About Water.org

1 in 10 people around the world lack access to safe water and 1 in 4 people don’t have access to a toilet. We are working every day to change this. We are Water.org. We’re here to bring water and sanitation to the world. We want to make it safe, accessible and cost-effective because we believe that water is the way to empower a bright future that we can all share, worldwide. We are an international nonprofit organization based in Kansas City, Missouri that has positively transformed millions of lives around the world through access to safe water and sanitation. Founded by Gary White and Matt Damon, we pioneer market-driven financial solutions to the global water crisis. For more than 25 years, we’ve been providing women hope, children health and families a future.

Summary

The Prospect Management + Research Lead within the Revenue department, is responsible for revenue strategy planning and implementation by driving methodologies, systems, and processes for managing new revenue prospects that will deliver on strategically aligned priorities and metrics.

This individual will leverage subject matter expertise and advanced skill proficiency with end-to-end prospect management to accelerate development of sustainable funding partnerships that accrue long-term value to the organization. This includes conducting in-depth research, providing strategic input and briefs, and managing a wide range of initiatives that will enable Water.org to further build its portfolio of strategic partners and presence.

This position collaborates closely with the Strategic Development team, OCEO, Marketing + Brand and other key internal stakeholders to consolidate in-depth knowledge about the organization’s work and funding needs to drive insights that inform the revenue strategy and its execution.

Key Responsibilities

Revenue Strategy Planning + Implementation (40%)

Leverages subject matter expertise and advanced skill proficiency in solicitation strategy management to define and provide support to planning and execution of the organization’s revenue priorities and initiatives, including, but not limited to:

• Proactively identify major and principal gift prospects through conducting research on prospective donors, corporations, and foundations.
• Extract and communicate key information to direct cultivation, briefing, and solicitation strategies.
  Organize and evaluate a prospect’s financial capacity and willingness to partner with Water.org.
• Produce in-depth, well-written prospect profiles, briefings, and rating memos based on data mining and analysis from the donor database and external markers of high-quality donors.

Prospect Management (30%)

Maintain, update, and enforce a prospect management system with moves management that drives solicitation strategies for donors and prospects, including, but not limited to:

• Oversee the timely movement of previously identified prospects through the various cultivation stages leading to solicitation and tracking prospect information in a systematic and reportable way.
• Facilitate the day-to-day functionality of the prospect management system.
• Maintain current screenings and ratings using iWave and other relevant databases and tools.
• Provide prospect outreach, including drafting emails and correspondence on behalf of relationship managers and leadership, such as sending outreach using email merge, mail merge, other prospecting communications systems.
• Ensure the tracking of follow-up activities to move prospects through the development stages.
• Make certain information on stakeholders is up-to-date, accurate, and properly documented.
  Establish and maintain a process for allocation of new prospects.

Research + Strategic Communication (30%)

Serve as the department’s resource and advocate to drive recommendations and priorities for research and communication that support attainment of the revenue strategy goals and metrics, including but not limited to:

• Systematically capture and document research findings in a shared CRM tool.
• In collaboration with the Senior Knowledge Management Specialist and Senior Development Communication Specialist, create, curate, and/or maintain a robust library of resources and research content that can be drawn upon to position Water.org with multiple strategic contacts and audiences.
• Support the OCEO, OCOO, and/or Strategic Development Team in preparing for meetings and events with potential major donors, corporate partners, or foundation supporters.

Management Responsibility:

• Individual contributor with no subordinates.

This description is not designed to cover or contain a comprehensive listing of scope, stakeholders and linkages for every project, duty or responsibility but is intended to highlight internal or external processes, functions and jobs/roles that are expected to regularly interact with this position to deliver work. Scope may change or be assigned at any time with or without notice.

Skills and Competencies

• Drives Results – Consistently achieving results, even under tough circumstances.
• Manages Ambiguity – Manages ambiguity by operating effectively, even when things are not certain or the way forward is not clear.
• Financial Acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.
• Cultivates Innovation – Creating new and better ways for the organization to be successful.
• Manages Complexity – Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems
• Business Insight – Applying knowledge of business and the marketplace to advance the organization’s goals.
• Builds Networks – Effectively building formal and informal relationship networks inside and outside the organization with partners, donors, and complimentary peers and organizations.

Qualifications

Required:

• Bachelor’s degree or equivalent work experience and qualifications.
• At least ten years of progressive responsibility with prospect management and research in a complex operating environment, including:
  • Subject matter expertise with developing and maintaining prospect management systems, methodologies, and processes.
  • Proven analytical and strategic capabilities, with experience using technology to facilitate communication and outreach.
  • Demonstrated and advanced skill proficiency in conducting research and crafting strategic-level briefs, presentations, and messaging for senior staff, with the ability to convey complex ideas in simple and compelling terms.
  • Demonstrated experience with prospect research analytics, including data mining, interpretation, visualization and reporting.
• Advanced understanding of the international development and social entrepreneurship sector, and extensive knowledge of the institutional and strategic donor environment.
• Language: Proficient (written and verbal) in English.

Preferred:

• Master’s degree preferred.
• Demonstrated knowledge and experience with project management, with the ability to manage multiple, complex projects and deliverables.
• Strong team orientation, with emphasis on both learning and sharing skills that will benefit organization as a whole.
• Advanced knowledge of current trends within the finance and water supply and sanitation sectors.
• Exceptional ability to collaborate, communicate and execute across functions and all levels of employees and stakeholders.
• Language(s): Proficiency (written and verbal) in other languages is a plus.
• Certifications

Travel Requirement:

Up to 5% of domestic travel.

Being authorized to work in the country posted is a precondition of employment.

Salary and Benefits

This position offers full-time benefits inclusive of medical/dental insurance, life and disability insurance, retirement program; as well as periodic review for merit and incentive pay based on organizational and personal achievement.

Water.org is an equal opportunity employer and is committed to providing an inclusive environment. We do not discriminate on the basis of race, color, religion, gender, gender expression, gender identity, age, national origin, ancestry, disability, marital status, sexual orientation, pregnancy status, military and veteran status, genetic information, and any other status protected by law. We provide qualified applicants and employees reasonable accommodation, when necessary, to enable individuals to complete the application process and/or perform the essential functions of the job. We believe social change happens when people with a wide range of backgrounds, experiences, and identities come together with a common purpose. We strive to build and maintain a diverse team that will advance our mission and work and encourage candidates from all backgrounds to apply.