Director of Gift and Estate Planning

THE SALVATION ARMY

NORTH AND CENTRAL ILLINOIS DIVISIONAL HEADQUARTERS

JOB DESCRIPTION

POSITION TITLE: Director of Gift and Estate Planning

LOCATION/DEPT: Development Department

REPORTS TO (TITLE): Senior Director of Gift and Estate Planning

FLSA CATEGORY: Exempt

STATUS TYPE: RFT

PAY GRADE: 410

PAY RANGE: 84,898-$104,000

WHO WE ARE

At The Salvation Army, we are dedicated to Doing the Most Good. We are made up of thousands of officers, soldiers, staff, volunteers, donors, and partners working together to holistically meet the physical, emotional, and spiritual needs of our most vulnerable neighbors.

JOB SUMMARY

The Director of Gift and Estate Planning is responsible for identifying, cultivating, soliciting, securing, and stewarding prospects and donors for planned gifts to The Salvation Army. Actively participate in the implementation of DHQ's philanthropic campaigns and plans, focusing on planned giving fundraising priorities and involving volunteers and other stakeholders in achieving established goals. Engage and solicit donors and friends of The Army for planned gifts.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. DHQ achieves its fundraising goals in collaboration with others within the Development Department and interdepartmentally. Collaboration is an essential trait for this role.
2. Manage a prospect portfolio of approximately 125-150 planned giving donors and prospects and manage the qualification of a select group of prospects.
3. Develop solicitation plans for new and current planned gift donors and prospects.
4. Establish relationships with assigned donors and prospects through various cultivation calls, letters and handwritten notes, with a strong emphasis on successful face-to-face meetings.
5. Complete an assigned number of significant contacts per year with donors and prospects from donor portfolio.
6. Solicit and close planned gifts in accordance with annual goals as set by supervisor in consultation with DHQ leadership and the Territorial Planned Giving Director.
7. Develop and write donor cultivation materials, proposals, acknowledgements, volunteer solicitor briefings and reports.
8. Contact and cultivate persons/households identified through marketing efforts, work with Corps and Division staff, professional advisors and other referral sources.
9. Coordinate and provide assistance in the design of strategies for cultivating and soliciting donors in coordination with senior staff, leadership and volunteers.
10. With other Development staff, identify, qualify and research new planned gift prospects.
11. Collaborate with the Senior Director of Gift and Estate Planning, the major gift staff, and other development staff as appropriate to develop and execute effectively to achieve goals and alignment with Development initiatives.
12. Assist in the organization of occasional events and small donor meetings for cultivation and stewardship purposes.
13. Adhere to and update progress on assigned budgets, goals and required activities standards.
14. Responsible for submitting required statistics, reports and budget information to the Senior Director of Gift and Estate Planning as requested, including updating interactions in Salesforce system as required.
15. Develops a documented plan to achieve endowment and planned gift goals from assigned portfolio.

OTHER DUTIES

This job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

MINIMUM KNOWLEDGE, SKILLS, AND ABILITIES

Education Two or more years of experience in major gift fundraising or relevant customer service/client interaction experience. Bachelor's Degree required.

Experience:

• 5 years' experience in fund raising or sales-related role to include personal solicitation, financial and insurance sales, estate and financial planning or related areas and familiarity with fundraising practices.
• Advance degree in a related field such as law or finance non-profit management
• Proven committee/board experience is preferred.
• Certification with CFP or CAP is a plus.
• Must complete Safe from Harm training within the first 90 days.
• Valid Driver's license/MVR clearance.

Skills/Abilities:

• Experience in managing a portfolio of high-net-worth donors/customers.
• Knowledge of donor tracking experience is a plus.
• Effective interpersonal, written and oral communication skills, be trustworthy, especially in confidential matters and be well organized and efficient.
• Must be comfortable working with donors.
• Successful fundraising/sales record of accomplishment with major and/or planned gift donors or high net worth customers.
• Ability to work in a complex non-profit organization with multiple departments, programs and fund-raising priorities.
• Ability to work well with people in a dynamic environment; high energy, focus and collaborative spirit.
• Self-directed and proactive.
• Familiar with issues of fundraising, sales, customer service, client interactions, and general professional and workplace ethics.
• Detail oriented with a strong focus on quality and accuracy.
• Be able to demonstrate mature judgment, initiative and the ability to make independent and effective decisions without close supervision.

JOB LIMITATIONS

This individual will only commit Army resources that have been allocated or approved.

This individual will keep the Senior Director of Gift and Estate Planning informed on all critical issues relating to their area of responsibility.

This individual will adhere to all policies and procedures in carrying out the responsibilities of this position.

PHYSICAL DEMANDS/WORK ENVIRONMENT

• This position is required to do moderate physical work and must be to lift 50 pounds.
• To successfully perform the essential functions of this position, the employee is regularly required to use standard office equipment and a PC.
• The work environment for this position includes an office environment with a low noise level.
• Must be able to drive, sit for long periods and walk stairs.
• Maintain positive work atmosphere by behaving and communicating in a manner that fosters and maintains positive relationships with co-workers and supervisors. This would include but not be limited to such actions: resolution of conflicts in a positive manner; courteous treatment of staff, clients and visitors; respect for others' property and person, professional and appropriate communication to and about co-workers, supervisors and subordinates. Support the Mission of The Salvation Army by treating every donor, contact and colleague with respect and dignity, and without discrimination of any kind.

COMPETENCIES

• Maintain positive work atmosphere by behaving and communicating in a manner that fosters and maintains positive relationships with co-workers and supervisors.
• Resolve conflicts in a positive manner.
• Treat staff, clients, and visitors with courtesy.
• Respect others' property and person.
• Use professional and appropriate communication to and about co-workers, supervisors and subordinates.
• Support the Mission of The Salvation Army by treating every donor, contact and colleague with respect and dignity, and without discrimination of any kind.

REPORTING RELATIONSHIPS

This position reports to the Senior Director of Gift and Estate Planning.

Work directly, collaborate and interact with other fundraisers, senior staff and volunteer leadership.

In contacts related to this position's duties, this individual acts as a representative of The Salvation Army and its mission.

PERFORMANCE MEASUREMENTS

This individual will be evaluated on how effectively the outcomes of this position are achieved. Timeliness and accuracy in accomplishing assigned goals will be reviewed and an evaluation of how effectively service is provided will include:

• Manage a balanced portfolio of Major and Planned Gift donors with target prospects being determined and evaluated on a regular basis.
• Establish and steward strong relationships with donors, producing new and sustained planned and major gifts.