The Senior Director, Major Gifts raises support for and advances United Way’s mission of improving lives by identifying, creating, growing and sustaining relationships which lead to leadership level and major gifts, both through engaging individuals as well as developing donor communities (United Way’s leadership giving societies and affinity groups). The Senior Director plans and manages the cultivation, stewardship, and solicitation of major gift donors including Leadership Society ($1,000+ annually) and Tocqueville Society ($10,000+ annually) and prospects in workplace and non-workplace sectors.
This outward facing, the results-oriented role will require the candidate to be a high-energy and inspiring leader who is genuinely comfortable and effective in soliciting leadership and major gifts and has the demonstrated ability to do so by building strong, mutually beneficial relationships. The successful candidate will have three to five years successful fundraising experience and demonstrate exceptional professionalism and discretion.
- Set direction for and achieve major gift, annual and multi-year revenue goals and performance targets for leadership giving societies and affinity groups.
- Recruit, manage and engage the fundraising committee leaders and volunteers by setting goals and supporting their efforts to drive results in their roles for United Way.
- Plan and manage the cultivation, stewardship, and solicitation of major donors and prospects in the workplace and non-workplace sectors.
- Develop, maintain, and manage a portfolio of major gift prospects.
- Coach and support staff and volunteers in training, joint visits, and in the solicitation and closing processes.
- Develop key performance metrics to ensure the major gifts program is operating effectively.
- Define, develop and organize the key elements for leadership giving societies and affinity groups such as event series to include engagement, gratitude, prospecting, and connection to United Way’s Community Based Agenda.
- Expected to spend a minimum of 50% of time out of office meeting with individual donors to average five in-person meetings per week.
- Maintain accurate and detailed donor records in CRM database in order to analyze the effectiveness of delivering objectives according to plan and goals.
- Direct the generation of reports showing overall giving and engagement process, analyzing variances and initiating productive action.
- Collaborate with Community Development and Social Innovation/Collective Impact teams to implement meaningful donor engagement.
- Collaborate with Marketing to create communication materials, tools and events for the cultivation and recognition of existing and prospective and donors.
- Develop and administer an annual operating and engagement budget.
- Direct the administration of Tocqueville Donor Community Investment Accounts through the Donor Engagement Operations team.
- Ability to link donor, volunteer, and advocates’ aspiration to needs
- Ability to catalyze others’ commitment to mission
- Strives vigorously to accomplish shared goals
- Separates one’s own interests from organizational interests in order to make the best possible judgments for the organization
- Seeks and shares knowledge of community
- Take a collaborative approach to addressing issues
- Focuses on shared goals
- Mobilizes a broad range of sectors and resources
- Acts with integrity and strong ethics to foster trust at all levels (personal, market, societal)
- Internalizes the meaning and commitment of United Way and consistently acts according to its value and purpose
- Is accountable and transparent to all stakeholders
Is able to communicate effectively to develop, grow and sustain productive relationships. Knows how to capture and record relevant information and how to interpret and utilize the information to forge partnerships, collaborate, cultivate, grow, sustain and strengthen internal and external relationships.
- Understands and motivates individuals and organizations
- Values diversity and inclusion
- Effectively communicates
- Treats others with respect and dignity
- Actively listens to and facilitates diverse input and contributions
Presents oneself in an appropriate and professional manner. Communicates, acts, reacts and responds appropriately to all situations. Effectively utilizes interpersonal skills and political astuteness to engage with, lead and function as a member of a team as appropriate. Is trustworthy and acts with integrity, authenticity, humility and in good faith; respecting others’ opinions, priorities, values, and interests. Seeks to continuously improve interpersonal and professional skills.
Understands and uses empathy, compassion, and active listening. Is fully present and aware of subtleties and nuances such as body language and voice tonality to better understand what is important to constituents and how to connect and engage them with United Way. Able to influence, persuade, present, request, sell, negotiate and close a deal as appropriate.
Utilize and Acquire Knowledge
Is forward-thinking, focused on what is possible and seeks new tools and knowledge as needed. Is able to use technology when acquiring and utilizing knowledge, and is innovative and creative in its application. Seeks to continuously improve interpersonal and professional skills.
Is personally accountable for the results they achieve. Is able to adapt quickly to ever-changing environments. Is organized, able to plan, think strategically, and is creative, innovative, and appropriately persistent to make decisions to achieve results and meet goals.
- Has laser-focus on results and can effectively communicate goals and impact
- Advocates for support of education, income, and health
- Promotes innovation/willing to take appropriate risks
- Develops relationships to drive resources and results
- Has the necessary organizational skills to deliver on business model
Education, Skills, Experience and Training Requirements
- A minimum of three to five years fundraising experience for nonprofit entities, Bachelor’s Degree or a comparable combination of education and experience.
- Focused sales/marketing experience with an applied emphasis on customer relationship building and significant applied consulting sales skills are helpful; demonstrated success with effective listening skills.
- Effective oral and written communication skills with an ability to relate to a diverse group of individuals or organizations in an effective manner.
- Effective public speaker.
- Ability to think strategically with proven, strong ability to execute on a plan.
- Ability to take initiative and be creative in thinking and solution.
- High-energy individual who exhibits a positive outlook who can manage ambiguity and change.
- Demonstrated ability to manage a portfolio of assigned accounts.
- Manage expectations of internal team members effectively and a strong desire and aptitude to be part of a team environment.
- Demonstrated ability to persuade others and to close sales opportunities
- Commitment to excellence and to the mission of United Way
Technical Knowledge and Equipment
- Proficient computer skills, including Google, Power Point and Hubspot or similar CRM system preferred.
- Proficiency with social media preferred.
- The incumbent in this position may operate any/all of the following equipment: telephone, cell phone and fax machine; computer, printer and related equipment; copy machine; audio-visual equipment; calculator.
- Must have a vehicle, valid driver’s license and automobile insurance.