Development & Sales Director

Grade Range/Job Status: Director 

Time/Wage: Full Time Exempt (In-Person/Hybrid), $95,000-$120,000

Reports To: Executive Director

Supervisory Responsibilities (2): Senior Development Officer; Sales Manager 

 

Overview: 

Wilderness Inquiry’s mission is to connect people of all ages, backgrounds, identities, and abilities through shared outdoor adventures so that all people can equitably experience the benefits of time spent in nature.

Wilderness Inquiry Beliefs and Values: 

At Wilderness Inquiry, we believe that everyone belongs. We work to ensure this belief holds true in our workplace, in our community, and in the outdoors. We pursue this belief through our mission and shared values of paddling together, nurturing inclusion, seeking the exceptional, and finding a way.  

Position Summary: 

The Development & Sales Director is a core member of the Directors Leadership Team (DLT) responsible for planning, directing, and implementing a comprehensive revenue program, building upon existing efforts to fundraise and earn more than $4 million annually to fulfill Wilderness Inquiry’s mission. The Development & Sales Director provides strategic direction and day-to-day leadership to grow Wilderness Inquiry’s contributed and earned revenue efforts, with an emphasis on growing sales for Wilderness Inquiry’s programs and adventures. Our current revenue mix is approximately 40% earned revenues through public and contract trips; 30% contributed revenues through individual and foundation donations; and 30% government grants at the state and federal levels (overseen by the External Relations Department).

Essential Duties & Responsibilities: 

• Provide executive leadership for the organization

1. 1. 1. Collaborate and co-create the organization-wide annual budget
      2. Ensure advancement of the organization’s five-year strategic plan
      3. Represent the Development & Sales Department in core cross-departmental decision making processes
      4. Collaborate with the Programs and Adventures Department to ensure feasibility of implementation for sales and development goals, as well as implications on deliverables for government funding sources procured through the External Relations Department
      5. Collaborate with External Relations Department for partnerships, funding sources, and needs in marketing and communications 
      6. Forward our national brand and reach through analysis of organizational capacity, gaps, partnership opportunities, and resource needs assessment
      7. Actively engage with our Board of Directors, ensure 100% Board of Directors giving and participation in programming, and help steer and support the work of the Board’s Advancement Committee
      8. Lead organizational efforts to center diversity, equity, inclusion, and access practices and principles in all areas of our work

• Oversee Development and Sales Department budget and resources

1. 1. 1. Manage department’s budget to ensure alignment with board-approved annual budget 
      2. Determine and deliver appropriate revenue mix between sales and contributed revenues
      3. Manage and approve department revenues and expenses
      4. Ensure human and financial resources are used effectively and appropriately
      5. Lead annual review and update process for trip pricing, with input from the Programs and Adventures Department, to meet revenue goals, brand promise, and alignment with market indicators 

• Design and implement an effective sales strategy to grow adventure and program revenues

1. 1. 1. Create and execute an annual adventure sales plan, with year-over-year growth
      2. Oversee strategic partnership development and maintenance related to important relationships in the program and adventure sales arena 
      3. Create pipelines between donors and participants to increase overall engagement with the organization
      4. Develop a pricing strategy that considers multiple factors including brand promise, expense management, and adventure margins
      5. Strategize adventure offerings and pricing to align with mission, market research, and revenue growth
      6. Co-create and inform marketing and communications efforts connected to adventure sales needs

• Lead fundraising strategy and development team to grow individual, corporate, and foundation giving

1. 1. 1. Create and ensure execution of annual fund development plan in collaboration with development team, with year-over-year growth goals
      2. Develop plans for increasing sustainable funding sources, including an endowment growth strategy 
      3. Lead capital campaign efforts in collaboration with key stakeholders and Board of Directors
      4. Ensure ethical development practices through knowledge of principles, ethics, and functions of successful fundraising
      5. Oversee special events related to increasing revenues
      6. Inform Programs and Adventures Department of funding agreement obligations; ensure timely and accurate tracking and reporting on such obligations
      7. Strategically utilize Executive Director, Board of Directors, and key community members in development efforts
      8. Guide and inform marketing and communications efforts connected to development needs

• Additional Roles and Responsibilities 

1. Contribute to and help ensure a respectful and productive workplace culture and adherence to community agreements and organizational values
2. Act as a spokesperson and advocate for development- and sales-related events and audiences 

Please note: These are not intended to encompass all roles and responsibilities of this position; other duties may be assigned at the discretion of the Executive Director.

Qualities we are looking for in this position:

• Passion for Wilderness Inquiry’s mission, values, and core audience sectors
• Experience and interest in sales and development, particularly with demonstrated success in sales in a related industry
• Excellent computer and database skills
• Experience with budgeting and fiscal controls/management
• Outstanding written and communication skills
• Collaborative and team-oriented
• Willingness to listen and learn 
• Self-starter who takes initiative and leads by example
• Results-driven
• Flexible, persistent, and attentive to detail 
• Multi-cultural competence
• Enjoys variety and is open to learning new roles

Minimum Requirements: 

B.A. or equivalent degree and 3-plus years of successful sales and/or development experience in a non-profit or similar organization; or 5-plus years of comparable experience in a non-profit or similar organization with sales-related responsibilities. 

Physical Requirements: 

Must be able to use a telephone and computer. Must be able to lift 15 lbs and drive a car. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.