The Donor Relations
Director is responsible for building a caseload of major gift
donors and providing ongoing and proactive relationship management,
strategic communications plans, gifts cultivation, and solicitation
activity for this group of donors. The DRD will identify, qualify,
be assigned, cultivate, solicit, and steward major gift prospects
acting as the primary contact between the Army and the assigned
caseload, with an emphasis on securing gifts of $10,000 and higher,
building toward a portfolio worth $1 million. The emphasis is on
increasing major gifts to The Salvation Army while retaining and
strengthening existing giving.
Duties and Responsibilities
The duties listed below are the primary duties of this position
but are not all the duties that may be required. The Salvation Army
reserves the right to change, reduce or expand the duties of this
position at any time. Reasonable accommodations may be made for
individuals with disabilities to perform the essential functions of
- Establish, manage, and fulfill a caseload communications plan,
including individual fundraising goals and personalized strategies,
to effectively steward, educate, cultivate, and solicit gifts from
major donors each fiscal year, with an emphasis on gifts of $10,000
- Develop research and briefing memos in preparation for team
discussions. Work with prospect research manager at THQ and local
staff who are trained to do research to develop donor profiles to
inform “moves management” strategies and planning
- Meet regularly with supervisor and territorial major gifts
management (often by phone) to discuss and refine caseload plans,
and donor strategies, track progress, receive coaching, and keep
open lines of communication.
- Work in close conjunction with other fund development officers,
pursuing and contributing to harmonious collaboration between
direct other major gift staff, marketing, social media, foundation,
corporation, and planned giving staff for optimal integrated
strategies regarding major donor communications as well as overall
- Support and contribute to overall policies and strategies to
continually increase major gifts revenue and program growth.
Leadership and Fundraising Management
- Lead in one-to-one solicitation for qualified caseload,
including gift acknowledgment and stewardship communication,
traveling as necessary, establishing and maintaining excellent
donor relations, providing written proposals to major gift
prospects as needed, and including Army and/or volunteer leadership
- Work in collaboration with program, finance, development,
graphic design/communications, and administrative support staff to
develop a portfolio of giving opportunities (cases for support)
that documents funding needs in terms of real program costs, how
dollars impact people, outcomes being (and which could be)
achieved, shortfalls, and exciting mission advancement
opportunities. Present these opportunities to donors to effectively
match donor interests with Army service delivery advancement
- Keep management apprised of all significant interactions,
inputting contact reports to the data system/donor database system
as required, sharing a continually updated itinerary, fulfilling
all monthly and other reporting requirements, and consulting with
leadership when needed to understand organizational priorities, to
develop strategies that benefit both donor and the Army, and to
troubleshoot challenging situations.
- Stay driven toward goals and focused on caseload, but make
effective use of volunteerism opportunities, events, and other
initiatives to engage with assigned donors, bring them closer to
the Army, and deepen their awareness of the impact of its work,
especially in areas of interest to them. Participate in such
opportunities alongside caseload or prospect constituents.
- Work with other staff and leadership (including leadership
volunteers) to develop new major donor/prospect cultivation events,
such as private receptions, dinners in homes, or seminars, targeted
toward those with high philanthropic capacity.
- Play a key role in working with select local Advisory
- Build and manage a caseload of 125-150 assigned and qualified
major donors. Maintain and seek to engage prospective donors as
assigned, following the prescribed communications plan that is
specific to each donor and prospect and working, as appropriate,
with donor leadership volunteers to secure visits with those in
their peer networks who are assigned.
- Work in close collaboration with local officers, program,
finance, and fundraising staff to present local Army resource
development needs that correspond to where donors and prospects
reside, while always being responsive to each donor’s interests
(even if elsewhere) and attentive to fiduciary responsibilities
(donor intent with gifts).
- Make it a priority to take donors on site visits to tour Army
programs and to facilitate face-to-face briefings of donors by Army
- Manage all office systems related to MGO/DRD duties, including
maintaining updated Insight (CRD database) donor files, tracking
spreadsheets, correspondence, gift acknowledgments, etc., in
keeping with department policies and procedures.
- Document all donor interactions through Insight with contact
reports and according to established business practices.
- Carry out any office and computer-related tasks important to
fulfilling the goals of the position.
- Ensure excellent customer service is provided to donors through
accessibility to staff and leadership (as granted), timely
responsiveness, quality in all interactions, and personalized
- Work diligently to meet agreed-upon monthly and annual activity
and income production goals and be purposeful about every visit and
communication and the desired outcome for each “touch.”
- Participate in recommended professional training as budget
allows, conference calls with other major gifts staff, conference
kindred sessions, and other professional development
- Other duties within the scope of the role, as assigned by
- Bachelor’s Degree; Advanced degree and/or CFRE credential
- Minimum of five years of experience in a nonprofit fundraising
role with a proven track record of major gifts success and a strong
working knowledge of strategy development and moves management
systems in the cultivation, solicitation, and stewardship
- Passion for The Salvation Army’s mission, coupled with a strong
commitment to know and understand the Army’s history, mission, and
structure, as well as its services, policies, and procedures.
- Highly effective interpersonal, conversational, and
presentational skills, demonstrating emotional intelligence and
situational awareness, in tandem with excellent writing abilities
and strong case development and sales pitch skills.
- Demonstrated expertise in developing and maintaining positive
relationships with diverse individuals, including executives,
high-level volunteers, and wealthy donors, as well as internal
stakeholders and leadership.
- Prowess in problem-solving, strategic and creative thinking,
plus taking initiative with consistent and good
- Proven experience and demonstrated comfort with direct donor
interactions are a must, including discussions of personal and
family finances and asking for major financial commitments.
- A reliable motor vehicle is required for this position.
- Must understand and support the mission of The Salvation
Compensation: $80,000 - $85,000/year