Director of Leadership Giving

National Trust for Historic Preservation | Washington, DC

Background

Work for an organization you can feel good about!  The National Trust for Historic Places works to protect significant places representing our diverse cultural experience by taking direct action and by inspiring broad public support.

Job Summary

The Director of Leadership Giving is the primary relationship manager for Annual Fund leadership donors at the $1,000 - $50,000 annually, with specific focus on advancing donors to the $10,000 - 24,999 level of giving, and beyond to Major Gifts cultivation and management. This person will cultivate and steward the relationships of $1,000+ donors. The Director will work closely with the Annual Giving, Major Gifts and Planned Giving teams to manage the pipeline of donors and ensure all donors feel special and connected to the organization.

The Director of Leadership Giving will create meaningful relationships through strong cultivation and stewardship practices to grow support to the National Trust. This person must be able to promote the goals of the Trust, articulate the mission and strategic priorities, and effectively present a case for support. This person will utilize traditional and innovative tactics to upgrade giving, deepen donor commitment, and expand relationships. This person will attend engagement opportunities to connect with middle donors face-to-face. The Director will have a strong aptitude for direct marketing strategy and production.

Reports To

Vice President of Annual Giving

Responsibilities

  • Develop leadership giving goals and build strategic and tactical plans for achieving these goals. This strategy will be a comprehensive plan utilizing the resources available.
  • Create reporting structure to develop, monitor, and assess KPIs for reporting to VP, Annual Giving, Executive Team and Board of Directors.
  • Work with mail, digital, and analytics agencies to create direct marketing strategy for the acquisition, upgrade, appeals, and renewals for the mid-level program.
  • Lead direct marketing strategy for mid-level segment ($1,000-$50,000).
  • Focus on effective communication and solicitation activities within specific market segments identified as having potential for the greatest growth.
  • In coordination with the Major Gift Officers (MGOs), cultivate relationships with individual middle donors with personal focus on $1,000-$10,000 to solicit and secure unrestricted annual gifts. Portfolio size in the range of 100-200 donors, with the following minimum communications expected:
    • Renewal calls (to be shared with MGOs)
    • Periodic personal email update
    • Periodic cultivation calls
    • Periodic personalized mail communications
    • Thank you calls within 10 days of receiving the gift.
    • Find new ways to surprise and delight a middle donor in accordance with our donor recognition strategy
    • Responsible for being the personal point of contact for those giving $1,000-$10,000 (or qualified to give at that level). And, specifically responsible for annual renewal and solicitation for all donors between $1,000-$50,000. MGOs will provide the point of contact for gifts from $10,000 and above for the sole purpose of acquiring new gifts and increasing gift pledges and commitments.
    • Create vision and direct strategic planning of events (including pre and post event communications) in collaboration with Events team that manages the logistics and operations of events.
    • Work with Major Gifts team on middle donor/major gifts pipeline management to properly frame renewal and upgrade asks.
    • Attend National Trust Council events and partner with MGOs on the volunteer management at events.
    • Responsible for the effective management of our volunteers associated with the mid-level program.
    • Work with the Donor Services and Major Gift teams on donor recognition and acknowledgements.
    • Work with VP of Annual Giving and Director of Development Communications to develop and execute a communications program supporting annual giving.
    • Work effectively with team to build strategies for moving donors to higher giving levels.
    • Analyze and make data-driven decisions using reports and resulting analysis.
    • Identify and encourage innovative and creative approaches for building and increasing annual fund support.
    • Supervise Annual Giving Manager who is responsible for the coordination and production of mailings, emails, and benefit fulfillment. Works with manager to make pre/post calls and/or contact with event invitees and attendees.
    • Perform periodic audit of program structure and adjust benefits and levels as needed to continue program growth.

Qualifications

  • Minimum 10 years of professional level experience in fundraising, especially with managing personal relationships with supporters and increasing donor value, and including experience with budgeting, staffing, supervising professionals and leading teams to generate high quality results.
  • At least 3 years of experience managing large, cross-functional projects and teams, preferably within a national level non-profit setting.
  • Demonstrated commitment to improvement of donor experience.
  • Demonstrated knowledge of direct mail strategy and production, digital media campaigns, and A/B testing.
  • Excellent influence and soft skills, able to bring people along collaboratively and secure commitment. Track record of building and maintaining productive relationships with multiple stakeholders.
  • Motivated to track interactions and use data management systems to support relationship growth.
  • Basic understanding of planned giving vehicles and motivations.
  • Nonprofit events experience required; especially house parties, open house events, and larger cultivation events.
  • Commitment to delighting donors through their interactions with the National Trust.
  • Effective presentation skills. Excellent writing, spelling, grammar, and proofreading skills, as well as strong verbal communication and customer service skills. Good listener who is flexible, adaptable and easy to communicate and partner with. Ability to express the Trust’s mission and fundraising objectives orally, and in writing to varied audiences.
  • Proven ability to continually develop skills related to use of rapidly changing technology and communications best practices. Above average technical skills in using the Internet as a communications and fundraising tool, as well as with CRM systems, Windows, Word, Excel, PowerPoint, GoToMeeting, and Google. Comfortable learning new software programs and using online information systems. Knowledge of e-CRM platforms like Luminate or Engaging Networks a plus.
  • Advanced project-management, team-management and client-management skills. Ability to achieve results with limited supervision. Attention to detail, and ability to coordinate multiple projects simultaneously in a fast-paced, results-oriented environment.
  • Ability to prioritize, multi-task efficiently and respond to a high volume of ongoing requests in a timely fashion.
  • Ability to adapt and be flexible in a dynamic work environment required, including working effectively with frequent interruptions and handling changing and/or unscheduled tasks with accuracy. Public contact and ability to work successfully in close proximity to others required.
  • Entrepreneurial spirit and skill set essential.
  • Demonstrated success in assisting with outreach to and engagement of culturally diverse audiences and partners preferred. Bi-lingual language skills (especially English/Spanish) a plus.
  • Regular and reliable attendance is required.
  • Bachelor’s degree (or equivalent years of experience) required. Master’s degree or equivalent experience required; CFRE preferred.
  • Some travel required.

Compensation

Salary commensurate with experience, plus great benefits, including affordable health, dental and life insurance, 5% retirement contribution, and 3+ weeks vacation, plus sick time and holidays.

How to Apply

Please email resume and cover letter to 986292-CS-1120@nthp.hrmdirect.com 

National Trust for Historic Preservation

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