The Role

Reporting to the Head of Fundraising and Supporter Engagement, the Senior Manager, Individual Giving is responsible for developing and implementing the strategies for Black Dog Institute’s Single Giving (SG) and Regular Giving (RG) programs, including delivering within budget and meeting income growth targets.

This is a leadership role requiring strong project management, telemarketing, digital fundraising and data expertise. This role is responsible for collaborating with internal and external stakeholders to ensure successful campaign delivery.

This position is also responsible for developing and growing the lifetime value of supporters through implementation of donor journeys and conversion programs, including supporting the pathway for individual and regular donors to become middle donors and leave gifts in wills.

The Senior Manager, Individual Giving is integral in the strategic growth of unrestricted income for The Black Dog Institute and is responsible for delivery of significant annuity and annual revenue streams. The Senior Manager, Individual Giving ensures effective delivery of multi-channel appeals, newsletters, acquisition campaigns and other donor care collateral, and regular giving activities including overseeing welcome activities, liaising with and managing telemarketing and other suppliers, managing the development of regular giving collateral and updates, and developing and implementing communication strategies with regular givers to improve retention and reduce attrition.

This role is supported in successful delivery by the Supporter Relationships team, and will perform ongoing monitoring, adjustment and reporting of SG and RG programs including tracking attrition, retention, growth, post campaign analysis and other activities to build a sustainable funding pipeline as required.

Duties & Responsibilities

Strategic

• Lead Single and Regular Giving programs to grow fundraising income.

• Develop and implement new donor acquisition and retention strategies, diversifying across various online and offline channels.

• Align strategies with overall fundraising goals to optimize donor value.

• Enhance existing Individual Giving procedures and processes.

• Stay informed and connected with Black Dog Institute’s work and align this with fundraising best practices.

Project Management

• Develop and implement programs for donor acquisition, conversion, retention, upgrade, decline, and reactivation.

• Deliver appeals and single giving campaigns on time and budget across various channels.

• Prepare briefs and schedules for direct marketing campaigns.

• Collaborate with Digital Engagement, Marketing & Communications, Research, and Lived Experience teams to deliver on-brand, timely and impactful fundraising campaigns which uphold Black Dog Institute’s standards in the representation of lived experience.

• Refresh Individual Giving collateral and produce regular performance reports.

• Manage Regular Giving rejection program and third-party lead generation.

• Oversee external suppliers and ensure they meet contractual obligations.

• Develop and manage IG budgets, making program strategy adjustments as needed to reach financial goals.

• Address escalated supporter complaints and collaborate with Supporter Relationships team to ensure the successful delivery of welcome phone calls, proactive donor care and donor thank you calls.

• Negotiate supplier contracts to ensure long-term profitability of all single and regular giving activities.

Data Management

• Ensure accurate data management, including secure storage and disposal of data in line with best practice.

• Work with Fundraising Insights and Database team to make data-driven decisions regarding revenue allocation.

• Stay updated on emerging technologies including AI for revenue and retention optimisation.

• Set up and maintain efficient and secure data transfer processes between Black Dog Institute and telemarketing, digital, mail and lead agencies for the delivery of Single and Regular Giving programs, with support from the Supporter Relationships team.

• Manage the performance of telemarketing, creative and marketing agencies, ensuring supplier compliance with contractual obligations and Black Dog Institute’s data protocols.

Mid-value donor program and gifts in wills

• Identify potential mid-value donors and potential gifts in wills arising in SG and RG donor pools.

• Collaborate with the broader Partnerships, Philanthropy and Fundraising team as directed to secure the successful giving upgrade and conversion of mid-value donors and gifts in wills. Team Collaboration

• Maintain up-to-date content for single and regular donors including web content, email journeys and templates, phone scripts, donation forms, mail and administrative collateral.

• Engage donors with events and promote Individual Giving initiatives.

• Participate in wider team and Institute activities and initiatives.

• Provide all-staff, executive and board reporting for all Individual Giving programs with support from the Head of Fundraising and Supporter Engagement.

• Play an active role in Partnerships, Philanthropy and Fundraising activities, including strategic input, contribution at team meetings and input into improvement of procedures and policy development.

Skills & Experience Required 

Essential Criteria

1. Minimum of eight (8) years’ experience within fundraising programs, preferably with direct experience in single and regular giving programs including acquisition, telemarketing, retention and donor journeys.

2. Proven track record in achieving fundraising targets.

3. Demonstrated experience setting revenue and expenditure budgets, maximising ROI, and delivering accurate fundraising projections.

4. Proficient in digital fundraising acquisition and lead generation, with the ability to manage interconnected fundraising software tools.

5. Skilled in managing external stakeholders, such as fundraising and telemarketing agencies, to maintain high performance.

6. Excellent interpersonal and relationship skills, with the ability to manage workflow, expectations, and deliverables with multiple stakeholders.

7. High computer literacy, including Microsoft Office and advanced Excel skills.

8. Strong understanding of CRMs, data management principles, data-driven segmentation, and campaign reporting.

9. Excellent oral, presentation and written communication skills.

10. Demonstrated ability to manage multiple deadlines without compromising quality.

Desirable Criteria

1. Advanced technical skills or credentials in project management and negotiation.

2. An understanding of Black Dog Institute’s mission, values and work.

3. Advanced experience with RE/NXT database

EEO Statement
Black Dog Institute is committed to achieving a diverse and inclusive workforce that reflects our wider community. We ensure equal employment opportunity for all, regardless of age, appearance, carer status, cultural and/or racial background, disability, gender identity, lived experience, religion or sexual orientation. 

How to Apply

To become a part of the Black Dog Institute team, follow the link to ELMO to apply and submit your most up to date resume. If you are shortlisted for the role, we will call you and let you know you are successful. Please do not respond to any suspicious emails requesting you to upload your ID or personal details. We are a 2022 Circle Back Initiative Employer and commit to respond to every applicant.