The Chesapeake Bay Foundation seeks an Associate Director of
Planned Giving in the Development Department to be based at the
Philip Merrill Environmental Center located in Annapolis, MD.
THE CHESAPEAKE BAY FOUNDATION
Established in 1967, the Chesapeake Bay Foundation (CBF) is the
largest regional nonprofit conservation organization dedicated to
saving the Chesapeake Bay, its rivers and streams, and the wildlife
that call it home through education, advocacy, litigation, and
restoration. Since 2010, CBF has engaged in a focused effort to
defend and implement the Chesapeake Clean Water Blueprint, a
binding federal and state collaborative agreement aimed at reducing
pollution to the science-based, legally-affirmed levels established
by the U.S. Environmental Protection Agency (EPA). The Blueprint is
expected to be fully implemented by 2025. If the states and the
federal government achieve Blueprint goals, the Bay will
finally—after decades of failed efforts—be removed from the Clean
Water Act’s impaired waters list. Successfully implementing the
Blueprint depends on a well-informed, engaged, active, and diverse
constituency of members, advocates, and volunteers who speak up and
take action to save the Bay.
CBF has a staff of approximately 210 employees working in
offices in Annapolis, Maryland; Richmond and Virginia Beach,
Virginia; Harrisburg, Pennsylvania; and Washington, D.C. as well as
15 field education program locations. Our staff and volunteer corps
work throughout the region educating students and adults,
advocating for clean water policies, restoring waterways, and
litigating when necessary.
CBF's headquarters office in Annapolis, Maryland is the Philip
Merrill Environmental Center, the world’s first U.S. Green Build
Council’s LEED platinum building. In 2014, CBF opened the Brock
Environmental Center—one of the world’s most energy efficient,
environmentally smart buildings—in Virginia Beach, Virginia.
CBF has an annual budget of approximately $30 million and is
supported by over 300,000 members and e-subscribers. For more
information on CBF, please visit cbf.org.
The mission of Development is to provide financial resources for
CBF to meet its long-term vision of saving the Bay. It establishes
and implements strategies to motivate donors to contribute to the
organization’s programs and projects through two primary areas of
activity: development and membership.
CONTEXT OF THE POSITION
The Associate Director of Planned Giving champions gift planning
as an essential component of CBF’s overall fundraising strategy. To
secure sustainable legacy support for CBF, the Associate Director
manages a portfolio of planned gift prospects and works
cross-departmentally to develop and implement planned gift donor
identification, qualification, cultivation, solicitation, and
stewardship strategies both in and out of structured campaigns. The
incumbent also serves as a subject matter expert on planned gifts,
planned giving programs, and estate and gift tax laws.
Essential functions include:
- Planned Giving Portfolio Management
- Manage a portfolio of planned giving prospects to qualify,
cultivate, solicit, and steward through the confirmation of new
planned gift commitments.
- Advise solicitors and the broader Gift Officer team on planned
gift cultivation and solicitation strategies for their prospects.
Prepare gift illustrations and proposals as needed.
- Conduct in-person and virtual visits with planned gift
prospects and donors.
- Engage CBF staff and leadership as well as industry
professionals such as financial advisors and estate planning
attorneys in promoting CBF planned gift opportunities.
- Serve as point of contact for members of CBF’s legacy society
to answer questions and provide service.
- Craft and manage, in conjunction with the stewardship team, a
plan to ensure legacy society members are effectively recognized
and connected to CBF’s mission.
- Planned Giving Marketing
- Develop, implement, and track multi-channel marketing
strategies to generate leads, uncover previously undisclosed gift
commitments, and secure new planned gifts.
- Work with the Development Writer to ensure all planned giving
messaging is consistent throughout all venues including proposals,
solicitor talking points, and marketing campaigns.
- Identify, with the Research and Prospect Management team,
planned giving prospects in CBF’s database and analyze key data
points to aid in marketing and solicitation efforts.
- Coordinate with vendor(s) on the administration of CBF’s
planned giving marketing and website services.
- Collect stories and testimonials from planned gift donors for
use on the planned giving website, planned gift marketing pieces,
- General Program Administration
- Support, and lead when appropriate, campaign design and
implementation of planned giving goals and strategies for both
dedicated planned giving campaigns and as part of larger
- Develop annual work plans, revenue budgets, and expense budgets
for the planned giving program. Monitor and adjust the program as
necessary to reach goals and budget targets.
- Serve as point of contact for all inquiries about planed gifts
and gifts of property, including real estate, vehicles, vessels,
personal property, etc.
- Serve as point of contact for estate executors, attorneys, and
financial advisors who communicate with CBF about planned gifts or
lifetime gifts like IRA Rollovers.
- Develop metrics and reports, with the Director of Development,
to track and assess the performance of the planned giving program
over time, including ROI.
- Use CBF’s database and paperless document storage system to
track planned giving marketing touches and actions, enter/track
planned gifts, and store essential documents in partnership with
Finance and other key internal departments.
- Maintain relationships with key contacts at third-party vendors
to include those involved in the administration of life income
gifts and the management of related investments, and with
third-party vendors advising CBF on the reinsurance of charitable
- Maintain relationships with key contacts at financial
institutions serving as expert advisors to CBF’s planned giving
program and institutions included on the “Preferred Provider List”
shared with prospective planned giving donors who request financial
- Consult the Gift Acceptance Committee and other key staff when
vetting proposed planned gifts, including all gifts of real
estate/property. Consult with CBF’s attorney(s) as needed.
- Work with the finance team and third-party vendors to ensure
CBF meets state regulatory requirements for issuers of charitable
gift annuities in states where we choose to market and accept
- Ensure CBF adheres to best practices regarding counting and
valuation of planned gifts.
- Maintain membership and/or certifications with trade
associations. Participate in continuing education to build
knowledge and expertise and keep abreast of current trends.
- Other duties as assigned
PREFERRED PROFESSIONAL EXPERIENCE AND
Bachelor’s degree required. Minimum of five years’ experience in
nonprofit fundraising. Prior experience soliciting and securing
planned gifts and/or managing a gift planning program preferred.
Strong interpersonal skills utilizing tact, discretion, and
compassion, and maintaining a high level of confidentiality.
Excellent verbal communication skills and writing skills in a
variety of styles (solicitations, proposals, reports, stewardship).
Experience with print and digital marketing a plus. Excellent time
management skills. Demonstrated ability to recognize opportunities
and identify critical, high-return activities and prioritize them
to attain goals. Proficiency in computer systems, MS Office
software, and CRM databases. Ability to work independently and
within a team environment.
Ability to communicate effectively with people from diverse
backgrounds and experiences. Ability to receive and give supportive
feedback to foster equity and inclusion in working relationships.
Ability to recognize, nurture, and learn from strengths in
co-workers. Having flexibility to accomplish job responsibilities
in several work environments, whether it be from home, on the road,
or in an office.
Salary Range: $85,000
To apply, please send resume and cover letter through job
posting on CBF website no later than June 24, 2022.
CBF offers a comprehensive benefits package to include: 20
vacation days, 10 sick days, 2 floating holidays, health, vision,
dental, life insurance, and a 403(b) retirement plan with matching
CBF requires that all staff be fully vaccinated against
COVID-19. The successful candidate will need to submit
verification of vaccination or have a valid religious or medical
reason not to be vaccinated.
WE ARE COMMITTED TO DIVERSITY, EQUITY, INCLUSION, AND
Just as biodiversity is the key to a thriving ecosystem, human
diversity is the key to saving the Bay. Success depends on people
from widely diverse backgrounds, cultures, ethnicities, identities,
and races taking collective action. Clean water, clean air, and a
safe environment are rights we all share.
To increase diversity, equity, inclusion, and justice, the
Chesapeake Bay Foundation will:
- Recruit and retain a staff, board, and membership that reflect
the diversity of people living within the Chesapeake Bay
- Strengthen and broaden the diversity of our partnerships;
- Celebrate and value the diversity of staff; and
- Fight to ensure that everyone has equal access to clean water,
clean air, and a safe environment.
CBF is proud to be an equal opportunity employer and all
qualified applicants will receive consideration for employment
without regard to race, color, religion, gender, gender identity or
expression, sexual orientation, national origin, genetics,
disability, age, or veteran status.