GMHC’s Institutional Development unit manages a portfolio of
government, foundation, and corporate grant funders, as well as
corporate matching gift and cause-related marketing campaigns that
total approximately $3 to $5 million annually.
The Senior Director, Institutional
Development is responsible for maintaining and
growing this portfolio in support of GMHC’s programs and will
oversee all grant reporting, renewals, and proposal development.
They will work proactively with the senior management team and
program directors to meet and anticipate funding needs. The senior
director will have a command of fundraising best practices, from
prospecting to solicitation, and implement strategic approaches to
optimizing revenue from existing and prospective funders. In
addition to being an expert fundraiser and project manager, the
ideal candidate will have strong interpersonal skills and a
mission-driven and customer-centered mindset.
Essential Job Functions
The following duties are mandatory requirements of the job:
Oversee the Institutional Development grant portfolio including
writing, submitting, and managing competitive grant proposals and
reports to government, foundation, and corporate donors;
Work with the senior management team and program directors to
identify and address the funding needs of GMHC’s programs and
services from Institutional Development sources;
Identify strategies to increase annual Institutional
Development revenue;
Develop comprehensive stewardship plans for all institutional
donors with the goals of ensuring grant renewals and upgrades in
levels of grant support;
Leverage offline and online resources to identify new grant
funding opportunities;
Build and optimize systems to respond to grant funding
opportunities in an efficient and timely manner;
Leverage agency resources and contractors in a strategic
fashion to ensure competitive proposal submissions;
Manage the use of GMHC’s Salesforce customer relationship
management (CRM) system and the agency' s Triad management model
for monitoring and optimizing Institutional Development unit
performance;
Procure and process corporate matching gifts utilizing tools
that include Double the Donation’s 360MatchPro system;
Develop briefing documents and talking points for senior
management to use in cultivating and stewarding donor
relationships;
Create and manage the budget for the Institutional Development
Unit;
Collaborate with the finance unit to develop, monitor, and
reconcile Institutional Development revenue against goals;
Collaborate across Development Department units to support
revenue generation from individual gifts and special events;
Perform other duties as required.
Education and Certification
- Bachelor’s degree required; Master’s degree preferred
MPH, MPA, or relevant advanced degree preferred;
Certified Fundraising Executive (CFRE) and/or Project
Management Professional (PMP) a plus.
Special Skills and Knowledge
In addition to the above-listed job responsibilities and
educational requirements, the ideal candidate for this position
possesses most or all of the following:
5+ years professional experience managing a grant portfolio
consisting of government, foundation, and corporate funders;
Successful track record of developing persuasive grant
proposals that secured six- and seven-figure grant awards from
diverse funders;
Familiarity with the funding landscape for HIV/AIDS service
organizations;
Strong ability to manage competing priorities and deadlines
effectively;
Proficiency in project management including developing work
plans and identifying resources needed to complete
high-quality deliverables;
Ability to work effectively cross-functionally within a
complex, collaborative environment;
Supervisory and management experience;
Subject matter knowledge of the HIV/AIDS services space or
relevant field;
Exceptional writing, communication, and interpersonal
skills;
Command of fundraising best practices including the donor
cycle;
Proficiency with Salesforce for managing donor records,
monitoring and optimizing performance of portfolio;
Passion for ending the AIDS epidemic and advancing the rights
of LGBTQ+ and underserved populations;
Existing funder relationships within the HIV/AIDS services
community a plus;
- Self-starter with a strong work ethic and the ability to handle
redirects and adapt to changing circumstances.
