Director of Prospect Development

Title : DIRECTOR OF PROSPECT DEVELOPMENT

Employee Classification : AP - Administrative Professional

Pay Grade : AP 06 (Commensurate experience may change the salary that is offered)

Division : Advancement

Subdivision : VP Advancement

Department : EMU Foundation and Advancement

Campus Location : Main Campus

General Summary:

The Director of Prospect Development provides strategic leadership for the University's prospect development program, encompassing prospect research, portfolio and pipeline management, prospect strategy, and advancement data analytics. Partnering with Advancement leadership, frontline fundraisers, and the President, the Director identifies and evaluates high-capacity prospects, optimizes donor portfolios, conducts confidential due diligence, and advances key institutional and volunteer pipelines.

Principal Duties and Responsibilities
Prospect Research and Strategy
Lead proactive prospect identification and research aligned with University and campaign priorities.
Analyze philanthropic capacity, engagement, and giving potential using wealth screening, data mining, and relationship mapping.
Prepare actionable research briefings, profiles, and relationship intelligence for executive leadership and frontline fundraisers.
Perform confidential due diligence on major donors, executive prospects, board candidates, and award nominees.

Portfolio and Pipeline Management
Oversee the prospect management program, collaborating with fundraisers to optimize active portfolios and pipelines.
Facilitate regular portfolio reviews and strategy sessions to drive prospect movement across the fundraising cycle.
Identify portfolio gaps, recommend strategic assignments/reassignments, and maintain data integrity within the CRM.
Manage portfolio and fundraiser performance metrics, including maintaining and analyzing underlying data, calculating scores, facilitating fundraiser understanding and use of metrics, and reporting metrics to leadership.

Executive, Organizational, and Leadership Strategy
Serve as primary prospect strategist for principal-level prospects and manage the President's prospect portfolio.
Develop candidate pipelines for the Foundation Board of Trustees, Alumni Association Board, and other university committees.
Collaborate with the Advancement Leadership Team on high-priority philanthropic initiatives.
Maintain prospect development resources and training materials for Advancement staff.
Alongside the AVP, develop projections for major and principal giving using data and insights from the CRM.

Data, Systems, and Professional Responsibilities
Serve as functional lead for prospect management data, partnering with Advancement Services to enhance reporting, tech tools, and workflows.
Ensure strict confidentiality and adherence to ethical standards (e.g., APRA guidelines) in handling sensitive data.
Participate in staff recruitment, team retreats, professional development, and cross-campus fundraising efforts.
Stay up-to-date on prospect research and management tactics and strategies through self-directed professional reading, professional contacts, professional development courses, and training.

Minimum Qualifications
Education: Bachelor's degree from an accredited institution.
Experience: 3-5+ years of progressive professional experience in prospect research, prospect management, advancement services, fundraising, or analytics.
Core Competencies: Strong analytical, research, and communication skills; ability to translate complex data into strategy; sound judgment with confidential information; commitment to working effectively with diverse populations.

Preferred Qualifications
5-7+ years of relevant experience (preferably in higher education or a complex nonprofit).
Proven experience supporting major/principal gift fundraising and advising senior executives.
Hands-on experience with wealth screening tools (e.g., iWave, Windfall) and advancement CRMs (e.g., Blackbaud Raiser's Edge).
Professional involvement or training through APRA.

Special Instructions
EMU is an Equal Opportunity/Affirmative Action Employer and Educator that is strongly committed to achieving excellence through cultural diversity. The University actively encourages applications from women, persons of color, and applicants with disabilities, veterans, and members of other underrepresented groups.

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