ORGANISATIONAL ENVIRONMENT

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1 JOB DESCRIPTION Position Title: National Individual Giving Manager Department Fundraising Section or Unit: Individual Giving Reports to: Head of Fundraising Number of direct reports: 2 Classification Level: Level 8-9 Position Description Number: Work Type: Administration CORE OBJECTIVE To lead and manage the individual giving program to achieve budgeted income, costs and increased net margins in support of the overall fundraising objectives and strategy of Children s Medical Research Institute (CMRI). ORGANISATIONAL ENVIRONMENT Children s Medical Research Institute (CMRI) is a world-leading independent research institute dedicated to discovering how to prevent or treat birth defects and diseases such as cancer, epilepsy, and a range of genetic disorders. We focus on four main areas of research: embryonic development and birth defects, cancer, nerve cell signalling, and gene therapy. In addition, CMRI operates CellBank Australia, Australia s only national repository of cell cultures available to the entire research community, and a major Biomedical Proteomics facility that will help develop improved medicines. CMRI is a community-based organisation that has enjoyed and relied upon the generous support of the Australian community ever since it was founded more than 50 years ago. The advances we have made would not otherwise have been possible. Head of Fundraising Internal Relationships Direct Marketing Coordinator Philanthropy Manager Data Analytics Team Supporter Services Team CEO National Campaign Manager, Jeans for Genes Community Relationships Manager Communications Team ICT Team KEY WORKING RELATIONSHIPS External Relationships Direct Marketing Agencies/Copy-writers Telemarketing Agency Designers Digital Marketing Agencies Printers Mailing/Fulfilment House Supporters Committees Data agencies and list brokers Other Suppliers and Partners 1

2 CORE ACCOUNTABILITIES Accountability Outcomes % of role 1. Direct Marketing Strategy, Planning and Analysis 2. Campaign Management 3. Integration and channel exploration 4. Donor Care and Communications Strategy Develop and implement the DM and Regular Giving strategy to drive revenue growth. Manage income and expenditure budgets and forecasts for all individual giving programs. Develop and implement an annual Direct Marketing Communications Plan. Develop and implement the supporter journey for all new and existing supporters. Produce and monitor timelines for each DM and regular giving campaign to ensure programs are executed on time and internal and external stakeholders are informed of deadlines. Oversee detailed post campaign analysis for each appeal and regular giving campaign. Work with Data Analytics Team to implement data segmentation strategies and prepare data extractions and analysis. Manage and co-ordinate the acquisition, retention and upgrade of cash donors and regular givers through all direct channels. Direct and manage external agencies and suppliers to execute the DM strategy to meet agreed budgets and timelines. Work closely with Communications Staff to ensure all supporter communications are accurate and consistent. Work with Data Analytics Team to produce regular reports on DM results including weekly tracking during appeal periods and regular giving conversion and upgrade reports. Develop and maintain processes and procedures to ensure internal capability is efficient, meeting best practice and continuously improved to meet changing conditions. Ensure integration with other departments, so that the donor journey is always logical Capitalise on all of CMRI s touch points, making effective and efficient use of all mediums Disseminate activity and learnings with other Program Managers Develop and manage all donor care communications and initiatives in line with CMRI standards and KPI s including newsletters, thank you communications and updates Work collaboratively with Supporter Services team to ensure quality control on all donation processing, receipting, recognition and ongoing supporter 20% 30% 15% 2

3 5. Bequest & Major Donors Strategy 6. Bequest & Major Donor Pipeline 7. Continuous improvement 8. General Requirements communication and enquiries Ensure donor feedback is regularly captured and continuously improves CMRI s DM communications Ensure supporter services are aware of all DM activity taking place Lead the annual strategy for bequests and major donors to achieve revenue targets and other objectives Report on bequest and major donor revenue and relationships Prepare stewardship reports for new and existing relationships as required Work with the Marcomms Team to develop communications materials Develop and manage the appropriate systems and processes needed to execute the bequest and major donor strategy. Identify opportunities to grow income from major donors and bequests Develop and manage a pipeline of major donor and bequest prospects Develop and implement programs to increase the number of bequest leads, prospects and confirmed bequests Adopt a test and learn mentality in strategic plans Keep abreast of competitor activity (in and out of the charity sector) Keep abreast of new trends, tactics and channels being adopted within the industry Disseminate new learnings and information throughout the team Comply with all CMRI policies, in particular all relevant laws and standards, including OH&S safety standards, professional behavioural standards, charitable fundraising regulations. Maintain standards of conduct consistent with partner requirements. Support the vision and values of CMRI in all circumstances. Do not do anything to bring the image and reputation of CMRI into disrepute. 5% 3

4 AUTHORITIES AND DECISION-MAKING The incumbent Is accountable for leading the individual giving program and has the authority to make decisions that: o Determine the means to achieve organisational objectives. o Develop or modify strategic plans for the individual giving program. o Influence work activities and other key stakeholders including senior management through the provision of specialist knowledge and advice. Calculates/assess costs, risks and benefits for the individual giving program. Has accountability for budget, revenues and/or expenditure for the individual giving program. CHALLENGES The main challenges for this position include: Driving the individual giving program strategy to achieve ambitious growth targets. Developing new and innovative program strategies. Keeping up to date with industry knowledge and best practice. Setting up new processes and procedures to manage an expanded direct marketing program. Juggling program management priorities. Tight timeframes and the impact of these on other activities and deadlines. Ability to influence key stakeholders to achieve desired outcomes. Individuals have the following responsibilities; WORK HEALTH AND SAFETY Ensure safe work practices are adopted in any work area and contribute to the development and maintenance of risk assessments and standard operating procedures (SOPs). Report injuries, accidents, incidents and near misses in the work area and on the corrective actions taken to prevent reoccurrence. Do not intentionally or recklessly interfere with or misuse anything provided in the interests of health, safety or welfare. 4

5 REQUIREMENTS Education Tertiary qualifications, preferably in a relevant discipline such as business, marketing or communications. Experience Previous fundraising and/or marketing experience of at least 5-7 years, ideally within a relevant not for profit organisation. Engagement Significant engagement with senior managers and stakeholders. Managed and coached individuals and/or teams. Ability to liaise and negotiate effectively and productively with suppliers, partner organisations, presenters, participants and corporate sponsors Member of a professional body in a related field. Capabilities Core Proven ability to set and meet fundraising objectives including demonstrated results in donor/customer acquisition and retention. Experience in developing direct marketing strategies and plans. Strong campaign management and project management experience. Demonstrated skills in relationship building, business management (including budget setting and tracking) and strategic thinking and execution. Strong relationships and an established network in the not for profit sector. High level written and oral communication skills. High level organisational and multitasking skills. Technical High proficiency in the use of the Microsoft Office suite of products. Strong understanding of donor/customer relationship management databases. Other High energy levels. Passion for community service and understanding the benefits of the health and welfare of human beings. Ability to work in a team and independently. Dedicated and enthusiastic work ethic. Driver s license. Rights to work in Australia. Clear police and criminal records. VERIFICATION This section verifies that the Manager and incumbent has read the Job Description and is satisfied that it accurately describes the job role. Signature and date Signature and date (employee) (manager) 5