Head of High Value RelationshipsResponsible to: Director of Supporter Engagement

Accountable to: Director of Supporter Engagement

Sense Payscale: Band 50-56

Description of Role

Accountable for the acquisition, development and stewardship of high value supporter relationships for Sense and Sense International, specifically focused on major donors, trusts and statutory funders and special events. You will inspire and motivate supporters to continue connecting and contributing to our work, making a real impact to the lives of people living with sensory impairments.

Specific Responsibilities

1. Strategy Development & Implementation

1.1 Contribute to the development and implementation of the Supporter Engagement Strategy, ensuring supporters are inspired to actively participate in helping improve the lives of people living with complex sensory needs

1.2 Develop high value supporter relationship programmes that increase the volumes of supporters and income specifically through major donors, trusts and statutory funders and special events

1.3 Contribute to the development of the Sense brand by ensuring consistent delivery of high quality supporter engagement materials that strengthens levels of trust and awareness

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Job

Description

1.4 Contribute to the development of products and services that help Sense access new and existing forms of income from major donors, trusts and statutory funders and special events

1.5 Review and interpret research and data to make evidence-based decisions that improve supporter engagement activities

1.6 Manage the High Value Relationships Team budget ensuring income and expenditure budgets and forecasts are achieved with any critical variances being reported promptly

1.7 Produce regular reports on progress with delivery of key performance indicators for the Director of Supporter Engagement, CEO, Executive Team, Trustees and other stakeholders as required

2 Supporter Engagement

2.1 Contribute to the development of high quality, innovative on- and off-line high value supporter acquisition, development and stewardship materials, ensuring content is accessible and delivered effectively

2.2 Commission, produce and interpret high value supporter engagement and marketing research to make evidence-based decisions that improve supporter engagement activities

2.3 Ensure all supporter engagement activities are fully compliant with data protection and fundraising regulations

2.4 Using insights and analysis, make recommendations to the Director of Supporter Engagement, to improve the efficiency and performance of high value supporter relationship activities

2.5 Ensure all suppliers engaged in the delivery of high value supporter relationship activities (eg: data profiling agencies) maintain agreed service levels, processing supporter data accurately and efficiently

3 High Value Relationships

3.1 Identify key areas of opportunity for generating income and strengthen relationships with high value supporters

3.2 Oversee the management and development of a high value prospect pipeline

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3.3 Work cross-organisationally (particularly with Sense International colleagues) to maximise opportunities to develop high value income streams

3.4 Develop strategic plans and targets for the Supporter Acquisition and Retention Team monitoring progress regularly and taking corrective action as required to ensure targets are achieved

3.5 Identify new opportunities for raising income through high value sources (including corporate relationships)

3.6 Develop and maintain relationships with major donors and senior representatives of major funding bodies, representing Sense and Sense International in the best possible way in meetings with external stakeholders

3.7 Play an active role in developing and preparing, large scale, high quality and relevant Trust and Statutory funding proposals within funder timescales and to direct and support the team in making approaches to other funders

3.8 Play an active role in the development of major donor cultivation and engagement plans and to support the team in identifying, soliciting and delivering major gifts

3.9 Contribute to the development of a comprehensive portfolio of project information, for Sense and Sense International, in consultation with the relevant team members, which can be used to develop funding proposals and inform the wider Supporter Engagement department

3.10 Ensure the management of all successful applications by implementing appropriate grants management and reporting systems to ensure that reports are received from colleagues in other departments, and donors receive timely and accurate reports

4 Leadership & Team Working

4.1 Provide effective and motivating leadership and line management to the High Value Relationships Team, ensuring staff have clear objectives and well-defined personal development plans

4.2 As part of the Fundraising Management Team, work with peers to provide inspirational leadership to the broader Supporter Engagement Directorate

4.3 Collaborate with colleagues in other teams (eg: in Communications, Policy, Trading or Volunteers) to deliver fully integrated supporter engagement activities

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4.4 There may be a requirement for travel and to work unsociable hours at events with occasional overnight stays in the UK

4.5 Carry out any other reasonable duty as may be required

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Person SpecificationHead of High Value Relationships

The essential criteria are those things which you must have in order to do the job. Desirable criteria are those qualities that would be either useful, or an advantage to have and/or are things that you could be trained to do.

Achievements, Experience, Skills & AbilitiesEssential Criteria Desirable Criteria

Extensive experience of Trusts, Statutory and major giving at a senior management level, with evidence of growing and diversifying income and of innovation within fundraising

Experience of International fundraising across a range of income streams

Experience in developing and producing successful funding proposals with a demonstrable ability to synthesise complex information into focused and informed reportsExperience of managing relationships with agencies and suppliers including the ability to negotiate maximum value for SenseProven ability to manage staff both individually and as a team – to develop capabilities, facilitate collaborative working, and ensure high levels of motivationDemonstrable appreciation of current trends within high value relationship fundraising particularly within a UK contextExperience of leading, managing and motivating teams to improve performance including setting and monitoring performance objectives and holding teams to account

Ability to manage staff both individually and as a team – to develop capabilities, facilitate collaborative working, and ensure high levels of motivation

Ability to devise and implement a fundraising strategic and operational planwhich maximises the return on investmentAnalytical Skills including evidence of strong data analysis and strategic planning; performance indicator tracking;

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Achievements, Experience, Skills & AbilitiesEssential Criteria Desirable Criteria

finance and budget managementCommunication Skills including evidence of excellent report writing and presentation abilities; innovation and lateral thinking; negotiation and persuasion

Experience of working with issues of health and/or disability

Technical Skills including evidence of recent and relevant understanding of the UK fundraising market; recent developments with UK data compliance; crisis management; supplier managementCollaboration skills including evidence of staff management and motivation; facilitation of meetings; relationship building and networking

Coaching or mentoring experience; recognising performance

A high level of computer literacy, including word processing, spreadsheet and database skills

Experience of using Raisers’ Edge or similar marketing/fundraising databases

Ability to effectively plan and prioritise a complex and varied workload and provide an efficient service to internal customers

Change Management Skills including evidence of encouraging new ways of working; setting goals and targets and monitoring progress

Experience of financial planning and control, proven ability to undertake systematic forecasting, cost ratio analysis and expenditure planningAbility to evidence the behaviours outlined in Sense’s ‘I’ statements. See https://www.sense.org.uk/content/our-vision-and-valuesA willingness to travel in the UK on a regular basis and to attend events during evenings and weekendsAbility to understand and communicate information about the Sense services to a wide variety of constituencies with conviction

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Education and TrainingEssential Criteria Desirable Criteria

Fundraising qualification

Member of the Institute of Fundraising

Post-graduate qualification in fundraising, marketing or management/leadershipTrained in presentation skills and/or public speaking

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