Donor Relations Specialist

Overview

The Donor Relations Specialist (DRS) will lead the design and implementation of a robust mid-level donor relations program for the NJ Division of The Salvation Army by developing a comprehensive action plan to identify, qualify, cultivate, solicit, and steward mid-level donors to retain and upgrade their gifts and to consider transitioning donors to the Major Gifts or Gift Planning portfolios. In collaboration with the Territorial Headquarters (THQ) Territorial Director of Major Gifts and Mid-Level Giving, the DRS will formulate a strategic plan of cultivation, solicitation, and stewardship efforts for mid-level donors identified through the THQ direct mail and marketing program, leveraging multi-channel strategic communications and personalized outreach (virtual and in-person) to engage donors. The DRS will identify appropriate and meaningful mid-level donor annual fundraising and marketing strategies, working collaboratively with territorial, divisional, and local marketing leaders to ensure that The Salvation Army’s mission and fundraising objectives are met and exceeded.

Responsibilities

The duties listed below are the primary duties of this position but are not all the required duties. The Salvation Army reserves the right to change, reduce, or expand the duties of this position at any time. Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of this role.

• Develop strategic engagement plans to identify, qualify, educate, cultivate, and solicit gifts from mid-level donors to retain and increase their annual giving to The Salvation Army (TSA) and potentially transition them to the Major Gift or Gift Planning portfolios.
• Manage a portfolio of up to 450 mid-level donors by cultivating relationships with current, lapsed, and new donors through solicitations, gift acknowledgments, and stewardship communications such as phone calls, personalized email communications, virtual and in-person visits, and events.
• Analyze the Divisional Donor Database regularly to identify potential mid-level prospects.
• Tier all mid-level-qualified donors to ensure those most interested in deeper engagement with TSA are given priority.
• Research donors and prospects to assess their financial capacity and evaluate donor capabilities using analytical and experiential thinking.
• Work collaboratively with the Donor Relations and Gift Planning teams to identify and transition higher-capacity major and planned gifts donor prospects for additional personalized cultivation.
• Work with TSA Officers and other fund development offices to ensure effective collaboration on direct mail, foundation, corporate, major, and planned gifts efforts.
• Understand and engage with the annual strategic plan for direct response and mail appeals.
• Proactively identify potential prospects for matching and momentum-building gifts for annual giving campaigns and events.
• Document and leverage client success stories and testimonials as a tool in overall donor cultivation strategies.
• Collaborate with the Marketing department on creative design, messaging, and data segmentation for mid-level prospect mailings.
• Develop and implement strategies to show appreciation, offer recognition, nurture donor loyalty, and foster personal relationships with TSA.
• Track mid-level prospects and donors by accurately and promptly documenting their cultivation, solicitation, and stewardship activities in the CRM database (Salesforce).
• Communicate effectively with the THQ CRM team and participate in required webinars and meetings.
• Serve as the primary point of contact for incoming phone calls and email requests from mid-level donors, solicit feedback, and track responses in the CRM database.
• Stay abreast of industry best practices in mid-level donor management and implement promising innovations within the program.
• Serve as a credible ambassador of The Salvation Army internally and externally.
• Other duties within the scope of the role as assigned by supervisors.

Qualifications

Requirements

• Bachelor’s degree or equivalent experience.
• At least 2-3 years of progressive fundraising experience in a non-profit fundraising role with a proven record of success.
• Clear and persuasive written and verbal communication skills, strong presentation skills, and an infectious enthusiasm for providing high-quality customer service over the phone and in person.
• Naturally comfortable with direct donor interactions, including discussing personal and family finances and asking for money, employing a tenacious but respectful approach.
• Demonstrated expertise in developing and maintaining positive relationships with diverse individuals, including executives, high-level volunteers, wealthy donors, internal stakeholders, and organizational leadership.
• Valid driver’s license with a clean driving record and reliable access to and use of an insured vehicle during working hours.
• Must be willing to travel regularly throughout New Jersey and as needed for out-of-state conferences and meetings.
• Passion for The Salvation Army’s mission, coupled with a solid commitment to understanding the Army’s history, structure, services, policies, and procedures.

Desired Qualifications

• Gift Officer experience preferred, with demonstrated success in developing cultivation, solicitation, and stewardship strategies.
• Proficiency in data analytics and using data to inform decision-making.
• Strong proficiency in office applications and software, including O365 (Word, Excel, Teams, Outlook, PowerPoint, Publisher) and donor tracking or CRM software (Salesforce).
• Strong attention to detail while working in a fast-paced environment independently and as part of a team.
• Proven ability to set and achieve goals by the given deadlines while managing multiple projects and conflicting priorities.
• Highly effective organizational skills with an entrepreneurial and proactive mindset.