Job Title:
Manager, Corporate Relations
Department:
Donor Engagement
Reports to:
Vice President, Donor Engagement
Status:
Exempt, Full Time
Date:
December 19, 2016
Role Purpose
The Manager, Corporate Relations raises support for and advances United Way’s mission of improving lives by sustaining
and growing relationships which lead to optimized employee giving campaigns, corporate gifts and sponsorship revenue,
both through engaging individuals as well as companies. The position objectives are to maximize giving growth through
a concerted effort to establish and grow meaningful relationships with company leadership, key influencers,
stakeholders and priority donors in order to retain our current donor base and develop new business and new donor
relationships. This position will be responsible for creating and executing the short- and long-term account plans for
each organization to realize substantial revenue growth.
This outward facing, results-oriented role will require the candidate to be a high-energy and inspiring leader who enjoys
asking people for money and has the demonstrated ability to do so by building strong, mutually beneficial relationships.
The successful candidate will demonstrate exceptional professionalism and discretion.
Key Accountabilities
Corporate Account Management
 Direct responsibility for building strong, mutually beneficial relationships with key corporate partners within an
assigned account portfolio.
 Accountable for completing an average of 12 face-to-face meetings weekly with customers and prospects
through assigned accounts in order to expand United Way’s influence within each organization.
 Build relationships across functions/levels within companies including but not limited to executives, midlevel
management, foundation, Human Resources, Marketing and Communications.
 Serve as the year-round point of contact and strategic consultant for assigned portfolio of accounts and
relationships.
 Provide exceptional donor and account service for the active community of investors by promptly handling
inquiries, valuing donor gifts regardless of the size and regularly communicating about United Way investments
and the community impact those investments are making.
Annual Account Planning
 Provide effective consultation to help companies design effective employee giving campaigns.
 Create annual account plans and action steps needed to engage accounts on a year-round basis with United
Way and to secure additional financial support for United Way.
 Execute the annual account plans and manage the action steps and results from these efforts.
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Track revenue generation, retention, visits and key business activity throughout the year, provide regular activity
status, update projections to target, and conduct the appropriate account analysis to build and refine business
goals.
Gain market intelligence and develop corresponding strategies that lead to increased market and company
penetration and improved forecasting accuracy.
Campaign Activities/Stewardship
 Effectively execute all aspects of campaign activities including account goal setting and planning, presentations,
debrief, gratitude, stewardship and referrals.
 Make presentations to individuals and groups with the intent of asking for contributions that prioritize funding
and support of United Way.
 Arrange for speakers, tours and materials to support United Way messaging during campaigns.
 Consult with accounts on the execution of special events to achieve campaign goals.
Cross Functional Account Team Leadership
 Work effectively with other functions at United Way to be able to provide appropriate support and value to
partners.
 Leverage relationships to create additional opportunities with other organizations and individuals.
 Foster creative thinking and facilitate future partnerships within the corporate accounts.
Goals and Objectives
 Achieve annual revenue goals for account portfolio including specific metrics to be included in annual
performance objectives.
 Develop and execute a comprehensive plan to successfully deploy your time against revenue objectives.
 Maintain accurate and detailed donor account records in CRM database in order to analyze the effectiveness of
the plan against delivering objectives.
 Organize relationship management and donor responsibilities efficiently and effectively.
Professional Competencies
Mission Focused
 Ability to link donor, volunteer, and advocates’ aspiration to needs
 Ability to catalyze others’ commitment to mission
 Strives vigorously to accomplish shared goals
 Separates one’s own interests from organizational interests in order to make the best possible judgements for
the organization
Collaborator
 Seeks and shares knowledge of community
 Take a collaborative approach to addressing issues
 Focuses on shared goals
 Mobilizes a broad range of sectors and resources
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Brand Steward
 Acts with integrity and strong ethics to foster trust at all levels (personal, market, societal)
 Internalizes the meaning and commitment of United Way and consistently acts according to its value and
purpose
 Is accountable and transparent with all stakeholders
Functional Competencies/Accountabilities
Manage Relationships/Relationship-Oriented
Is able to communicate effective to develop, grow and sustain productive relationships. Knows how to capture and
record relevant information and how to interpret and utilize the information to forge partnerships, collaborate,
cultivate, grow, sustain and strengthen internal and external relationships.
 Understands and motivates individuals and organizations
 Values diversity and inclusion
 Effectively communicates
 Treats others with respect and dignity
 Actively listens to and facilitates diverse input and contributions
Self-Management
Presents oneself in an appropriate and professional manner. Communicates, acts, reacts and responds
appropriately in all situations. Effectively utilizes interpersonal skills and political astuteness to engage with, lead
and function as a member of a team as appropriate. Is trustworthy and acts with integrity, authenticity, humility
and in good faith; respecting others’ opinions, priorities, values and interests. Seeks to continuously improve
interpersonal and professional skills.
Communication Skills
Understands and uses empathy, compassion and active listening. Is fully present and aware of subtleties and
nuances such as body language and voice tonality to better understand what is important to constituents and how
to connect and engage them with United Way. Able to influence, persuade, present, request, sell, negotiate and
close a deal as appropriate.
Utilize and Acquire Knowledge
Is forward-thinking, focused on what is possible and seeks new tools and knowledge as needed. Is able to use
technology when acquiring and utilizing knowledge, and is innovative and creative in its application. Seeks to
continuously improve interpersonal and professional skills.
Achieve Results/Results-Driven
Is personally accountable for the results they achieve. Is able to adapt quickly to ever-changing environments. Is
organized, able to plan, think strategically, and is creative, innovative, and appropriately persistent. Is able to make
decisions and willing to take risks when appropriate to achieve results and meet goals.
 Has laser-focus on results and can effectively communicate goals and impact
 Advocates for support of education, income and health
 Promotes innovation/willing to take appropriate risks
 Develops relationships to drive resources and results
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Has the necessary organizational skills to deliver on business model
Education, Skills, Experience and Training Required
 One to two years consultative sales experience in either for-profit or nonprofit entities, Bachelor’s Degree or
a comparable combination of education and experience.
 Focused sales/marketing experience with an applied emphasis on customer relationship building; significant
applied consulting sales skills; demonstrated success with effective listening skills.
 Effective oral and written communication skills with an ability to relate with a diverse group of individuals or
organizations in an effective manner.
 Effective public speaker.
 Ability to think strategically with proven, strong ability to execute on plan.
 Ability to take initiative and be creative in thinking and solutions.
 High-energy individual who exhibits a positive outlook who can manage ambiguity and change.
 Demonstrated ability to manage a portfolio of assigned accounts.
 Manage expectations of internal team members effectively and a strong desire and aptitude to be part of a
team environment.
 Demonstrated ability to persuade others and to close sales opportunities.
 Commitment to excellence and to the mission of United Way.
Technical Knowledge and Equipment
 Proficient computer skills which include Google, Power Point and Hubspot or similar CRM system preferred.
 Proficiency with social media preferred.
 The incumbent in this position may operate any/all of the following equipment: telephone, cell phone and
fax machine; computer, printer and related equipment; copy machine; audio-visual equipment; calculator.
 Must have a vehicle, valid driver’s license and automobile insurance.
Environment
 The environment for this position is in an office that is clean and comfortable. It may include some minor
annoyances such as noise, odors, drafts, etc. The incumbent is in a non-confined office-type setting in which
he or she is free to move about at will. In addition, the incumbent will travel via personal vehicle to client
sites, workplace events, meetings, etc.
Physical Activity
In the course of performing this work, the incumbent:
 Will spend substantial time standing, sitting, speaking and listening.
 Must regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
 Reasonable accommodations may be made to enable individuals with disabilities to perform the essential
functions of the job.
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