Director, Donor Retention & Cultivation

For more than 78 years, the USO—a private, nonprofit organization—has served the men and women of the U.S. military, and their families, throughout their time in uniform – from the moment they join, through their deployments and as they transition back to their communities.

Today’s USO continuously adapts to the needs of our men and women in uniform and their families, so they can focus on their very important mission. We operate USO centers at or near military installations across the United States and throughout the world, including in combat zones, and even un-staffed USO service sites in places too dangerous for anyone but combat troops to occupy.

The Director, Donor Retention & Cultivation leads the development of, and is responsible for, creating and implementing omnichannel strategies that provide donors with a consistent experience, which drives increased response rates & other key metrics; oversees budget development and ensures that programs adhere to budget; develops key reporting systems and contributes to direct marketing growth objectives.

Principal Duties and Responsibilities (*Essential Duties)

Program Creation and Execution: (40%)

• Partner with Development leaders to establish goals and plans for direct marketing and lead their execution. Report on execution to VP.*
• Create, revise and optimize with key vendors, and archive the direct mail and email/digital appeal calendars.*
• Collaborate with internal colleagues to deliver a highly optimized and integrated renewal program across all direct response channels.*
• Recommend, manage and pilot new fundraising channel investment efforts as directed by VP.*

Vendor Management: (30%)

• Primary lead with agencies and vendors in developing go to market strategies.
• Ensure work quality and service levels provided by vendors and subcontractors meet expectations.*
• Direct Statement of Work creation, amendment and extension periods, and manage contract processes.*
• Ensure compliance to regulatory processes.*
• Track invoices and ensure expenditures adhere to budget.*

Budget Management: (20%)

• Assist VP in creation of annual channel budgets.*
• Develop annual revenue and expense planning, budgeting, and reforecasting efforts for offline programs.*
• Lead monthly accruals and revenue and expense reconciliation processes.*
• Review and approve agency budget systems and input into USO systems for approvals.*

Reporting & Analysis:

• Benchmark and assess direct mail package and email/digital campaign performance. Make recommendations where appropriate.*
• Build and maintain fiscal year revenue and donor file projections.*
• Analyze the USO direct response file health and optimize tactics based on results.*

Participate in relevant cross-departmental meetings to ensure anchor campaigns, audiences, and channels are supported and integrated across the USO. Work closely with IT, Brand, Legal, and external vendors.

Lead, manage and mentor the Manager, Donor Retention. Provide leadership and professional development opportunities to direct reports with a goal of producing skilled direct response fundraisers and long term USO employees. Perform assigned duties in the absence of Vice President, Direct Response.*

Other duties as assigned

Job Specifications – minimum Knowledge, Skills, Abilities and Behaviors necessary to perform the job successfully. Equivalent combination of education and experience is acceptable.

• Bachelor’s Degree in Marketing, Communications or related field.
• 8+ years of work experience in a development or fundraising role with recent direct line management over a multimillion-dollar direct mail program in the commercial or charitable sectors. 5+ years of supervisory experience.
• Multiyear mail planning experience including retention and cultivations strategies, loyalty programs, mid-level programs, segmentation planning, revenue and expense modeling.
• Knowledge of regulatory standards governing direct mail, email, solicitation operations.
• Experience working with strategic vendors, print houses, letter shops, postage comingling processes, caging facilities, and knowledge of bulk, non-profit and business reply mail operations.
• Ability to lead and achieve desired results while working collaboratively in a team environment.
• Strong interpersonal and problem-solving skills. Ability to interact with USO Leadership, the general public and military audiences at a variety of levels with integrity and professionalism.
• Demonstrated ability to exercise sound judgment related to controversial and/or culturally sensitive subjects. Ability to handle confidential information with tact and poise.
• Working knowledge of basic business and accounting functions including project management and budgeting.
• Demonstrated initiative/self-motivation, with the ability to quickly and easily adapt to changing organizational needs.
• Proficiency using computers and electronics equipment. Working knowledge of various software, applications, and programs including but not limited to Microsoft Office Suite.
• Ability to obtain and maintain proper credentials necessary to access USO Center locations and facilities including but not limited to security, credit and/or background screening, SOFA status, valid driver’s license.
• Must be a strong advocate of the USO’s mission to lift the spirits of America’s troops and their families.

Details:

• This position is located in Arlington, VA. Preference will be given to local candidates within commuting distance to the location.
• Resume and cover letter are required for full consideration.