Director, Relationship Management
Director, Relationship Management
The Director Relationship Management is responsible for optimizing the Advancement prospect/donor pool so that the highest value prospects and donors are effectively managed by gift officers. S/he will develop a reliable system of regular portfolio review and analysis that will reveal portfolio stagnation and opportunities to accelerate or unstick stale strategies. S/he will help to establish prospect constituencies around key campaign priorities, identify trends in donor giving behavior and generate rapid responses to positive trends. S/he will serve as a collaborative service partner to Gift Officers and AVPs by regularly reviewing prospect and donor records assessing quality and completeness of gift strategies, related planned actions, and eligibility for cultivation and stewardship opportunities. S/he will organize regular strategy sessions for major and principal gift donors and prospects and manage consistent documentation of strategy decisions and next steps. The Director Relationship Management should have exceptional data analysis skills, deep understanding of the major gift solicitation cycle, a keen ability to identify and evaluate donor characteristics, and very strong project management skills.
The Director Relationship Management will create a robust system for comprehensive portfolio review. S/he will consider key data indicators such as Target Analytics scores and constituent engagement scores but will also review evidence included in gift officer reports and giving patterns.
The Director will partner with the Director, Prospect Research and Advancement Leadership to develop a Catholic University prospect/Donor model. This will clarify the ideal make-up of a potential donor to catholic University. S/he will use this as a basis for prospect/donor evaluation.
The Director will use the data resulting from the regular portfolio review to recommend movement and assignment of high value prospects to gift officer portfolios. S/he will regularly move prospects out of portfolios who do not develop as major gift or principal prospects, assigning them to a step down assignment including Annual Fund or not a prospect.
The Director will partner with the Executive Director Strategic Information Management to create an automated way to reveal changed donor behavior, specifically, accelerated and/or growing giving patterns. Using predictive data analytics, S/he will develop a system to rapidly move donors who display increased giving levels into gift officer portfolios. S/he will develop methods to track outcomes for these donors.
The Director will convene, staff and document outcomes of principal and major gift strategy sessions. S/he will ensure that gift strategies are entered into Raiser's Edge and planned actions are opened. S/he will regularly monitor strategies for timely completion. S/he will collaborate with gift officers and AVP's to manage stale strategies and provide assistance and support in getting them unstuck.
The Director will closely manage the Gifts to Close report and 3 year pipeline tracking reports. S/he will support the AVP's in ensuring timely update and validation of open proposals.
The Director will support the AVPs in the annual and multi-year work-planning process. S/he will ensure that high value prospects and donors are in portfolios at the right level and for the right project.
Consistently evaluate the composition of our major and principal gift prospect pools, analyzing macro performance and pipeline health in accordance with our overall campaign goals to inform AVPs, directors and other leaders. The director will analyze and report on the division's efforts to identify and engage new major gifts and principal level prospects and achievement toward our overall annual work plan metrics.
Bachelor's Degree worth at least five (5) years of progressively responsible development/advancement experience within a large, highly complex non-profit business environment. Some Higher Education Experience is preferred. Should have deep knowledge of the major gifts solicitation process/moves management structure. Some major gift experience preferable. Exceptional data analytics ability and experience. Very strong project management skills.
Excellent skill in using development-related database systems, with preference for Raiser's Edge.
Must be polished, passionate and have exceptional interpersonal skills. Must possess the ability to lead and obtain results from professional colleagues and the ability to proficiently communicate verbally and in writing. Must have effective planning skills. Proficiency in Microsoft Office, including: Word, Excel, PowerPoint, and Outlook. Familiarity with generally accepted office procedures, and ability to utilize internet for research-related duties. Experience as a major gift fundraiser and skills in planned giving and wealth management desirable.
The ability to drive a vehicle (campus or non-campus) on behalf of university business.
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