Description
Position Description
Senior Director of Sales
SNAPSHOT
Position Title: Senior Director of Sales
Reporting To: Chairman & CEO: NPI Strategies
Location: Headquarters in NYC/Fully Remote Position
Website: www.npistrategies.org
ABOUT NPI STRATEGIES
NPI Strategies partners with nonprofit leaders to embrace development as a challenge that inspires rather than something to avoid. They provide the models, tools, and expertise to empower their clients to significantly increase revenues. NPI takes nonprofits to the next level of advancement, and once successful, their clients experience transformational results. As a leader in the philanthropic community, NPI represents nonprofits across the full spectrum of social services, healthcare, and faith-based organizations.
Capitalizing on 25 years of delivering results, NPI is the only fundraising firm that tracks and publicly reports the return on investment for each client. For each dollar invested in fundraising, clients exceed the gold standard of a three-to-one return on investment as defined by the Better Business Bureau. Funders know that when a client becomes part of the NPI portfolio, they are serious about growth and development.
NPI is committed to ensuring that all their employees are culturally competent, emotionally intelligent, and capable of providing counsel of the highest caliber. NPI upholds a collegial environment, respecting and celebrating the variety of life experiences each employee brings to the firm, encouraging professionals of all backgrounds to consider career opportunities.
Mission
NPI seeks to positively change the way nonprofit executives and their boards think about, plan, and grow their fundraising programs. NPI serves as a thought partner to clients across the country, around the world, and in every field of charitable activity. NPI provides a full suite of fundraising services including private foundation grants management, federal and state grant applications, healthcare advisory and related services, feasibility assessments, and individual giving.
Vision
NPI helps nonprofit leaders embrace fundraising as a challenge that inspires rather than something to avoid. NPI provides the models, tools, and expertise to empower their clients to significantly increase their revenues. NPI takes nonprofits to the next level of achievement, and once successful, clients experience transformational results.
Culture +Values
NPI provides high-quality fundraising services, working collaboratively as a team, encouraging current and prospective clients to identify, design and implement successful fundraising efforts.
Practice Emotional Intelligence in Relationships: Honesty, openness, and frequent communication are central to the success of NPI’s work. They honor what they say they are going to do, ensuring their internal and external stakeholders are informed and supporting their decisions and actions.
Nimble: NPI customizes their approach to fit the needs of their clients. Instead of running through the same fundraising routine, they listen deeply to each client’s past experiences and future aspirations and customize a scope of service to fit the culture of their organization. If warranted, NPI modifies their approach along the way.
Committed to Professional Development: LAPA seeks to support their staff as they grow in technical and leadership abilities as well as aptitude for engaging with the complex needs of clients. They ask each staff member to have an annual written plan toward this objective and they work with each staff person to help them actualize their plan and access the resources they need to accomplish it.
Live by a Code of Ethics: As longtime members of the Association for Fundraising Professionals, the Grants Professional Association, and the American Prospect Research Association, LAPA strictly follows and adopts their code of ethics as their own, including the Donor Bill of Rights.
Leadership Team
Michael L. Taylor, CFRE, Chairman & CEO
Michael is the Chairman and CEO of NPI Strategies, a premier nonprofit management consulting firm based in New York City. His capacity for deep listening and critical thinking, coupled with his years in the sector, allows him to help clients identify their needs, and secure new giving relationships in the United States. Over thirty years NPI Strategies has become a trusted partner to a diverse range of clients. Their comprehensive approach and deep understanding of the nonprofit landscape provide clients with a path forward as they achieve their mission-driven goals with confidence and sustainability.
Carine Terpanjian, MPA
With a background in Public Administration, Carine applies strategy-driven approaches to philanthropy and fundraising, people and project management, program development and evaluation, and financial management. Before joining NPI Strategies, Carine served as Director of Foundations at Rainforest Action Network (RAN), where she led and grew the organization’s institutional fundraising portfolio and transformed supporting organizational systems and processes. Carine also supported and guided RAN’s racial equity and DEI initiatives during her tenure as a founding advisory group member. Her previous experience and background include strategic planning, program development, and fundraising at Good Shepherd Services, CUSO International in East Africa, and Food Bank for New York City. Carine holds a Master of Public Administration from Columbia University’s School of International and Public Affairs and completed her undergraduate studies in Political Science at Boston University.
THE OPPORTUNITY
Join the team as Senior Director of Sales, reporting to the Chairman & CEO, Michael L. Taylor, CFRE. The Senior Director of Sales will ensure the quarterly and annual sales goals of the firm are met. She/he will take responsibility for the entire sales program, from prospecting clients to closing on accounts. LAPA is seeking a seasoned business developer with proven experience in closing. She/he will thrive on networking and prospecting while partnering with the team to achieve a trusted advisory role within the nonprofit sector.
The Senior Director will support other team members as their role pertains to sales and marketing. Having a history of closing on new business in the nonprofit sector, specifically healthcare, as well as an ability to communicate complex fundraising services in a way that inspires clients, is preferred. Above all, the Senior Director must be a mature leader and have a deep understanding of sales and a passion for the non-profit sector.
LAPA is looking for a candidate to take a long-term view of serving in this position.
Role + Responsibilities
Close on new anchor clients: Anchor clients are clients who have a long-term view of working with NPI and support the strategic growth of the firm.
- Set appointments with qualified clients interested in our services.
- Update and maintain the accuracy of existing sales lists, accounting for just over 18,000 prospects.
- Continue to grow and diversify sales lists, focusing on specific sales offerings and market opportunities.
- Accompany the client through all aspects of the sales process, from the initial point of contact through executing the agreement.
- Maintain detailed records and action steps from sales meetings, updating the sales pipeline accordingly in our CRM.
- Create, implement, and monitor ongoing metrics and key performance indicators (KPIs) to help evaluate and monitor trends of sales within the firm.
- Conduct market research and analyses on past client sales and examine sector trends to produce actionable insights.
- Spearheaded new business acquisition marketing initiatives from copy, design, testing, implementation, tracking, analysis, and recommendations.
- Develop, prepare, and present weekly sales activity reports during the weekly Leadership Team call.
Mission Critical Objectives | Year 1
- Reach a goal of $1.5 Million in annual sales by focusing on expanding LAPA’s client base.
- This includes three ‘anchor’ clients as well as ongoing government grant and feasibility assessments.
- Set annual revenue goals and KPIs for the firm and produce quarterly projections with the team.
Requirements
THE INDIVIDUAL
LAPA’s vision of a successful candidate is an intelligent, self-motivated, and mission-driven sales professional with a desire to continually exceed expectations. This individual must have a drive to “close the deal” with excellent communication skills and an ability to thrive in a results-oriented culture. Most importantly, the candidate must have a positive attitude and a strong work ethic while also being respectful, friendly, and caring.
Professional Experience + Qualifications
- Minimum of 10 years of experience in a business development/ sales role.
- Relationship development/networking skills and a robust network.
- Demonstrated history of closing on new business.
- Experience with digital and print marketing, inbound and outbound marketing, and social media marketing.
- Strong process and analytical skills, excellent interpersonal and communication skills, and possess the ability to work collaboratively with a variety of stakeholders at all levels.
- Excellent written and verbal communication skills: ability to develop comprehensive written reports and/or presentations, and present ideas clearly and concisely verbally and/or in writing.
- Well-organized and self-directed individual with high ethical standards.
- Ability to handle sensitive and confidential data and situations.
- Strong technical skills, especially Microsoft Excel and Microsoft PowerPoint.
- Self-motivation and the ability to work in a fast-paced, dynamic, and evolving environment.
- Meet performance-based goals around outbound activity and qualified meetings.
Leadership Style + Characteristics
- Embrace NPI’s mission, vision, and values- constantly striving for success.
- Comfortable leading in a performance-based culture with a sense of urgency, strong commitment, accountability, and sound decision-making to achieve goals.
- Adhering to a code of conduct with a moral compass focused on the highest level of integrity and ethics.
Collaborative, team player, fun, hardworking, and a problem-solver who leads with humility.
Education + Certifications
- Bachelor’s Degree
- Advanced Degree MPA, MPH, MBA or JD preferred
CONTACT INFORMATION
Please send a:
- Resume,
- Case Study, (Highlighting a Career Success) and,
- Writing Sample
to Michael L. Taylor, CFRE, Chairman & CEO at michael@npistrategies.org
