Job Description
Job title:
Head of Individual Giving (interim) Job holder: N/A
Reporting to: Director of Fundraising
Date:
Department: Fundraising
December 2012
Aim
To achieve increasing levels of income, in accordance with Crisis’ plans for substantial
growth, through leading the Crisis Major Gifts, Direct Marketing and Supporter Services
teams.
Dimensions
Income Target:
Direct Marketing £8.4m; Major Gifts and Legacies £1.2m
Expenditure Budget: Direct Marketing £3.3m; Major Gifts £173k, Supporter Services; £106k
Line management of: Major Gifts Manager; Supporter Services Manager, Direct Marketing
Executive, Database Marketing Executive;
Circumstances
This post is offered as a fixed term contract until 30 June 2013.
Salary
£47,940 per annum
Hours
35 per week
Organisational Chart
Acting Director of
Fundraising
Head of Individual
Giving (interim)
Supporter Services
Database Marketing
Direct Marketing
Major Gifts
Manager
Executive
Executive
Manager
Supporter Services
Supporter Services
Supporter Services
Direct Marketing
Major Donor
Research & Legacy
Executive
Coordinator
Assistant
Coordinator
Executive
Executive
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Principal accountabilities
1. This is a post with responsibility for managing three Crisis fundraising sectors – Direct
Marketing, Major Gifts and Supporter Services – and raising £9.63m.
2. To continually evaluate and monitor income against target for both sectors and to
take early remedial action to address any shortfalls
3. To manage the Direct Marketing Team. Balancing a portfolio of recruitment and
development activities to achieve growth targets on budget. This will potentially
include:
 Recruiting new individual donors by direct mail, F2F, press and online
advertising and social networking, inserts, DRTV and telemarketing
 increasing the value of donors over time by phone, mail, email and social
networking
4. To manage the Major Gifts Team. Ensuring Crisis Investors and other Major Gift
relationship-building strategies are implemented and income targets are achieved.
5. To manage the Supporter Services Team. Ensuring all supporters receive the best
donor care possible and all donor care KPI targets are achieved.
6. Develop and implement strategies for existing and prospect individual donors and
donor segments including mid value donors (£500 - £999.99)
7. To deliver regional focused on areas where Crisis has established new Skylight
centres
8. Research profiles of donors segments; develop and implement strategies for existing
and prospect individual donors and donor segments including mid-value donors
(£500 - £999.99)
9. To manage and develop the team
10. To develop and maintain good working relationships with external agencies: creative
and fundraising agencies, print suppliers, mailing houses and relevant internal
departments
11. To develop new and innovative ways of continuing to expand and widen the unique
opportunity presented to Crisis each Christmas
12. To develop Crisis’ e-marketing and online fundraising strategy, testing and evaluating
a range of new media activities including email, SMS, website affiliation, search
engine maximisation, online partnerships and social networking
13. To provide in-depth analysis of giving trends across the database and to explore new
ways of refining data analysis, in order to drive and inform our forward planning.
Specifically looking at LTV of cash and regular donors by recruitment channel
14. To manage and monitor the Direct Marketing budget and produce accurate income
forecasts and multi-year income models based on various expenditure scenarios
15. To work with the Database Manager to oversee the development, management and
usage of the Raiser’s Edge database
16. To contribute to the integration of activities between the Communication and
Campaigns Team and the Fundraising Department, where there is opportunity to do
so
17. To maximise Crisis’ income from Gift Aid by proactively marketing it to all existing and
prospective donors, and by keeping donors informed of their Gift Aid status with
Crisis
18. To oversee outsourced fulfilment of appeals
19. To develop and maintain an understanding of the charity’s work and the needs and
circumstances of homeless people
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20. To maintain links with other Direct Marketing managers and to stay current with latest
developments and regulations relating to direct marketing and donor development
activities
21. To carry out duties that may reasonably be required in the light of the main purpose
of the job.
22. To meet professional standards published by the Institute of Fundraising and the
Fundraising Standards Board
Person specification
Essential
1. 3-5 years direct marketing experience including recruitment across a range of media
2. Detailed knowledge of print production and mailing techniques
3. Experience of using a relational database
4. Knowledge of relationship marketing techniques and strategies
5. Knowledge of relevant legislation and regulation affecting fundraising and direct
marketing
6. Experience of managing external marketing agencies, printers and mailing houses
7. Experience of working with a variety of media such as press, mailings, online and
DRTV
8. Experience of managing large and complex expenditure budgets
9. Excellent written and verbal communication skills
10. Analytical skills and familiarity of handling numerical data
11. Experience of line management
12. Ability to work outside of office hours
13. Commitment to the vision and values of the organisation
14. Commitment to equality of opportunity
Desirable
15. Membership of a professional marketing or fundraising body eg IDM, CIM, IoF
16. Experience of Raisers Edge and Information Edge
17. Educated to degree level or equivalent
We encourage applications from all sections of the community particularly those with
personal or previous experience of homelessness.
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