Senior Director, Development - Lerner College of Business & Economics

PAY GRADE: 33S

CONTEXT OF JOB:

The Senior Director of Development is responsible for major gift fundraising for the assigned College/unit (Lerner), including identification, qualification, cultivation, solicitation, and stewardship of major and principal gift donors for the college. The Senior Director will also manage a team of frontline fundraisers, inspiring cross-functional teamwork, and collaboration to drive achievement and close gifts. Serving as the primary development liaison to the assigned College/unit, the Senior Director partners with development colleagues and University-wide administrative and academic partners involved in business curricular and co-curricular programs. The emphasis of the position is the solicitation of gifts of $100,000 or more from individuals.

The Senior Director reports to the Associate Vice President of Development and works closely with assigned College leadership, faculty, and staff.

MAJOR RESPONSIBILITIES:

Fundraising (65%):

• Work closely with the Dean or Director of the assigned College/unit to lead the development and execution of an overall fundraising strategy, establish fundraising priorities, and set fundraising goals.

• Manage a portfolio of 50 to 75 qualified major and principal giving prospects qualified through capacity, inclination, and timing to make a significant gift of $100,000 or more.

• Successfully conduct all stages of the major gift process, which includes the qualification, cultivation, solicitation, and stewardship of identified prospects in the assigned College/unit or in support of University-identified priorities.

• Provide donors and prospects with an exceptional experience moving them to gift closure through thoughtful and meaningful communication and engagement.

• Lead the development and execution of solicitation plans for all assigned prospects that identify key steps toward moving prospects to a successful solicitation within three years. Acquire extensive knowledge of College and University programs and projects to develop and implement donor cultivation and solicitation strategies effectively and efficiently.

• Expertly develop draft proposals and agreements for named initiatives and recognition opportunities for donors.

• Demonstrate leadership by following and executing all stated processes and procedures. Recommend process/procedural improvements as needed.

College/Unit Partner (20%):

• Serve as the primary DAR contact and work closely with the assigned college/unit Dean, Department Chairs, faculty, and staff on the development of fundraising strategies and donor engagement activities.

• Lead the coordination and scheduling of DAR and College/unit monthly fundraising meetings.

• Serve as the lead subject matter expert for gift officers who are working with prospects in assigned college/unit.

• Take the lead by working collaboratively with development colleagues who manage College-based donors and prospects with philanthropic interests.

• Assist as needed in the coordination of stewardship reports and activities for prospects with appropriate members of the administration and faculty of the assigned College/unit.

• Prepares various financial, statistical, and analytical reports for management and departmental use.

Management (15%):

• Effectively manage a team of direct reports and support their success by setting clear direction, priorities, and goals, providing performance feedback, and conducting formal appraisals.

• Foster a culture of collaboration, teamwork, and achievement amongst staff to achieve overarching DAR goals and metrics.

• Lead by example by modeling best practices, inspiring, coaching, and guiding the team on expectations, policies, and functions.

Collegiality

• Serve as a role model and contribute to strengthening DAR’s culture by demonstrating the desired behaviors of partnering effectively with colleagues within DAR to foster a cross-functional team approach to achieve the goals of the assigned College/unit and the University overall.

• Perform other duties as assigned.

QUALIFICATIONS:

• Bachelor's degree and minimum of seven years of relevant experience (development, sales, customer relations, etc.), or equivalent combination of education and experience.

• Proven ability to solicit and close philanthropic gifts on the six-figure level, or equivalent experience in a related field such as sales.

• Previous successful experience managing and motivating a frontline fundraising team.

• Experience working collaboratively to develop and execute strategic initiatives and fundraising goals.

• Strong organizational and planning skills with the ability to initiate, collaborate, implement, monitor, evaluate, and advance strategic plans that support the activities of the program and contribute to the overall goals and objectives of Advancement and the fundraising enterprise.

• Superior interpersonal skills. Ability to successfully interact and collaborate with varied constituencies in a professional manner, exhibiting excellent written and oral communication skills, team-building skills, and demonstrating tact, poise, and diplomacy while working with a wide variety of personalities.

• Ability and comfort in meeting and interacting with individuals of considerable social status and affluence.