key position information
Job Title
Position Reports To
Relationships Manager NSW - WB
National Relationships Manager - WB
Location
Next up Manager
Sydney
Head of Donor Programs
Team
Division
Donor Programs - MDE
Major Donors and Enterprises
Incumbent
Job Description
Vacant
New
Date Updated
4th March 2013
Updated
Double Click on box and select ‘checked’
primary purpose of Job
This position exists to identify and nurture relationships with World Vision Australia Bequestors and, over the
long term, to develop the ‘culture of giving’ of this market. The role will build a growing portfolio of bequestors
whilst providing ongoing mutually beneficial engagement opportunities for this active group of supporters.
Dimensions
Direct Reports
Indirect Reports
Budget Financial Authority
Delegated Financial Authority
Scheduling – planning, coordinating
Technical – delivering based on
Role Balance
People – percentage of time getting things
done with and through others
75%
knowledge and skills
10%
15%
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key result area
(KRA)
Relationship
management
activities in pursuit
of WVA’s Wills and
Bequests objectives.
weigh
ting
(%)
80%
key performance indicators (KPI)
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Representation of
WVA
10%
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5%
Technical
Administration
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5%
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Actively engage WVA supporters and the Australian public in selling the
WVA Wills and Bequest message.
Actively support all WVA Immediate Priorities and Strategic Choices.
Source revenue in partnership with enterprises and corporations to meet
WVA’s budgeted activities as identified in MD&E's FY strategy.
Develop and implement an engagement strategy for each bequest
supporter including a communications plan that meets both their needs
and those of WVA.
Work collaboratively with WVA’s Major Donor and Enterprises “Donor
Partnerships” team to ensure a seemless approach to relationship
management of key supporters.
Manage key bequestors’ partnership journey such that over time there is
an increasing engagement with the work of WVA.
Participate in, conceive of, and host, events and /or activities as required
to progress supporter’s partnership journey (e.g. presentations, staff
volunteering, field trips etc)
Achieve both financial and non financial targets as outlined by LINK
agreement
Ensure values such as professionalism, excellence, service orientation and
innovation are prized.
Demonstrate and develop high Emotional Intelligence to aid leadership
and performance.
Effectively communicate key WB activities and policies when required to
internal and external audiences.
Appropriate representation at network and industry forums and
meetings.
Develop strategic relationships, networks and partnerships with individual
donors and enterprises.
Receive feedback and comments relating to WVA’s operations and
reputation. Ensure that relevant stakeholders updated.
Work cross functionally with other functions within WVA so as to ensure
that a single face or efficiency, credibility, coordination and consistency is
engendered and maintained.
Set plans and in conjunction with the National Relationship Manager (WB)
utilise MD&E shared resources in order to reach the WB FY13 goals.
Provide regular industry related feedback and input to the National
Relationship Manager (WB) to enhance Donor Program’s WBTF ongoing
strategy.
Regular Donor Programs Meetings
Regularly and accurately update contact details, activities and relationship
strategies for each client in Salesforce database CRM in line with WVA’s
Information Management policy.
Regular 1on1’s with National Relationship Manager (WB)
Regular monthly, quarterly and annual performance reporting in
collaboration with the National Relationship Manager (WB)
Corporate accountabilities and responsibilities
TEAM MEMBER  Perform work safely and complete tasks on time, on budget and in accordance with
expectations
 Question, debate review with leader and peers
 Develop career goals and initiate performance and career conversations with next up
manager
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OH&S
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RISK &
GOVERNANCE
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Be pro-active in caring for the health and safety of all people within our work
environment
Ensure all appropriate actions are taken to implement WVA OH&S policies, procedures,
training, and legislative requirements
Demonstrate initiative in implementing actions that facilitate the continuous
improvement of OH&S within WVA
Ensure you operate in line with WVA policies and procedures, Code of Conduct and
ethics
Actively participate in risk awareness training.
key relationships
Internal
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External
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Major Donors and Enterprises team
Sales and Marketing
Legal and Risk
Industry bodies
Bequestors
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organisation context
General Manager
Major Donors and
Enterprises
Head of Knowledge
Management &
Operations
Head of Donor
Programs
Head of Donor
Partnerships
National
Relationships
Manager - WB
Relationship
Manager WB - NSW
Values
Commitment to World Vision values and philosophy, and capacity to engage with the broader community in
demonstrating these values:
We are Christian
We are committed
to the poor
We value people
We are stewards
We are partners
We are responsive
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our attitude of grace toward others
accepting and respecting others’ diverse journeys of faith
reflecting faith in our lives and our work
not proselytising — never using aid to convert people
commitment we make to understanding poverty and injustice
advocacy we carry out for the rights of the world's poorest
focus of the work we do
choices we make in our lives
doing what we say and honouring our obligation to others
listening and communicating effectively, providing open and honest feedback
respecting each individual's dignity, expertise and knowledge
acknowledging each other’s contribution and celebrating success
ensuring we have the right people in the right roles and we effectively manage for
performance
ensuring an optimum outcome from the effective use of our resources
longer term remedies rather than short-term results
using our time and dollars efficiently
taking responsibility for our decisions and limiting our environmental footprint
work with specialists to further develop our knowledge and skills
partner with others where it adds value
contribute our resources and expertise both locally and globally to proactively
contribute to relevant networks and other organisations
embrace the resources and expertise of the communities in which we work
responding in line with strategic priorities
to the aspirations, ideas and experiences of the poor with whom we work
using available resources effectively and using the best expertise available
being prepared, informed and learning from experience
promoting policies and practices that aid the poor and vulnerable
staying focused on the outcomes and not being distracted by bureaucracy & politics
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role required capabilities
Skills
Essential
(What technical skills do
the incumbent need to do
this job at a high level of
accomplishment?)
Knowledge
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Exceptional networking and entrepreneurial ability
Sales and Account Management
Negotiating and influencing
Business development and relationship management
High Emotional Intelligence
Essential
(What specific knowledge
fields are ideally required of
the incumbent in this role?)
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High Networth Supporter acquisition in a NGO environment
Sales and relationship management
Computer literacy skills, e.g. strong skills in the use of MS Office Suite; email;
calendar
Experience
Essential
(What is the scope of work
experiences the incumbent
ideally should have gained include environment,
timeframe and context)
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Extensive experience in Major Donor Portfolio Management &/or Corporate
sales/relationship management disciplines.
 Experience in liaising with senior management and decision makers.
 Strong business skills and the ability to identify key issues for existing and
potential bequestors.
 Ability to create and implement long term fundraising strategies.
 Ability to work in a cross-functional structure
Desirable
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Wisdom
Understanding and experience in humanitarian aid programs would be desirable.
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Understanding of the drivers of
o High Net Worth Individuals
o Long term charity supporters
 Experience/appreciation of the subtle differences of audience groups
within the Australian community.
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Value Donors of every form and their desire to not only use their finance’s
but their skills, expertise and networks to assist World Vision as it tackles the
causes of poverty and injustice.
(The deep tacit knowledge
required to solve difficult
problems that arise)
Valuing
(What is the type of work
someone undertaking this
role would need to value)
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capability profile
Please select 6-8 capabilities essential to the successful performance of the incumbent in the position. Please note – you
will find details of these capabilities, together with behavioural anchors and sample descriptors on the Hub – WVA
Capability Framework.
Dimensions 1: Self Awareness
Continuous Personal Learning
Personal Impact
Understanding Others
Self Confidence
Integrity
Resilience
Strategic Leadership
Strategic Influence
Implementing Strategy
Self Management
Analytical Thinking
Decision Making
Planning & Organising
Prioritising
Stewardship
Organisational Awareness
Industry Awareness
External Environment Factors
Compliance Awareness
Technical Expertise
Business Communication
Dimension 2: Accountability
Meeting Management
Dimension 3: Performance Leadership
Spiritual Leadership
Managing & Leading Others
Developing Others
Driving Culture
Leading Teams
Interpersonal Communication
Conflict Resolution
Negotiation
Influencing
Managerial Courage
Talent & Succession Management
Dimension 4: Innovation & Change
Innovation & Creativity
Continuous Improvement
Change Leadership
Challenging & Questioning
Risk Taking
Organisational Learning
Teamwork
Stakeholder Management
Managing Diversity
Systems Thinking
Information Sharing
Political Savvy
Dimension 5: Collaboration
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One-Up Manager Name
Employee Signature
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