Donor Relations Director Mid-Major Gifts

Job Objective: The Donor Relations Director (DRD) plays a key and integral role in the success of the Kansas and Western Missouri Division fund development efforts, specifically through ongoing and proactive relationship management, strategic communications plans, gifts cultivation and solicitation activity with an assigned portfolio of major donors. In this role, the DRD will identify, qualify, be assigned, cultivate, solicit and steward major gift donors acting as the primary contact between The Army and the assigned portfolio, with an emphasis on securing gifts of $5,000 and much higher, increasing major gifts to The Salvation Army while retaining and strengthening existing giving.

Essential Functions:

• The DRD will establish, manage and fulfill a caseload communications plan, including individual fund raising goals and personalized strategies, to effectively steward, educate, cultivate and solicit gifts from major donors each fiscal year, with an emphasis on gifts of $4,999 - 10,000 or higher
• Manage a portfolio of 400 assigned major donors following the agreed upon communications plan that is specific to each donor and prospect and working, as appropriate, with donor leadership volunteers to secure visits with those in their peer networks who are assigned
• Works diligently to meet agreed upon monthly and annual activity and income production goals and is purposeful about every visit and communication and the desired outcome for each interaction
• Lead in one-to-one solicitation, gift acknowledgement and stewardship communication, traveling as necessary, establishing and maintaining excellent donor relations, providing written proposals to major gift prospects as needed, and including Army and/or volunteer leadership as appropriate
• Work with prospect research manager at THQ and local staff who are trained to do research to develop donor profiles to inform "move management" strategies and planning conversations
• Meet regularly with supervisor and territorial major gifts management to discuss and refine caseloads plans, donor strategies, to track progress, to receive coaching, and to keep open lines of communication
• Participate in recommended professional trainings as budget allows, conference calls with other major gifts staff, conference kindred sessions and other professional development opportunities
• Work in close conjunction with other fund development officers, pursuing and contributing to harmonious collaboration between direct marketing, social media, foundation, corporation, and planned giving staff for optimal integrated strategies in regard to major donor communications as well as overall department initiatives
• Work in close collaboration with local officers, program, finance and fund raising staff to present local Army resource development needs that correspond to where donors and prospects reside, while always being responsive to each donor's interests (even if elsewhere) and attentive to fiduciary responsibilities (donor intent with gifts)
• Work in collaboration with program, finance, development and graphic design/communications, and admin support staff to develop a portfolio of giving opportunities (cases for support) that documents funding needs in terms of real program costs, how dollars impact people, outcomes being (and which could be) achieved, shortfalls and exciting mission advancement opportunities. Present these opportunities to donors to effectively match donor interests with Army service delivery advancement needs
• Support and contribute to, as requested, overall territorial policies, business practices and strategies to continually increase major gifts revenue and program growth
• Keep management appraised of all significant interactions, inputting contact reports to the donor database system as required, sharing a continually updated itinerary, fulfilling all monthly and other reporting requirements and consulting with leadership when needed to understand organizational priorities, to develop strategies that benefit both donor and the Army, and to troubleshoot challenging situations
• Stay driven toward goals and focused on portfolio, but makes effective use of volunteerism opportunities, events and other initiatives to engage with assigned donors, to bring them closer to the Army, and to deepen their awareness of the impact of our work, especially in areas of interest to them
• Manage all office systems related to DRD duties, including maintaining updated donor files, tracking spreadsheets, correspondence and gift acknowledgements, etc., in keeping with department policies and procedures. Documents all donor interactions through contact reports and according to established business practices. Carries out any office and computer-related tasks important to fulfilling the goals of the position
• Ensure excellent customer service provided to donors through accessibility to staff and leadership (as granted), timely responsiveness, quality in all interactions and personalized communications

Minimum Qualifications:

Education: Bachelor's degree in related field; relevant experience, as determined by The Salvation Army, may be considered in lieu of education qualification.

Experience: Minimum two years' experience in a non-profit organization where responsibilities have included successful major donor solicitation and gift management, including preparation and presentation of major donor proposals.

Certifications/Licenses: None

Skills/Abilities:

• Computer proficiency, including Microsoft Execl, Word, and familiarity with donor management software. Additional experience with Louts Notes desirable
• Must embrace, support and reflect well on The Salvation Army's mission and values through one's professional responsibilities and behavior at all times
• Effective interpersonal, conversational and presentation skills, demonstrating emotional intelligence, situational awareness, excellent writing abilities and strong case development and pitching skills
• Proven expertise in developing and maintain positive relationships with diverse individuals, including executives, leadership volunteers and wealthy donors, as well as internal stakeholders and leadership
• The selected individual should enjoy problem solving, think strategically and creatively, and take initiative with good follow through
• A high level of comfort with direct donor interaction is a must, including discussions of personal and family finances and asking for major financial commitments
• Team player, able to check ego at the door, with an ability to collaborate effectively with officers, staff and volunteers for successful achievement of position and department goals
• Valid Driver's License required
• Able to work independently in a fast-paced environment without extensive admin support. Must be highly organized and able to effectively manage multiple projects and competing priorities with professionalism and grace. Must keep good documentation through contact reports and activity tracking, according to Salvation Army protocols
• Demonstrated orientation to achieving goals, with a drive to achieve agreed upon goals within agreed upon timeframes

Supervisory Responsibility: None

Physical Requirements: The position requires sitting; climbing and/or balancing/ stooping, kneeling, bending, stretching, crouching and or crawling; standing; walking; manual dexterity and eye-hand coordination; use of vision; driving a vehicle; pushing/pulling/lifting/carrying 25 pounds; traveling by airplane; both outdoor and indoor navigation of settings. Reasonable accommodation may be made to enable individuals to perform the essential functions of this job.

Travel: As necessary by car and/or plane

Driving: Driving is required; must possess a valid driver's license from the state of residence. Must be approved through The Salvation Army Fleet Safety Program to drive either a Salvation Army or personal vehicle on Salvation Army business.

Working Conditions: Work is performed in a typical office environment and in the field. Some weekend and evening work may be required.

All employees recognize that The Salvation Army is a church and agree that they will do nothing as an employee of The Salvation Army to undermine its religious mission.

The Salvation Army Mission: The Salvation Army, an international movement, is an evangelical part of the universal Christian church. Its message is based on the Bible. Its ministry is motivated by the love of God. Its mission is to preach the gospel of Jesus Christ and to meet human needs in His name without discrimination.

The Salvation Army is an equal opportunity employer. Candidates who are back-to-work, US Veterans, people with disabilities, people who have been impacted by the justice system, and/or people without a college degree are encouraged to apply.