Senior Director, Regional Advancement

Charged with dramatically increasing both the quality and size of the University of Rochester’s prospect pool, the Senior Director will play a key role in the overall growth of private philanthropy at the University. The Senior Director will be based in Rochester and have responsibility for the West and Southwest Regions.

They will oversee a reporting gift officer team (2) to both originate prospect/donor activity and coordinate development work in her/his assigned region in partnership with regional colleagues in alumni relations and others in Advancement. This role will mentor and guide a team of gift officers, and establish best practices to be used at all levels of fundraising. A Senior Director will need to think creatively on how to leverage various forms of communication, as well as, maximize multiple forms of technology to reach prospective donors. Annual performance metrics will be set in collaboration with the Executive Director of Regional Advancement.

In combination with leveraging technology, extensive travel will be required to reach prospective donors. The Senior Director will be tasked with securing gifts from the $100k+ and leadership level. They will carry a portfolio of approximately 150 qualified prospects. The Senior Director is expected to be a full and active member of the University Advancement team, participating in strategy and planning, and contributing ideas and counsel particularly as they relate to the assigned region.

The position reports to the Executive Director Regional Advancement and will have a designated staff person providing administrative support to his or her team.

Principal Accountabilities:
With broad latitude for independent judgment, and in coordination with the Associate Vice president, the Senior Director will:
50% Effectively manage a major prospect solicitation pipeline. Initiate and/or strengthen relationships with major gift prospects (30%); create strategies (10%) for and solicit (10%) donors capable of contributing gifts of $100,000 or more. Initial work will likely involve a high number of identification and qualification visits.

20% Manage and mentor a team of major gift officers who will focus on gifts at the $100k+. Provide the motivation and guidance for gift officers to maximize productivity; regularly monitor and evaluate performance.

15% Develop and continuously update the strategic plan for assigned region(s), with the goal of dramatically increasing the size and quality of the prospect pool; plan will include coordinating activity with other central units as well as school/community based programs.

5% Either individually or in cooperation with support staff, continuously update the prospect management database with information related to donor strategies, contacts and results.

5% Continuing training and professional development including regular meetings with unit-based colleagues, faculty and staff to update “product knowledge,” training on University Advancement protocols and procedures; technical training on Advancement’s prospect management system; honing of professional skills through seminars, conferences, training and individual mentoring.

5% Other duties as required by his/her supervisor or Associate Vice President for University Advancement.

Qualifications:

• Bachelor’s degree is required, master’s is preferred. A minimum of 7 years of development experience at a university or college, supervisory experience preferably, of exempt staff, or an equivalent combination of education and experience.

• A track record of success in individual gift fundraising, preferably in higher education, and experience in cultivating and soliciting prospects capable of gifts of $100,000 or more.

Skills and Abilities:

• Excellent time/territory management skills. Preference for individuals who have worked in a regionally assigned development office and have experience with, and a passion for, working “on the road.”

• Broad knowledge of the principles of fundraising – able to participate in all aspects of the gift cycle: (1) to initiate contacts with potential donors; (2) to develop appropriate cultivation strategies for them, including working with volunteers and senior University administrators; (3) to move potential donors in an appropriate and timely fashion toward solicitation and closure; (4) to make solicitations when appropriate; (5) to maintain stewardship contacts with donors.

• General information on tax laws that impact charitable giving, personal assets and estates.

• Superb oral, written and interpersonal skills required.

• Excellent time management and organizational skills.

• Solid relationship-building skills, able to interface with alumni, donors, volunteers, leading faculty, administrators and trustees.

• Ability to work collegially within Advancement and across all University units.

• For those responsible for regions outside of Rochester, make one or two multi-day trips per month sufficient to meet the goal as assigned

https://www.rochester.edu/advancement/