J. Wayne Robbins
Fundraising Executive
South Bend,IN
Summary
Performance-oriented Nonprofit Executive offering exceptional record of achievement over 20 year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in donors and accomplishing company and fundraising targets. Talented in identifying and capitalizing on emerging donor trends and revenue opportunities.
Overview
21
21
years of professional experience
4
4
years of post-secondary education
Work History
Director of Sales
Boardable
Indianapolis, IN
06.2019 - Current
- Directed work of efficient administrative team maintaining accurate sales, and order documentation.
- Direct sales team comprised of 4 sales reps achieving 100% YOY growth
- Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets.
- Optimize sales team’s use of CRM software Hubspot and other data sources for maximum prospect intelligence and forecasting accuracy
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Develop and implement sales strategies, quotas and employee incentive programs; monitor trends in sales performance.
- Sourced, hired, trained additions to sales team.
Director of Development
Family Broadcasting Corporation
South Bend, IN
09.2017 - 06.2019
- Plan and execute resource development strategies and all philanthropic activities
- Managed portfolio of over 100 donors
- Established development strategy for entire company, fundraising for overall business goals, budgetary limitations and resource allocation
- Collected data and performed donor needs analysis
- Worked with senior management to define development project scope and direction, creating inter-departmental frameworks to drive successful development execution.
- Defined and integrated roles, responsibilities and processes for development team and donor management organization.
- Forge new relationships and methods to cultivate and solicit gifts from major donors, recurring donors, and one-time donors alike.
- Expand and diversified FBC donor base, working with development team to maintain existing and secure new funding for FBC
Director of Business Development
DELIVRA, INC
Indianapolis, IN
03.2016 - 09.2017
- Leveraged industry trends and competitive analysis to improve new customer relationship building to increase revenue
- Direct sales team comprised of 4 sales reps achieving 50% YOY growth.
- Promoted within 2 months due to success as sales rep.
- Develop and implement sales strategies, quotas and employee incentive programs; monitor trends in sales performance.
- Sourced, hired, trained additions to sales team.
- Helped incorporate product changes into marketing message to drive customer engagement and firm profits.
- Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
- Negotiated, prepared and signed contracts with clients.
Vice President of Sales
BLOOMERANG, SaaS Fundraising CRM Software
Indianapolis, IN
10.2012 - 03.2016
- Startup SaaS Company
- Develop and implement sales strategies, quotas and employee incentive programs; monitor trends in sales performance
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Built and Directed sales team comprised of 8 sales reps achieving $700,000 in first year revenue
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Consistently achieved and exceed company revenue targets exceeding over $7M in year 4.
- Sourced, hired, trained additions to the sales team leading to tremendous growth
- Directed work of efficient administrative team maintaining accurate sales, inventory and order documentation.
National Sales Manager
WYNDHAM WORLDWIDE, Hospitality/Travel Lodging Company
Carmel, IN
02.2008 - 10.2012
- Exceeded targets by building, directing and motivating high-performing sales team.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Predicted shifts in regional and national marketplaces using current industry knowledge to stay ahead of competition.
- Affinity Partnerships Endless Vacation Rentals.
- Key Account Manager for over 100 clients in the Affinity Partnership Channel.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Combined with Wyndham Hotel Group managed $100M book of business.
- Sustained 30% YOY sales growth in the vacation rental market for Endless Vacation Rentals.
- Responsible for sourcing new business in additional channels: Corporate, Crew, Group TA, etc.
- Liaised with marketing and product development departments to maintain brand consistency.
Director of Sales
Blackbaud Inc.
Indianapolis, IN
02.2003 - 01.2008
- Achieved 130% of quota generating $40,000 in monthly revenue ($4,000 average sale).
- Gave benefit-oriented, polished presentations driving dramatic revenue growth across multiple sales channels.
- Responsible for an 80% growth rate Q3 and Q4 for 2004 and 55% growth rate in 2005.
- Employee of the Year in 2006.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
- Promoted four times in first three years of employment.
- Directed work of efficient administrative team maintaining accurate sales, inventory and order documentation.
- Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets.
Education
Bachelor of Science - Religion
Hyles Anderson College
Crown Point, IN 08.1985 - 05.1989
Skills
Sales training and leadership
Pipeline development
Accomplished manager
Strategic Planning
B to B sales
Territory Management
Database Management
Coaching and mentoring
Sales processes
Donor Reporting
Solution selling
Donor presentations
Direct sales
Analytical problem solver
Fundraising Professional
Accomplishments
- AFP Ongoing Professional Development
- Sales Leadership Training
- Inside Sales Association Member
- Expert Presenter and Public Speaker
- Negotiating Seminars
- Motivating Employees Workshop
- Sandler Certified
- Salesforce CRM trained.
Timeline
Director of Sales
Boardable
06.2019 - Current
Director of Development
Family Broadcasting Corporation
09.2017 - 06.2019
Director of Business Development
DELIVRA, INC
03.2016 - 09.2017
Vice President of Sales
BLOOMERANG, SaaS Fundraising CRM Software
10.2012 - 03.2016
National Sales Manager
WYNDHAM WORLDWIDE, Hospitality/Travel Lodging Company
02.2008 - 10.2012
Director of Sales
Blackbaud Inc.
02.2003 - 01.2008
Bachelor of Science - Religion
Hyles Anderson College
08.1985 - 05.1989