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Job Details:

Title: Direct Marketing/Donor Engagement Manager




The Donor Engagement Manager is responsible for leading, developing, and managing strategies for existing donor appeal programs, acquisition, and stewardship for the purpose of revenue and donor cultivation to support Heifer’s mission. This person will integrate with online channels and programs for cross messaging with donors.

Essential Character Traits

The ideal candidate is detail-oriented, highly organized, strong in direct marketing fundraising strategies, communicative, innovative, personable, and collaborative with the ability to work with a diverse group of people across various departments and agencies within Heifer’s organizational framework. Must have experience in direct marketing fundraising, cultivation, analysis, and reporting across multiple donor groups, programs, and channels.

Responsibilities & Deliverables. Lead, manage and set strategies for Heifer’s catalog program and fourth quarter acquisition program to raise projected revenue for existing donors and acquire new donors to meet revenue goals (30%) C. Create and set strategies for stewardship program for Heifer donors for the purpose of engagement to Heifer’s mission (10%) D. May perform other job-related responsibilities as assigned (5%)

  • Develop, manage, and lead strategy for Heifer’s existing donor file to retain and engage donors to meet organization revenue goals utilizing direct mail, telemarketing, texting, and other channels as needed. (55%)

  • Lead and set strategies to implement creative and communication(s) to existing donor file for the purpose of raising revenue

  • Define communication streams based on donor segment and life cycle with the organization

  • Manage donor activity and giving by donor segment and strategize with agencies on areas for growth and improvement

  • Utilize donor insights from donor focus groups and surveys to create a donor-centric experience with the goal of increasing revenue

  • Develop and manage the donor experience in the execution of strategy and campaigns that support the overall objectives to convert, retain and grow the file

  • Integrate with online channels for cross messaging to donors by collaborating with email and digital teams to implement a strategy for cross channel fundraising messaging

  • Lead agencies and internal stakeholders to ensure integration and execution of donor group strategies in messaging

  • Manage creative process with agencies and production partners on package development to final execution of programs while managing the expense budget

  • Review key analytics for the purpose of driving strategy and ensuring revenue goals

  • Set key strategies and define messaging for Heifer’s high-end donor program to retain and upgrade these donors and create a unique donor communication experience to keep these donors engaged

  • Develop and build strategies for test plans and communications with the goal of improving KPIs and optimizing results within segments

  • Consistently monitor progress toward revenue and KPI goals and adjust strategy accordingly to ensure revenue goals are met or exceeded.

  • Create specific catalog messaging for Heifer’s existing donor file for the purpose of raising revenue

  • Create specific catalog messaging for the acquisition file for the purpose of raising revenue and acquiring new donors

  • Create and test messaging for the fourth-quarter acquisition program for the purpose of raising revenue and acquiring new donors

  • Utilize data and insights from focus groups and donor surveys to tailor catalog and fourth quarter acquisition messaging based on donor audience

  • Collaborate with agencies and list brokers to manage list plans based on list performance to further Heifer’s fourth-quarter acquisition reach

  • Collaborate with email and digital teams to create multi-channel communication

  • Annual review of catalog program and donor segments to make recommendations for existing donors and fourth quarter acquisition and catalog acquisition programs, including list performance, product offers, and creative messaging

  • Tailor communication to donor audiences based on catalog donor performance, both existing donor and acquisition. This includes retention, communication, and overall strategy

  • Develop and build strategies for test plans and communications for both catalog programs with the goal of improving KPIs and optimizing results within segments

  • Promote catalog strategies including, but not limited to, telemarketing, texting, email, and digital campaigns

  • Stay current and informed of both the nonprofit and for-profit landscapes with the intention of maintaining awareness of current and emerging trends for the purpose of new opportunities to test creative and potential audiences

  • Create strategies and define appropriate and motivating content for Tele-Town Halls, Webinars and Conference Calls

  • Lead agencies and stakeholders in developing surveys, insights, and donor feedback to learn and understand donor motivation for messaging development

  • Conduct and define donor Telemarketing stewardship and thank you calls to identified donor groups

  • Implement Neurolab learnings and insights to tailor donor communication by the audience and to keep donors engaged

  • Utilize World Ark Magazine as a stewardship piece and define appropriate audiences to receive World Ark Magazine

  • Identify and define a communication stream that updates the donor on the direct impact of their giving to ensure donor loyalty


Minimum Requirements

  • Bachelor’s degree plus a minimum of seven (7) years experience in mass-market fundraising.

  • Minimum of five (5) years experience in non-profit/non-governmental direct mail fundraising experience. Must have strong experience in mass marketing across multiple donor groups, programs, and platforms for the purpose of increasing revenue.

  • Proven fundraising and multi-channel direct marketing experience.

  • Proven experience in direct mail acquisition programs.

Preferred Requirements

  • Non-profit/non-governmental organizations experience desirable.

Most Critical Proficiencies

  • Proven teamwork skills with the ability to train and work cooperatively with a diverse staff, including staff in remote locations.

  • Proven leadership in providing direction, strategic vision, and creative thinking to direct marketing professionals.

  • Proven direct marketing implementation with the understanding of what constitutes a persuasive case for giving leading to donor and revenue growth.

  • Must have a passion for donor engagement and an ability to act as an ambassador for the donor.

  • Strong interpersonal skills in a changing environment with the ability to tactfully challenge the status quo, and effectively influence improvement.

  • Demonstrate ability to manage multiple project timelines and manage vendors and budgets.

  • Knowledge of the non-profit sector with awareness of the content in which non-profit organizations operate.

  • Strong adherence to Association of Fundraising Professionals Code of Ethical Principles.

  • Excellent communications, leadership, problem-solving and analytical skills.

Essential Job Functions And Physical Demands

  • Managing multiple tasks individually and in parallel while under a full workload and tight deadlines.

  • Ability to prepare and present reports in a well-designed and attractive format with impeccable attention to detail.

  • Ability to execute multiple tasks and execute overall project plans with a proven ability to consistently meet deadlines.

  • Sensitivity in working with multiple cultures and beliefs, and to gender equity.

  • Ability to function in a team environment.

  • Ability to work with sensitive information and maintain confidentiality.

  • Constant face-to-face, telephone, and electronic communication with colleagues and the general public.

  • May require constant sitting, working at a computer for extended periods of time.

Website and Social Media


Date Posted: Feb 23, 2022

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