Heart of Florida United Way
May 23, 2021
1940 Cannery Way, Orlando, FL
Job Type


Job Title                               Director, Key Donor Segments

Reporting To:                     Chief Development Officer

Department:                      Donor & Volunteer Engagement

FLSA:                                     Exempt

Strategic Imperative:     Provide a rewarding and inspiring experience to every donor and volunteer with every interaction.

Core Values:                     

Passion:                       Dive in – Create enthusiasm and inspire others.

Authentic:                   Be Real – Keep it honest and set the example.

Collaboration:           Live United – Work together and mobilize for change.

Empowerment:        Own it – Be courageous and make it happen.



The Director of Key Donor Segments will oversee relationship building and management with key donor groups and work with the engagement team to create strategies for growth. Key segments include, but are not limited to, Loyal Donors, Affinity Groups, Community Groups and other identified high value donor segments that require relationship stewardship.

While each position is measured on individual outputs, collaboration and coordination are critical elements of Donor and Volunteer Engagement where success is realized by the overall organizational impact goals resulting from resources raised by the department.


  • Work with the Chief Development Officer, Chief Operations Officer, President/CEO, and volunteers to identify key donor groups in the community in order to create new and innovative partnerships, renew existing donor gifts, and solicit new donations.
  • Develop and review annual and multi-year strategic plan with Chief Development Officer.
  • Set measurable goals related to engagement of key donor segments and revenue generation.
  • Actively and consistently evaluate segments and partnership engagement strategies to ensure growth in the total number of donors and increase current donor gifts.
  • Establish oneself as a primary resource and contact with the United Way in key civic, professional, and community groups and identify the philanthropic goals and objectives of each group.
  • Oversee prospect list development and maintenance, including developing and maintaining a comprehensive database within HFUW customer relationship management platform and expanding targeted list of individuals per donor segment and community partnerships through managing process of referrals from staff, volunteers and donors.
  • Identify “new” donors and develop methods of cultivation, solicitation and communication on a year-to-year basis.
  • Ensure proper tracking and maintenance of all donor segments and partnership data HFUW CRM system, including touchpoints, key contact information, interests, communications and other data.
  • Track and manage growth and engagement for Heart of Florida United Way (HFUW) relationships with community groups including, but not limited to, key civic, professional, and community groups and associations.
  • Oversee the membership tracking, renewal and growth of affinity groups such as Women United, Mission United and Emerging Leaders by coordinating with appropriate staff within HFUW.
  • Coordinate donor segment strategies with Vice President of Annual Campaign to enhance giving in a donor relations model and drive sponsorship and attendance at HFUW events
  • Work with Corporate Engagement Manager/Associate to identify affinity groups within workplace, and work to engage those groups within respective workplace.
  • Coordinate with Individuals Engagement Manager to identify and secure new/existing affinity group members and other donor segments.
  • Work with Marketing and Communications staff in the creation of targeted communication collateral to respective donor segments (i.e. direct response mailings, newsletters, newspaper ads, and directories), donor segment pieces, and activities and events that engage donors.
  • Remain knowledgeable about HFUW’s services and products, as well as issues impacting the community we serve.
  • Perform other duties as assigned.


  • Generates Revenue Through Appropriate Asks: Identifies new ways to drive and generate revenue; Identifies strategies and opportunities to best engage donors; Proactively identifies and qualifies individuals and groups to give to/support United Way; Asks for money and closes the deal.
  • Is Ambitious and Focused on Winning: Sets ambitious yet realistic goals; Persists when facing obstacles and comes back with a new approach and strategy to succeed; Conveys energy and passion about United Way’s work and mission; Is self-directed; Holds oneself accountable.
  • Manages Prospects: Gathers and uses data that supports requests for donations and other types of support; Connects donors’ and prospects’ interests directly to United Way’s work; Creates a strong case for support and successfully “sells” the idea, program, or funding opportunity to donor and/or supporter; Inspires commitment and support for United Way.
  • Persuades and Influences Donors: Listens to the needs, interests and passions of the donor with an eye towards connecting them with United Way community work; Expresses empathy and consideration for donor/partner needs; Identifies, engages with, adapts to and influences various types of people and organizations; Promotes an idea or vision effectively.
  • Uses Digital Technology: Manages and tracks digital campaigns including email campaigns, social media and digital advertising initiatives and analytics for United Way and partners; Understands and influences how digital technology and tools impact fundraising; Works with Strategic Impact, Donor and Volunteer Experiences, and others inside and outside the organization to create incredible user experiences and journeys to help United Way acquire, engage and retain supporters via social media.
  • Creates Win-Win Relationships: Understands United Way and donor objectives and where they intersect; Identifies tangible outcomes that benefit both parties; Identifies strategies and opportunities to build trust; Engages with donors year-round, not just during campaign season, to nurture and enhance relationships.
  • Builds Donor Loyalty and Retention: Develops and executes year-round engagement and retention plans for donor segments; Builds donor loyalty through personalized engagement, increasing average gift, and increasing involvement in giving, advocating, and volunteering with United Way.
  • Maximizes Lifetime Donor Value: Recognizes the ultimate goal of all relationship-building is to maximize Donor Lifetime Value—the cumulative contributions of the donor (financial, engagement, influence) over the course of their lives; Promotes a culture focused on helping every donor maximize their lifetime donor value and impact to the community through United Way; Avoids short-term “wins” if it jeopardizes the long-term relationship with the donor.
  • Is Culturally Astute: Is aware of different demographic and cultural groups; Realizes that cultural differences and similarities exist, without judging or assigning values to those cultural differences; Displays cultural knowledge and sensitivities and applies that knowledge to fundraising efforts; Builds relationships across different demographic groups in the community.
  • Is Visible with Donors and Community Leaders: Continuously builds and expands the network of donors; Is visible and known in the community; Recognizes and pursues new opportunities and engages key leaders in the organization to create and support plans.
  • Exhibits Business Acumen: Identifies, anticipates and adapts to changing market trends and business needs; Understands challenges and opportunities in the business environment; Has solid understanding of United Way products and services.
  • Focuses on Continuous Improvement: Stays current in the technical aspects of their field (e.g., tax law, employee engagement); Attempts to apply latest information on trends and best practices to continuously improve the work; Encourages and supports new ideas and new ways of doing things.
  • Takes Initiative: Recognizes and capitalizes on emerging opportunities; Recommends new ways of doing business; Meets donor needs in new ways; Stays current and anticipates market trends and technology that improve knowledge, communications and interactions.
  • Manages Data, Analytics, and Research: Manages donor data efficiently and accurately such as inputting donor visit notes, updating annual donor roster names and contact information, resolving conflicting data and information, producing ongoing donor and prospect research, recording donor communications as well as contact, biographic and preference information in donor database; Identifies and researches lapsed and potentially-lapsing donors and works to re-engage these donors.
  • Develops a Plan: Using community and donor data, creates plan(s) for identifying prospective donors and creating and positioning products.
  • Collaborates with Communications: Connects with communications to share how the donor would like to be recognized; Develops a strategy to build donor reputation in front of the appropriate audience(s).
  • Manages and Grows the Donor Relationship: Delivers on donor expectations; Does what it takes to satisfy the donor; Maintains donor relationship after the donation process is completed; Continuously looks for new needs and opportunities for that donor and their community.
  • Brand-Steward: Steward of the brand and understands the role in growing and protecting the reputation and results of HFUW and the greater network.


Physical demands include sitting or standing for extended periods of time, bending, occasional lifting of items weighing up to approximately 25 pounds, regularly moving throughout the building between floors, traveling to outside meetings, regular use of standard office equipment such as the telephone, copier, fax and Computer.  Demands also involve protracted concentration.  Reliable transportation and valid driver’s license required.  Job involves frequent and routinely intense public contact.


  • Bachelor’s degree or the equivalent in a related field required.
  • Minimum of five years of progressive development and/or sales experience with United Way or similar organization.
  • Demonstrable track record of success in previous fundraising positions.
  • Extensive knowledge of Leadership gifts fundraising
  • Ability to network with donors, corporate leaders and other development professionals.
  • Ability to solicit and work with diverse net worth individuals.
  • Proven sales, research and management skills required.
  • Excellent presentation/training skills.
  • Excellent written/verbal/listening skills.
  • Ability to work with volunteer development and provide proven management skills.
  • Interpersonal skills needed to perceive and react sensitively to the needs and interests of potential donors.
  • Ability to inspire confidence in United Way volunteer leadership, staff, professional advisors and potential donors.
  • Experience with strategic planning.
  • Familiar with Central Florida’s communities preferred, i.e. industry segments, demographics, etc.


The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification; is not intended to be an all-inclusive list of duties.  You may be required to perform other duties as assigned by your supervisor or management.  You will be evaluated in part based on your performance of the tasks listed in this job description.  Employees moving into this position work on a ninety (90) day introductory basis after assuming these responsibilities.

The employer has the right to revise this job description at any time.  The job description is not a contract for employment and either you or the employer may terminate at any time for any reason.

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