Best Friends Animal Society
  • 115- Direct Response Marketing
  • USA
  • competitive
  • Salary
  • Full Time

Join Best Friends and turn your career into a labor of love. The benefits package is one of the best! Medical, Dental, Vision, Basic and Supplemental Life Insurance, Short and Long Term Disability, Child Care reimbursement, Pet Sitting reimbursement, Flexible Spending Account, Health Savings Account, PTO, Paid Holidays, Employee Assistance Program, 401k and Staff Discounts.


Location: Remote

The Manager of Direct Response Marketing works as part of a team to develop strategy and execute a successful national direct response marketing program. The Manager serves as the lead to manage execution, testing and analysis of all campaigns. This role is responsible for all direct response fundraising initiatives, which includes a robust mail program, but may also include other tactics, such as face-to-face fundraising.

The Manager, Direct Response Marketing interfaces with internal teams for creative, copywriting, design and reporting, as well as external vendors responsible for helping to drive year-over-year revenue growth with these fundraising programs. Working together, s/he helps ensure revenue targets are achieved and the program stays on budget. The Manager supervises the independent analyses of the direct response program's performance, and with the Director of Annual Giving, makes strategic investment decisions to acquire new members, grow retention rates, and reactivate more lapsed and expired donors. The Manager will be the primary person managing the relationships with our strategic marketing agency.

The Manager is responsible for all aspects of financial and revenue expense management of Best Friends' Direct Response program. S/he will supervise the Direct Response Specialist and any temporary staff needed.

Key Responsibilities:

Direct Response Fundraising:

  • Develop overall direct response fundraising program strategies with the Director of Annual Giving and strategic marketing agency.
  • Provide strategic recommendations to Director of Annual Giving to improve fundraising results and drive more revenue growth.
  • Lead test plans and help set testing strategy to improve learning and results for mail program, with special focus on frequency testing, impact of loyalty touches, and deep personalization where relevant.
  • Collaborate with Digital Fundraising team to set schedule and develop cross-channel fundraising campaigns and appeals.
  • Lead marketing efforts to grow revenue from vehicle donations, stock gifts, donor advised funds, and other direct response giving programs.
  • Work to grow mail gifts from middle donors and bring in more higher net worth donors to fuel major giving fundraising pipeline.
  • Invest in personalization and loyalty recognition, to the extent that the ROI analysis allows, to expand donor value and retention.
  • Collaborate with Planned Giving on strategy for lead generation, stewardship, and reveal campaigns. Lead the development and execution of planned giving mail communications.
  • Develop strategy for Golden Circle recruitment, cultivation, and upgrade. Partner with stakeholders from Middle and Major Gifts teams on strategy for GC invitations and increasing donor value.
  • Support other teams within Best Friends with mail strategy or execution as needed.

Face-to-Face Fundraising

  • Partner with Director of Annual Giving to design and test face-to-face fundraising in key regions.
  • Partner with Development Operations and IT to create and monitor technical infrastructure for effective data management, donor experience, and results tracking.
  • Recruit volunteers in local areas to serve as canvassers and team lead with support from volunteer department internally.
  • Develop all supporting collateral for canvassers including brochures, uniforms, scripts, tablets.
  • Manage training of canvassers and supporting staff and volunteers.
  • Track measures of success including single and recurring gifts, drop-offs, retention, donor satisfaction, and local brand awareness.
  • Create rewards and incentives to motivate canvassers.

Data Management and Analytics

  • Work closely with Development Operations to accurately manage appeal-related data and reporting.
  • Work with strategic marketing agency and Development Operations to ensure independent analysis is conducted of all aspects of direct response metrics, including results by campaign, package, list, offer, segment, channel, ROI, retention, and donor value.
  • Working with the Development Operations Manager, collaborate on all internal and external data requests affecting donor data and donor experience.
  • Analyze donor pipeline movement and expansion. Create opportunities to encourage upward donor movement. Collaborate with other Development departments to support achievement of organizational fundraising goals.
  • Partner with Business Intelligence team to optimize donor value and return on investment.

Financial and Expense Management

  • Work with strategic marketing agency to build pro forma budget, including mail dates, quantities, revenue and cost projections.
  • Work with Finance to build the budget that includes revenue and expense projections by month.
  • Approve and track monthly expenses.
  • Conduct monthly reconciliation against financial reports.
  • Project monthly forecast for revenue and expenses.
  • Ensure that expenses are managed within budgetary guidelines.

Treat people around you as our most valuable resource by leading with Kindness and Compassion in all your actions, build trust by demonstrating authenticity and following through on your commitments, encourage self-care and work-life balance through your own example, and work to build strong relationships with your team by creating communication loops to share and receive honest feedback. You are responsible and accountable for the culture of your team.

Minimum Qualifications, Experience, Education, and Abilities:

  • Bachelor's degree or comparable work experience required.
  • 7+ years experience in a Development/Fundraising nonprofit environment required (emphasis in Direct Response Fundraising preferred), with increasing levels of responsibility.
  • Proficiency with development/membership data systems as well as direct response data management standards required.
  • Ability to work independently and be self-motivated in a fast-paced environment with limited supervision.
  • Ability to manage multiple priorities and projects at the same time and demonstrate grace under pressure.
  • Excellent written and verbal communications skills; ability to communicate effectively both face-to-face and remotely using a variety of collaboration tools such as Teams, Trello, and Microsoft Office suite.
  • Comprehensive attention to detail.
  • Natural desire to collaborate with peers and other team members.
  • Ability to effectively influence people to meet goals and deadlines.
  • Creative, flexible, adaptable, and open to change and trying new tactics to grow direct response program.
  • Experience in managing external vendors.
  • Proven record of supervising and mentoring staff.
  • Some travel required.

Physical Requirements:

  • Work at a computer with extended periods of time with repetitive typing, arm and hand motion.

Best Friends Animal Society is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to their race, religion, ancestry, national origin, sex, sexual orientation, age, disability, marital status, or domestic partner status.

Best Friends Animal Society
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