Account Representative

Location: Chicago, IL

Department: Analytics

Type: Full Time

Min. Experience: Entry Level

 

Summary

As the Account Representative for DonorScape® , you will manage your sales territory for a growing-market segment with high potential for sales achievement. A critical function will be outbound lead-generation, which will include a substantial time commitment in contacting prospective buyers and, using a scripted template, to develop their interest in learning more about DonorScape®.  You will work closely with a sales and consulting team to develop lead lists and to execute “passive” marketing programs including direct mail, email, online, and other brand-awareness initiatives.    

Key buyers of DonorScape® are fundraising operations managers in areas that include prospect research, prospect management, development/advancement operations, and fundraisers themselves at nonprofit organizations engaged in fundraising from individual donors (as opposed to strictly corporate, foundation, and/or government sources).  This will include but is not limited to colleges, universities, independent schools, public broadcasting, arts and culture organizations, hospitals, and advocacy groups.

You will report to the Sales Director, and will have day-to-day interactions with a sales and consulting team focused on DonorScape® and related Analytics product lines. The Account Representative position is Chicago-based, mostly inside sales, and includes a competitive salary and commission on every sale.

About DonorScape

DonorScape® is GG+A’s suite of web-based analytics products designed to identify and understand individual donor prospects.  DonorScape® matches donor/constituent contact information to an array of external, public data sources to find evidence of wealth, philanthropy, and affiliations that can be used to prioritize potential donors and build prospect pipelines.  DonorScape® analysis results are delivered in a secure online application that supports data warehousing, data manipulation, and reporting for prospect identification and research.  Learn more about DonorScape® at www.donorscape.com.

DonorScape® is a product area within GG+A Analytics, which also includes other product lines including survey research, predictive analytics, economic forecasting, and benchmarking.  The Coordinator will also be involved in sales and marketing for these other areas as needed.

Key Responsibilities

  • Using a range of resources including conference lists, the GG+A CRM system, professional membership lists, GuideStar and other sources, develop contactable lists of prospective clients from within pre-defined target markets.This will include substantial online research to collect appropriate contact information.
  • Devote majority of week to outbound calling of sales leads using a script. This will also include following up on leads that have been previously identified, and sending follow-up materials to prospects who are not ready to commit to a sales demonstration or more formal sales meeting.
  • Provide support to colleagues who are representing the firm at conferences through the production and delivery of collateral materials
  • Prepare, package, and send no fewer than 30 information packets per week via mail, as well as administering email campaigns in collaboration with the GG+A Marketing department.
  • Draft, edit, and finalize proposals, reference lists, and other materials used in the DonorScape® sales process.
  • Learn DonorScape® and its value proposition, in order to provide effective sales support and develop your own sales capacity
  • Document all relevant activities in the GG+A CRM system

Core Competencies

  • An outgoing, gregarious professional persona with a goal to always get to a “yes”
  • Ability to take “no” like a champ
  • Very strong verbal communication skills, with an ability to engage people in conversations
  • Some U.S. travel possible, particularly for conferences
  • Attention to detail is fundamental to this role
  • Knowledge of the nonprofit environment and fundraising is desirable, but not required for the right candidate

Minimum Qualifications

  • Bachelor’s degree
  • 1-3 years’ experience in relationship sales

About GG+A

GG+A has built a high-performance culture across all of its products and services. It is client-centric and committed to responding swiftly to client needs and requirements. It is a challenging environment that seeks intelligent, energetic, self-motivated individuals who are achievement-oriented and have high integrity.  The firm’s strategy is to continue to grow, serving a widening global constituency of nonprofits, especially in the sectors of higher education, academic healthcare, independent schools, arts and culture, and selected institutions in human services, and national and global charities.

The primary mission of GG+A is to assist its clients in the substantial improvement and acceleration of their fundraising programs.  It seeks to align those programs with the institution’s core mission and ensure their sustainability.

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