Overview of Position:
Reporting to the Chief Philanthropy
Officer, the Senior Director Direct Response /Annual Giving is
responsible for driving the overall strategic direction,
management, and growth of the Food Depository’s Direct
Response and Annual Giving Programs. Leading efforts within Direct
Response, Monthly Giving, Special Campaigns, Tribute/Memorial,
Workplace and Mid-Level Giving. This position is responsible for an
annual revenue goal of $27 million out of the $44 million overall
Individual Giving goal. This individual will support and advance
key equity, diversity, and inclusion efforts in our overall
fundraising. The Senior Director of Direct Response/Annual Giving
serves as a member of Development Leadership, the Cross Department
Leadership team, and other cross-departmental project teams as
RESPONSIBILITIES AND ESSENTIAL FUNCTIONS:
Drive strategy, planning,
implementation, and performance of the Food Depository’s Direct
Response/Annual Giving Fundraising, translating the organization’s
key priorities into actionable fundraising targets leading to
sustainable growth across all direct response channels. Use a
variety of inputs (e.g., forecasting, segmentation, benchmarking)
to set our annual fundraising revenue targets.
Ensure a holistic, collaborative,
data-driven and equity-centered approach that achieves annual goals
and objectives and establishes vision for year over year growth and
success. Define, monitor and track KPIs including but not
limited to donor acquisition, retention, income per donor, and band
Lead team and external partners to
plan, execute, measure, and expand campaigns, to support omni
channel fundraising efforts that drive continuous revenue expansion
through all channels – with a focus on digital as well as the Food
Depository’s overall Development program.
Collaborate with Development team
colleagues, cross-departmental teams, and external vendors to align
annual plans and multi-year strategies for individual donor
acquisition, retention, cultivation, solicitation, stewardship and
Provide leadership and guidance to
team members to expand new donor segments beyond mid-level,
sustainer, workplace giving and tribute memorial programs.
Lead the development of an annual
expense budget, including scenario planning against variables
impacting expenses and/or unrestricted revenue generation, and lead
reforecasting, as needed.
Engage with and lead direct reports
as they work with agency partners to enhance strategic
collaboration, operational effectiveness and efficiency, and
resource management. Hold partners accountable to contracted
Collaborate closely with Vice
President of Marketing to optimize spend across marketing and
advertising channels to maximize return on investment and achieve
fundraising targets. Ensure consistency of voice, brand and
fundraising offers across omni channel direct response
Collaborate with development and
marketing team leaders to drive integrated strategic planning
efforts related to front-facing engagement with direct response
donors – in an omni channel environment, including but not limited
to mail, web, phone, mobile phone text, paid search, and social
Collaborate with cross-departmental
and cross-organizational teams to define and drive an integrated
and seamless donor journey.
Work closely with the Chief
Philanthropy Officer, their team, other departmental leaders and
external vendors, establish processes and systems that support a
cross-team approach to pipeline development and donor moves
management including mid-level program success.
Supervise a team of five, with 3
direct reports; serving as both a manager and mentor to leverage
each individual team member’s talents and support their
5+ years of managing a complex direct
response program that includes mid-level and sustainer programs.
Strong experience in building and growing a large 50,000 + donor
omni channel direct response/annual giving program. Including
working with multiple vendors and leveraging external marketing
efforts to deliver on key KPIs.
Deep knowledge of lead generation
channels and tactics and revenue channels, including direct
response, digital giving and peer to peer fundraising
Experience in direct marketing,
digital commerce, e-commerce with revenue responsibility.
Experience planning, executing,
measuring, and optimizing multichannel direct response marketing
campaigns and leveraging data-driven campaign targeting across a
diverse and complex audience or audiences.
Experience in forecasting revenue and
expenses, budgeting and managing $20M+ budget, including knowledge
of best practices in campaign performance measurement and
Must be process-oriented, with the
ability to transform vision and theory into well-defined goals,
strategies, plans and action steps.
Demonstrated initiative and passion
for taking on new projects; embraces solution-forward thinking,
seeing challenges as opportunities.
Excellent written and oral
communication skills, and talents for building positive
relationships with donors, volunteers, and colleagues.
Adaptable and flexible in fast-paced
environment, able to multi-task and successfully manage multiple
Proficiency in MS Office – Word,
Excel, PowerPoint, Outlook. Development database experience
(Raisers Edge / NXT experience a plus).
Exposure: General office environment;
limited exposure to warehouse environment. Interacts with GCFD
staff, donors, volunteers and general public. Evening and weekend
hours are required as needed. Ability to work remotely as