Director, Individual Giving (NAT2756)

National MS Society | Flexible, Florida or Texas

Background

The National Multiple Sclerosis Society mobilizes people and resources to drive research for a cure and to address the challenges of everyone affected by MS. To fulfill this mission, the Society funds cutting-edge research, drives change through advocacy, facilitates professional education, collaborates with MS organizations around the world, and provides programs and services designed to help people with MS and their families move their lives forward. We partner with volunteers to accomplish our work. Staff members engage volunteers through effective and timely communications, facilitating meaningful opportunities, and continually seeking and providing feedback for reciprocal growth and learning.

Job Summary

Houston, Dallas, or Miami

The Individual Giving Director provides multiple-market support to Alabama, Arkansas, Colorado, Florida, Georgia, Kentucky, Louisiana, Mississippi, New Mexico, Oklahoma, Tennessee, Texas and Wyoming responsible for raising $2.5 M in total revenue. 

The Director strategically engages a pipeline of new and retained prospects through a defined portfolio of donors giving at the {$7,500-$25,000} level. This position actively works a portfolio to create meaningful interactions including gift solicitation and stewardship. This position plays an active role on relationship management teams to develop and support moves management planning for all assigned prospects. The Director plays a pivotal role in growing market capacity by identifying potential major gifts and helping to establish a strong pipeline to the Major Gift program. 

This position oversees donor event strategy across multiple markets by creating event strategy, strategically deploying resources, identifying target donor segments and working collaboratively with the corresponding markets' MGO and Market Leader to effectively implement a comprehensive event calendar. 

The Director oversees Donor Relations Committees in defined markets and works collaboratively with MGO's and Market Leaders to assist in volunteer recruitment and activation. 

This position will actively engage in relationship management teams to develop and support moves management planning for each market's prospects. Responsible for collaborating cross-departmentally at high levels to ensure strategic donor engagement in all facets of the organization. 

A successful candidate will oversee a team of development professionals including Individual Giving Managers and Specialists, measuring performance and providing ongoing coaching and mentoring to build market capacity. 

Travel in and to assigned markets is required, as well as attending weekend and evening donor functions.

Responsibilities

1. Active Portfolio Management 

  • Manage defined pipeline of new and retained donors through meaningful interactions and execution of appropriate relationship building steps to increase Individual Giving revenue.
  • Actively identify top relationships within portfolio to strategically align moves management plans.
  • Regularly research, qualify and assign donors to portfolio through defined processes to determine individuals with capacity and propensity.
  • Engage with donors in a variety of ways to identify specific donor interests and deepen their connection to the organization.
  • Execute assigned weekly donor thank you calls.
  • Participate in all relationship management meetings to facilitate collaboration.
  • Work collaboratively with Individual Giving Staff and the market management team as well as key market volunteers to identify, cultivate and solicit donors.
  • Leverage national donor cultivation and stewardship opportunities to increase meaningful donor interactions.
  • Strategically drive key functions of the Individual Giving operational plan to achieve targeted revenue goals for each assigned market.
  • Create and implement annual donor relations timeline for all assigned markets including event execution, strategic stewardship and meaningful donor engagement through appeal follow-up, renewal outreach, local initiatives and national cultivation opportunities.
  • Demonstrate sophisticated ability to manage and maintain the Society's individual giving portfolio process.
  • Activate gift renewal strategies by strategically aligning resources and executing streamlined processes to retain donors.
  • Provide high degree of discretion and strong ability to represent the Society, engaging in meaningful dialogue with prospects and donors.
  • Remain current on guidelines and protocols in relation to donor engagement, ensure staff is informed and properly trained. 

2. Event Management 

  • Oversee donor event strategy across multiple markets by providing strategic oversight and ensuring events are properly aligned to key Individual Giving strategies.
  • Oversee event expense budgets to ensure Society resources are properly utilized and responsibly deployed.
  • Manage and train staff to ensure event execution is aligned with Society standards and all key functions of the event are executed with excellence.
  • Partner with MGO and Market Leader to fully leverage all event opportunities, working to identify matching gift opportunities, event underwriters and lead donors to maximize fundraising.
  • Work collaboratively with managers and specialists to facilitate all event correspondence.
  • Ensure staff readiness for donor engagement events by making key relationship assignments, sharing moves management plans and encouraging staff to maximize donor conversations by providing detailed donor briefings.
  • Provide personalized outreach to assigned donors. 

3. Staff Management 

  • Direct the work of Individual Giving Managers and Specialists, ensuring they are properly trained and engaged in professional development.
  • Guide the team's work to ensure portfolios are activated and meaningful donor engagement is prioritized within their work.
  • Partner with Managers and Specialists to provide consistent guidance to ensure events are planned in alignment with Society strategies and standards.
  • Remain current on guidelines and protocols in relation to donor engagement, ensure staff is informed and properly trained. 

4. Administration

  • Actively record and upload interactions for all assigned donors.
  • Oversee territory qualification of prospects and lead portfolio management, ensuring team assignments are regularly updated.
  • Regularly review budgets, financial reports and other meaningful reports to help ensure the team is meeting revenue and performance goals.
  • Conduct prospect research utilizing a suite of resources.
  • Pull defined reports from the reporting system. 

5. Volunteer Engagement

  • Increase the number of Society volunteers, recognizing and recruiting talent (Managing Relationships, Being Open and Receptive)
  • Engage volunteers, effectively communicating and facilitating meaningful opportunities across all functions. (Communication)
  • Partner with volunteers to accomplish our work. (Getting Work Done through Others, Getting Organized, Managing Work Processes, and Overcoming Obstacles)
  • Cultivate volunteers, seeking and providing feedback and sharing opportunities for reciprocal growth and learning. We recognize the contributions of all volunteers. (Communication, Inspiring Others, People Management, Learning, Being Open and Receptive)

Qualifications

Minimum Education:

  • Bachelor of Arts or Science  

Minimum Experience: 

  • Minimum 6 years progressive fundraising experience with individuals and track record for closing gifts and articulating a case for giving. 
  • 3 or more years of experience supervising staff. Needs ability to assess staff strengths, coach and mentor staff in various locations to adhere to individual giving guidelines. 
  • Time management, event management, organization, communication, relationship management, and collaboration skills required. 
  • Exceptional interpersonal skills and the ability to ask for gifts at a mid-level range and strategically upgrade gifts to major-level. 
  • This role will supervise staff to achieve their priority goals. 
  • Ability to create and utilize donor prospecting and management tools including CRM software, Wealth Engine, moves management, donor briefing documents, etc.
  • Proven ability to identify new prospects, build and maintain strong relationships with donors and develop strategies for cultivation and stewardship. Identify, assess and analyze specific areas of donor interest and level of potential engagement with the Society.
  • Works closely with MGOs, market leaders, board members and staff to map out specific plans for stewardship and must have exceptional interpersonal skills and solid judgement in communication.
  • Must be an action-oriented, energetic professional with the following attributes: a track record of building donor and volunteer relationships; entrepreneurial spirit; skilled at inspiring, influencing and engaging people; high emotional intelligence; collegial, collaborative and accessible; excellent listening skills, passion for the mission.
  • Excellent interpersonal skills, including ability to communicate effectively and professionally with high level Society executive staff and board members and to build productive relationships with major gift prospects.
  • Strong writing skills including proposal and report writing, as well as internal and external communications with attention to detail.
  • Knowledge of industry standards, current trends, and best practices.
  • Experience building and leading fundraising teams.
  • Results driven style and proven track record of fundraising/sales success.
  • Experience and knowledge in mid-major level donor fundraising.
  • Strong understanding of moves management planning and the donor lifecycle.
  • Ability to work independently while supporting the goals and initiatives of a collaborative fundraising team.
  • Ability and desire to work effectively as part of a team.

Requirements/Other

Technical/Other: 

  • Knowledge of Microsoft Office Suite, Database management, Knowledge of Salesforce and/or CRM systems is a plus.
  • Project Management knowledge
  • Strong relationship building skills
  • Motivated individual who can deliver on goals
  • Ability to quickly build credibility within and outside of the organization and make an immediate contribution to accomplishing key priorities
  • Creative and energetic individual who functions well within a fast-paced, team environment, which includes cross-department collaboration
  • Ability to work well with volunteers, staff, and a variety of constituents is essential
  • Outstanding customer experience and services abilities
  • Excellent verbal and written and communication skills, diplomacy, and discretion
  • Ability to manage and motivate groups, both internally and externally
  • Project Management experience including ability to manage multiple and high priority projects at one time
  • Commitment to the mission, vision, cultural values, and expectations of the National MS Society
  • (IF APPLICABLE) This position will be required to drive/travel on Society business. Candidate must possess a valid driver's license, proof of insurance and reliable transportation. The Society does run motor vehicle checks for all positions which require driving and the applicant must meet the Society guidelines.
  • (IF APPLICABLE) Availability to work occasional nights and weekends to support events, committee meetings, etc

Professional License/Certification Required: 

  • CFRE a plus

The National Multiple Sclerosis Society provides a highly competitive, comprehensive benefit package to employees. These benefits include a considerable Paid Time Off Plan; Paid Holidays; 401k Retirement Savings Plan with Society match; Educational Reimbursement Plan; Professional Development Assistance; Commuter Benefit Plan; Comprehensive Health & Welfare benefits including Medical, Dental, Vision, Flex Spending Accounts, Life Insurance, Disability Coverage, Life Assistance Plan as well as additional voluntary benefit offerings.

How to Apply

Please submit your resume and cover letter by applying directly to the job posting located on our company website:

https://recruiting.adp.com/srccar/public/RTI.home?c=1109441&d=External&r=5000293142606#/ 

National MS Society

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