The Senior Director, Major Gifts raises support for and advances United Way’s mission of improving lives by identifying, creating, growing and sustaining relationships which lead to leadership level and major gifts, both through engaging individuals as well as developing donor communities (United Way’s leadership giving societies and affinity groups). The Senior Director plans and manages the cultivation, stewardship, and solicitation of major gift donors including Leadership Society ($1,000+ annually) and Tocqueville Society ($10,000+ annually) and prospects in workplace and non-workplace sectors.
This outward facing, the results-oriented role will require the candidate to be a high-energy and inspiring leader who is genuinely comfortable and effective in soliciting leadership and major gifts and has the demonstrated ability to do so by building strong, mutually beneficial relationships. The successful candidate will have three to five years successful fundraising experience and demonstrate exceptional professionalism and discretion.
- Set direction for and achieve major gift, annual and multi-year revenue goals and performance targets for leadership giving societies and affinity groups.
- Recruit, manage and engage the fundraising committee leaders and volunteers by setting goals and supporting their efforts to drive results in their roles for United Way.
- Plan and manage the cultivation, stewardship, and solicitation of major donors and prospects in the workplace and non-workplace sectors.
- Develop, maintain, and manage a portfolio of major gift prospects.
- Coach and support staff and volunteers in training, joint visits, and in the solicitation and closing processes.
- Develop key performance metrics to ensure the major gifts program is operating effectively.
- Define, develop and organize the key elements for leadership giving societies and affinity groups such as event series to include engagement, gratitude, prospecting, and connection to United Way’s Community Based Agenda.
- Expected to spend a minimum of 50% of time out of office meeting with individual donors to average five in-person meetings per week.
- Maintain accurate and detailed donor records in CRM database in order to analyze the effectiveness of delivering objectives according to plan and goals.
- Direct the generation of reports showing overall giving and engagement process, analyzing variances and initiating productive action.
- Collaborate with Community Development and Social Innovation/Collective Impact teams to implement meaningful donor engagement.
- Collaborate with Marketing to create communication materials, tools and events for the cultivation and recognition of existing and prospective and donors.
- Develop and administer an annual operating and engagement budget.
- Direct the administration of Tocqueville Donor Community Investment Accounts through the Donor Engagement Operations team.
Education, Skills, Experience and Training Requirements
- Focused sales/marketing experience with an applied emphasis on customer relationship building and significant applied consulting sales skills are helpful; demonstrated success with effective listening skills.
- Effective oral and written communication skills with an ability to relate to a diverse group of individuals or organizations in an effective manner.
- Effective public speaker.
- Ability to think strategically with proven, strong ability to execute on a plan.
- Ability to take initiative and be creative in thinking and solution.
- High-energy individual who exhibits a positive outlook who can manage ambiguity and change.
- Demonstrated ability to manage a portfolio of assigned accounts.
- Manage expectations of internal team members effectively and a strong desire and aptitude to be part of a team environment.
- Demonstrated ability to persuade others and to close sales opportunities
- Commitment to excellence and to the mission of United Way
Technical Knowledge and Equipment
- Proficient computer skills, including Google, Power Point and Hubspot or similar CRM system preferred.
- Proficiency with social media preferred.
- The incumbent in this position may operate any/all of the following equipment: telephone, cell phone and fax machine; computer, printer and related equipment; copy machine; audio-visual equipment; calculator.
- Must have a vehicle, valid driver’s license and automobile insurance.
Salary: $71,000 to $80,000 per year