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
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.
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
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
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
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.
• 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
• 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
• Ability to work collegially within Advancement and across all
• For those responsible for regions outside of Rochester, make
one or two multi-day trips per month sufficient to meet the goal as