Director, Major and Planned Giving

POSITION SUMMARY

The Director, Major and Planned Giving will play a crucial role in securing financial support from individuals to advance the mission and programs of Meals on Wheels America. The Director, Major and Planned Giving advances three strategic objectives: (1) growing sustainable, predictable revenue for the mission, (2) increasing the number of individual donors who invest in our mission through current or future gifts of $25,000+, and (3) cultivating a culture of philanthropy across the organization.

The Director leads a growing major gifts team, with current direct supervisory and coaching responsibility for the Individual Giving Senior Manager and future supervision of additional staff as the team grows. The Director oversees strategy for all individual major and planned giving donors, including those assigned to his/her own portfolio as well as those assigned to other Development staff and the organization’s senior leadership. This position will lead the major gifts team to engage each prospective donor in the mission through personalized conversations, leadership engagement, and other experiences. The Director also helps lead the cultivation of a culture of philanthropy among donors, board and staff through strategic communication and collaboration.

This new position is being created at a time of extraordinary opportunity for Meals on Wheels America and the Meals on Wheels network and is matched by an increasing need for support. This position is ideal for an experienced development professional who can play a lead role in shaping our strategy for major and planned gifts and developing meaningful relationships with a robust but nascent prospect pipeline.

The position will report to the Senior Director, Individual Giving and is an Arlington, VA based, flexible hybrid working role. This position may involve up to 25% travel to visit donors across the country.

DUTIES AND RESPONSIBILITIES

• Lead strategy for a new and growing individual major giving program with active donors and a substantial, screened pipeline of prospects.
• Achieve/exceed growing individual fundraising goals, contributing to the collective individual giving department fundraising efforts, ranging $7M - $10M annually, with anticipated growth in revenue targets over time.
• Supervise and coach Individual Giving Senior Manager and additional gift officers to be added to the team as employees, contractors and/or consultants.
• Identify, proactively cultivate, solicit, and steward a portfolio of 75-100 donors and prospects, with a focus on those with the potential capacity to invest $25,000 or more per year.
• In collaboration with the Senior Director, Individual Giving, devise and execute a stewardship plan for identified planned giving donors and their families.
• Achieve activity metrics that serve as a roadmap to the revenue goal.
• Use EveryAction as a strategic tool for portfolio, pipeline, metrics, and moves management. Uncover alignment between donor interests and Meals on Wheels America’s vision to secure investment in organizational priorities.
• Lead the development of new case-making materials for individual major donors.
• Demonstrate to each portfolio donor the impact of their philanthropy.
• Proactively listen for opportunities and engage portfolio donors in discussions around planned giving.
• Collaborate with leadership, board, and colleagues to engage portfolio donors in a personally meaningful way—ensuring a seamless donor experience and maximizing every opportunity for engagement.
• Participate in regular strategy sessions and team meetings to share insights and contribute to the overall success of the fundraising program.
• Collaborate with team members across the organization to develop and advance strategies designed to retain, engage and grow a diverse donor base.
• Keep abreast of relevant industry trends and best practices in major giving, planned giving, and senior hunger and isolation.

QUALIFICATIONS OR SKILLS REQUIRED

• 10 years of experience in relationship-based fundraising, with track record of growing portfolio revenue year-over-year and securing $15,000+ gifts.
• 3 years of people management experience and a commitment to coaching, motivating and supporting a front-line fundraising team to achieve ambitious bottom-line results.
• Familiarity with the principals of planned giving fundraising, especially stewardship techniques.
• Proven ability to effectively communicate complex ideas to high-level stakeholders in a persuasive manner.
• Exceptional attention to detail and strong organizational and time management skills.
• Experience using fundraising databases and tools. Familiarity with EveryAction a plus.
• Ability and willingness to travel up to 25% for donor events, engagements, and meetings.
• Integrity to maintain a high level of confidentiality and data security.
• Comfort working in a rapidly growing and evolving organization.
• Excels in a team-based, collaborative, virtual environment working across the enterprise to advance the Association’s mission, values, and goals.