Deputy Director, Donor Acquisition

Deputy Director, Donor Acquisition
(Permanent; Full time; Remote)

Reporting to the Mass Marketing Team Leader, the Deputy Director, Donor Acquisition, is
responsible for developing, implementing and ongoing management of multi-channel acquisition
fundraising campaigns to help grow UNICEF Canada’s revenue and donor base with a focus on
the Monthly Giving portfolio.

The Deputy Director will develop & recommend strategies to grow the donor base and identify
new opportunities and channels of acquisition with a focus on both traditional and digital
fundraising activities.

With specific focus on acquisition and external partnership management, the Deputy Director,
Donor Acquisition is responsible for managing all activities to acquire new donors with revenue
goals in excess of $4M annually from various acquisition fundraising channels and programs. The
role also manages a complex expense budget in excess of $8 million.

The responsibilities of the position will include:

Acquisition & Partnership Management (50%)

• Develop strategy and business plans for all aspects of new donor acquisition.
• Develop, execute and manage acquisition campaigns across multiple channels including
  Direct Dialogue, Digital & Tele Fundraising.
• Work with key internal stakeholders and external agency partners to execute a robust
  donor conversion & reactivation program.
• Lead all aspects of five or more external partner relationships including reporting, training,
  quarterly business reviews and annual contract review.
• Provide ongoing KPI evaluation, reporting and results optimization.
• Recommend and test new programs to increase market penetration for acquisition
  activities within Canada leveraging national and international program best practices.
• Build a robust partner training program to ensure the UNICEF brand is consistently well
  represented by our partners in their interactions with donors and prospective donors.
• Work with external and internal partners to use data to acquire quality donors and reduce
  attrition including the first three months of donor lifecycle.
• Participate as an active member of cross functional teams; Co-chair process meetings,
  and on cross functional teams to create pathway to pledge donor journeys.

Profitability (20%)

• Manage all relevant budgets including expense management of $5M – $8M + annually for
  donor acquisition activity maintaining and updating detailed monthly financial
  spreadsheets and forecasts.
• Deliver analysis of daily, weekly and monthly campaign metrics to enable quicker reaction
  time for program optimization, gap closing and planning.
• Monitor results, complete analysis to track progress, improve results and provide ongoing
  strategic development of programs.
• Manage quarterly budget planning with quarterly reconciliation for the acquisition
  portfolio.
• Provide annual forecast and revenue and expense calendarization of activities within
  annual operating plan.
• Present regular status updates on key areas of the program and participate in annual and
  quarterly performance updates.
• Ensure all documentation regarding expenses, legal agreements/contracts & donor
  documentation are up to date and accurate.

Strategic & Operational Planning (15%)

• Develop the strategy, annual plan and budget for the Donor Acquisition portfolio with
  a focus on Monthly Giving and on managing the overall ROI. Present to key
  stakeholders for buy in and approval.
• Lead the annual contract negotiation process with external partners
  Assess and recommend best practices provided by UNICEF specialists and other
  UNICEF NatComs.
• Conduct ongoing assessment of acquisition KPIs to identify issues and actionable
  insights to improve performance.
• Gather industry best practices to recommend and implement new program
  opportunities and improvements thru regular sector monitoring, networking and
  collaboration with PFP and other UNICEF NatComs.
• Share best practices with PFP and NatComs as appropriate.

People Management (15%)

• Develop an effective, motivated team of two direct reports to achieve common
  goals with clearly defined accountabilities which are aligned with overall strategy.
• Recruit, retain and develop an effective and motivated team to achieve common
  team goals.
• Conduct goal setting planning as well as quarterly and year end performance
  reviews for direct reports as established by organization processes.
• Encourage, coach and foster opportunities for development and personal growth.
• Support employee engagement strategies as required.

The ideal candidate will have:

• A minimum of seven (7) plus years of relevant work experience including experience in
  customer/donor acquisition.
• University degree or college diploma in Fundraising, Marketing or related field or
  equivalent experience.
• Strategic & Analytical thinking and financial acumen with an understanding of drivers of
  donor acquisition ROI & Long Term Value.
• Digital marketing experience with an emphasis on acquisition campaigns.
  Experience with business planning, budgeting & forecasting Experience managing
  multiple internal & external partners to deliver programs and results. Direct Dialogue
  experience an asset.
• Experience with contract negotiation and sales training.
• Demonstrated experience planning, executing and measuring successful multichannel
  direct response marketing campaigns with an innovation and test and learn orientation.
  Excellent project management skills with strong attention to detail and the ability to multitask to deliver quality programs on time and on budget.
• Excellent communication skills, both written and oral.
• Proven strong work ethic with a proactive approach to delivering on results.
• Self-motivated, team oriented individual who believes in proactive and transparent
  communication and frequently collaborating with peers.
• A keen interest in the work and mission of UNICEF Canada.
• Intermediate Excel skills.
• Experience with Raiser’s Edge or similar relational database (an asset)

Salary Range: $85,000 to $104,000 per year.

What we offer
UNICEF Canada strongly supports workplace wellness and offers the following benefits:

• Extended Health and Dental Benefits with Health Care Spending Account.
• Life insurance and AD&D.
• Short Term Disability (STD).
• Long Term Disability (LTD).
• Employer contributions (5%) to Group Pension plan.
• Employee and Family Assistance Program (EFAP).
• 2 paid personal days.
• 10 paid sick days.
• Maternity and Parental leave top-up.
• 3 weeks of annual leave (vacation time increases with time served).
• One additional day of vacation on the anniversary of each year of service,up to a maximum of 30 days.
• Staff Appreciation Days.
• Currently offering Remote work option.
• Learning and Development Opportunities.
• Discounted rate for a GoodLife membership.

For consideration, please submit your resume and cover letter to careers@unicef.ca by March 1,
2023. Please attach your cover letter (including salary expectations) and resume as one
document and reference “Deputy Director, Donor Acquisition” clearly in the subject heading.
UNICEF Canada sincerely thanks all applicants for their expressed interest in this opportunity,
however, only those selected for an interview will be contacted.

Consistent with our Child Safeguarding Policy, the successful candidate must receive clearance
by a police background check, including a vulnerable sector screen.

UNICEF Canada is an inclusive workplace and is committed to championing diversity, equity,
inclusion and accessibility. Requests for accommodation can be made at any stage of the
recruitment process providing the applicant has met the requirements for the position.