The State Director is responsible for the overall day-to-day management of a chapter; principle duties include revenue development, participating in the strategic planning process, volunteer development; staff development and financial management.
This position supervises one or more Development staff in the execution of all fundraising events and may supervise the Family Team Specialist.
Sales Business Plans/Objectives/Strategies: Collaborates in identifying short- and long-range issues that must be addressed and developing options in order to develop business plans, objectives, and strategies to ensure the successful attainment of financial goals for the State. Participate in the development, design and execution of strategic sales plans to drive profitable and sustainable growth.
Prospect Identification and Sales Call Plan: Identify prospects, research, and analyze sales options in order to identify business opportunities at the top levels within organization within the State’s geographical territory. Review prospect lists and constituent base in order to develop a constituent call plan and to schedule appointments with potential new volunteer leaders. Work with staff members to assign responsibility for making contact and for follow-up with designated constituents.
Prospect Lists: Obtain and analyze prospect lists in order to conduct cold calls for the purpose of recruiting new team, new sponsors or new volunteers at all levels.
Lead Referral Development Plan: Develop relationships with constituents, referral partners, or existing volunteer leaders in order to obtain personal introduction to prospective constituents.
Sales Forecasts: Remain current on constituent needs, industry trends, market activities, and competitor actions in order to create reliable sales forecasts and to identify opportunities for constituent development.
Sponsorship Proposals: Research prospect's needs, concerns, and objectives in order to write effective sponsorship proposals.
Constituent Presentations: Develop and present sales presentations in order to educate and inform top level constituents or prospects.
Sell Products and Services: Establish contact, develop relationships, and understand problems and concerns in order to sell products and services. Listen carefully to understand the perspective of the constituent and to understand and overcome objections and barriers that might impede close of the sale.
Recruit and Develop Top Volunteer Leadership: Identify candidates for top volunteer leadership roles for State board and all committees and events within the state. Create plans to gain access to volunteer leadership prospects and candidates. Recruit qualified candidates and articulate goals, outcomes and objectives for performance in order to enable candidates to make informed decisions regarding the acceptance of critical revenue generation goals.
Sales Process Skills: Able to accurately sense when and how to follow up and to advance from initial call to final sale in order to suggest next steps moving customer toward a buying decision
Constituent Relationships: Make periodic visits, explore specific needs, and resolve problems in order to build and maintain constituent relationships.
Change Strategies and Plans: Assess chapter performance in all areas and develop recommendations to get performance back on track where required. Gain commitment from direct reports and peers to follow recommendations for improving performance.
Strategic Projects: Leads strategic projects in order to ensure "fast-track" to market/operational environment.
Manage Projects: Establish standards of performance and measures to achieve goals; approve progress checks, provide specific recommendations on how to achieve targets, and plan and schedule changes in order to effectively manage the execution of all fundraising events are the State level.
Budget Decisions: Develop chapter and event budgets, adjust and control expenditures, and take advantage of opportunities to increase revenues and control spending in order to achieve State financial objectives.
State Culture: Create a state-wide culture that encourages creativity, ownership and pride in order to retain team members and achieve state business targets.
Maintain Staff: Recruit, select, orient, and train employees in order to maintain staff to meet state objectives.
Performance Goals – Individual and Team: Use objective tools, information, and feedback in order to establish performance goals for individual team members and the state team.
Staff Development: Provide information, educational opportunities, and experiential growth opportunities in order to develop staff.
Staff Leadership: Plan performance expectations, monitor, and appraise the team member’s job results and performance in order to develop, counsel, reward or discipline staff members.
Create Visibility in the Community: Collaborate with the Communications Director to create public relations and media strategies and plans and introduce them to the community in order to create recognition and awareness around mission and fundraising events.
Other Duties: Perform other related duties from time-to-time in order to ensure the attainment of state goals.
Develop Relationships: Able to relate with others while building credibility and rapport; give personal support and reassurance; put others at ease; build cooperative relationships.
Project Management: Able to control and complete projects on time; involve others in planning; clearly define roles and goals and track performance.
Problem Solving: Able to exercise judgment in building realistic solutions to problems; understand the real issues behind problems; use common sense and take practical action to solve problems
Trust and Respect: Able to demonstrate respect and treat others in an honest and straightforward manner; keep dealings with others confidential; keep word and follow through on commitments.
Responsiveness: Able to take action to meet the needs of others; respond to solve problems; minimize delays or problems with little or no supervision.
Influence: Able to positively change opinions and actions of others in a desired direction; present information in a persuasive manner; clarify information in order to gain understanding and buy-in.
Diligence: Able to persevere in accomplishing tasks or objectives; commit to long hours of work; do everything possible to reach goals; have a sense of urgency about getting results.
Customer Service: Able to anticipate and respond to customers' needs, concerns, or questions in order to meet or exceed their expectations; help evaluate needs and options; show care and concern to demonstrate customer importance and value.
Complexity of Duties and Authority
Duties: Duties are somewhat complex and broad in nature. They require a thorough understanding of the principles, concepts and methodology common to the profession and demonstrated skill in applying this knowledge.
Authority: This position guides the development of goals and activities within a geographical state. Work is reviewed as needed or at the completion of major projects or milestones.
Quantitative Data: Annual Net Revenue Budget = $800,000
Annual Expense Budget = $480,000 (includes payroll & operating expenditures)
Personnel Supervised: Volunteers: Directly responsible for selection, orientation, and training, monitoring, and providing ongoing support and guidance to volunteers. Staff: Supervises Development staff and Family Team Specialist and guides the work of administrative staff in the completion of event related duties, including distributing and assigning work and following up to ensure accurate and complete execution of tasks.
Position Scope, Contacts and Decision-Making
Scope: This position is responsible for development and day-to-day management of projects or operational activities in accordance with Foundation standards and budget guidelines. Establishes work plans designed to meet goals and objectives within area of responsibility, delegates work to staff or volunteers, monitors performance and work effectiveness and recommends modifications as necessary.
Contacts: This position frequently represents his/her area in interactions with other professionals and volunteers, inside and/or outside the March of Dimes. Contacts involve motivating, negotiating with, developing, and collaborating with others.
Decision Making: Decisions in which this position participates in making, may have important consequences and may directly impact MOD projects or operations.
Experience in other fundraising roles
5 – 7 years job related experience desired.
Education: Bachelor’s degree or equivalent
Type of Experience, Knowledge/Skills:
Experience in fundraising, event planning, corporate sponsorship recruitment, volunteer and staff management. Strong verbal and written communication skills, problem solving, planning, implementation, organization, leadership, teambuilding
Involves lifting and carrying boxes; traveling by car or plane to meetings and trainings
Computer and Printer, telephone, copier and fax machine
Must successfully complete a credit and criminal background check.
The March of Dimes Foundation has been lending a hand since 1938. Established by President Franklin Roosevelt to fight polio, the...