Manager Middle Donor Cultivation

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Or mail to:
Children International,
Attn: Human Resources
2000 East Red Bridge Road
Kansas City, MO 64131

Title: Manager - Middle Donor Cultivation

Reports to: Vice President of Global Philanthropy
About Children International

Children International is a nonprofit organization working to eradicate poverty around the world. At CI, we believe that every child matters and that it is simply unacceptable that over a billion children live in poverty. The CI approach is to invest in our kids and youth by providing a safe place, a caring team and a path out of poverty through programs in health, education, empowerment and employment. We provide this support for 250,000 children in 13 agencies working across 10 countries around the world.

The work Children International does on behalf of children in poverty is funded primarily through a one-to-one sponsorship model. We are transforming our funding model to dramatically increase the support we provide our kids. Additionally, we are taking our programs from good to great — and in order to reach our goal of the number of kids we serve by 2025, we need to elevate all of our people systems and practices worldwide. That’s where you come in.

Position summary

The Global Philanthropy team at CI is in the process of building a robust Middle Level Donor Cultivation team. The primary responsibility of the Manager – Middle Donor Cultivation will be to lead a team of account managers whose responsibility will be to initiate, develop and cultivate middle level donors and sustain the relationship by taking them through a journey of discovery and engagement with the mission of CI.

This Kansas City-based position will report to the Vice President of Global Philanthropy. The Manager will focus on offering excellent donor experience, recruiting mid-donor prospects from mass donors, improving year-over-year donor retention and generating qualified leads for major donor prospecting. The ultimate goal is to raise resources and maximize the yield to the mission of CI - to ensure every child in our program is healthy, educated, empowered and employed.


You will be responsible for meeting the annual revenue growth, increasing the number of giving donors, improving year-over-year giving level, reactivating lapsed donors and moving donors up in the value chain to become major donors.

Specific responsibilities include:
  • Responsible for developing the strategy in partnership with the VP for Global Philanthropy and VP for Marketing & Engagement.
  • In compliance with the approved mid-donor strategy, set specific quantifiable and measureable performance goals for each account manager and ensure goals are achieved.
  • Closely monitor performance, identify barriers and inefficiencies in implementing the strategies, and prescribe plans for resolution.
  • Plan and identify appropriate engagement strategies for every account on file based on the nature and level of giving, and steward an end-to-end relationship that offers an excellent experience to donors.
  • Lead the creation of donor promise based on the program offers, and equip self and the team with product and program knowledge to articulate well the CI mission and program sectors to the donors.
  • Create and report to leadership on the key performance indicators and established goals.
  • Develop appropriate tactics to implement the strategies and provide work direction to the account managers.
  • Set targets for each account manager, monitor the performance to the goals, and provide feedback and coaching to achieve the goals.
  • Review the departmental plans, budget, processes and resources and maximize them toward increasing the yield to CI Mission.
  • Plan and coordinate vision trips and implement other appropriate donor-engagement opportunities.
Leadership and Management:
  • Hire, train and equip team members with skills and competencies to do their current jobs, as well as to position them for the future.
  • Responsible for performance evaluation and salary recommendation for the team.
  • Manage the agency relationship.
  • Study the best practices in the industry and implement new innovative strategies that drive growth.
Partnership and Collaboration:
  • Work with the donor insight and analytical team; review and keep the donor file current, manage the movement of donors from the mid-donor account to mass (if they don’t qualify as mid-donor) and to major donor pool (if they have more giving capacity) based on the approved protocol and processes.
  • Work with Global Philanthropy to plan and implement account management and moves-management strategies in the CRM to ensure the assigned donors are stewarded and cultivated toward their full giving potential.
  • Facilitate the moving of current mid-donors into the major donor category and introduce them to appropriate Major Donor Reps to facilitate a smooth transition process that values both the donor relationship and that of CI representative.
  • Partner with marketing and communication teams to ensure donor communication is in alignment with the branding and messaging guidelines of the organization.
  • Responsible for cultivating a pool of mid-donors and develop long-term relationships with the donors through personal interaction, and, as appropriate, leverage their current network to identify new mid or major donor prospects.
Personal characteristics & qualifications:
  • Possess a passion for children and youth and be committed to making a difference in the world.
  • Bachelor’s degree or equivalent work experience (6-8 years). In addition, the candidate is expected to have at least five years of work experience in the areas of sales, fund-raising, client management, customer service or other related field, including 3 or more years of supervising a sales or fund-raising team.
  • Fundraising - demonstrates thorough knowledge of fundraising for social causes in domestic or international humanitarian organization.
  • Prospecting skills – effectively asks questions and listens to donors to explore and then identify the right giving opportunities for them.
  • Communication skills – ability to communicate effectively at every level about CI programs and products, using appropriate customized style that produces the desired result.
  • Coach/Leader /Mentor who embraces training and development of staff.
  • Technology – adequate knowledge of CRM and similar tools needed for donor cultivation.
  • Maturity – maintains positive outlook, works constructively under pressure. Responds respectively and resourcefully when challenges arise and accepts responsibility for actions.
  • Persistence – since the mission and the cause is bigger than personalities, there is willingness to keep working systematically and tirelessly to meet and to exceed the stated goals, or until the goal is no longer reasonably attainable. Approaches objections or other challenges with a positive “can-do” attitude and explores alternative solutions to meet the clients’ needs.
  • Networking – maintain and initiate good working relationships with other teams to achieve the established goals and results.