Director of Annual Giving

The University of Southern California is one of the world’s leading private research universities. An anchor institution in Los Angeles, a global center for arts, technology and international business, USC’s diverse curricular offerings provide extensive opportunities for interdisciplinary study and collaboration with leading researchers in highly advanced learning environments.

Since its founding more than100 years ago, The Marshall School of Business has built a remarkable legacy of innovative thinking, entrepreneurial action, and global impact.  Today over 4,000 undergraduate and 2,000 graduate students are enrolled in degree programs to prepare them for successful careers in business.  Our faculty’s cutting edge-research is highly rigorous, and relevant to the most pressing issues of our time.  The School’s 90,000 alumni are part of a world-wide Trojan Family of over 437,000 alumni.  Marshall is ranked among the top 20 business schools, with multiple degree programs ranked #1 and in the top five.

Position Summary

The External Relations team at the USC Marshall School of Business seeks a Director of Annual Giving to join its team.  The Director of Annual Giving will lead in planning, organizing, facilitating, and conducting fundraising activities for the Marshall Fund.  Reporting to the Assistant Dean of External Relations, the incumbent will work with Marshall’s External Relations team and advancement staff across the university in particular with the annual giving office and reunion programs as well as gift processing and stewardship. 

The Director of Annual Giving will provide strategic direction by developing and implementing a long-range plan that will emphasize on building a strong annual giving program that is focused on aggressive metrics related to increased dollars raised, and donor growth in the giving pipeline.  Gifts to the Marshall Fund represent $2M+ of the average overall fundraising of $35M annually with participation alumni participation rates at 30%.  This role is best suited for a results-oriented individual with superb organizational and analytical skills, deft interpersonal skills and collaborative instincts, high adaptability and creativity, strong communicative abilities, and intellectual curiosity.  Must be able to evaluate problems accurately and display good, sound judgment, and demonstrate a personal commitment to excellence.  Must maintain a professional and caring demeanor.  Must be able to listen carefully as well as to influence and persuade others.  The Director serves as a strategic partner, focusing primarily on growing participation, increased dollars raised, and pipeline development.  

Job Responsibilities

• Develop and implement a comprehensive multi-year annual giving fundraising plan to strengthen the school’s fundraising program.  Provide innovative and creative strategies with a focus on data analytics to acquire and retain new donors, increase alumni participation rates, and increase total dollars.   
• Manage a personal portfolio of approximately 150-200 alumni and parent prospects and donors.  Conduct a high volume of outreach through personalized electronic, phone and visits to qualify, cultivate, solicit and steward donors for leadership level annual gifts to the Marshall Fund ranging from $2,500-$25,000 and up to $50,000 with multiple year pledges.
• Supervise 2-3 Associate Directors of Development, each with portfolios of 200+ with responsibilities for identification and solicitation of leadership annual gifts in the $2,500-$25,000 gift range. 
• Manage and execute various campaigns and solicitation activities utilizing direct mail, digital channels (online, email and social media), telefundraising, crowdfunding and mobile text giving campaigns.  Analyze and report on data analytics of campaign performance, giving patterns for renewals, retentions, upgrades and acquisition of new donors. 
• Write and develop solicitation materials, electronic assets and collateral related to the Marshall Fund. 
• Further develop strategy for the existing donor recognition group, Marshall Partners, and determine how to effectively utilize and leverage this group to grow the Marshall Fund.    
• Identify and explore upgrade pathways to further engage donors and expand donor participation.
• Partner with the major gifts team to share data and key insights that will support donor growth. 
• Coordinate with stewardship team on impact reports and other stewardship materials and activities as needed.  
• Track annual and multi-year pledges.  Provide monthly/quarterly fundraising reports and/or dashboards for Dean, CFO, and Assistant and Associate Deans in External Relations.   
• Monitor industry best practices, trends and new technologies to propose innovative fundraising strategies and tactics. 
• Performs other related duties as assigned or requested. The University reserves the right to add or change duties at any time.

Preferred Qualifications: 

• Extensive knowledge and expertise in annual giving and direct marketing principles.  
• Demonstrated success in executing an innovative annual giving campaign
• Experience working within higher education annual giving or development 
• Master’s degree: MBA, non-profit management, philanthropy, or related field
• 5-10 years proven experience in annual giving for a university, hospital or similar institution
• Goal oriented and results driven
• Excellent verbal and written communication skills
• Strong organization skills and an attention to detail
• Ability to think creativity and apply an entrepreneurial mindset
• Experienced with effectively motivating and engaging diverse audiences
• Demonstrated ability to be self-directed, take initiative, and manage multiple projects simultaneously and effectively
• Strong analytical skills
• Experienced with multimedia, graphic design and social media marketing
• Passion and knowledge of higher education and business schools
• One year of leadership experience managing a team

Incumbent must be able to travel and to work occasional evenings and weekends.

Required Documents and Additional Information

• Resume and cover letter required (may be uploaded as one file in USC job portal). Please do not submit your application without these documents.
• Job openings are posted for a minimum of seven calendar days. This job may be removed from posting boards and filled any time after the minimum posting period has ended, so please apply on the same business day if interested.
• USC has excellent benefits, including health benefits for staff and their family with access to the renowned university medical network; eligibility for retirement plans with employer contributions*; tuition benefits for staff and their family; free Professional Development classes; central Los Angeles location with easy access to commuter trains, buses and free tram pick up services; discounts to sporting and other campus events.
• The University of Southern California is an Equal Opportunity Employer that Values Diversity.

* University employer contributions may be subject to change due to financial impact of COVID-19

The University of Southern California is an Equal Opportunity Employer that Values Diversity.
Minimum Education: Bachelor's degree, Combined experience/education as substitute for minimum education Minimum Experience: 5 years, Combined education/experience as substitute for minimum experience Minimum Field of Expertise: Major campaign, fundraising, public relations and/or volunteer management experience.