The Donor Relations Director (DRD) is responsible for building a caseload of major gift donors and providing ongoing and proactive relationship management, strategic communications plans, gifts cultivation, and solicitation activity for this group of donors. The DRD will identify, qualify, be assigned, cultivate, solicit, and steward major gift prospects acting as the primary contact between the Army and the assigned caseload, emphasizing securing gifts of $10,000 and higher, building toward a portfolio worth $1 million. The emphasis is on increasing significant donations to The Salvation Army while retaining and strengthening existing giving.

Planning

• Establish, manage, and fulfill a caseload communications plan, including individual fundraising goals and personalized strategies, to effectively steward, educate, cultivate, and solicit gifts from major donors each fiscal year, emphasizing gifts of $10,000 and higher.
• Develop research and briefing memos for team discussions, working with the prospect research manager at THQ and local staff trained to research to develop donor profiles to inform “moves management” strategies and planning conversations.
• Meet regularly with the supervisor and territorial Major Gifts management (often by phone) to discuss and refine caseload plans and donor strategies, track progress, receive coaching, and keep open lines of communication.
• Work closely with other fund development officers, pursuing and contributing to harmonious collaboration between Major Gifts, Marketing, Social Media, Foundation & Corporate Giving, and Gift Planning staff for optimal integrated strategies regarding major donor communications and overall department initiatives.
• Support and contribute to overall policies and strategies to continually increase major gifts revenue and program growth.

Leadership and Fundraising Management

• Lead one-to-one solicitation for qualified caseload, including gift acknowledgment and stewardship communication, traveling as necessary, establishing and maintaining excellent donor relations, providing written proposals to major gift prospects, and including Army and volunteer leadership as appropriate.
• Work in collaboration with the Program, Finance, Development, Graphic Design/Communications, and Administrative support staff to develop a portfolio of giving opportunities (support cases) that documents funding needs in terms of actual 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.
• Keep management apprised of all significant interactions, inputting contact reports to the data system/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 caseload, but effectively use volunteerism opportunities, events, and other initiatives to engage with assigned donors, bring them closer to the Army, and deepen their awareness of the impact of its work, especially in areas of interest to them. Participate in such opportunities alongside caseload or prospect constituents.
• Work with other staff and leadership (including leadership volunteers) to develop new major donor/prospect cultivation events, such as private receptions, dinners in homes, or seminars targeted toward those with high philanthropic capacity.
• Play a key role in working with select local Advisory Boards.

Donor Relations

• Build and manage a caseload of 125-150 assigned and qualified major donors.
• Maintain and seek to engage prospective donors as assigned, following the prescribed communications plan specific to each donor and prospect and working, as appropriate, with donor leadership volunteers to secure visits with those in their peer networks.
• Work in close collaboration with local officers, Program, Finance, and Fundraising 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).
• Make it a priority to take donors on site visits to tour Army programs and to facilitate face-to-face briefings of donors by Army leaders.
• Manage all office systems related to DRD duties, including maintaining updated Insight (CRD database) donor files, tracking spreadsheets, correspondence, gift acknowledgments, etc., in keeping with department policies and procedures.
• Document all donor interactions through Insight with contact reports and according to established business practices.
• Carry out any office and computer-related tasks essential to fulfilling the position’s goals.
• Ensure excellent customer service is provided to donors through accessibility to staff and leadership (as granted), timely responsiveness, quality in all interactions, and personalized communications.
• Work diligently to meet agreed-upon monthly and annual activity and income production goals and be purposeful about every visit, communication, and desired outcome for each “touch.”
• Participate in recommended professional training as budget allows, conference calls with other Major Gifts staff, conference kindred sessions, and other professional development opportunities.
• Other duties within the scope of the role as assigned by supervisors.

Requirements

• Bachelor’s Degree.
• Minimum of five years of experience in a nonprofit fundraising role with a proven track record of major gifts success and a solid working knowledge of strategy development and moves management systems in the cultivation, solicitation, and stewardship processes.
• Demonstrated expertise in developing and maintaining positive relationships with diverse individuals, including executives, high-level volunteers, wealthy donors, internal stakeholders, and leadership.
• Great comfort level with direct donor interaction is a must, including discussions of personal and family finances and asking for major financial commitments
• A reliable motor vehicle is required for this position.
• Must understand and support the mission of The Salvation Army.

Desired Qualifications

• Advanced degree or CFRE credential preferred.
• Passion for The Salvation Army’s mission coupled with a solid commitment to know and understand the Army’s history, mission, structure, services, policies, and procedures.
• Highly effective interpersonal, conversational, and presentational skills, demonstrating emotional intelligence and situational awareness, with excellent writing abilities and strong case development and sales pitch skills.
• Prowess in problem-solving, strategic, and creative thinking, plus taking initiative with consistent and good follow-through.