New Eyes National Director of Business Development

Introduction

With a deep historical legacy, New Eyes –formerly New Eyes for the Needy – has provided millions of free prescription eyeglasses to adults and children in need across the United States and throughout the world. Over its distinguished 89-year history, New Eyes has remained true to its founding mission while continuously expanding its reach through the most innovative and effective vehicles and technologies. Today, the New Eyes mission, with a focus on the U.S., is driven almost entirely through digital systems allowing those in need, from Maine to California, to obtain necessary eyewear free of charge.

In a strategic move to scale the work of the organization, the New Eyes Board of Trustees has committed to a number of capacitybuilding initiatives, including the addition of a National Director of Business Development and a Director of E-Commerce to support the Executive Director in advancing a highimpact growth agenda.

MISSION

New Eyes provides the transformative tool of eyeglasses to children and adults facing financial difficulties.

VISION

New Eyes envisions a world without barriers to the tools of clear vision for all children and adults.

The National Director of Business Development will champion a growth strategy for the organization’s E-voucher referral program and drive referral source acquisition through marketing and relationship management. The Director will expand and strengthen New Eyes’ network of social service organizations and health advocates, enabling these frontline partners to assist their clients in obtaining free prescription glasses.

WATCH: New Eyes Changes Lives

New EyesThe Early Years

New Eyes was founded in 1932 when Julia Lawrence Terry, at age 64, saw the need for new eyeglasses among the many American Red Cross clients she assisted in New York City during the Great Depression. From her home in Short Hills, New Jersey, Mrs. Terry gathered her friends and neighbors and asked them for their used eyeglasses. She

and building of relationships with entities as diverse as smelters, media outlets for public service ads, and the U.S. Post Office. By the time of her death in 1947, requests for new eyeglasses were coming from all over the country and supported by a dedicated volunteer corps.

Julia Lawrence Terry’s clarion call for those in need of clear vision and her entrepreneurial efforts to enlist support have led to nearly 90 years of partnering with social service agencies, health centers, schools, nursing homes, optical dispensers, opticians, eyeglass frame manufacturers, optical labs and countless numbers of donors and volunteers. These critical relationships have sustained New Eyes through seismic shifts in the eyeglass industry – from metal alloys and plastics replacing gold to the regulation of eyeglasses as “medical devices” requiring prescriptions. These shifts required continued new thinking, new concepts and new sources of funding.

did not ask for money, which at that time was in short supply, instead, “time, talent and used eyeglasses” were her watchwords.

Mrs. Terry became quite the “speculator” as she turned the gold from used spectacles into the currency required to fund programs for optical exams and to purchase new eyeglasses for “hard luck” persons young and old. Her tenacity resulted in the creation

Picture of a Pioneer

TIMELINE The Early Years

In the 1950s volunteers for the newly incorporated New Eyes for the Needy continued to provide “new eyes” to people in need in the US, while sending thousands of used glasses to developing nations. Led by the Junior Services League of Short Hills, volunteers sorted 25 to 35 mailbags of donated glasses weekly, repurposing or recycling them. Frames were melted and gold sold to fund US programs (optical exams and new prescription glasses); and thousands (25,000+/year) of used glasses were distributed internationally.

In the 1970s the number of donated glasses climbed to a record one million per year, funding 10,000 new prescription glasses for US distribution, and 100,000 used glasses for overseas shipment.

Embracing the entrepreneurial spirit of its founder, the volunteer leadership of New Eyes continued to think creatively about mission advancement. After purchasing its Millburn Avenue headquarters as a sorting and distribution center in 1961, the Board added space for a consignment showroom. Proceeds from this retail operation, the Fabulous Finds Jewelry and Giftware Boutique, helped defray the costs of the new prescription eyeglass program.

In the 1980s, income from scrap metal and gold declined and new eyeglass requests continued to rise. To address demand and streamline its work, New Eyes introduced its U.S. eyeglass voucher program, hired a person to manage it, and bought its first computer. Entering the 1990s, it strengthened its fundraising capabilities to close the revenue gap, launching its first direct mail campaign supported by comedian Steve Allen. The Chair of the Board accepted a part-time role as the first Executive Director.

New Eyes Thrives in the 21 st Century

The 2000s represented a new era of strategic transformation for New Eyes as it strengthened its U.S. Voucher Program and corporate partnerships, invested in technology and communications, and focused on charitable giving. A new website, a first-ever gala, anniversary celebrations and an engaged celebrity spokesperson, actor Jake Gyllenhaal, have helped raise awareness of

(e.g. MoralEyes, Warby Parker and Zeal Optics) to provide more low-income individuals with new eyeglasses. She also hired New Eyes’ first programing officer, Tamsin Morrison, who has played an instrumental role in overseeing the successful fulfillment of thousands of eyeglass requests each year.

New Eyes’ mission, while digital technology continues to expand its program offerings and reach.

New and evolving leadership at the board and staff levels has enhanced the organization’s overall impact. Executive Director Jean Gajano joined the organization in 2008 in a community relations role, bringing a 20-year career in the financial markets to the social justice realm. Appointed Executive Director in 2013, she worked with the Board to introduce a new business model, leveraging technology and optical partnerships

“When my grandfather got glasses for

first

really opened up for him. That’s why he always donated old frames to New Eyes for the Needy. Now I’m their spokesperson and I hope to make my grandpa proud.”

the

time, the world

Jake Gyllenhaal

“Clear vision will always be a necessity to build productive lives.”

Jean Gajano Executive Director

TIMELINE The 21 st Century

In recent years New Eyes has strengthened its fundraising efforts, focusing less on special events and more on institutional and individual giving. During Gajano’s tenure, charitable gifts from individuals, corporations and foundations significantly increased, representing two-thirds of annual revenues.

Jean Gajano , Executive

Director

These efforts include securing the first of ensuing grants from Newman’s Own Foundation and championing annual matching gift campaigns. In 2016, the organization launched a $1 million “20/20 for 2020” campaign. The campaign met its goal despite the financial toll of the COVID-19 pandemic.

A 10-member Board of Trustees, chaired by Kristine Van Amsterdam, sets New Eyes vision for the future and formulates its strategic direction. With ultimate responsibility for mission advancement and financial sustainability, the Board guides New Eyes’ investment in resources, technology and organizational capacity.

In 2020, after extensive review, the Board made the milestone decision to channel all future efforts into U.S. operations and eliminate the former Overseas Used Glasses Program. The rationale for this transition was twofold: First, the need in the U.S. for free prescription eyewear is vast; and second, over the last decade, global vision health organizations have recommended that used glasses no longer be distributed in developing countries, advocating for more sustainable solutions such as establishing vision care infrastructure within each country.

Ms. Van Amsterdam is a seasoned volunteer leader who joined the Board in 2010 after retiring from a 29-year banking career in the Federal Reserve System. She brings a wealth of knowledge in non-profit governance and finance. An advisor for the delta v accelerator program at Massachusetts Institute of Technology (MIT), she works with student entrepreneurs building viable, sustainable ventures.

BOARD OF TRUSTEES

Melissa Malone, Esq. Strategic Executive and Attorney

Marie Cavanaugh, Vice President Retired Managing Director Standard & Poor’s

Kevin Smith, Treasurer Director Of Finance Jones Lang Lasalle Incorporated

Jennifer Sinclair, Esq. Chief Transportation Officer, Retired New York City Transit

Susan Dyckman Director Of Development Women Aware, Inc.

Diana A. Epstein Senior Account Executive T-Mobile

Brett Sternfield Founder and CEO Ocular Technologies

Peter Taggart Institutional Client Relations Prudential Fixed Income Management

Rachel Weinberger Executive Director New Jersey Youth Chorus Inc

John J. Dalton, Trustee Emeritus Federal Pacific Electric Co., Retired

Kristine Van Amsterdam Chair, Board of Trustees

Kristine Van Amsterdam, President Officer, Retired Federal Reserve Bank Of Boston

“New Eyes has been sounding the clarion call for those in need of clear vision for 89 years and our efforts will continue until the need no longer persists.”

Kristine Van Amsterdam Chair, Board of Trustees

Scaling to Help More in Need

The Board of Trustees has outlined an ambitious agenda to expand the organization’s impact through capacity building, enhanced service delivery and social entrepreneurship.

STRATEGIC INITIATIVES FOR 2021-22 AND BEYOND

Capacity Building

Strengthen board governance, board membership and infrastructure. Expand the professional team adding a National Director of Business Development, Director of E-Commerce, and Executive Assistant to enable New Eyes to strengthen its brand and position in the market, increase fundraising, and grow its partnerships and networks.

Improve Access to Prescriptions

Utilizing a software partner’s visual acuity test, work to expand access to prescriptions by individuals applying directly to New Eyes or working through a referring organization. This not only expands access but improves the overall fulfillment process.

Develop “New Eyes” Branded Glasses for Consumers

Plan, develop and launch New Eyes own glasses and market direct-to-consumer with proceeds underwriting distribution of free eyewear to those in need. Determine scope of offerings (frames and lens options), supplies, price structure, e-commerce website and platform’s marketing strategy.

Dramatically Increase Mission Impact Increase Industry/Donor Partnerships and Brand Awareness

Fund Development

Develop and drive a robust referral program that increases demand for and usage of E-Voucher Program (FY22: 25% increase in participating agencies; 20% increase in processed e-vouchers/distributed eyeglasses). Develop and refine ongoing strategy, goals and metrics in scaling the program to serve 50,000 to 500,000 children and adults annually.

Explore partnership opportunities with like-minded nonprofits, optical entities and corporate philanthropies. Strategically increase awareness of New Eyes’ mission, programs, products and services regionally and nationally to build affiliation, bolster fundraising, and engage communities and consumers.

Continue to increase philanthropic gifts and grants to fund growth.

New Eyes’ E-Voucher Program and Referral Business

Over the years New Eyes has built collaborative relationships across the country with social service providers and healthcare advocates. They are case workers, school nurses, and other front-line professionals who help their clients access needed services and work with New Eyes to secure prescription eyeglasses.

For decades, paper vouchers served as the backbone of service delivery with thousands submitted via U.S. mail by referral sources each year. Vouchers contained needed client information, such as financial eligibility, prescription information and mailing addresses, and had to be manually processed. This resulted in a backlog of requests as volunteers had to manage hundreds of vouchers delivered daily to New Eyes’ headquarters.

GOING DIGITAL

In 2016 New Eyes transitioned to a fully electronic voucher system. This cloud-based integrated platform includes an e-voucher application system, an on-line ordering system supported by an optical lab manufacturing partner, and a management system for redemption statistics, shipment tracking and client returns. The platform has dramatically streamlined processing, making it faster and easier for referring organizations to secure new eyeglasses for their financially struggling clients.

“More than 14 million Americans over 40 cannot afford the glasses to see clearly.”

Vision Impact Institute

MEETING DEMAND

The launch of the E-Voucher Program combined with additional outreach to referral sources and expanded financial eligibility to the working poor (250% of U.S. Poverty Guidelines) resulted in an 80 percent increase in requests. In 2019 18,000 eye glasses were distributed to individuals and families in 47 states.

ENHANCING PURCHASING POWER

The e-voucher platform has enabled New Eyes, with the help of its optical lab partner, to seek the most cost-effective ways to procure lenses and frames as well as provide scalable manufacturing capacity of new eyeglasses. New Eyes has nearly tripled its purchasing power by significantly reducing its cost for a pair of high-quality prescription glasses from $60 to $22 per pair, including a $5 shipping charge. (The average retail price of glasses in the U.S. is approximately $195.)

95, Jennings, CA

Despite the tremendous impact of the COVID-19 pandemic, which impeded access for individuals seeking basic vision testing and remote agents facilitating e-voucher fulfillment, New Eyes filled more than 9,000 requests for free prescription glasses in 2020. In response to direct requests from individuals and their families, New Eyes developed and launched an online application for those unable to work through a referring organization.

“I am a resident at a nursing home. I love to read the newspaper. The gift of my eyeglasses enables me to continue to do this.”

Ella,

SCALING FOR IMPACT

Currently, 5,000+ organizations serve as front-door conduits for New Eyes’ E-Voucher Program. These sources have generated more than 60,000 client referrals. There is enormous opportunity to transition the current referral network from one that has been organically grown to one built strategically for maximum impact.

Opportunities for immediate impact include targeting states with maximum referral potential (e.g. California, Texas or Virginia where eyeglasses are not funded or underfunded by Medicaid plans); networking with large entities – either nonprofit or government – that influence extensive groups of referring professionals; and

partnering with national member associations (school nurses, social workers, health centers), fraternal organizations with multiple chapters, or other national or regional nonprofits with community vision care interests. In addition to recruiting new referral sources, developing an effective stewardship program with a focus on engagement and retention can reinforce current partnerships that benefit people in need.

The addition of a National Director of Business Development to New Eyes’ leadership team will enable the E-Voucher Program’s strategic growth. This individual will champion the development and implementation of a business plan for network expansion and referral source acquisition.

New Eyes’ mission, while timeless, requires the organization to scale its operations in order to expand the delivery of eyeglasses for adults and children who are struggling financially.

Kristine Van Amsterdam Chair, Board of Trustees

National Director of Business Development

POSITION SUMMARY

Reporting to the Executive Director, the National Director of Business Development is charged with shaping and driving strategic growth of New Eyes’ E-Voucher Program helping to scale the organization’s ability to further its vision: a world without barriers to the tools of clear vision for all children and adults. As a member of the senior leadership team, this individual will strive to ensure that New Eyes is the first stop for referral sources and individuals across the U.S. needing new eyeglasses.

PRIMARY RESPONSIBILITIES

• With Executive Director, develop/define strategy, growth and outreach plans for E-Voucher Program expansion, including goals and performance metrics.

• Develop plans/materials to actively market the E-Voucher Program and its value proposition to referral sources.

• Develop and maintain an active portfolio and referral pipeline of national/regional and local/state-level agencies committed to referring clients to New Eyes programs and services.

• Strategically source and recruit prospective agencies with initial focus on states with no Medicaid coverage for eyeglasses.

• Create and implement strategic engagement plans for newly acquired agencies while ensuring continuity and retention of current agencies.

• Proactively ensure timely communication, keeping referring organizations informed of outcomes, impact and shared goals, and encourage continued participation and support.

• Work closely with Program Manager to track and monitor referral activity and ensure exceptional and efficient customer service and seamless delivery.

• Serve as a content expert and spokesperson for New Eyes’ programs and services.

• Serve as an active contributor to New Eyes’ five-member professional team.

• Provide information and progress reports to Executive Director, Board of Trustees and other organizational stakeholders.

• Encourage and support diverse views and approaches, and contribute to creating and maintaining an inclusive and welcoming environment that embraces professionalism, respect, tolerance, civility and acceptance in working with all internal and external constituencies.

THE IDEAL CANDIDATE

This position represents an outstanding opportunity for a strategic relationship manager and entrepreneurial self-starter with a business mindset. High energy, high integrity and a positive-can-do approach are key qualities, as are being an inclusive and supportive team player who is able to embrace ambiguity, change and take risks. Other attributes: emotional intelligence, political savvy and sense of humor. Excellent oral, written and interpersonal communications skills are required. This person is a front-facing relationship builder who is inspired by New Eyes’ mission, goals and objectives. Possessing high energy, a sense of engagement and a results orientation, the ideal candidate will have a track record of success in marketing, business development and/or sales, with experience and/or familiarity with the nonprofit sector.

First-Year Expectations

• Develop the E-Voucher business plan, with annual goals, tactics, timelines and performance metrics in achieving 2021-22 strategic board targets: 25% increase in participating agencies and 20% increase in processed E-Vouchers (individuals receiving new eyeglasses from New Eyes).

• Develop creative strategies and approaches to authentically engage new and current referral sources in advancing New Eyes’ E-Voucher Program, keeping them close to the organization and aware of their role in fulfilling their clients’ need for new eyeglasses.

• Employ a targeted geographic outreach strategy that targets/identifies referral sources where need is greatest.

• Move current agency/referral source participation to greater levels, building engagement, addressing barriers to involvement, stewarding and recognizing their roles as partners in helping their clients obtain new glasses.

• Establish credibility and strong working relationships with key internal and external stakeholders.

• Recommend and/or develop multi-channel communications to support recruitment, stewardship efforts, and support referral sources in marketing E-Voucher Program to their clients.

Second-Year and Long-Term Expectations

• As a key member of the leadership team, ensure that work and deliverables are continuously aligned with strategic business priorities.

• Continue to scale the E-Voucher Program, accelerating the number of e-vouchers that are processed to reach the Board’s stretch goal of 50,000 to 500,000 annually.

• Develop/expand program access to higher low-income individuals (above eligibility guidelines) with co-payment component.

• Support Program Manager in expanding E-Voucher Program directly to individuals.

• Continuously refine and implement improvements that result in increased referral source participation and usage.

• Continue a disciplined approach to expanding/scaling the E-Voucher Program through ongoing referral source recruitment and stewardship.

• Ensure referral pipeline can feed and sustain the E-Voucher Program over time.

EDUCATION AND EXPERIENCE

• Bachelor’s degree required, preferably in business, marketing or related discipline.

• Minimum 5 years’ progressive experience in inter-institutional relationship management, B2B marketing, provider or corporate relations, front-line sales and in external networking/relationship-building role.

• Experience driving/selling value, getting buy-in, and moving to agreement quickly.

• Experience developing and maintaining substantial relationships and successfully working with diverse groups and populations.

• Experience working with plans, timetables and deliverables, preferably in a “best practice,” metrics-driven environment.

SKILLS, ABILITIES, ATTRIBUTES

• Entrepreneurial and innovative with the ability to take initiative; a quick thinker with a high degree of creativity, initiative and independent judgment.

• A calculated risk-taker with effective negotiating skills.

• Superb interpersonal and skills and an authentic comfort with a wide range of individuals and groups, including agencies/nonprofits, with the ability to inspire, challenge, motivate, and gain trust, credibility and respect.

• Effective relationship-builder; collegial, approachable and personable.

• Able to listen, consider and assimilate input from a wide range of constituents and offer plans, solutions, deliverables that align interests.

• A hands-on problem solver, able to “roll up the sleeves.”

• Strong organizational skills; detail-oriented and efficient with a commitment to quality.

• Flexible and multi-dimensional in approach to planning, project management and execution; proactive, flexible and able to multi-task while meeting deadlines in a fastmoving work culture.

• Excellent communicator with solid writing and editing skills.

• Sophisticated, politically savvy; demonstrated ability to navigate uncharted territory.

• Ability to exercise discretion in handling confidential or sensitive information.

• Comfortable being the external “face” to agencies/consumers.

• Tech savvy with innovative approach to virtual communication and networks; excellent computer skills including MS Word, Outlook, PowerPoint, Excel and Internet-based research. Experience with CRM software helpful.

• Motivated by a strong sense of mission and values with a willingness to embrace and actively support the New Eyes’ mission, vision and values.

• Team player who exercises sensitivity, good judgment, relationship-management skills and overall standards of excellence when communicating with colleagues, stakeholders, funders, others.

New Eyes is committed to providing an inclusive and welcoming environment for all members of its community, including volunteers, staff, clients, subcontractors, and vendors. As an equal opportunity employer, it will not discriminate – and will take affirmative action measures to ensure against discrimination – on the basis of race, color, religion (creed), gender, gender identity or expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations. These activities include, but are not limited to, hiring and terminating staff, selection of volunteers and vendors, and provision of services.

This is a retained search of Exceptional Executive Search. For more information contact: Nicole Gakidis at ngakidis@eesrecruit.com or Mary Ann Botelho at mabotelho@ eesrecruit.com .

NEW EYES LOCATION

New Eyes’ offices are located at 549 Millburn Avenue in Short Hills, New Jersey. Short Hills is located within the Millburn Township in Essex County. A desired commuter town for residents working in New York City, Short Hills has its own railroad station with direct service to Penn Station in Midtown Manhattan. This convenience has enhanced real-estate values, making Short Hills one of the more affluent communities in New Jersey. A small downtown houses a post office, pharmacy, small eateries and specialty shops.

Short Hills, NJ

Short Hills has six K-4 elementary schools, five are part of the Milburn Township Public Schools: Deerfield, Glenwood, Hartshorn, Wyoming and South Mountain. The sixth is The Pingry School Lower Campus. For 5th grade, students attend Washington School. Students move on to complete their public school education at Millburn Middle School for grades 6–8 and Millburn High School for grades 9–12. The high school is nationally ranked for having one of the most academically challenging high schools in the country, offering many advance placement courses to excelling students. Short Hills is also home to the Far Brook School, a private day school serving students in nursery through eighth grade.

Millburn Township is unique in that it offers upscale, high-end, 5th Avenue shopping along with quaint small town shopping of a traditional downtown. The Mall at Short Hills, located on the western side of the Township, is a beautiful regional shopping center in which many fine shops and stores are located. The downtown and local shopping areas offer a variety of unique specialty shops, service-based businesses, and professional offices.

The Township also offers a wide variety of recreational programs, including a community pool, par 3 golf course, many fine restaurants, a movie theater and a AAA rated, 5 Diamond hotel. There are a wide variety of cultural events, including the Cora Hartshorn Arboretum and Bird Sanctuary and the renowned Paper Mill Playhouse

The present population of the Millburn-Short Hills area is approximately 20,130. Millburn Township is a full-service community where most residents live in single family homes. Millburn is comprised of the historic Wyoming district, and South Mountain and Millburn Center areas. Short Hills contains the sections of Knollwood, Glenwood, Brookhaven, Country Club, Merrywood, DeerfieldCrossroads, Mountaintop, White Oak Ridge, and Old Short Hills Estate.

(Sources: https://www.twp.millburn.nj.us, https://en.wikipedia.org/wiki/Short_Hills,_New_Jersey)

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