SUMMARY
Managing a team with direct reports, the Senior Director of Direct
Response is primarily responsible for ensuring cohesion and
integration between all direct response channels and initiatives to
best maximize USA for UNHCR’s donor recruitment and retention,
revenue and use of internal and external resources – financial and
human alike.
The Sr. Director’s mandates are to set strategy for and maximize
donor acquisition throughout all channels, while setting, achieving
and exceeding benchmarks for donor retention and long-term value,
most especially within the monthly donor program. The Sr. Director
will foster a culture of collaboration between and across teams and
departments. These include direct mail, telemarketing, digital
marketing, mid-level donor, sustainers, DRTV, and Face to Face..
The director is also responsible for nurturing meaningful and
substantive collaboration with fundraising and development teams,
specifically major gifts and community fundraising.
The Sr. Director reports to the Chief Development Officer and
works closely with her/him to set fundraising strategies. It is the
responsibility of the Sr. Director to implement this strategy,
effectively leveraging the talent and skills of other members of
the direct response team and external partners/vendors.
Meeting and exceeding revenue targets across all programs is
imperative, and the primary responsibility of the Sr. Director of
Direct Response. Working with Direct Response leadership, the Sr.
Director will craft annual budgets and produce semiannual
re-forecasts, and in collaboration with finance, regularly tracking
and reporting on performance. Key performance metrics on which the
Sr. Director’s performance will be evaluated are revenue, donor
counts, retention, value, net per donor and return on investment –
by program and channel.
The Sr. Director will work closely with the Chief Development
Officer and DR Team on communication strategies, ensuring
continuity and optimization of message irrespective of channel and
initiative.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Sets department structure and establishes remits for the DR
team, in collaboration with DR leadership, the Chief Development
Officer, Human Resources and the Executive office;
• Prioritizes and nurtures genuine integration of message,
activities and functions within and across all marketing
initiatives and teams, enforcing collaboration best
practices;
• In collaboration with Executive, Marketing, Communications and
Development/Fundraising teams, oversees the dissemination of
messages that reflects USA for UNHCR’s mission, strategic direction
and programmatic goals – through its direct response
initiatives;
• Ensures data-driven decision-making across channels, calling on
skills/resources of HIVE and external partners
• Provides oversight on marketing investments – DRTV, digital
marketing, direct mail, telemarketing, face-to-face, upgrades and
stewardship;
• Leads and advises on work plans and budgets, ensuring the
execution of direct response initiatives with agency partners and
internal leadership adheres to U4U strategic objectives;
• Prepares and manages marketing budgets. Monitors revenue and
expenditures and prepares variance reports. Accurately identifies
and plans operating budgets; anticipates changes that necessitate
adjusting forecasts and allocation of funds.
• Provides oversight on the development and implementation of
marketing plans, aligned with investments, to meet organizational
needs, create desired narratives and generate revenue.
• Managing measurement and reporting of direct response investments
with Marketing, Fundraising, Communications and Executive
leadership teams;
• Engages with the Fundraising and Communications team to ensure
appropriateness of marketing messages;
• Prepares reports and analyzes data, in collaboration with DR
Directors, the HIVE and vendor/partners, to illustrate the
performance and productivity of marketing initiatives and the
return on investments in donor acquisition and sustainer conversion
initiatives;
• Develops strategy that furthers USA for UNHCR’s goals and aligns
with its vision/mission/values, working collaboratively with
directors throughout the organization to ensure alignment of U4U’s
Strategic Framework;
• Fosters healthy, professional and direct communication internally
and externally
• Ensure the cost-effective and efficient use of external partner
resources.
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
• Should have previous experience of 10+ years in a leadership
role, managing a team of 10 or more
• Broad and long experience with digital marketing, direct mail,
telemarketing, mid-level, telemarketing, and sustainers
programs
• Deep experience in budget and forecasting revenue and expenses of
multiple diverse programs
• Advanced excellent analytical, problem solving and communications
skills
• Strong understanding of donor stewardship and engagement
pathways.
• 10+ years’ experience managing large or complex projects,
including budgeting, and directing the work of consultants and
vendors.
• Direct experience growing a program based on analysis and
testing
• Strong knowledge of data segmentation.
• Familiarity with fundraising databases and Microsoft
Office.
• Detailed-oriented and organized.
• Proven ability to manage multiple projects effectively.
• Proven ability to collaborate across divisions to implement
processes and achieve results.
• Proven ability to continually develop skills related to use of
rapidly changing technology and communications best
practices.
• Willingness to work overtime as needed.
• Ability to troubleshoot and problem solve highly complex
issues
• Consistently demonstrates professional maturity
• Consistently takes the initiative to accomplish work
• Demonstrates the ability to make sound decisions
• Acts as visionary for the department and the organization
• Ability to motivate and empower employees to perform to the best
of their abilities
• Ability to be flexible, collaborative and catalytic
• Consistently demonstrates patience
• Demonstrates passion for U4U’s mission
PHYSICAL DEMANDS
The physical demands described here are representative of those
that must be met by an employee to successfully perform the
essential functions of this job.
• Tasks involve some physical effort, i.e. some standing and
walking, or frequent light lifting (5-10 lb.); minimal dexterity in
the use of fingers, limbs, or body in the operation of office
equipment. Tasks may involve extended periods of time at a
keyboard.
• Extended periods of sitting at a workstation or desk and manual
dexterity to work efficiently on computer keyboard for data entry
and composing of documents
WORK ENVIRONMENT
The work environment characteristics described here are
representative of those an employee encounters while performing the
essential functions of this job. The tasks will generally be
performed in a typical office environment. May also involve travel
to some locations within the company’s region of operations and
select donor locations.
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.
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