Background/IRC Summary: The International Rescue Committee (IRC) responds to the world’s worst humanitarian crises and helps people to survive and rebuild their lives. Founded in 1933 at the request of Albert Einstein, the IRC offers lifesaving care and life-changing assistance to refugees forced to flee from war or disaster. At work today in over 40 countries and 29 U.S. cities, we restore safety, dignity and hope to millions who are uprooted and struggling to endure.
Job Overview / Summary:
The Director of Planned Gifts (PG) provides strategic leadership, direction and management of the planned giving unit to ensure the maximization of private individual support for the IRC and is the departmental leader for all planned giving efforts at the IRC. Accountable for the achievement of planned giving revenue and acquisition goals (increased number of planned gifts to the IRC and increased size of existing and new planned gifts) delivered through a varied portfolio, the Director supervises a team of Planned Giving Officers as well as works closely with colleagues in major gifts and direct marketing fundraising. The Director will oversee planned giving lead generation through marketing efforts, research, and partnerships with major gift officers and IRC volunteer leadership; will build a strong pipeline of prospects with a high rate of conversion to planned giving donors; will craft and execute cultivation, solicitation and stewardship strategies to communicate with and inspire planned giving donors and prospects; will closely oversee the matured legacy program and charitable gift annuity program; and will be a subject expert on planned giving products.
Reporting to the Senior Director, Leadership Gifts, the Director of Planned Gifts is a critical role in helping to develop and implement strategies that are informed by ambitious revenue targets and devise, monitor and analyze results of initiatives and metrics to guide future endeavors. S/he will be expected to understand the needs and performance of donors and prospects, communicate and collaborate superbly with colleagues, business partners and supporters, think strategically, make recommendations, offer creative solutions and manage systems to continually grow and improve the IRC’s donor relationships and prospecting with high wealth individuals and families.
Major Responsibilities:
- Provide dynamic and effective thought leadership for PG team’s efforts, oversee and report on progress to goal on PG initiatives including lead generation activates such as marketing; prospect pipeline development; conversion of prospects to donors; and stewardship activities for established PG donors.
- Develop strategies to identify new leads and quality PG suspects via qualifying process, including board members and major donors, as appropriate. Adjust outreach methodology when appropriate/necessary, and advise on and develop metrics of success for the team and different initiatives. Track process using database and monthly reporting on KPIs and other key metrics of team performance.
- Supervise PG Officers, inspiring, motivating and challenging the team through active mentorship, fostering an environment that supports new ideas and innovative approaches to donor relationship management;
- Oversee the IRC’s Estate Administration and liaise with Office of the General Counsel and Finance as necessary to ensure that estate documentation is reviewed and processed in a timely manner.
- Lead the Charitable Gift Annuity (CGA) Program, including all donor and prospect activities, as well as compliance with state laws and annual state files for those states in which the IRC is registered and accepting CGA gifts.
- Develop and support the PG team’s efforts to cultivate, solicit, and steward a large and ever growing portfolio of planned gift donors and prospects, including steady pace of personalized communications and face-to-face visits, tracking progress utilizing Salesforce and other software applications, and plugging these efforts into the larger Leadership Gift team’s structure and strategic goals;
- Personally manage a portfolio of top planned giving donors and prospects;
- Work with IRC’s senior leadership, program staff, and relevant colleagues across IRC to create compelling cases for philanthropic investment and engagement opportunities for donors and prospects;
- Partner with the Senior Director, LG to develop a coherent and ambitious strategic plan, including setting annual goals and key outcomes for PG efforts, and to develop and implement standards, tools and procedures towards a best-in-class approach to individual donor engagement and fundraising;
- Collaborate with Senior Director, LG and IRC senior leadership to develop an overarching vision for planned giving donor support at the IRC, articulating that vision to key constituencies in order to encourage and develop a cross-functional, multi-location culture of effective and innovative partnership engagement;
- Undertake special projects as requested.
Key Working Relationships:
Position Reports to: Senior Director of Leadership Gifts
Position directly supervises: Two PG Officers and an Associate
Indirect Resources: LG Stewardship Team
Other Internal and/or external: Internal: Collaborate with Leadership Gifts team on solicitation and cultivation materials, invitations and tracking. Work with Senior Director of Leadership Gifts on reporting team success for portfolio management and revenue and strategizing based on data-driven decision making. Create correspondence as needed for senior staff and volunteers and assist in briefing and strategizing about donors. Work with finance and legal times to ensure accurate and timely processing of open estates. External: Work with Board members and Overseers on planned giving. Work closely with donors including planned giving prospects, suspects, and existing donors. Liaise with executors of estates to ensure timely revenue to the IRC. Work with State Street bank and various state insurance departments for charitable gift annuity program.
Impact of Work: Responsible for managing a team-wide portfolio of an estimated worth of over $84 million with over 900 legacy donors. Also responsible for revenue for matured legacies, typically $4,800,000 plus annually for estate gifts.
Job Qualifications:
Education:
Minimum: Bachelor’s degree
Preferred: Master’s degree or 8-10 years of comparable fundraising experience
Work Experience: 8+ years of progressive non-profit fundraising experience and demonstrated expertise in closing six-and-seven-figure gifts. At least 2-3 years of direct experience in planned giving; proven ability to achieve program and revenue growth by working directly with donors/prospects; experience managing work of staff, outside consultants/vendors; outstanding writing, organizational and interpersonal skills, including ability to develop effective planned giving materials which attract and maintain support; expertise in and a sophisticated understanding of planned giving vehicles, estate planning and financial, reporting and tax implications of various planned giving products; strong interest in IRC’s mission; ability to take initiative/work independently but also function as part of a team.
Demonstrated Skills and Competencies: As above
Licenses or Certifications: Driver’s License
Language Skills: None required
Working Environment: Standard Office Environment. Domestic travel.
IRC leading the way from harm to home.
IRC is an Equal Opportunity Employer. IRC considers all applicants on the basis of merit without regard to race, sex, color, national origin, religion, sexual orientation, age, marital status, veteran status, disability or any other characteristic protected by applicable law.
If you need assistance in the application or hiring process to accommodate a disability, you may request an accommodation at any time. Please contact Talent Acquisitions at [email protected]. As required by law, the IRC will provide reasonable accommodations to qualified applicants and employees with a known disability.