Job Title               Director of Philanthropy

Reporting To:      Chief Development Officer

Department:        Donor Engagement

FLSA:                  Exempt

Core Values: Passion Dive in – Create enthusiasm and inspire others.

                     Authentic Be Real – Keep it honest and set the example.

                     Collaboration Live United Work together and mobilize for change.

                     Empowerment Own it – Be courageous and make it happen.

Overall Purpose of this Role: Responsible for identifying, cultivating, and expanding significant individual donor relationships across the HFUW’s portfolio.  Ensures the development and execution of comprehensive relationship management strategies and the achievement of assigned growth, retention, participation, and revenue goals for the individuals within assigned portfolio of Leadership Gifts of $1,000 and up and managing the Planned Giving, and Major Gifts efforts including the Alexis de Tocqueville (ADT) Society, and other activities of Heart of Florida United Way.

Key Accountabilities:

·        Work with the Chief Development Officer, HFUW President/CEO, COO and volunteers to renew existing gifts and solicit new donations.

·        Oversee and assist in the development and achievement of annual/multi-year goals.

·        Identify the philanthropic goals and objectives of each individual and prospect, establishing oneself as a primary resource and contact in their relationship with the United Way.

·        Develop year-round cultivation, recruitment and recognition program for current Leadership Gift contributors.

·        Collaborate with Marketing & Communications, Community Impact, Finance and Volunteer Resource Center to tailor strategies for the individuals and prospects within assigned portfolio.

·        Collaborate and coordinate with Workplace Campaign’s CEM as needed for the annual campaign for companies affiliated with the individual donors and prospects within assigned portfolio. 

·        Engage community leaders to develop a peer solicitation strategy to increase leadership and major gifts which support the mission of Heart of Florida United Way.

·        Research and document all activities with primary focus on Leadership Gift givers and philanthropic givers in Central Florida.

·        Identify “new” donors and develop methods of cultivation, solicitation and communication on a year-to-year basis.

·        Oversee prospect list development and maintenance, including developing and maintaining a comprehensive database and expanding targeted lists

·        Develop, implement and manage program of deferred/planned giving supporting United Way.

·        Coordinate with and provide input to cross-functional HFUW team with regard to the Retiree Initiative work.

·        Recruit and provide leadership to a volunteer driven ADT Society in collaboration with the Chief Development Officer and HFUW President/CEO.

·        Ensure the Customer Relationship Management (CRM) database and process for the individuals and prospects within assigned portfolio is managed, analyzing data and reports for opportunity and risk identification.  Tracks and evaluates effectiveness of strategies, campaigns, and overall results.

·        Ensure proper tracking and maintenance of the Leadership Gifts and program participants and actively to ensure growth at this level of support and increase current donor gifts.

·        Work with Marketing and Communications to manage the direct mail revenue line and list of individual donors.

·        Work with Marketing and Communications to ensure proper inclusion in communication pieces (i.e. direct response mailings, newsletters, newspaper ads, and directories), design work of Leadership Giving pieces, and general inclusion in Leadership events and activities.

·        Provide insight into the planning and execution of special events, participating in key events with donors, prospects, and the United Way and the communities and agencies supported.

·        Perform other duties as assigned.

 

Functional Competencies/ Accountabilities:

Attributes & Behaviors:

·        Generates Revenue Through Appropriate Asks: Identifies new ways to drive and generate revenue; Identifies strategies and opportunities to best engage donors; Proactively identifies and qualifies individuals and groups to give to/support United Way; Asks for money and closes the deal.

 

·        Is Ambitious and Focused on Winning: Sets ambitious yet realistic goals; Persists when facing obstacles and comes back with a new approach and strategy to succeed; Conveys energy and passion about United Way’s work and mission; Is self-directed; Holds oneself accountable.

 

·        Manages Prospects: Gathers and uses data that supports requests for donations and other types of support; Connects donors’ and prospects’ interests directly to United Way’s work; Creates a strong case for support and successfully “sells” the idea, program, or funding opportunity to donor and/or supporter; Inspires commitment and support for United Way.

 

·        Persuades and Influences Donors: Listens to the needs, interests and passions of the donor with an eye towards connecting them with United Way community work; Expresses empathy and consideration for donor/partner needs; Identifies, engages with, adapts to and influences various types of people and organizations; Promotes an idea or vision effectively.

 

·        Uses Digital Technology: Manages and tracks digital campaigns including email campaigns, social media and digital advertising initiatives and analytics for United Way and partners; Understands and influences how digital technology and tools impact fundraising; Works with CI, MKTG/COMM, and others inside and outside the organization to create incredible user experiences and journeys to help United Way acquire, engage and retain supporters via social media.

 

·        Creates Win-Win Relationships: Understands United Way and donor objectives and where they intersect; Identifies tangible outcomes that benefit both parties; Identifies strategies and opportunities to build trust; Engages with donors year-round, not just during campaign season, to nurture and enhance relationships.

 

·        Builds Donor Loyalty and Retention: Develops and executes year-round engagement and retention plans for donor segments; Builds donor loyalty through personalized engagement, increasing average gift, and increasing involvement in giving, advocating, and volunteering with United Way.

 

·        Maximizes Lifetime Donor Value: Recognizes the ultimate goal of all relationship-building is to maximize Donor Lifetime Value—the cumulative contributions of the donor (financial, engagement, influence) over the course of their lives; Promotes a culture focused on helping every donor maximize their lifetime donor value and impact to the community through United Way; Avoids short-term “wins” if it jeopardizes the long-term relationship with the donor.

 

·        Is Culturally Astute: Is aware of different demographic and cultural groups; Realizes that cultural differences and similarities exist, without judging or assigning values to those cultural differences; Displays cultural knowledge and sensitivities and applies that knowledge to fundraising efforts; Builds relationships across different demographic groups in the community.

 

·        Is Visible with Donors and Community Leaders: Continuously builds and expands the network of donors; Is visible and known in the community; Recognizes and pursues new opportunities and engages key leaders in the organization to create and support plans.

 

·        Engages Donor Segments Appropriately: Understands differences between types of donors (e.g., HNWI, workplace donors, corporations, foundations, government entities, etc.) and specific strategies needed to reach each segment; Behaves appropriately, effectively, and in alignment with donor type and donor needs.

 

·        Exhibits Business Acumen: Identifies, anticipates and adapts to changing market trends and business needs; Understands challenges and opportunities in the business environment; Has solid understanding of United Way products and services.

 

·        Focuses on Continuous Improvement: Stays current in the technical aspects of their field (e.g., tax law, employee engagement); Attempts to apply latest information on trends and best practices to continuously improve the work; Encourages and supports new ideas and new ways of doing things.

 

·        Takes Calculated Risks: Recognizes and acts on opportunities; Establishes criteria for taking risk; Challenges status quo when appropriate; Knows when to cut losses and change course.

 

·        Stewards Donors: Recognizes the power of effective stewardship (thanking donors, informing them about the impact of their gift, keeping them apprised of progress on the community work it is intended to address and deepening the relationship) and develops and implements plans to steward donors of all giving levels.

 

·        Takes Initiative: Recognizes and capitalizes on emerging opportunities; Recommends new ways of doing business; Meets donor needs in new ways; Stays current and anticipates market trends and technology that improve knowledge, communications and interactions.

 

·        Assesses and Conveys Donor Interests for Product Development: Understands donors’ interests and aligns them to existing organization mission and products; Informs and guides conversations with CI to develop products and investment opportunities; Works with Marketing to inform collateral materials, strategies for promoting, and reporting on products/investment opportunities.

 

·        Manages Data, Analytics, and Research: Manages donor data efficiently and accurately such as inputting donor visit notes, updating annual donor roster names and contact information, resolving conflicting data and information, producing ongoing donor and prospect research, recording donor communications as well as contact, biographic and preference information in donor database; Identifies and researches lapsed and potentially-lapsing donors and works to re-engage these donors.

 

·        Develops a Plan: Using community and donor data, creates plan(s) for identifying prospective donors and creating and positioning products.

 

·        Builds Donor Desire: Using donor data, identifies the best way to contact prospective donors; Uses donor interests, needs, and values to engage them so that they have a strong desire to work with United Way; Creates donor options, using specific donor information, for giving, advocating, and/or volunteering for the United Way; Creates a strong case for support and successfully “sells” the idea, program, funding opportunity to donor and/or supporter; Is a great negotiator and uses persuasive techniques to mobilize and engage people to support the United Way.

 

·        Presents to the Donor: Creates and presents written or verbal information about donor options in a professional and compelling way; Leads and navigates discussions that result in mutual satisfaction and benefit; Addresses donor questions and objectives; gains donor commitment in a timely manner.

 

·        Collaborates with Community Impact: Engages CI in donor engagement and fundraising by learning details of current community impact solutions; Shares information with CI about donor needs and interests to improve existing products and create new ones; Encourages and supports CI interactions with donors for expertise, influence, and ongoing product development.

 

·        Collaborates with Donor Engagement: Understands the value and impact of donor engagement solutions (e.g., volunteerism) on donor retention and loyalty; Communicates and advocates for donor engagement solutions; Considers and addresses donor engagement strategies in decision-making and actions.

 

·        Collaborates with Communications: Connects with communications to share how the donor would like to be recognized; Develops a strategy to build donor reputation in front of the appropriate audience(s).

 

·        Manages and Grows the Donor Relationship: Delivers on donor expectations; Does what it takes to satisfy the donor; Maintains donor relationship after the donation process is completed; Continuously looks for new needs and opportunities for that donor and their community.

 

EDUCATION AND EXPERIENCE:

·        Associate’s degree or equivalent combination of education and experience are required.  Bachelor’s degree preferred. 

·        Eight or more years’ professional work experience, with five or more years’ previous experience in a fundraising, development, sales, communication and/or public relations capacity required.  Thorough working knowledge of relationship-based fund raising procedures and philosophies.

 

·        Extensive knowledge of Leadership gifts fundraising, planned giving and financial and estate planning required.

·        Knowledge of community, ability to network with donors, corporate leaders and other development professionals.

·        Advanced computer skills, including experience with Microsoft office products (specifically Outlook, Word, Excel, PowerPoint), required.

·        Experience and disciplined use of a CRM system; preferably Andar or Salesforce

·        Ability to solicit and work with diverse net worth individuals.

·        Proven sales, research and management skills required.

·        Excellent presentation/training skills.

·        Excellent written/verbal/listening skills.

·        Ability to work with volunteer development and provide proven management skills.

·        Interpersonal skills needed to perceive and react sensitively to the needs and interests of potential donors.

·        Ability to inspire confidence in United Way volunteer leadership, staff, professional advisors and potential donors.

 

 

 

PHYSICAL DEMANDS:

Physical demands include sitting or standing for extended periods of time, bending, occasional lifting of items weighing up to approximately 30 pounds, regularly moving throughout the building between floors, traveling to outside meetings, regular use of standard office equipment such as the telephone, copier, fax and computer.  Demands also involve protracted concentration.  Reliable transportation and valid driver’s license required as this position will travel throughout the Central Florida area. Job involves frequent and routinely intense public contact.

 

EMPLOYER’S RIGHTS:

The information on this description has been designed to indicate the general nature and level of work performed by employees within this classification; is not intended to be an all-inclusive list of duties.  You may be required to perform other duties as assigned by your supervisor or management.  You will be evaluated in part based on your performance of the tasks listed in this job description.  Employees moving into this position work on a ninety (90) day introductory basis after assuming these responsibilities.

The employer has the right to revise this job description at any time.  The job description is not a contract for employment and either you or the employer may terminate at any time for any reason.