Direct Marketing Manager

Closing date: 12pm, Monday 10 March 2008
Interview date: Wednesday 19 March 2008

Introduction
Role profile
Background
How to apply
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Introduction

Starting salary up to £ 36,770 - 35 hours - London

We are seeking an exceptional fundraiser to lead our high performing and growing Direct Marketing team.

Using a mixture of recruitment, retention and legacy marketing Direct Marketing are responsible for raising 80% of Friends of the Earth's income. The team has been pivotal in enabling us to double our income over the last 7 years to its current level of £10m. Building on this track record of success our targets for the next five years are equally ambitious as we seek to increase both the size and value of our supporter base. Leading this exciting strategy, the Direct Marketing Manager will require creativity and innovation as well as strong management skills.

The successful candidate for this role will have:

Extensive experience of direct marketing
Experience of team leadership and line management
Detailed knowledge of a range of donor recruitment and development techniques
A proven ability to manage complex budget

Supplementary information:

The Direct Marketing team raises over 80% of Friends of the Earth's income. In the last financial year the team was responsible for raising £8.5 million from 100,000 active supporters.

80% of this income is generated via committed giving and 100% of the team's income is unrestricted.

The team manages a budget of over £2.5 million and employs a variety of supporter recruitment and development initiatives including direct mail, DRTV, telemarketing, online and email fundraising, press/magazine inserts, street and door-to-door recruitment, door-drops, legacies, warm appeals and payroll giving.

The team is supported by in-house income processing and customer care teams.

Growing our Direct Marketing income

Friends of the Earth will begin a new 5 year strategic plan on 1 June 2008.

Growth in income is one of the organisation's key priorities over this 5 year period and the fundraising teams are aiming to increase overall income by 50%, from £10m to £15m. This ambitious strategy focuses heavily on growth from Direct Marketing.

In addition to growth in income the team are aiming to grow the number of active supporters from 100,000 to 140,000 over the same period.

The Direct Marketing team have an incredibly strong track record, having almost doubled our income from individuals over the last 6 years. Confidence is high within the team and within the organisation and significant financial investment to fund the desired growth in income has already been agreed by our Trustees and Senior Management Team.

At this critical period we are looking for an exceptional manager to lead the team's strategy and deliver exceptional results.

The Direct Marketing team

The team currently consists of eight staff;

· Direct Marketing Manager (this post, reporting to the Head of Supporter Development)

· Supporter Recruitment Manager (reporting to the Direct Marketing Manager)

· Supporter Development Manager (reporting to the Direct Marketing Manager)

· Senior Marketing Data Analyst (reporting to the Direct Marketing Manager)

· 3 x Direct Marketing Officers

· 1 x Marketing Data Officer

The team will be expanding to 11 staff in June 2008, taking on 4 more officer posts.

Key roles and responsibilities of the Direct Marketing Manager

The Direct Marketing Manager provides leadership and direction to the Direct Marketing team, co-ordinating the development and implementation of the team's strategy. This involves oversight of all direct marketing activity, line management of the 3 senior staff within the team and responsibility for budgeting and forecasting. It also involves representing the Direct Marketing team within the organisation and promoting our work within the fundraising sector.

The Direct Marketing Manager works closely with the Head of Finance and other colleagues in the Finance team, to produce regular income and expenditure forecasts and to ensure appropriate monitoring, evaluation and learning from direct marketing activity.

There is also a Fundraising Development team which raises an increasing proportion of our income from trusts and major donors. The Direct Marketing Manager works closely with the Fundraising Development Manager to identify opportunities for cross-team collaboration. Both manager posts work with the Head of Supporter Development to determine the overall fundraising strategy and review progress against targets.

The Direct Marketing programme is also the most visible way in which Friends of the Earth currently communicates with the general public. The Direct Marketing Manager works closely with the Head of Communications to ensure an overall strategic approach to our public communications. The Direct Marketing Manager also works closely with senior campaigns and policy staff to ensure that our direct marketing communications are appropriately communicating our campaigning priorities.

Organisational information

Friends of the Earth is comprised of two legally separate organisations, Friends of the Earth Trust, a registered charity and Friends of the Earth Limited, which undertakes much of our campaigning work. The fundraising programme is increasingly supporting the former, while maintaining income in the latter. The Direct Marketing Manager is responsible for ensuring that the programme is managed with this overall direction in mind and submitting reports on a regular basis to the Boards of each organisation.

The work of Friends of the Earth Limited is supported by over 225 local Friends of the Earth groups. The Direct Marketing Manager ensures that our local fundraising activities are co-ordinated as far as possible with local groups.

Role profile

Role: Direct Marketing Manager	Home team : Direct Marketing
Purpose of role: To develop and manage strategies which maximise income for Friends of the Earth.	Reports to: Head of Supporter Develpment
Required to perform a combination of the following, depending on team/unit and experience: Deliver outcomes: Work with peers and senior colleagues to develop Friends of the Earth's fundraising strategy, including long and short term financial strategies and plans to maximise income and support. Create and manage strategies and objectives for own section that will ensure the effective implementation of the strategy, leading and managing the section to ensure that objectives are achieved and plans adjusted as necessary. Prepare and agree budgets within set timescales, taking responsibility for income forecasts, income targets, budgets and expenditure, including reporting on income achieved against actual expenditure. Ensure the provision of accurate and up-to-date management information, reporting as necessary to the Senior Management Team and board committees. To manage the financial resources of the team/programme/project/area of work; preparing regular financial forecasts for the activities; managing expenditure to obtain best value for money for Friends of the Earth and in accordance with Friends of the Earth's financial policies and procedures. Take responsibility for delivering the project objective for projects of larger scope that may involve a project team from across departments or external organisations acting as manager to the members of the project team with respect to project work and ensuring planning, budgeting, monitoring, communications and reporting on the project in accordance with Project Management Guidelines. Develop others: Lead and motivate staff. In line with our best practice management standards, supervise regularly, monitor and appraise, coach and support individual development. Build relationships: Appoint, manage and liaise with consultants and external agencies as appropriate. Liaise and co-ordinate work with other departments to ensure that fundraising needs are represented and that effort to maximise income is integrated with other initiatives and activities, including key campaign messages and projects. Represent Friends of the Earth externally to the media, marketing agencies, companies and supporters, as appropriate, on matters relating to the section's activities. Ideas and solutions: Monitor and draw on external fundraising trends and developments to ensure that Friends of the Earth is at the forefront of new activity.	Expertise: Needs to have: At least three years' relevant experience, including proven ability to meet income targets. Proven management capabilities, specifically operational and strategic planning, forecasting, budgeting and people leadership skills. Focus of expertise: Delivering a specialist fundraising service within Friends of the Earth. Focus of development: Keeping abreast of innovative fundraising techniques. Management skills, including financial, people and project management. Deputising for Director of Communications and Fundraising on fundraising activities. Optional acquisition of recognised marketing qualification, if not already qualified.
Career stage: Guiding	Levels: 1-5
Other essential requirements for the role-holder: Role specific requirements: IDM Diploma/equivalent qualification or equivalent practical experience. Required to oversee the maintenance and development of the membership and donor database as it relates to supporter fundraising and its use as an analysis tool, ensuring compliance with data protection legislation. Relevant prior experience includes managing the application of direct marketing techniques to recruit, retain and develop relationships with supporters/customers to maximise return on investment. Also required are strong analytical skills and understanding of database management.

Background information

Salary
The starting salary for this role if based in London is up to £ 36,770 a year . The top of the salary range for this role is £ 41,170 a year . If you are employed to work less than a full time 35 hour week your pay will be based on the number of hours you work as a percentage of full time.

Friends of the Earth operates a competence based career stages pay structure in which pay is attached to defined competence levels. We appoint you at a level in this structure that you have demonstrated during the recruitment process that you already fully meet. After you join, you can progress your pay by demonstrating increased competence at annual appraisal against the criteria for the career stages associated with their role profile.

Pension / Life Assurance
You can join our group personal pension scheme after three months service. You can choose from a range of socially responsible funds. We will match your contributions up to a maximum of six per cent of salary but you may contribute more if you want to build your pension up.

Friends of the Earth also provides life assurance for all employees, to pay out 4 x your annual salary in the event of your death while you are employed by us.

Place of work
You will be based in our head office near Old Street.

Hours of work
35 hours per week. Friends of the Earth operates a flexi time scheme with normal core office
hours of between 10.00-12.30 and 14.30-16.30, within a working time bandwidth of 07.00-20.00.
You are entitled to an unpaid lunch break of between 30 minutes and two hours.

If you need to work evenings and/or weekends, you should record it through the time recording system.

Holiday
The holiday year at Friends of the Earth runs from 1 January to 31 December each year. Holiday entitlement is initially 25 days paid holiday per year. You can accrue an extra day’s holiday entitlement, up to a maximum of 28 days, for every full year of continuous employment at the beginning of the holiday year (1 January). You are also entitled to paid time off for public holidays. There are some exceptions to this such as when you are on maternity / adoption leave or long term leave of absence.

Diversity and equal opportunities
We give all applications fair consideration. We have a Diversity Forum to drive us forward to being a more diverse organisation in all we do.

We regret that Friends of the Earth does not yet have full wheel chair access.

Working culture
Everything we do, from the day to day operational work to strategic planning, is done with a commitment to participation.

It works for us. We want you to feel involved in all that we do: able to contribute to decision making in ways that make sense and work for you. You can choose not to participate but if you don’t you still have to accept decisions that we take in this way.

It’s an opportunity and a responsibility. We all

accept responsibility with authority and accountability for their actions
act as leaders and visionaries
participate and contribute in an appropriate way at the appropriate times
actively follow through on decisions made through agreed processes, even if they do not agree with the outcome
are willing to be swayed by others
exert self-discipline
praise and challenge themselves and others, rather than waiting for feedback from on high
exhibit respect for others in the organisation
are transparent in the way they do things
show trust and confidence in each other
respect expertise
celebrate success and talk up their organisation internally as well as externally
provide constructive feedback
recognise the importance of communication and sharing information across teams

Loans
We offer interest free loans to all staff for the following:
Season ticket - up to £5,000
Bicycle - up to £5,000 to buy a pedal bicycle for travel to and from work
Personal Development - up to £2,000 to pay for courses, qualifications etc that we do not directly fund
Total of all loans cannot exceed £5,000, the current taxable limit.

Childcare vouchers
You can sacrifice some of your gross salary to buy vouchers for childcare. This can be worth doing as you don’t have to pay tax or National Insurance contributions on the value of the vouchers.

Removal expenses
If you have to move home to be able to take up employment with Friends of the Earth you can claim up to £500 removal expenses, payable on submission of receipts. For further information and to find out if you qualify contact Human Resources.

Discount card
You can get a card which allows them discounts at local leisure centres.

Online Shop
Our online Shop stocks an extensive range of reading materials on environmental issues from the political to the practical. Staff and volunteers are entitled to 20% off ALL titles sold in the Shop. Log onto www.foe.co.uk/shop

Flexible Working
We consider applications for flexible working arrangements from staff with at least six months service. This can be:

Reduced hours: where we agree that you can work fewer contractual hours than in your current role.
Job Sharing: where we agree that two people can share the same role.
Changing Office Location: where we agree that you can work from a different Friends of the Earth office.

Background information
Friends of the Earth is making life better for people by inspiring solutions to environmental problems.

We are:

the UK's most influential national environmental campaigning organisation
the most extensive environmental network in the world, with almost one million supporters across five continents and over 70 national organisations worldwide
a unique network of campaigning local groups, working in over 200 communities throughout England, Wales and Northern Ireland
dependent on individuals for over 90 % of its income.

Organisational structure
We employ about 170 paid staff, based mainly in our London Head Office. We also have a Supporter Care unit in Luton and smaller regional offices in major cities across England, Wales and Northern Ireland.

Volunteers play a vital role in our success as an organisation and we currently have around 75 volunteers working in our national and regional offices.

We are led by an Organisational Management Team (OMT) of our Executive Director and other staff who bring the necessary strategic and operational expertise to ensure we achieve our Strategic Plan. We do this through activities and programmes of work, mostly in cross-functional teams. Members of the OMT have individual responsibilities to ensure the delivery of specific activities and collective responsibilities for ensuring the delivery of the whole plan.

All staff member are part of a ‘home team’, led by a team leader who provides professional support and development, coaching and other line management functions.

What we are going to achieve
We are now on an exciting journey to plan the direction we will take into the next decade.

Our current Strategic Plan is broken down into the following aims:

Strategic Aims:

Work with others to develop a sustainable economics agenda so that by 2008 there is as a credible alternative, based on justice and environmental limits, to the prevailing corporate globalisation model – both in the UK and internationally.
Promote environmental justice so that it moves to the centre of official, corporate and voluntary sector discussions and decisions and public understanding about environmental issues.
Ensure that key environmental limits (for example in respect of resource consumption, greenhouse gas emissions and conservation of biodiversity) are reflected in policy and law at all levels.
Implement the findings of the ‘Shaping our Future’ review to ensure that the quantity and effectiveness of grassroots actions inspired by Friends of the Earth’s continuously improves.
Achieve official commitment to at least two transformational and positive environmental solutions.
Consistently communicate Friends of the Earth as the organisation striving for environmental justice that works through global to local people power, across all our external communications and in so doing achieve a significant increase in awareness, understanding and active participation from our priority public audiences.

Resourcing Aims:

Establish and maintain a working culture, skills, expertise and office environment that reflects our values and improves our ability to deliver the Strategic Aims.
Grow income so that we have sufficient financial resources to meet the needs of the organisation and its ability to deliver the strategic plan.
Build the capacity of Friends of the Earth’s networks so that they can campaign effectively – locally, regionally, nationally and internationally.
Establish and maintain a Friends of the Earth regional presence that influences regional and devolved government, co-ordinates and implements regional campaigns, and supports both Local Groups and other campaign activists.
Develop and implement effective information systems and practices so as to implement our Strategic Aims and Objective

How to apply

We want staff to share this vision and join in our success. We aim to recruit the best person for any vacancy. We communicate our vacancies widely and openly and are committed to giving all applicants fair consideration.

We use the information you give us in your application form to decide whether to invite you to interview. We want you to do the best application you can. Here's some guidance to help you.

First

Role profile first. This sets out what we are looking for under specific headings which we call the competencies of this role. You need to relate your experience to these same headings which appear on the application form.
Introduction (and supplementary information). This tells you about the work you will be doing if you are successful.
Background – the terms and conditions of this role and some of the benefits of working here

Applying

The headings in the application form match those in the role profile. Think about how well your knowledge, skills and abilities fit what we are looking for in the role profile and supplementary information. Don't just tell us that you have the skills listed in the role profile or say that you believe you can do the job. Under each of the headings please give us real examples of what you did, when and how you did it and what part you personally played.

Check you are free to come on the planned interview date. If not, please tell us on your application why you can't come and tell us when you are free to come.

Keep a copy of your application form before you submit it online or post it to us.

We send an automated email in response to online applications but can't acknowledge posted forms.

We encourage online applications but you can also download a copy of the application form as a PDF and post it to us.

Shortlisting

At least two people assess how closely your application matches what we are looking for and decide the interview shortlist. We contact shortlisted candidates by phone and ask them to come to interview.

Interviews

If we invite you for an interview we will ask you in more detail about what you have done so you might want to remind yourself what you wrote in your application and be able to talk to the interview panel about it. We often ask candidates to do a job-related exercise to help us assess their competence in particular areas; some are given unseen on the day of the interview, others you will be told about in advance of the interview so you can prepare. When we ask you to interview we will tell you if you will have to do an exercise. If we haven't contacted you by the interview date your application has not been successful.

Feedback

If we interview you, we will let you know the outcome and are happy to give feedback if you would like this. Many of our vacancies are very popular and unfortunately we don't have the resources to be able to offer feedback to you if you were not shortlisted.

Work History Please list below your working history starting with your current or most recent job and work backwards. Say where you have worked, start and end dates, your job title and if this was paid or voluntary work. If there are any significant gaps please explain these. You do not need to tell us in this section about your skills as you can do that later.
Employer	Start	End	Job title	Employee/Volunteer/Note