POSITION TITLE: Senior Development Officer, Leadership Giving
DEPARTMENT: Department of Alumni Relations & Annual Giving
CLOSING DATE: May 2, 2021
SALARY RANGE: $64,505 - $86,005
Reporting to the Director, Annual Giving & Young Alumni, the Senior Development Officer, Leadership Giving manages and executes leadership giving initiatives to strengthen engagement, increase philanthropic support from a variety of audiences, and enhance pipeline development within Advancement. The incumbent manages annual priorities and provides high-level strategic expertise to various constituent groups in areas of responsibility, ensuring alignment with plans and recommends adjustments. The incumbent provides leadership and oversight in a highly visible and evolving unit.
This position requires the incumbent to regularly travel and work evenings and weekends and is subject to the Averaging and Travel Time Credit provisions of the USW Local 2010 Collective Agreement.
DUTIES & RESPONSIBILITIES:
- Executes and manages an effective Leadership Giving Program. Maintains an active portfolio of donors, with responsibility for cultivation, solicitation and stewardship of key leadership giving prospects, in order to acquire and upgrade gifts up to $24,999.
- Collaborates with identified key staff members on building an effective prospect clearance and management system that aligns with Development practices, ensuring a professional, strategic and coordinated approach to cultivation, solicitation and stewardship activities.
- Provides high-level expertise and direction in the development and implementation of engaging and timely fundraising strategies for leadership giving initiatives designed to maximize long-term financial support for the university. This includes managing the efficient flow of information between across the Office of Advancement.
- Initiates leadership giving opportunities to increase revenues year over year, through the integration of Commemorative Giving. Builds and manages relationships with internal and external stakeholders by ensuring gifts are effectively stewarded, advising families and honourees with tact and professionalism.
- Recommends, plans and executes innovative and sophisticated proposals for Leadership Annual Giving (LAG) prospects. Works with Donor Relations to develop Terms of Reference and Letters of Intent and negotiates with donors.
- Initiates leadership giving opportunities to increase revenues year over year, through the integration of Special Interest Groups (SIGS) and the general student population. Identifies key volunteer leadership candidates to support engagement and philanthropic efforts of approved affiliates. Builds meaningful and lasting relationships with donors to maximize long-term financial support for the University.
- Formulates and manages annual and long-term strategic and integrated fundraising plans for all designated programs based on reliable internal and external data analysis. Proactively seeks opportunities to increase Leadership Giving, SIGs and Commemorative Giving revenues year over year.
- Meets with key stakeholders including volunteers and staff on a regular basis to review progress against annual goals and prospect strategy development. In consideration of progress to date, takes a lead role in identifying and implementing further opportunities and strategies that may have arisen to ensure annual goals will be met.
- Keeps abreast of emerging trends in alumni, student, volunteer and donor behaviours, including demographic cohort trends. In consultation with the Director, designs and manages innovative and sophisticated relationship-building programs that address these trends and cultivate the life-long involvement of donors with the university.
- Directs and provides leadership on solicitation strategies for designated programs, including faculty, staff, retiree, members of Grant Hall Society, alumni, friends, special interest groups and other priority constituents. Works with other leaders in Advancement as appropriate on these solicitation and engagement strategies.
- Promotes a culture of inclusion that embodies the Advancement values, with a commitment to the university’s equity, diversity, accessibility, and inclusion initiatives designed to foster an inclusive, supportive, and welcoming work environment for individuals with diverse backgrounds and identities.
- Analyzes data and prepares reports required to formulate, execute, evaluate and benchmark strategic and priority driven implementation plans. Researches interprets information and develops reports, including up-to-date prospect assessment, solicitation strategies, and active proposal evaluations for designated programs. Reports findings and implements changes in strategy as required to the Director and other members of the Advancement team.
- Develops and maintains in-depth knowledge of faculty/university activities, priorities and needs in both teaching and research. Applies this knowledge in matching the interests and needs of prospective donors and volunteers, with the strategic needs of the university.
- Ensures all contact reports are recorded in a timely fashion on the Advance database.
- Communicates regularly with other staff members in the Office of Advancement to coordinate the solicitation of prospective donors and to stay abreast of any relevant developments and/or legislation that may assist in maximizing philanthropic revenue.
- Represents the university to a variety of audiences, including alumni, students, members of Queen's faculty and staff, and other friends of the university.
- Undertakes other duties as assigned and in support of the unit and/or department.
- Four-year bachelor's degree required (preferably at the honours level).
- Minimum five years of relevant, successful work experience in fundraising, preferably in a university setting, including personal face-to-face solicitation, with a focus on leadership giving or a related field.
- Thorough knowledge and ongoing learning required in the components of an effective fundraising operation – including campaign fundraising, major and principal giving, annual giving and gift planning.
- Demonstrated success in the identification, evaluation, cultivation, stewardship and direct personal solicitation of gifts.
- Proven track record in developing and implementing strategic plans and meeting plan objectives.
- Superior prospect management and tracking skills, preferably in Advance.
- Knowledge of the Canadian philanthropic environment and supporting legislation; understanding of philanthropic trends in higher education as they affect giving options and solicitation strategies.
- Experience in program analysis, tracking and reporting results.
- Ability to work effectively and successfully with diverse audiences to achieve shared priorities.
- Clear understanding of and strict adherence to ethical fundraising standards and supporting legislation.
- Valid G-Class driver’s license and passport with no travel restrictions considered an asset.
- Satisfactory Criminal Record and Judicial Matters Check required.
- Consideration given to equivalent combination of education and experience in a relevant field.
- Advocates/lives Advancement's core values of Integrity, inclusivity, accountability, collaboration and service.
- Demonstrates commitment to fostering a diverse and inclusive work environment where there is mutual respect and collaboration across all teams.
- Strong customer service orientation with a demonstrated passion for the university and its people.
- Ability to think and act strategically, creatively and dynamically in a high-pressure work environment. Ability to meet planned objectives.
- Recognized leader at managing long-term and productive relationships with alumni, friends, volunteers, students, faculty, staff, and senior university administrators.
- Ability to assess the interests and needs of prospective donors and match them to the strategic needs of the university. The ability to identify optimal approaches to win cooperation from campus partners – faculties, schools, departments – in support of stakeholder engagement and fundraising strategies.
- Persuasive and creative communication, presentation, diplomacy and negotiation skills that allow for success both within the campus environment and in the field.
- Superior written/oral interpersonal skills to gather information and deliver key messages accurately and with empathy to alumni, students, faculty, staff, volunteers and friends.
- Ability to work as a team member, to win cooperation, to facilitate groups of people to work toward, and have success in, shared goals.
- Ability to make difficult and complex decisions with tact, maturity, good judgment and with acute sensitivity to the political environment and to the reputation of the Office of Advancement and the university.
- Strong analytical and problem-solving skills, with an ability to compile and interpret data from a variety of sources, select appropriate methods of analysis, monitor emerging trends and issues, and disseminate information.
- Proficient computer skills, including Windows operating systems and Microsoft Office Suite. Experience with large database management systems, preferably in a networked environment. Ability to use and implement new technologies to the Office of Advancement’s advantage.
- Ability to recommend and implement a project plan based on sound fundraising principals and in the best interest of the university.
- Highly motivated and results-driven individual able to set high standards and ambitious goals, within established deadlines.
- Excellent time management and organizational skills, with the ability to juggle conflicting priorities flawlessly, while working within tight timeframes and a demanding workload.
- Develops, selects and implements fundraising strategies to maximize philanthropic revenue and donor engagement goals for the university.
- Determines optimal and most effective implementation of innovative strategies to manage critical and/or challenging donor relationships. Assesses the interests and needs of prospective donors and determines best match to the strategic needs of the university.
- Identifies resource needs to optimize program delivery in a fixed resource environment. In consultation with the Director, determines content of annual and multi-year plans and strategies based on sound fundraising principles and in the best interest of the university.
- Identities the most effective strategy for maximizing charitable gift revenues from individual prospects. This may include determining which prospects to contact for visits, as well as appropriate solicitation amounts and target projects; determining subsequent stewardship, cultivation and solicitation opportunities to be performed by either Annual Giving staff or volunteers.
- Determines strategy to raise renewal and upgrade rates among those slated for solicitation. Modifies this approach through the year. Identifies most effective strategy for maximizing relationships, including researching and identifying volunteer leadership in support of solicitation activities as appropriate.
- Makes recommendations on highest strategic use of the roles of the Chancellor, Principal, Vice-Principal (Advancement) and other senior university officers and volunteers, including the Queen's University Alumni Association in fundraising cultivation or solicitation.
- Decides when to call on other staff within the Office of Advancement to take advantage of their expertise.
- Anticipates, analyzes and solves problems and recommends solutions.
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