Senior Manager, Direct Response Fundraising



Washington, DC, USA
Posted on Thursday, November 16, 2023

General Summary

Supporters around the globe power Oceana’s campaigns to protect and restore the world’s oceans.

The senior manager of direct response fundraising oversees the day-to-day operations of Oceana’s direct response fundraising efforts, raising critical funds from new and existing donors, and utilizing a multi-channel approach to online and offline donors. This new position oversees a donor stewardship specialist, and together, they work to expand the organization’s outreach and retention of low-dollar and mid-level donors. This includes day-to-day management and coordination of all channels, including email, SMS, direct mail, advertising, telemarketing, and monthly giving.

The senior manager of direct response fundraising manages digital and offline renewal, upgrade, reactivation, and stewardship fundraising campaigns aimed at securing and retaining one-time and monthly donors. This includes overseeing the management of the creative and copy approval processes and interdepartmental relations.

The senior manager of direct response fundraising reports to Oceana’s director of digital marketing, and works closely across the organization, including with the development, accounting, IT, policy, and global marketing and communications teams.

Principal Duties and Responsibilities

Essential functions:

  • Manage day-to-day operations of the direct response program, serve as the primary liaison to the agency of record, and ensure all time and budget considerations are met
  • Develop and implement strategies and plans for the direct response program that maximize revenue and return on investment
  • Manage the financial operations of the direct response program, including monitoring revenue and expenses throughout the year, providing monthly and yearly projections, and analyzing and reporting on key performance indicators
  • Prioritize increasing monthly donors and retaining one-time donors
  • Lead planning for dedicated fundraising campaigns, including membership drives, Giving Tuesday, and end-of-year
  • Create and implement email and SMS strategies to thank, upgrade, and reactivate existing and lapsed donors
  • Create and implement a mid-level giving program to grow current donors, including stewardship activities such as mailings
  • Oversee Oceana’s monthly donor program, The Tide, including efforts to upgrade, renew, and reactivate monthly donors
  • Oversee vendors to rollout advertising, telemarketing, and direct mail outreach to current and prospective donors
  • Manage donor stewardship specialist to ensure donors receive excellent care, including acknowledgments to offline donors, outreach to lapsed one-time and monthly donors, membership services requests, external fundraising sites (peer to peer and workplace giving), direct mail production, and implementation of mid-level giving program
  • Drive the strategy and execution of offline stewardship touchpoints with support from the donor stewardship specialist, including but not limited to impact reports, thank you postcards, back-end premiums, and holiday/birthday/anniversary cards
  • Work closely with the development team surrounding mid-level and major giving to ensure we are implementing strategies to move more donors up the fundraising ladder
  • Work closely with other members of the digital marketing team as it relates to fundraising efforts across social media, list acquisition, the online store, etc.
  • Work closely with Oceana’s data systems team to maximize the segmentation and data selection strategies
  • Review, and where needed update, automated acknowledgements to donors
  • Seek new opportunities and responsibilities to continue to grow the program
  • Other duties as needed

Job Requirements

Education and experience:

  • Bachelor’s degree or equivalent experience
  • At least five years of professional experience in non-profit direct response fundraising
  • Two years of management experience
  • Successful fundraising track record
  • Passion for Oceana’s mission

Skills and knowledge:

  • Entrepreneurial and driven, with a previous track record in growth and retention campaign management of both digital and “traditional” offline donors
  • Experience with overseeing fundraising campaigns and monthly giving programs
  • Excellent project management skills and preferred experience with project management tools
  • Previous vendor management experience essential
  • Demonstrated experience with budgeting, forecasting, and performance analysis
  • Experience using CRM systems, digital fundraising tools, and reporting software such as Salesforce, Engaging Networks, and Google Analytics
  • Strong analytical skills
  • Exceptional management skills with proven ability to lead and grow staff
  • Goal driven with ability to create and measure quantifiable strategic outcomes
  • Superb writing, editing, and verbal communication adaptable to a variety of audiences
  • Proven leader with the ability to jump in and take charge
  • Ability to work collaboratively with staff across the organization
  • Must be creative and strategic, with the ability to balance long-term goals and day-to-day demands
  • Ability to meet strict deadlines, work under pressure, juggle multiple projects, and adapt to a fast-changing environment
  • Ability to think independently and problem solve, both within the team environment and independently
  • Superior attention to detail and strong organizational skills
  • Strong desire to achieve program and professional growth
  • Other duties as described

Required Competencies

  • Action Oriented: Makes things happen. Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
  • Instills Trust: Is able to gain the confidence and trust of others by demonstrating honesty and authenticity, acting with integrity, being consistent and credible.
  • Ensures Accountability: Follows through on commitments and makes sure others do the same. Has a reputation of taking ownership and responsibility for decisions, actions, and failures.
  • Strategic Mindset: Can see the big picture and move into the future with clear intentions and purposeful actions. Acts today in a way that leads to achieving future objectives.
  • Plans & Aligns: Skilled at creating plans that are aligned with Oceana’s priorities and that enable individuals and teams to get organized, remain focused, and proceed with confidence.
  • Drives Engagement: Creates a climate where people are motivated to do their best to help the organization achieve its objectives. Is able to make each person feel his/her contributions are important.
  • Effective Communication manner. Actively listens, checks for understanding and adjusts content and style to meet the needs of different stakeholders: Understands the value of effective communication. Can deliver messages in a clear, compelling and concise.
  • Business Insight: Brings a deep knowledge of their functional discipline and is skilled at scanning the external landscape for trends and potential opportunities.
  • Manages Complexity: Is able to gather data, analyze situations, and uncover root causes to problems. Can distinguish between what’s relevant and what’s not and to evaluate the pros and cons of potential solutions.
  • Drives Results: Is skilled at communicating a vision, setting priorities, developing and executing plans that achieve desired outcomes. Has an overall achievement mindset, a bias for action, and eagerness to take initiative.

Oceana values a diverse workforce and welcomes people different from each other in many ways, including characteristics such as race, gender, sexual orientation, religion, ethnicity, and national origin. Oceana considers all qualified candidates and seeks to recruit from a diverse candidate pool.

Note: Oceana requires all employees to provide proof of vaccination against Covid. Accommodation for new hires who have disabilities that make the vaccine medically inadvisable or those who have a sincere religious belief that the vaccine is impermissible may contact Accommodation will be provided only as required by applicable law.

Oceana's US offices have operated on a hybrid schedule and staff have been required to work from their assigned office on Tuesday, Wednesday, and Thursday. With agreement between the employee and their supervisor, the employee may work from home Monday and Friday. Oceana continually evaluates safety protocols and updates our practices on an ongoing basis based on the CDC community level color coding system of green, yellow and red.