The Divisional Director of Advancement (DDA) has the responsibility to successfully lead all elements of the Divisional Development Department, including fund raising (major gifts, planned giving, direct marketing, digital fund raising, corporate giving, foundation grants), public relations, marketing and advertising, social media, volunteerism and board engagement. The DDA is an essential part of the Leadership Team and leads all strategies to advance The Salvation Army as much as possible through annual support and breakthrough gifts, capital and endowment campaigns, philanthropic planning (planned and estate gifts), as well as through awareness-building, brand positioning and leadership networking. The DDA works cooperatively with the Territorial Director of Advancement and territorial CRD staff to adhere to and implement territorial CRD programs and practices and policies (eg. major gifts, planned giving, donor data management, direct mail, digital).
· Must embrace, support and reflect well on The Salvation Army’s mission and values through one’s professional responsibilities, character and behavior at all times.
· Bachelor’s degree in a relevant field, with a minimum of ten years of progressive fund raising professional experience, including demonstrated leadership and a strong track record of success. Major gifts and campaigns experience is preferable.
· Effective interpersonal, conversational and presentation skills, demonstrating professional maturity, emotional intelligence, situational awareness, excellent writing abilities and strong case development and gift solicitation skills.
· Proven expertise in developing and maintaining positive relationships with diverse individuals, including executives, leadership volunteers and wealthy donors, as well as internal stakeholders and officer leadership.
· A leader who enjoys problem solving, thinks strategically and creatively, is goal-oriented and takes initiative with good follow through.
· A good manager who demonstrates a strategic mindset, balancing attention to analysis, details and metrics with higher level goal-setting and planning, without micro-managing.
· A fund raiser who is comfortable with direct leadership donor and volunteer interactions, who models good stewardship communication practices, and who is able to effectively ask, lead the gift conversation, network for connections, facilitate a team approach and rally others who can open doors.
· A team leader, able to check ego at the door, with an ability to effectively motivate staff, officer leaders and key volunteers to collaborate for the successful achievement of department and organizational goals.
· Willingness and ability to travel regularly, within the Division as well as outside of the Division. for conferences and meetings as needed. Valid Driver’s License required. Willingness and ability to work extended, weekend and holiday work hours as needed to fulfill position responsibilities (eg. events).
· Able to work independently in a fast-paced environment without extensive admin support. Must be computer-proficient, highly organized and able to effectively manage multiple projects and competing priorities with professionalism and grace.
· The DDA manages the overall operation of the divisional development department, supervising key functions and staff within the department, including the following areas: direct mail, donor data management, social media, digital fund raising, public relations, advertising and marketing, volunteerism, special events, corporate giving, foundation grants, advisory boards, United Way relationships, major gifts, planned giving, capital and endowment campaigns, etc. Major gifts (Donor Relations Directors) and planned giving are coached by and have enhanced accountability to THQ CRD in accordance with the territory-wide management structure and specialization in these fields, but focus on raising funds for the division. Direct mail, data management and digital fund raising are also under territorial oversight, but collaboration and participation are required at the divisional level.
· The DDA establishes, seeks approval for, and manages an annual development plan as well as department and function-specific activity goals, gift production goals, strategic plans, planning calendars, budgets and other essential management activities in sync with divisional leadership, submitting regular reports as requested and monitoring progress with staff, making adjustments as needed to maximize success.
· The DDA creates an effective department team atmosphere which encourages cooperation, strategic thinking, regular communication, professional growth, creativity and which instills healthy accountability for advances in resource development for and awareness of Army mission.
· The DDA works with each member of the development team, as well as volunteers and consultants as appropriate, to lead the development and implementation of strategies that significantly advance the Army through each function as outlined above, especially in the areas of campaigns, major and planned gifts and PR / branding.
· The DDA works with team members and THQ CRD on planning and implementation of a strong direct / integrated marketing plan throughout the year and throughout the division as a solid foundation to all fund raising efforts and constituent communications, resulting in consistent net gains each year.
· The DDA contributes professionally as an essential participant on the divisional leadership team under the direction of the Divisional Commander (or designate), and collaborating with leadership to advance the mission of the Army through development work, through effective planning, communication and facilitation of leadership involvement as appropriate in select PR and fund raising activities.
· The DDA serves as primary staff liaison to Divisional as well as the various county Advisory Boards, alongside officer leadership, deploying staff as needed to effectively manage and support successful board communications, meetings, committees, events and projects. The DDD works with board and officer leadership to ensure best practices in board recruitment, orientation, standards, goal-setting, committee work, fund raising, and member engagement.
· The DDA supports and coaches other officers for effective board management and engagement in other areas of the division.
· The DDA facilitates volunteer leadership involvement in major gifts approaches (individual, corporate, foundation) for successful fulfillment of annual support, special projects, programs and capital / endowment needs in synch with the Associate Director of Major Gifts (THQ position) and Donor Relations Directors and other related development staff.
· The DDA leads or supports successful planning and execution of capital and endowment campaigns, working with consultants and leadership volunteers as needed along with internal leadership, development staff and other key stakeholders (eg. Associate Director of Major Gifts) and Territorial Prospect Research Manager).
· The DDA and development team works with corps and social services program leadership to support the achievement of their resource development and PR goals, coming alongside to support planning, to coach, and to help implement as feasible (eg. grants development). The DDD manages her/his time carefully to ensure deployment of professional development resources for a strong Salvation Army not only in the headquarters region, but throughout the division.
· The DDA models and leads strong stewardship communications practices throughout the department with all categories of constituents (eg. board members, major donors, planned givers, regular contributors, volunteers, media, philanthropic decision-makers, etc.), ensuring relationship management approaches are in place that earn the right to ask and which inspire future giving through regular reports about the impact of gifts in people’s lives through Salvation Army programs.
· The DDA is an effective people manager, adhering to all HR policies, recommending new hires for strong, qualified staff, holding regular staff meetings while allowing staff to stay focused on their goals, supporting staff with resources and training and guidance, evaluating staff on an annual basis, and recommending separation, position and compensation changes as needed.
· The DDA accesses research and data as a basis for charting directions, measuring progress, benchmarking against other divisions and organizations, monitoring trends, and identifying, qualifying, rating and developing strategies for approaching prospects for major and planned gifts.
· The DDA manages and fulfills a communications and solicitation plan for a very select and limited list (think 10-12) of assigned leadership donors and prospects (eg. key board members), agreeing to individual donor fund raising goals and developing personalized engagement strategies to effectively steward, educate, cultivate and solicit gifts from these donors each fiscal year. The DDD works with internal (DC, territorial CRD) and external (board volunteers) leadership, as appropriate, to develop and implement these plans, taking a team solicitation approach when necessary, and voluntarily submits to the Associate Director of Major Gifts for coaching and accountability conversations and reporting in regard to any officially assigned donors.
· The DDA works cooperatively with other territorial CRD professional staff to develop and implement the territorial major gifts program and management structure, program standards, and business practices and policies, and does the same with other territorial initiatives / programs (eg. planned giving, donor data management, PR protocols, email marketing, direct mail, etc.).
· The DDA supports the Major Giving Program’s efforts to help major gifts and planned giving staff to develop team strategies for peer-to-peer cultivation and solicitation approaches, involving leadership volunteers and internal leadership, as deemed appropriate, based on identified peer networks and prospect research / strategies. Supports staff to develop research and briefing memos in preparation for team discussions. Ensures fund raising staff avail of the prospect research manager at THQ and any local staff who are trained to do research to develop donor profiles to inform “moves management” strategies and planning conversations. Communicates regularly with and works collaboratively with territorial major gifts management staff to ensure a strong major gifts program at the divisional level, in accordance with the territorial major gifts program standards and protocols.
· Works in close collaboration with officers, program, finance and development 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. Supports and/or works with team to present these opportunities to donors to effectively match donor interests with Army service delivery advancement needs. Ensures we remain attentive to fiduciary responsibilities (donor intent with gifts) in sync with finance and program staff.
· Keeps leadership apprised of all significant interactions with leadership donors and prospects and board leaders, consulting with leadership when needed to understand organizational priorities, to develop strategies that benefit both donors and the Army, and to troubleshoot challenging situations.
· Stays driven toward goals and ensures a cohesive, comprehensive development strategy that effectively incorporates all of the various functions, including events and volunteerism and social media and integrating marketing efforts as makes sense.
· Participates in professional trainings and territorial / national meetings and conferences as budget allows. Works cooperatively with territorial CRD leadership and staff on various initiatives and in keeping with territorial policies and CRD programs.
· Ensures a strong office management and donor data system infrastructure is maintained in synch with THQ, including continually updated donor files, reporting systems, batching of income / donor information, attentive correspondence and timely gift acknowledgments, etc., in keeping with department policies and procedures. Ensures adherence to all divisional and territorial business practices and policies. Ensures excellent customer service is provided to donors through accessibility to staff and leadership (as granted), timely responsiveness, quality in all interactions and personalized communications.
· Supports a strong annual Christmas kettle campaign across the division through corps trainings, communication of corporate agreements and stipulations, support for volunteer recruitment and training, gathering of reporting information, approaches to locally-headquartered retail chains, media kick-off events that achieve high quantity media impressions, etc.
· Works with staff and leadership to develop a strong public relations, events and brand positioning program that enhances public awareness, increases positive exposure to the Army, targets key audiences, communicates key messages at every opportunity, and strengthens the Army’s competitive positioning among the non-profit community.
· Performs other related duties as assigned by the Divisional Commander or Designated Officer.
· B.A. required, advanced degree preferred. CFRE or ACFRE certification advantageous.
· 10+ years of successful fundraising across a range of development disciplines, with a demonstrated track record in designing and leading major fundraising and capital campaign efforts.
· Experience in establishing effective relationships with all levels of corporate and philanthropic leaders.
· Exceptional verbal, written and organizational skills.
· Excellent leadership qualities and ability to recruit, manage, and inspire a team of exceptional fundraising and communications professionals.
· Ability to handle multiple projects simultaneously, to establish and adhere to deadlines, and to effectively manage and solve crisis situations for positive outcomes.
· Demonstrated knowledge of best practices in fundraising, board engagement and communications (marketing and public relations).
· Ability and commitment to learn and support the mission, policies and practices of The Salvation Army.
· Valid driver’s license required. Travel within and outside of the division as necessary.
· Computer proficiency, including Microsoft Office tools and familiarity with donor management software and email applications.