Summary: The Manager of Planned Giving shall play a key role in supporting chapters and advancing planned giving strategies and revenue generation throughout the organization, with a focus on the prospects and chapters in the Northeast region of the US. Donor and prospect cultivation, solicitation and stewardship will play significant roles in the responsibilities of this individual. This individual will also participate in the planning and implementation of programs and practices which cultivate, solicit and steward prospective and existing donors with an emphasis on developing planned and outright gifts that require financial and estate planning expertise. The position supports the work of Planned Gift Advisory Councils and all work being done with professional advisors. This individual is responsible for tracking and managing information and strategies pertaining to all aspects of planned giving, including timely and accurate documentation of conversations and contacts with donors, volunteers, board members, financial advisors, etc.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
Key expectation to develop relationships with chapters to promote chapter appropriate approaches to planned gifts, including chapter trainings to advance planned giving within the organization.
Manage all aspects (identification, cultivation, solicitation and stewardship) of a portfolio of planned gift prospects and donors, primarily based in the Northeast region of the US.
With the Director of Planned Giving, design and implement individual strategies and actions to successfully cultivate, solicit and steward planned and testamentary gifts to benefit the organization.
Participate, as necessary, with the administration of matured estates until gifts are received and estates are closed. This may involve working with attorneys and trustees, and tracking and managing information regarding potential and confirmed estate gifts.
Participates in the planning and implementation of strategies and activities that promote the planned giving program, conveys the tax advantages and describes how these gifts are beneficial components to financial and estate planning. Participate in the creation and implementation of national planned gift marketing strategies. Participate in the creation and distribution of planned giving publications. Support, and provide guidance for, chapter planned gift marketing programs and strategies.
Participates in all activities related to the Legacy of Wishes Society recognition; work with donor relations staff regarding appropriate and individual stewardship for planned gift donors.
Work with appropriate Planned Giving Advisory Councils. Assists the national planned giving team in developing effective working relationships with professional advisors in the legal, financial and banking communities, in partnership with chapters. As such, may work with donors’ professional advisors (attorneys, trust officers, financial planners, insurance professionals, CPAs, etc.) in developing charitable gift annuities, charitable remainder trusts, charitable lead trust, as well as other planned gift arrangements.
Develops and maintains effective working relationships with key volunteers, prospects, donors and financial advisors. Collaborates with colleagues in communications, prospect management & research, donor relations, and other departments to ensure the success of the planned giving effort. Places a high priority on serving internal and external contacts in a timely, courteous manner, following up until needs are met.
Education and/or Experience
Bachelor's degree (B. A.) from four-year college or university; or Two to four years of planned giving experience, including working with donors to cultivate, solicit and secure planned gifts; or equivalent combination of education and experience. An advanced degree is a plus, especially one with an emphasis in management and/or marketing.
Core Competencies
To perform the job successfully, an individual should demonstrate the following core competencies:
- Business Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
- Collaboration - Develops and maintains relationships with people throughout the organization; Leverages opportunities and capabilities across the organization; Shares the credit for accomplishments when appropriate; Celebrates successes that occur independent of his/her own efforts; Thinks in terms of organizational goals and achievements.
- Communications - Expresses ideas and thoughts verbally; Expresses ideas and thoughts in written form; Exhibits good listening and comprehension; Keeps others adequately informed; Selects and uses appropriate communication methods.
- Continuous Learning - Assesses own strengths and weaknesses; Seeks feedback to improve performance; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
- Customer Service - Displays courtesy and sensitivity; Manages difficult or emotional customer situations; Meets commitments; Responds promptly to customer needs; Solicits customer feedback to improve service.
- Dependability - Responds to requests for service and assistance; Follows instructions; Takes responsibility for own actions; Commits to doing the best job possible; Keeps commitments; Meets attendance and punctuality guidelines.
- Forthright - Approaches others in a forthright manner; Exhibits tact and consideration; Reacts well under pressure; Accepts responsibility for own actions.
- Job Knowledge - Competent in required job skills and knowledge; Exhibits ability to learn and apply new skills; Keeps abreast of current developments; Requires minimal supervision; Displays understanding of how job relates to others; Uses resources effectively.
- Leading with Integrity - Exhibits ethical and moral behavior in everyday business conduct; Earns trust of others by disclosing information and admitting mistakes; Recognizes and resolves ethical questions; Ensures organizational ethics are widely understood; Encourages open discussion of ethical issues; Creates an environment that rewards ethical behavior.
- Optimistic - Displays positive outlook and pleasant manner; Remains optimistic and open to others' ideas, tries new things; Exhibits good listening and comprehension; Keeps others adequately informed; Selects and uses appropriate communication methods.
- Quality - Demonstrates accuracy and thoroughness; Displays commitment to excellence; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
- Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests.
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
- Impact & Influence - Pursues and wins support for ideas; Displays ability to influence key decision-makers; Achieves win-win outcomes; Uses authority appropriately to accomplish goals; Addresses divergent opinions.
- Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
- Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
- Negotiation Skills - Clarifies interests and positions of all parties; Adjusts tactics to achieve desired results; Manages conflict, manipulation, and strong emotions; Develops alternative options for mutual gain; Builds consensus through give-and-take.
- Presentation Skills - Tailors presentation to audience needs; Engages and focuses attention; Presents information logically and persuasively; Handles difficult questions and situations; Inspires audience to action.
- Relationship Building - Builds rapport up, down, and across the organization; Establishes collaborative relationships to achieve objectives; Seeks win-win solutions to conflict; Develops network of professional contacts; Displays empathy and tolerates diverse viewpoints.
Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Computer Skills
To perform this job successfully, an individual should have high level of spreadsheet and database software experience. Candidate should have basic knowledge of web-based meeting software, such as Skype and Zoom for regular remote meetings. Experience with Raiser's Edge fundraising databases helpful.
Other Skills and Abilities
- General understanding of tax and other aspects of all planned giving vehicles. A candidate must either already have the knowledge or have an educational or employment background that is evidence of a capacity to learn this area.
- Ability to travel, car and air, for regular donor, chapter, and department meetings.
- Able to develop and execute fundraising strategies, administer gifts efficiently and accurately, and keep accurate records
- Discretion with confidential materials
- Ability to work independently in a deadline-oriented team environment
- Attention to detail and the ability to prioritize and execute multiple projects under demanding deadlines
- Creativity and resourcefulness
- Dexterity to operate computer equipment
Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment Office-based work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate but can range to loud.