Job Title: Director of Major Gifts

FLSA Status: Full Time - exempt
Reports to: Director of Development

Schedule: FT/E, Monday-Friday
Supervises: Donor Relations Directors, Mid-Level Manager, and Donor Relations

Rate of Pay: $110,000/year

Closing Date: 2/4/24

Benefits: Standard; Full-Time, Exempt employees are eligible for but not limited to the following:

• Health, vision, dental, life as well as voluntary life and disability insurance
• Sick leave benefit - 1 day per month, 12 sick days per year (accrual and availability begins at hire)
• Vacation benefit - 20 vacation days per year, accrued at the rate of .0769 hours for each hour worked (accrual begins at hire but may not be used until the completion of six months of employment)
• One floating day off for use (accrued immediately, and again annually, but may not be used until the completion of the initial three-month introductory period of employment)
• Pension Plan (after one year of continuous service)
• Voluntary Tax-Deferred Annuity Plan (403(b)plan)

Function:

Manages a team of Donor Relations Directors (DRDs), Donor Relations Manager (DRMs), and support staff responsible for fulfilling annual Major Gift and Mid-Level fundraising goals. Manages a caseload of 75 - 100 qualified major gift donors.

Oversees DRD/DRM planning, execution, and reporting of moves management practice. Hires, trains, and completes annual job performance evaluations in partnership with DDOD for Major Gift/Mid-Level team. Helps achieve Divisional financial goals through oversight of DRD/DRM annual caseload content, donor communication, solicitation, and stewardship plans. Supports seamless application of Territorial Major Giving Programs and/or consultant best practices including job performance metrics, database usage, and communication protocols. Consults with DDOD and Territorial Director of Impact Investment to determine and apply internal policies across disciplines within the division (Gift Planning, Direct Marketing, Major Gifts, Corporate, and Foundations) to foster successful program management and coordination. (Ex: allocation of shared credit for secured gifts to encourage collaboration across teams.)

As a key member of the DHQ Development leadership team, the Director of Major Gifts interfaces with a wide range of internal and external constituencies to maximize success with major gifts generation and renewal including Salvation Army officers, development professionals, fundraising consultants, and key volunteers at the Territorial, Divisional, and local levels.

Duties and Responsibilities:

• Demonstrates strong understanding of Territorial, Divisional and local/Corps major gifts fundraising goals and DRD/DRM roles in achieving successful outcomes.
• Ensures each DRD/DRM has a qualified caseload capable of generating revenue from minimum/introductory caseloads with a value in the mid six-figures range to mature caseloads with a value exceeding $1M.
• Oversees the development of annual strategic moves management and donor communications plans with each DRD/DRM and grants final approval for submission to DDOD of yearly financial goal.
• Clearly communicates Major Gifts/Mid-Level program metrics, including monthly/annual visits required, time in the field required, and donor communication "touches" required. Coaches each DRD/DRM to achieve contact with each qualified donor on his/her caseload as appropriate to established donor plans.
• Establishes system for receipt of timely and accurate monthly activity and revenue reports taking appropriate supervisory action to address lapses or unmet goals.
• In collaboration with DRD, DDOD, and officer(s): the DMG helps develop strategies to involve key leadership volunteers or natural partners in solicitations where appropriate.
• Ensures consistent pool of limited number of high-value major gifts prospects by working with Territorial Prospect Manager and oversees consistent dissemination of profiles/biographical information. Oversees movement of donors from Mid-Level caseload to Major Gift caseloads.
• Oversees and approves all additions and drops on DRD/DRM caseloads, ensuring donors are qualified as outlined in Territorial procedures.
• Supports Territorial directives regarding correct use of CRM for recording major gifts donor-related activities and takes appropriate action when infractions occur. Involves database management expertise provided by Data Management Team as needed to ensure compliance with usage standards.
• Convenes regularly scheduled meetings of DRDs and DRMs to plan cultivation, stewardship, and solicitation strategies, engage in problem solving, and to demonstrate organizational support and appreciation for the work of the team. Oversees implementation of regularly scheduled and effective list review and prospect management meetings. Reviews, approves standard agenda items and meeting minutes.
• Completes annual performance review for DRDs and DRMs, incorporating feedback received from DDOD.
• Works with DDOD to administer warranted disciplinary action, when needed, with guidance by appropriate Salvation Army Human Resources staff.
• Meets with DDOD on a regular basis to review progress against goals and other topics integral to successful fulfillment of fundraising goals. Keeps management leadership apprised of all significant personnel issues and challenges affecting attainment of fundraising programs and goals.
• Submits timely, accurate reports as directed by the DDOD. Makes report adjustments as needed in consultation with DDOD.
• Participates in organizing training opportunities benefiting DRD/DRM staff members organized under the auspices of the office of the DDOD.
• Review/familiarize with DDOD annual revenue and expense budget for the Major Gifts area, prepares forecasts and reports as needed or requested, and continually monitors and analyzes performance metrics against budget; takes remedial actions when necessary to maintain alignment with budgets.
• Provides the kind of leadership needed to foster and maintain a positive, professional, and donor-centered work atmosphere where people are collaborative, well informed, respected, and appreciated.
• Holds self and Major Gifts team accountable for ensuring donors are provided with excellent service by providing accessibility to staff and higher leadership and timely responsiveness as well as interpersonal interactions and personalized communications of the highest quality.
• Manages own caseload of at least 100 qualified major donors, meeting set goals and showing compliance with established metrics: maintaining impactful, personalized communications with each donor throughout the year, making at least one annual gift request of each donor with the ultimate purpose of growing the relationship and donor's commitment to TSA's mission.
• In collaboration with DDOD, manage relevant consultants, pertinent to Major Gifts and Mid-Level programs.
• Performs other duties as required.

Qualification and Education Requirements:

• Minimum Bachelor's degree required.
• Management experience required.
• Five or more years of experience with individual major gifts with documented track record of success of securing gifts at six-figure level or a combination of success in high end sales management with experience in major gifts fundraising.
• Two or more years of successful experience as a TSA Donor Relations Director showing compliance with established metrics and requirements
• Direct fundraising experience for a not-for-profit organization, with a successful track record in corporate fund raising, is preferred
• Must have strong interpersonal and communication skills (both written and verbal), able to relate effectively and professionally to executives and leaders in the community as well as with key Salvation Army stakeholders (officers, staff, volunteers), demonstrating excellent follow through and reflecting the Army and its brand/values well in all communication.
• Must be a positive and effective team player.
• Should be a strong networker and relationship-builder. Should be comfortable with and capable of asking for money respectfully in a way that effectively matches interests with Army needs.
• Must be well-organized and computer proficient (facility with Microsoft Office, Power Point, and preferred CRM), with strong writing ability.
• Must have valid Driver's License and be willing to travel regionally as needed, flexible on scheduling (including attendance at early meetings or evening or weekend events) to accommodate corporate relationships and events and other duties as assigned.
• Must have a strong grasp of and vision for successful strategies and tactics related to income and resource development.
• Be supportive of The Salvation Army's mission. Ability to reflect and model the high standards of our organization as one of the world's most distinguished human services charitable organizations.