Director, Relationship Management

UNICEF USA (“UUSA” or “We”) relentlessly pursues a more equitable world for every child, upholding the rights of all children and empowering every child, everywhere. We also support the fundamental belief that children should have a voice and role in shaping their futures and the futures of their communities.
 
Over eight decades, the United Nations Children’s Fund (UNICEF) has built an unprecedented global support system for the world’s children, and has boldly taken on the biggest, seemingly impossible challenges facing children. UNICEF relentlessly works day in and day out to deliver the essentials that give every child an equitable chance in life: health care and immunizations, safe water and sanitation, nutrition, education, emergency relief and more. UNICEF USA advances the global mission of UNICEF by rallying the American public to support the world’s most vulnerable children.
 
We know that sustainable change is attainable, but it can’t be achieved alone. It takes a committed team – individuals, governments, corporations, volunteers and staff – who demonstrate a relentless commitment to working tirelessly, day in and day out in some of the toughest, hardest to reach places. Big problems need big solutions, and we harness our collective, global voice and energy to do more good, in more places for children. We will never stop supporting UNICEF to develop smarter, more cost-effective solutions; scaling up proven, data-driven programs; and harnessing new technologies to create measurable change for children.
 
UUSA is organized under the laws of New York State as a not-for-profit corporation. As such, UUSA is a tax-exempt organization as defined under Section 501C(3) of the Internal Revenue Code and is governed by an independent, non-salaried Board of Directors.

Reporting to the Managing Director, Prospect Development, the Director will build an inclusive and equitable portfolio optimization, pipeline analysis, and fundraising health program for Individual Philanthropy, Institutional Philanthropy, and Philanthropy Insight. The Director will guide the Relationship Management team to partner directly with frontline fundraisers to strategically engage their portfolios through the qualification, cultivation, solicitation, and stewardship stages of relationship management efficiently and effectively. The Director’s expertise in leveraging data to inform donor-centered strategy and the strategic development and application of analytical tools to drive growth at the individual portfolio level and assess the overall health of UNICEF USA’s portfolio ecosystem. The Director will be an innovative solution thought partner to the Philanthropy VPs and will partner closely with fellow leaders throughout Philanthropy Insight to solve fundraiser pain points via technical and/or data-informed solutions.

In addition, this position champions the adoption and integration of advanced technologies that streamline processes, enhance data-informed decision-making, and directly support the mission and strategic goals of the Philanthropy Insight pillar. This role has a direct impact on the organization’s ability to raise institutional, major and principal gifts and foster long-term donor engagement through data-driven strategy, executive coaching on fundraiser performance, and leadership in Relationship Management. 

• Advance the vision for portfolio optimization and pipeline health strategies across Philanthropy's Individual and Institutional fundraising teams in close partnership the VP; Philanthropy Data; Philanthropy Leadership; Chief Philanthropy Officer; and Technology leadership
• Design Portfolio Strategy initiatives and structures for Philanthropy's managed fundraising teams, building and refining the framework for pipeline- and portfolio-focused engagements with fundraisers, including meetings, systems, and business rules; accountability for keeping the Prospect Management Guide up-to-date and applicable to end user needs; responsible for creating equity among partnership level offered to Individual and Institutional Philanthropy teams
• Guide Philanthropy Leadership’s annual KPI establishment and setting process for all fundraising teams, while making year-round strategic recommendations for portfolio size and portfolio balance and fundraiser Key Performance Indicators (KPIs)
• Expertly advise on the use of BBCRM Plans & Opportunities for all facets of prospect management across teams to advance partner and prospect tracking and improve reporting accuracy for the Philanthropy Division, in close cooperation with Philanthropy Data Strategy and Technology teams to ensure a cohesive data model

• Provide strategic guidance to Philanthropy VPs on KPIs, program health metrics, and overall business intelligence; leverage our evolving data structure to build intuitive reports that enable fundraising staff to better understand and organize their work and empower leadership with strategies to maximize performance and revenue, including but not limited to portfolio, pipeline, revenue, and KPI performance dashboards in Power BI
• Maintain working knowledge of UUSA’s data structure; advise on enhancements in UUSA’s data tools, in partnership with Technology division, to make available relevant information to the Prospect Development and Fundraising teams
• Identify and translate end user needs into technical business requirements, partnering with Philanthropy Data & Strategy to produce enterprise-level reports
• Leverage self-service reporting tools (data warehouse, data lake, and data mart) to provide analytic prospect and portfolio insight to philanthropy leadership; continually identify technical needs for the self-service product roadmap
• Build the Relationship Management product roadmap, including necessary technical requirements to implement
• Continuously improve relationship management data structure by advising the development of new CRM configurations that will increase functionality of business intelligence
• Guide vision for a suite of audits that lead to improved data quality throughout BBCRM, Power BI, and resulting business intelligence and LT decision making

• Partner with and serve as lead advisor to the VP, Philanthropy Insight, the Philanthropy Leadership Team, and the Office of the Chief Philanthropy Officer on frontline fundraisers’ pain points, challenges, incentives, psychology, and strengths
• Through deep partnerships, identify, coordinate, and develop programs, projects, and processes that cross teams to ensure maximum efficiency to drive revenue results
• Partner with Prospect Intelligence to increase portfolio potential and affinity across Philanthropy’s managed fundraising teams
• Partner with Director, DRM to establish comprehensive data hygiene ecosystem to improve BBCRM data quality and processes
• Work closely with the Philanthropy Data Strategy on all aspects of shaping and reporting on portfolio and pipeline data
• Design a training strategy that advances portfolio and pipeline data and processes

• Direct supervision of the Relationship Management team, developing learning plans and identifying stretch assignments to accelerate staff’s professional growth, while building complementary team skillsets
• Relentlessly enhance Prospect Development’s team culture by modeling the Standards of Collaboration; reinforce agile approaches, contribute to the department’s strategic plan, and plan for at least 20 days of annual leave
• Drive direction and implementation of fundraising policies and business rules, leveraging partnerships across the organization to inform best practices
• Drive own learning within UNICEF USA, the prospect development field, and the wider philanthropy and international humanitarian nonprofit space
• Adhere to professional standards outlined in the Apra Statement of Ethics, IRS charitable gift guidelines and Financial Accounting Standards Board, and UNICEF USA’s gift acceptance policy and confidentiality statement

• 7-10 years of demonstrated experience in fundraising, with advanced knowledge of Relationship Management’s role within the philanthropic cycle;
• Expertise in Apra’s Body of Knowledge—Relationship Management domain—and demonstrated experience leading these efforts in a fundraising environment;
• Fluency in CRM technologies, inclusive of the query logic techniques and tools used to modify, retrieve, and report data from donor database management systems; advanced reporting and/or query-building experience;
• Excellent computer skills and advanced proficiency with Microsoft Office (Excel, Power-point, Word) programs;
• Expertise in JIRA, Trello, BBCRM, PowerBI, and Freshservice platforms
• Demonstrated success in leading institutional portfolio strategies to maximize fundraising and collaborative opportunities;
• Scrupulous attention to matters of discretion and confidentiality required; ability to handle highly sensitive information appropriately and maintain confidentiality with donor information; knowledge of and adherence to ethical statements and guidelines by Apra, the Association for Advancement Services Professionals (aasp), the Council for Advancement and Support of Education (CASE), and other related associations;
• Proven client-oriented approach to delivering and communicating business solutions efficiently and effectively; ability to collaborate strategically, creatively, and analytically with colleagues at a variety of levels across the country in a complex, fast-paced environment;
• Highly organized individual with strong management skills and the ability to prioritize and manage deadlines and do the same for a team;
• Strong oral and written communication skills;
• Strong interpersonal skills;
• Flexibility and ability to work independently and as a team player with a range of constituents and colleagues;
• Experience with humanitarian organizations a plus;
• Must demonstrate UNICEF USA Core Values: Trust, Respect, Accountability, Innovation, Teamwork, and Service.