Virtual Executive Director of Market Development

Responsibilities and Accountabilities

• Stabilize and lead a market during time of transition through staff and volunteer engagement, donor stewardship, and efficient operations.
• Maintain and Develop Top Volunteer Leadership: Manage top volunteer leadership members through transition. Create plans to gain access to volunteer leadership prospects and additional candidates. Continue to recruit qualified candidates and articulate goals, outcomes and objectives for performance in order to enable candidates to make good decisions regarding the acceptance of critical revenue generation goals.
• Volunteer Development: Manage market board, including supporting the business objectives to engage top corporate and philanthropic leaders, establishing, communicating and activating on meaningful goals to accomplish the market’s action plan for mission delivery and fundraising.
• Development Plans, Objectives and Strategies: Execute overall market revenue plans including core tactics and minimum standards of performance with a focus on the immediate needs while laying foundation for future engagement. Identify short and long range issues that must be addressed, and develop objectives and strategies to ensure successful attainment of financial goals, including profitable and aggressive, sustainable year over year growth, for the market. Increase overall market revenue by implementing core tactics for fundraising events.
• Prospect Identification and Sales Call Plan: Identify sort term prospects, research and analyze development options in order to predict business opportunities. Review prospect lists and constituent base in order to develop a sales call plan and to schedule appointments with constituents.
• Constituent Presentations: Develop and present sales presentations in order to educate and sell mission engagement opportunities to prospects or constituents. Serve as the lead staff on all significant sponsorship asks in the market and engage potential national sponsors in a relationship with March of Dimes. Drive all sponsors in the market to activate their sponsorship aggressively.
• Sales Forecasts: Remain current on constituent needs, market trends, and competitor actions in order to create reliable sales forecasts and to identify opportunities for constituent development.
• Business Plan Creation and Analysis: Analyze and interpret data, make comparable analyses, recommend options and courses or action in order to develop or track business plans. Identify short or long-range issues that must be addressed to achieve plan objectives.
• Donor Cultivation: Develop, execute and monitor development strategies to enhance cultivation, solicitation and stewardship of donors.
• Train Staff and Volunteers: Lead staff and volunteers to and understanding of core tactics for fundraising events in order to achieve optimal fundraising outcomes. Coach and guide staff and volunteers in the execution of the event and achievement of expected outcomes.
• Staff Leadership: Build and maintain a team of “A” player staff. Hire, supervise and train all corporate development staff. Direct and coach market staff in the areas of fundraising, financial management, and volunteer and staff development in order to achieve maximum productivity and profitability outcomes. Provide information, educational opportunities and experiential growth opportunities in order to develop staff. Focus on the development of leadership skills and business acumen of direct reports in order to enhance the ability of the market to grow and thrive.
• Staff Leadership: Plan performance expectations, monitor and appraise the team member’s job results and performance in order to develop, coach and recognize direct reports. Provide ongoing feedback and guidance to direct reports on overall performance develop plans for performance improvement when needed.
• Executive Leadership: Responsible for the operations of the market, the delegation of responsibility within the market and the establishment of formal means of accountability in order to ensure meeting all business objectives in a cost effective manner.
• Budget Decisions: Develop market-wide budget, adjust and control expenditures and take advantage of opportunities to optimize spending in order to achieve chapter and financial targets. Devise strategies to get budget back in line in the event of exceeding targeted spending in certain areas.
• Communicate the Mission of the Foundation: Communicate the mission of the March of Dimes with staff, volunteers and within the community in order to connect current and prospective donors with Mission outcomes.
• Optimize Electronic Tools: Utilize electronic data management tools in order to review and analyze pertinent information and monitor financial and mission related results.
• Other Duties: Perform other duties from time-to-time in order to ensure the attainment of market financial goals.

Behavioral Competencies

• Leadership: Able to motivate others to take personal responsibility; mobilize people to face, define and solve problems; develop capacity of others to adapt to change; lead past status quo to achieve new levels of excellence or change.
• Strategic Perspective: Able to develop long-term, big picture strategies to enhance competitiveness; recognize broad implications of issues; balance and integrate strategic vision with day-to-day activities.
• Organizational Awareness: Able to identify and use information about people, political dynamics, and the organization’s climate in order to promote change; use knowledge of timing, agendas, and group processes to accomplish legitimate objectives.
• Influence: Able to positively change the opinions and actions of others toward a desired outcome; present information in a persuasive manner; clarify information in order to gain understanding and buy-in.
• Develop Others: Able to mentor and help others learn from their mistakes; define and provide appropriate learning experiences to develop others; help others develop and achieve short and long-term goals; challenge others to think through for themselves.
• Team Building: Able to develop team effort; confront negative attitudes to build commitment and morale; get factions with competing perspectives to learn from one another; integrate efforts and talents of team members.
• Develop Relationships: Able to relate to others and build credibility and rapport; relate to others in an honest and straightforward manner; listen; build one-on-one relationships that incorporate cooperation, trust and respect.
• Verbal Communication: Able to clearly express ideas, information or concerns with the spoken word; present verbal information in a straightforward manner; ask questions to open channels of communication; listen to understand the perspectives of others.
• Prioritizing: Able to quickly focus on what is important; establish a sequence of tasks and completion dates; set priorities and allocate time and resources when faced with competing demands.
• Trust and Respect: Able to demonstrate and treat others in an honest and straightforward manner; keep dealings with others confidential; keep word and follow through on commitments.

Complexity of Duties and Authority

• Duties: The duties of this position involve a wide variety of complex and changing situations requiring a high degree of conceptual ingenuity, creativity and initiative. An individual in this position is required to have extensive and authoritative knowledge of the techniques, practices and theories applying to the responsibilities of the job with the ability to foster relationships from a distance.
• Authority: This position establishes broad goals and parameters for staff at the market level.
• Quantitative Data: Annual based upon assigned market.
• Personnel Supervised: This position leads the local market staff which can include Senior Development Manager, Development Manager, Development Specialist and any administrative staff in the market and is accountable for the oversight of all volunteer activities.
• Position Scope, Contacts and Decision-Making
• Scope: This position leads the development of market goals and objectives. This position holds the highest level of accountability for all activities within his/her functional areas of responsibility that support those market goals and objectives. Provides guidance to subordinate managers to assure goals are met on time and within budget.
• Contacts: This position represents the March of Dimes as an official spokesperson and provides a high degree of expertise within his/her area and in broad and organizational areas to internal and external contacts. Contacts are critical to motivating, negotiation with, developing and collaborating with others.
• Decision-Making: Decisions, or decisions this position leads in making, have significant impact on operations and activities of the market.