Associate Director, Principal Gifts
Reporting to the Executive Director, Principal Gifts, the Associate Director, Principal Gifts works closely with Office of Advancement partners, university leadership and the Donor Engagement Officer, Principal Gifts to implement a program that supports Advancement and university strategic goals by maximizing the engagement and philanthropic potential of principal gift prospects through gifts of $5 million or more. Key responsibilities include the management of a portfolio of 25-30 principal gift prospects and donors, and managing projects that advance the engagement, cultivation and stewardship of principal gift donors and prospects. Working in conjunction with the Executive Director as well as with university and Advancement leaders, the incumbent provides strategic guidance and support for the development of top university principal gift solicitations, ensuring alignment with the university’s strategic plans and philanthropic priorities. The Associate Director is a strategic manager for principal donor stewardship and gift fulfilment plans, projects and deliverables across the advancement enterprise.
This position may require travel within and outside Canada. Work on evenings and weekends is also often required according to program or area needs.
KEY DUTIES AND RESPONSIBILITIES:
• In consultation with the Executive Director, manages principal gift programs, projects and special initiatives to result in the highest level of philanthropic support from donors.
• Nurtures and develops sustainable long-term relationships that will result in the highest level of philanthropic support for the university.
• Provides principal gift expertise, guidance and training to all levels of university administrators, faculty and staff involved in the various activities associated with principal gift development, including providing high level commentary on strategies and briefing documents.
• Identifies, evaluates, cultivates, solicits, stewards and ultimately manages a portfolio of sophisticated and high capacity donors and prospects, with a primary focus on securing principal gifts of $5 million.
• Develops and maintains an in-depth knowledge of university activities, funding priorities and philanthropic investment opportunities. Applies this knowledge in matching the interests of prospective donors with the strategic investment opportunities of the university.
• Works in conjunction with the Executive Director to develop principal gift solicitation strategies, gift opportunities, and executes plans as required to meet objectives. Develops and executes multi-year prospect plans and strategies with precise deadlines.
• Collaborates with the Vice-Principal, Associate Vice-Principal, Executive Directors, and Deans to develop sophisticated gift requests that would include both deferred and current gift considerations.
• Develops and maintains principal gift fulfilment plans in conjunction with the Executive Director, Donor Engagement Officer, and colleagues in the Office of Advancement, and faculties/benefiting units.
• Motivates, organizes, communicates with and gains commitment from a broad range of influential volunteers and university senior administrators and academic leaders who will participate in complex principal donor relationships.
• Manages the development and implementation of a timely and appropriate principal donor stewardship program including overseeing systems to coordinate plan elements with university leadership, donor relations and faculty partners, working with the Executive Director and Donor Engagement Officer. Prepares program assessments and recommendations in alignment with advancement strategic objectives.
• Develops measurements for timely evaluation of program performance and forecasting. Analyzes data, tracks activity and prepares reports, including up-to-date prospect pipeline and active proposal evaluations required to formulate, execute, evaluate and benchmark strategic and priority-driven plans. Analyzes data and prepares written materials including case statements, tailored proposals, correspondence, briefing notes, progress reports, gift agreements, stewardship reports, accountability reports on behalf of university leaders. Ensures all necessary constituents are involved in key efforts focused on specific prospects.
• Reviews progress against goals and prospect strategy development on a regular basis with the Executive Director and other Development staff. In consideration of progress to date, takes a lead role in identifying and implementing further opportunities and strategies that may have arisen to meet goals.
• Understands the emerging trends of principal giving; analyzes, executes and benchmarks market research in order to build strong expertise in the attitudes, perceptions and behaviours of prospective donors that can be leveraged to encourage them to support the university through volunteer and financial contributions.
• Actively engages other staff members in the Office of Advancement to coordinate supporting activities and expertise related to the management of Principal Gift prospects and stays abreast of any relevant developments and/or legislation that may assist in maximizing philanthropic revenue.
• Promotes a culture of inclusion that embodies Advancement values, with a commitment to the university’s equity, diversity, accessibility, and inclusion initiatives designed to foster an inclusive, supportive, and welcoming work environment for individuals with diverse backgrounds and identities.
• Reviews assignments and provides feedback on work to employees. Provides input on work performance to the Executive Director, Principal Gifts.
• Provides orientation and on-the-job training to employees in the unit. Provides coaching and feedback on work quality issues, providing related day-to-day supervision. Escalates unresolved performance and/or disciplinary matters to the Executive Director, Principal Gifts.
• Represents the interests of Principal Gifts, serving on committees, working groups and task forces as required with respect to Principal Gift fundraising strategies, to enhance the image, increase visibility, and ensure understanding and adoption of university Advancement policies and procedures.
• Undertakes other duties as assigned in support of the unit or department.
REQUIRED QUALIFICATIONS:
• University degree.
• Minimum five years of proven fundraising experience in fundraising, with a focus on principal and major giving, preferably in a university setting.
• Demonstrated success in the identification, evaluation, cultivation, stewardship and direct personal solicitation of major gifts, preferably at the $1 M + level.
• Demonstrated knowledge of diverse giving vehicles, as well as a demonstrated understanding of family wealth management and integrated gift strategies.
• Proven successful experience in program development and analysis. Proven skill in organizing, motivating and directing staff and volunteers to achieve shared priorities.
• Proven track record in successfully developing strategic fundraising plans, project planning and implementation, and meeting the objectives of these plans.
• Valid ‘G’ class driver’s license (or equivalent) preferred and passport with no travel restrictions is required.
• Satisfactory Criminal Record and Judicial Matters Check required.
• Knowledge of the Canadian philanthropic and university environment including the challenges faced by post-secondary institutions.
• Consideration may be given to an equivalent combination of education and experience.
SPECIAL SKILLS:
• Demonstrated commitment to fostering a diverse and inclusive work environment where there is mutual respect and collaboration across all teams.
• Strong customer service orientation with a demonstrated passion for the university and its people.
• Recognized leader at managing long-term and productive relationships with donors, volunteers, colleagues and organizational administrators.
• Ability to provide principal gifts leadership to many individuals with diverse roles in advancing principal donor relationships and projects; skills in diplomacy and negotiation are required to communicate and reconcile diverse perspectives and interests.
• Ability to effectively work across multiple departments and portfolios within the university.
• Adept at matching the interests of the donor with the strategic needs of the institution.
• Ability to make difficult and complex decisions with tact, maturity, good judgement and acute sensitivity to the political environment and to the reputation of the Office of Advancement and the university.
• Ability to think and act strategically, creatively and dynamically in a high pressure work environment.
• Motivated by the opportunity to communicate the excitement that a transformational gift can create at an institution such as Queen’s.
• Exemplary written and oral communication skills to gather information and deliver key messages in a strategic, concise, creative and persuasive manner.
• Proficient research, analytical and computer skills to interpret information from a wide variety of sources; select appropriate methods of analysis, monitor emerging trends and issues, and disseminate information to support strategy and implementation.
• Excellent time management, project management and organizational skills, with the ability to juggle conflicting priorities flawlessly, while working within tight timeframes and a demanding workload.
DECISION MAKING:
• Makes decisions affecting the policies and procedures for the department. Decides on the best strategic plan for future relations with donors and other constituencies.
• Determines when it is appropriate to involve university administrators (including the Chancellor, Principal, Vice-Principals, Deans and academic leaders), top university volunteers (including members of the Board of Trustees, and Advisory Boards) and Office of Advancement staff in fundraising cultivation, solicitation, or stewardship strategies and to resolve disputes.
• Develops and determines innovative cultivation, solicitation and stewardship strategies to manage high value and complex donor relationships in order to maximize their engagement with the university.
• Assess issues/priorities and provide expert guidance to senior administrators, staff and volunteers on a variety of areas relating to the Office of Advancement and principal giving.
• Assesses interests and needs of prospective donors and matches them to the strategic needs of the university.
• Develops and implements annual and multi-year plans and strategies to meet established fundraising targets and maximize philanthropic revenue to the university.
• Determines and implements necessary strategies to measure and benchmark the effectiveness of initiatives.
• Determines most effective means to convey technical information to a variety of audiences.
• Determines priorities and makes decisions about staff utilization and the assignment of work to achieve optimum efficiencies and productivity.
• Monitors and assesses output and the quality of employees’ work and recommends need for formal training or development plans to management and identifies possible staff performance and/or disciplinary issues.
• Identifies and determines strategies to attract and motivate appropriate influential volunteers and senior university administrators and academic leaders.
• Anticipates, analyzes and solves problems and implements solutions.