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Director of Major Gifts

Memphis, TN

Relocation expenses: Negotiated

Full time

Published on 12 Mar 2018

Expires on 12 Mar 2018

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Director of Major Gifts

Director of Major Gifts 
at United Way of the Mid-South (Greater Memphis, TN area)

Reports to:
Vice President of Resource Development

Position Summary
The Director of Major Gifts (DMG) is charged with supporting the generation of financial resources necessary to advance the mission of United Way of the Mid-South (UWMS) and attain its Community Impact objectives, by facilitating donations at a level higher than nominal support and by productively soliciting and engaging high-net-worth citizens in the region. The DMG is responsible for managing a portfolio of current major gift donors - including Leadership donors ($1,000-$9,999 annually) and Tocqueville Society donors ($10,000+ annually); and for creating and implementing new development plans and targeted strategies for the identification, cultivation, solicitation and stewardship of prospects and new donors - both in workplace and non-workplace settings. The DMG reports directly to the Vice President of Resource Development (VPRD) and is a member of the Resource Development (RD) Department’s leadership team.

The person in this position is accountable for generating contributions for the annual RD campaign, special initiative fundraising, sponsorship fundraising; and for addressing customized giving interests which align major donors with UWMS’ strategic focus and initiatives. In collaboration with the VPRD, the DMG will establish and execute plans that focus on best-in-class fundraising and donor stewardship and presence, supported by effective information tracking systems. The DMG is responsible for ensuring the promotion of planned giving opportunities, donor recognitions, and multi-year measures of progress and advancement. 

Integral to the position are two areas of aggressive focus; the recruitment and the deployment of passionate volunteer champions – including Board members - to participate in philanthropic support, volunteer activities, and events. The DMG is expected to collaborate with staff and volunteer teams to generate consistently effective appeals for support through a clear understanding of the unique needs and interests of major gift donors.

Essential Functions and Percentage Effort

  1. (40%)  Year-round presence and solicitation of high-net-worth donors and prospects. Recruit, engage and retain donors of $10,000+ annually.
  2. (20%)  Recruitment and management of champion volunteers and teams for RD campaigns at the top ten (10) corporate partners. Recruit volunteers for the  Campaign Cabinet roles for Tocqueville Society and Leadership donors.
  3. (20%) Year-round presence and solicitation of Leadership donors and prospects. Recruit, engage and retain donors of $1,000-$9,999 annually.
  4.  (20%) Collaboration and management of staff and volunteers to ensure best-in-class donor and volunteer stewardship and responsiveness to donors and volunteers. Recruit, engage and retain.

Minimum Job Requirements: Knowledge, Skills and Abilities

Education: Bachelor’s degree in marketing, business, communication or related field.  CFRE and/or Master’s degree in related field preferred.

Experience: Five (5) plus years of proven major gift experience in nonprofit work, higher education, or equivalent. Three (3) years of direct management experience supervising staff and/or teams. Multi-million dollar applied fundraising experience with individual donors and prospects, including the effective recruitment and management of high-net-worth volunteers preferred.

Technical Experience: Proficiency with relevant computer skills, including Google and Microsoft Office software programs. Skill utilizing Salesforce or similar customer relationship management (CRM) systems preferred. Proficiency with social media preferred.

Specific Skills: Extremely effective interpersonal skills, highly effective oral and written communications skills with an ability to relate with a diverse group of individuals. Able and eager to work as a positive and leadership influence in team environments. Successful volunteer recruitment, management and nurturing.

Working conditions: Minimum of 40% time to be spent away from the office, meeting and recruiting donors.  Adequate transportation is essential. Occasional evening and weekend flexibility.

Related Aptitudes and Functions

  1. Ability to articulate UWMS’ mission, priorities, goals with enthusiasm, energy, creativity, and also the ability to compel others to action
  2. Passionate commitment to raising revenues via consistent and meaningful donor engagement
  3. Problem-solving mindset, with a passionate commitment to donor satisfaction, stewardship, and responsiveness
  4. Ability to effectively engage diverse groups of individuals
  5. Comfort with the engagement and prospecting of high-level business and civic leaders
  6. Ability to set clear objectives and effectively manage and coach the team and volunteers
  7. Strong collaboration and team-building skills
  8. Disciplined use of CRM information systems as the primary vehicle for data capture
  9. Business Plan development for all high-end donor segments
  10. Event planning
  11. Commitment to personal and team engagement that ensures high credibility of UWMS


  1. Interpersonal - Relationship Building and Diplomacy
  2. Communication - Listening Skills, Writing Skills, Presentations, Active Communication
  3. Management - Organization and Planning, Team Management, Coaching and Counseling, Inter-Department  Collaboration
  4. Leadership - Strategic Thinking, Growth Orientations, Influence
  5. Conceptual - Learning Agility, Creativity Problem Solving
  6. Personal - High Standards, Positive Impact, Results Orientation, Initiative
  7. Contextual - Customer Orientation, Technical Expertise