.
- Develop and implement year-round pipelines and cultivation plans for new individual donors and corporate accounts, ensuring sufficient depth for revenue generation and excellent customer relations.
- Manage customer information utilizing UWCW systems accurately, timely and completely in accordance with established guidelines.
- Proactively ensure timely communication with internal and external partners and customers, supporting collaboration in account management and activities to achieve shared goals.
- Drive comprehensive corporate alliances through employee and executive engagement, corporate foundation gifts, consumer engagement opportunities, network fundraising activities and mission funding opportunities.
- Develop strong relationships with internal stakeholders and work across teams to build strategic plans for key partners.
- Clearly articulate UWCW’s brand value, mission, and vision as well as its unique positioning to solve some of the most critical challenges impacting the communities we serve.
- Train and socialize New Business internally across the organization, including best practices in acquisition and internal protocol and processes.
- Serve as the year-round point of contact and strategic consultant for assigned portfolio of accounts and relationships.
- Provide the “ideal experience and exceptional customer service” for the active community investors by promptly handling inquiries, valuing donor gifts regardless of the size, and regularly communicating about UWCW investments and the community impact those investments are making.
Additional Competencies and Required Skills
- Strong initiative, a positive outlook, and the ability to manage ambiguity and change.
- Effective oral and written communications skills with an ability to relate with a diverse group of individuals or organizations in an effective manner.
- Ability to think strategically with proven, strong ability to execute on plan.
- Ability to take initiative and be creative in thinking and solutions.
- Demonstrated ability to manage a portfolio of accounts.
- Manage expectations of internal team members effectively and a strong desire and aptitude to be part of a team environment.
- Demonstrated ability to persuade others and to close sales opportunities.
- Commitment to excellence and to the mission of United Way.
Supervision and Working Relationships
Supervisory Direction Received:
- Position works under the general direction of the Chief Development Officer (CDO). Work subject to review and evaluation by the CDO.
- Requires planning and arranging of own work in relation to overall set objectives of portfolio.
- United Way staff, volunteer leadership, business leaders, external vendors, donors.
- No direct reports
- 5+ years of consultative sales experience in for-profit, nonprofit or both
- Bachelor’s Degree in Business, Marketing or equivalent combination of education and experience.
- Hands-on experience with multiple sales techniques, including cold calls.
- Track record of achieving revenue quotas.
- Understanding of revenue performance metrics.
- Excellent communication and negotiation skills.
- Ability to deliver engaging presentations and excellent public speaking skills.
- Focused sales/marketing experience with an applied emphasis on customer relationship building; significant applied consulting sales skills; demonstrated success with effective listening skills.
- Proficiency with Microsoft Office and Outlook required (currently used organizationally)
- Experience with CRM software (e.g. Salesforce)
- Familiarity with MS Excel (analyzing spreadsheets and charts)
- Must have valid driver’s license, automobile insurance, and access to a reliable vehicle.
UNITED WAY CORE COMPETENCIES FOR ALL STAFF
● Mission-Focused: Catalyze others’ commitment to mission to create real social change that leads to better lives and healthier communities. This drives their performance and professional motivations.
● Relationship-Oriented: Understands that people come before process and is astute in cultivating and managing relationships toward a common goal.
● Collaborator: understands the roles and contributions of all sectors of the community and can mobilize resources (financial and human) through meaningful engagement.
● Results-Driven: Dedicated to shared and measurable goals for the common good; creating, resourcing, scaling, and leveraging strategies and innovations for broad investment and impact.
● Brand Steward: Steward of the brand and understands his/her role in growing and protecting the reputation and results of the greater network.