Head of Fundraising: Individual Giving

Minimum Requirements

• 8+ years' experience in a senior Direct Marketing role or equivalent (Performance Marketing or e-commerce)
• NQF Level 8 – Postgraduate Qualification in Business Marketing or equivalent
• Driver's Licence

Behavioural Attributes

• Commercial Awareness
• Results Orientation
• Business Acumen
• Strategic Thinking
• Customer Centricity
• Process Improvement

Key Performance Tasks

Develop & Implement the Direct Revenue Growth Strategy and Planning

• Develop and implement a comprehensive performance marketing strategy aligned with revenue targets and organisational objectives.
• Define and manage the fundraising sales funnel (prospecting, conversion, retention and upsell) using data insights.
• Identify and activate new donor markets, lead sources and revenue channels, and ensure clear positioning and promotion of the organisation's programmes and funding needs.
• Create and refine business models for direct fundraising initiatives, ensuring return on investment (ROI).
• Align campaigns with brand positioning and programme funding needs.
• Conduct research and develop insights to identify opportunities and ensure the relevance of programme and innovation opportunities in this space.

Implement and Manage the Performance Marketing Operating Model

• Define and implement the performance marketing operating model to enable scalable, data-driven fundraising execution.
• Establish clear frameworks, policies and procedures to guide direct response activities and revenue generation.
• Ensure interdepartmental alignment between fundraising, marketing, IT, finance and contact centre functions to support an integrated operating environment.
• Define sales levers, product offerings and payment channels available through performance fundraising mechanisms.
• Oversee analytics and reporting protocols across all performance marketing functions to drive visibility, optimisation and accountability.

Implement Performance Marketing Campaigns, Processes and Projects

• Plan and execute end-to-end campaigns across digital and direct marketing channels, including competitions and donor drives, in collaboration with marketing.
• Measure, track and optimise campaigns using defined KPIs such as conversion rates, cost per acquisition and donor lifetime value.
• Manage CRM-powered journeys and automation, enabling personalised donor experiences.
• Leverage customer insights and segmentation to refine messaging and targeting strategies.

Provide Data Insights and Reporting

• Use real-time analysis of fundraising performance across projects and teams using relevant dashboards and automated reports.
• Ensure the integrity of analytics tools and performance dashboards to support strategic decision-making.
• Identify donor trends, behavioural patterns and segmentation insights to inform campaign strategies, channel optimisation and product development.
• Provide actionable insights and data-driven recommendations to fundraising teams to improve lead conversion, donor retention and revenue performance.
• Monitor, track and evaluate campaign results across all platforms to assess return on investment and optimise future initiatives.
• Ensure consistent production, review and distribution of performance reports to internal stakeholders.
• Guide the refinement of fundraising strategies by interpreting performance data and recommending targeted improvements.

Manage the Contact Centre

• Define and manage the operations of the contact centre, including scripting, incentive structures and automation tools.
• Oversee outbound and inbound donor interactions, ensuring compliance, reconciliation and reporting of donations.
• Manage the donor journey, including system integrations such as payment systems and data verification tools.
• Ensure platforms and technical environments are fit for purpose to support contact centre performance.
• Align contact centre performance with strategic fundraising and competition initiatives.
• Optimise operational levers and tactics to achieve revenue targets, including incentives and workflow management.
• Define targets and commission models for contact centre marketers.
• Motivate and structure contact centre roles to optimise performance.

Align Performance Marketing and Marketing

• Work with the marketing team to implement automated workflows and systems aligned with campaign objectives, data collection and performance reporting.
• Enable a single customer view through connected systems, automation tools and campaign tracking mechanisms.
• Support donor communications across platforms, including newsletters, notifications and loyalty schemes, based on behavioural data and segmentation.
• Co-develop strategies for integrated campaigns, cross-channel targeting and real-time reporting on engagement metrics.

Enable Development of the CRM Environment for Performance Marketing

• Maintain and continuously improve the CRM fundraising environment to support campaign execution, segmentation, reporting and automation.
• Operationalise the fundraising and CRM systems, ensuring alignment with the operating model and fundraising goals.
• Collaborate with departmental heads to streamline workflows and system enhancements.
• Identify and manage changes to improve payment processes, donor journeys and campaign effectiveness.
• Lead the enrichment and accuracy of donor and fundraising data to support long-term growth and system usability.

Manage Stakeholder and Vendor Relationships

• Engage cross-functionally with internal departments, including IT, Marketing and Finance, to align systems, processes and campaign planning.
• Manage relationships with data vendors, marketing agencies, lead generators and competition partners.
• Negotiate SLAs, pricing and contracts to support efficiency and compliance.
• Support risk management and ensure adherence to data privacy regulations, including POPIA.

Develop and Manage Budgets

• Develop and manage the performance marketing and direct fundraising budget.
• Track and report on financial performance and ensure resource allocation aligns with revenue targets.
• Manage and track revenue targets and provide relevant reporting.

Manage People

• Lead, mentor and develop senior managers and operational teams to drive high performance.
• Set clear performance standards, monitor progress and manage outcomes aligned with operational goals.
• Conduct performance reviews, provide coaching and address underperformance proactively.
• Build leadership capacity by identifying talent, developing succession plans and supporting career growth.
• Drive a culture of operational excellence, collaboration, continuous learning and commitment to organisational values.
• Foster teamwork, trust and empowerment to keep teams motivated, accountable and aligned.

We offer a hard-working, fun environment that goes hand in hand with the rescue operations and service teams of the NSRI.