Senior Director, Direct Response

SUMMARY

USA for UNHCR is seeking a highly motivated, strategic,
results-driven, and experienced Senior Director of Direct Response
(Individual Giving), primarily responsible for ensuring cohesion
and integration between all direct response channels and
initiatives to secure the support of individuals through regular,
unrestricted donations. The Senior Director’s mandates are to set
strategies for and maximize donor retention and acquisition through
digital and offline channels, fostering a culture of collaboration
between and across teams and departments. The Senior Director will
lead the development of a “sustainer first” strategic plan which
aims to maximize monthly donations from individuals using various
channels and methods including through Offline (direct mail,
face-to-face fundraising, telemarketing and DRTV) and Digital
(internet-based fundraising) channels, as well as one-off
donations, with a focus on strong donor loyalty and lifetime value.
The Senior Director will build the practice of audience-centered
fundraising journeys that deliver improved donor experience,
loyalty, and an increased donor lifetime value.

The Senior Director serves as a senior leader in the Development
division and reports to the Chief Development Officer, working
closely with her to set fundraising and communication strategies,
ensuring continuity and optimization of cohesive and thematic
messaging. The Senior Director, in collaboration with leaders
(including two Director-level direct reports) from the Digital and
Offline teams, will implement this strategy, effectively leveraging
the talent and skills of members of the direct response teams and
external partners and vendors.

Meeting and exceeding revenue targets across all programs is
imperative. Working with Offline and Digital team leadership, the
Senior Director will craft annual budgets and produce semiannual
re-forecasts. In collaboration with Finance, the Senior Director
will regularly track and report on performance. Key performance
metrics will include donor retention, revenue, donor counts, value
and return on investment, by program and channel.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develop a “sustainer-first” fundraising strategy and products
for diverse fundraising activities that serve to recruit and retain
loyal individual donors, moving them through a donor journey that
builds a lasting connection with USA for UNHCR to maximize lifetime
value and return on investment.
• Oversee the management of the donor acquisition and retention
program through several channels, including direct mail,
face-to-face fundraising, direct response television,
telemarketing, SMS and digital fundraising.
• Lead the evolution of the Individual Giving fundraising program
by strategically seeking opportunities to grow, diversify and
utilize technology.
• Prioritize and nurture cohesive messaging integration across all
marketing initiatives and channels.
• Lead and advise on departmental work plans and budgets, ensuring
achievement of strategic objectives and revenue targets.
• Monitor revenue and expenditures, accurately identifying and
planning operating budgets; anticipate changes that necessitate
adjusting forecasts and allocation of funds.
• Increase monthly and one-time donations from individuals using
various online and offline channels.
• Liaise closely with Development team leaders to ensure an overall
strategically coordinated approach to fundraising.
• Manage and lead the Individual Giving fundraising teams (Offline
and Digital), providing vision and strategic direction.
• In collaboration with team leads, manage RFP processes, and
oversee contracts with external vendors and partners.
• Ensure data-driven decision-making across channels, leveraging
internal and external skills and resources.
• Prepare reports and analyze data to illustrate the performance
and productivity of Offline and Digital marketing initiatives and
the return on investment in sustainer conversion and donor
acquisition initiatives.

QUALIFICATIONS

To perform this job successfully, an individual must be able to
perform each essential duty satisfactorily. The requirements listed
below are representative of the knowledge, skill, and/or ability
required. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential
functions.

EDUCATION and/or EXPERIENCE

• Bachelor’s degree and at least 12 years of
related experience, including experience in a leadership role, in
the areas of omnichannel marketing journeys, digital marketing,
direct mail, telemarketing fundraising and/or donor
retention/sustainer programs.
• In lieu of education/degree requirements a successful candidate
will:
     o Understand how to collaborate effectively
with a variety of different people and roles.
     o Be proactive with a strong mindset and
willing to take risks, while also having the ability to learn
from  setbacks.
     o Be relationship driven and adaptable to new
situations.
     o Value diversity and take pride in cultivating
an atmosphere of inclusion and various perspectives.
• Experience and expertise in developing and implementing cohesive,
innovative, and integrated direct response strategies that have
resulted in measurable and significant growth in net revenue and
donor base.
• Expertise and up-to-date knowledge of donor acquisition channels
(Digital, Direct Mail, Face-to-Face and DRTV are desirable), donor
retention and donor development methods.
• Proven project management skills for integrated fundraising or
communications campaigns
• Proficient in using data and analytics to guide planning and
implementation.
• Proven experience growing a program based on analysis and
testing, setting, and maintaining budgets and forecasting revenue
and expenses.
• Experience with fundraising CRMs, Salesforce preferred.
• Demonstrated management and organizational ability to work on
multiple projects with competing deadlines while maintaining a high
level of attention to detail and accuracy.
• Excellent problem-solving, analytical and communication
skills
• Strong knowledge of data segmentation
• A proven leader with the ability to inspire, educate, manage,
mentor, and motivate development personnel about strong donor
acquisition and retention practices.
• An appetite for a leadership role where one can shape USA for
UNHCR’s processes and legacy and demonstrates a passion for USA for
UNHCR’s mission.

WORK LOCATION

Hybrid + Washington, DC + May also involve travel to some
locations within the company’s region of operations and select
donor locations.

COMPENSATION

$164,813 – $183,125

DISABILITY SPECIFICATIONS

USA for UNHCR will make reasonable accommodations in compliance
with the Americans with Disabilities Act of 1990.

 

USA for UNHCR is an
Equal Opportunity Employer. Refugees and all other protected
classes are encouraged to apply.