CHURCH MISSION SOCIETY
Job description
Post: Direct Marketing Manager
Responsible to: Director of Mission Stewardship
Team: Mission Stewardship
Grade: G
Introduction
CMS is an evangelistic mission community working to see our world transformed by the love of Jesus.
As a community of people in mission, we obey the call of God to proclaim the Gospel in all places and to draw all peoples into fellowship with the Lord Jesus Christ.
The mission of CMS is summed up as Sharing Jesus, Changing Lives.
CMS was founded in 1799 by William Wilberforce and others including John Newton. Since then, thanks to the generous and prayerful contributions of God’s people, we have helped support over 10,000 CMS people in mission in Africa, Asia, South America, Europe and the Middle East.
To find out much more about the work of our community please visit:
www.cms-uk.org
Context
The Direct Marketing Team is a part of the Mission Stewardship Team. The team works alongside the Supporter Stewardship Team and the Communications Team who together are responsible for raising approximately £6 million in voluntary income for the overall CMS mission programme.
The Direct Marketing Team is currently made up of four people: the Direct Marketing Manager, the Fundraising Assistant, the Supporter Care Administrator, and the Events and Legacy Fundraiser (part time). In addition to this, the team works closely with the Database Supervisor, who sits with the team.
CMS fundraises from a database of approximately 15,000 individuals using newsletters and appeals. As income from churches continues to be placed under growing pressure, the CMS fundraising strategy is becoming more reliant on individual donations. Our strategy is to continue to grow these donations from individuals and we require a full-time Direct Marketing Manager to help shape the development and growth of our Direct Marketing Fundraising Strategy and manage this very important aspect of our fundraising focus.
Purpose of the Job
This is a management role within the Mission Stewardship Team. The purpose of the Direct Marketing Manager role is to:
a. Shape the future development of the direct marketing strategy, bringing energy and creativity to building the supporter base and improving contributions to CMS.
b. Lead on the effective use of donor segmentation and data-selection and analysis across the Fundraising Team.
c. Focus on acquisition, upgrade and retention of individuals through direct marketing.
d. Increase the number of donors giving in a committed regular way through direct debits.
e. Communicate with and cultivate supporters and potential supporters, activating as donors those who join our database, and then seeking to increase their giving as their commitment to CMS develops over time.
The Direct Marketing Manager will work closely with the other members of the Mission Stewardship Team, and in consultation with our mission leaders, plan and implement our fundraising appeals including: research and development of the appeal brief, managing the development of the appeal letter (writing, design and printing), using intelligent segmentation and data-selection. The post holder will also work closely with the Communications Team to develop a better strategic focus for our newsletter, Mission Update (published six times per year).
The Direct Marketing Manager will analyse the relevant data, produce regular reports for the Director of Mission Stewardship that will enable strategic donor development to take place: monitor and evaluate responses to each fundraising approach, i.e. appeal, newsletter and fundraising campaign, analysing this information and using the resultant conclusions to regularly update and adjust the donor development strategy.
Key Relationships:
· You will report to the Director of Mission Stewardship as your line manager.
· You will work closely with the other managers of the Mission Stewardship Team.
· You will have managerial responsibility for the Fundraising Assistant, the Supporter Care Administrator, and the Events and Legacy Fundraiser (part time).
· You will work collaboratively with the ‘mission outcome teams’ within CMS.
· You will communicate regularly with the fundraising consultant/freelance appeal writer and printers.
Key Responsibilities
· To analyse data and produce regular reports for the Director of Mission Stewardship, that will enable strategic development to take place: Monitor and evaluate responses to each fundraising approach, i.e. appeal, newsletter and fundraising campaign, analysing this information and using any conclusions to regularly update the donor development strategy.
· To use the fundraising relationship database (Raiser’s Edge) and Dashboard reporting tools for strategic and intelligent segmentation and statistical analysis of supporter data, maximising the return on investment for the overall direct marketing programme.
· To develop and implement a donor recruitment programme (including committed giving campaigns, cold mailings and e-marketing) to increase the CMS supporter base and maximise income.
· To create and implement a donor development programme in order to maximise the connectedness and giving of CMS donors.
· To identify good stories of CMS outcomes through the use of all available CMS communication mediums, and see them used to generate income for our mission work.
· To run at least six appeals a year, providing the appeal schedule and brief for the Fundraising Assistant and Fundraising Consultant to assist you.
· Shape the development of CMS direct marketing initiatives i.e. mail, telephone and email/electronic, etc. and run them.
· Work with the Events and Legacy Fundraiser to develop a community fundraising programme that impacts giving through events and legacies.
· Help develop a fundraising product which can be used to inspire donors to convert from cash to committed giving to CMS General Funds, doubling the number of people giving by Direct Debit over a two year period.
· Manage a small database team to ensure that Raiser’s Edge is maintained at optimal standards for a direct mail programme and that the data is as clean and up to date as possible.
· Perform other duties as may be reasonably required by the Director of Mission Stewardship.
Person Specification – Direct Marketing Manager
Essential / DesirableQualifications / Graduate or equivalent qualifications / training
Member of the Institute of Fundraising / Certificate in Fundraising Management / Chartered Institute of Marketing qualification.
Experience / At least three years proven experience of working with direct marketing or donor development in a business, education or charity context, preferably with three to five years experience of working in fundraising.
Proven experience of data analysis and statistical understanding. / Experience working for a Christian organisation and/or involvement in mission work.
Experience of running a telephone fundraising campaign.
Experience of managing people.
Skills/Abilities / Ability to analyse data and numbers, and make recommendations on donor development and recruitment using them in a fundraising database context.
Ability to create appropriate giving handles and gift arrays.
Excellent IT skills and a good working understanding of Microsoft Office including Excel and Word.
Good written and oral communication skills.
Attention to detail.
Ability to work under pressure and to deadlines utilising good time management skills. / Use of Raiser’s Edge to manage data in a fundraising context.
Knowledge/
Understanding / Good knowledge of the worldwide Church and mission.
Understanding of what makes excellent fundraising copy.
A clear understanding of donor development theory and a good knowledge of fundraising in general. / Knowledge of Anglican Church and structures.
Knowledge of CMS.
Disposition / Passionate and enthusiastic about fundraising and mission.
Team player, and also able to work on your own initiative.
Inquisitive with ‘can-do’ attitude.
Determined.
Others / Committed to the ethos and values of CMS.
Willing and able to travel in Britain and overseas. / Full clean UK driving licence.
Appendix – Year One Objectives
Better management of database
- Conduct a full assessment of the donor database and create a plan of action
- Run a data cleanse and maintenance programme
- Liaise across the fundraising team on donor acquisition initiatives
- Segmentation work - identification of priority targets/quick wins
- Do a donor retention analysis and create an action plan
- Identify potential middle gift and major donors already on our books
- Regular reporting and analysis, exploring the donor database for possibilities in the future
Overall strategy and planning
- Create an individual giving strategy and product/s
Fundraising team overall
- Work in team on new products commissioned/ delivered to match needs of segmented data sets
- Be a leading part of the team effort to raise fundraising on CMS agenda
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