Director of Major Gifts

MAJOR GIFTS PROFILE:

Major Gifts, (individual gifts $10,000 and above) has been the driving force behind growth and new donors in the United Way of Central Maryland campaign, representing close to 50% of the annual fundraising efforts. Currently, there are 489 Tocqueville Society members (gifts of $10,000 or more) collectively raising close to $6 million annually.

POSITION SUMMARY STATEMENT:

Responsible for managing, cultivating and retaining relationships with existing Tocqueville Society donors as well as identifying new prospects to join. Work closely with relationship managers to maximize workplace connections to further cultivate major donors and prospects. Responsible for increasing retention rates, growing revenue and increasing revenue under management (RUM/undesignated gifts) from our existing Tocqueville membership.

We are seeking an experienced, passionate, strategic and creative leader to support donor engagement, communication and stewardship.This position will be responsible for building and maintaining superior donor relationships, provide outstanding customer service and meet measurable revenue goals.

As a member of the major gift team, the Director will:

• Manage existing portfolio of donors and prospects; Implement strategies to increase donor engagement and investment in United Way’s programmatic work.
• Help donors accomplish their philanthropic goals and ambitions by presenting funding opportunities in support of the organization’s overall mission, programs, and other initiatives that may arise.
• Utilize wealth screening and other research information to develop strategies and build prospect portfolios.
• Execute the organization’s Major Gifts fundraising strategic activities within the development team and overall UWCM goals.
• Make direct, face-to-face or virtual solicitations, and assist volunteers and other staff with their solicitation (e.g. provide portfolio development support, strategic counsel, and help with donor communications).
• Track and report progress using specific metrics.

ESSENTIAL DUTIES AND RESPONSIBILITIES includes, but are not limited to:

55% Build/manage a portfolio of approximately 75-100 Tocqueville Society members and/or prospects; utilize the comprehensive year-round major gifts retention plan to reach our goal of retaining 86 percent or more of our current members.

Use “Best Practice” techniques to communicate and engage with current and prospective donors, year-round.

Schedule on average a minimum of three to five in person visits a week to cultivate relationships, retain membership and support the organizations goals to grow revenue.

35% Lead individual prospecting efforts outside United Way’s workplace accounts using our wealth screening tool, attending networking events, leveraging volunteers, etc. and coordinating with development and major gifts team.

10% Manage all aspects of a workplace account (in collaboration with a development team member). Work with a Community Impact Leader at the workplace to develop and implement campaign strategies, make presentations as requested, provide outstanding customer service, and direct all day-to-day account management.

ACCOUNTABILITY: In order to be successful in this job, the Major Gifts Director must consistently demonstrate:

• Knowledge of the organization and its value to the community and donor
• Strong interpersonal skills and the ability to work effectively with many types of work styles
• Strong written and oral communication skills, including the ability to give an effective group presentation
• Ability to manage many projects at one time, prioritizing and planning for high efficiency
• A commitment to providing excellent customer service to volunteers and donors
• Ability to work independently and as a member of a team
• Analyzing and tracking skills
• Computer skills, including word processing and data management
• Flexibility and ability to manage issues and crisis calmly and effectively
• Ability to represent UWCM in a professional manner
• Manage volunteers effectively and appropriately
• Manage relationships with high level corporate leaders as well as individual donors and volunteers
• Demonstrates leadership, critical thinking and creativity; strong interpersonal skills, customer focus, teamwork and bench strength in managing volunteers
• Excellent strategic thinking and problem-solving skills, with attention to detail and follow through
• Is self-motivated, achievement-oriented and proactive; shows initiative and enthusiasm while demonstrating maturity and uncompromising responsibility, courage and self-confidence
• Has integrity; is committed to ethical conduct and UW’s mission. Is caring with sound judgment
• Pursues continuous learning & self-mastery; analyzing strengths/weaknesses & planning for growth
• Is inclusive - networks and partners with a broad and diverse group of stakeholders

INTERACTION: (Internal and external)

• Externally with donors, staff members of profit and not for profit businesses and government agencies, the public, community leaders, educators, elected officials and media representatives
• CEOs, executive teams and volunteers
• Mid-level and senior management from companies and organizations (Campaign Coordinators and Campaign Committees)
• Agency Representatives

QUALIFICATIONS AND REQUIREMENTS:

Required: (education, years of experience, special skills, etc.)

Requires a Bachelor’s degree and at least 5 years experience in relationship management and development related fields. Excellent writing and verbal communication.Stellar customer service and follow up.

Proficiency in computer-based information systems is also required. The ideal candidate will enjoy working in a fast-paced environment and flexible environment.

Note: This is a hybrid position in Baltimore that requires a flexible schedule to include both day & evening work.