Director, Individual Giving (Remote)Be the reason a child thriveswww.All4kids.OrgWe’re looking forward to you joining Children’s Bureau because we see the value in everyone.
If you love making a positive impact in people’s lives, then Children’s Bureau is the right family for you!Diversity is a core value at Children’s Bureau.
We are passionate about building and sustaining an inclusive and equitable working and learning environment for all staff, and people leaders.
We believe every member on our team enriches our diversity by exposing us to a broad range of ways to understand and engage with the world, identify challenges, and to discover, design and deliver solutions.Our community commitment: Ourmission is protecting vulnerable children through prevention, treatment, and advocacyOur vision is seeing children thrive in strong families and communitiesYour wellness matters: To stay healthy, we have wellness programs designed to prioritize employee health and overall wellness, as well as drive engagement, compassion, and connectedness throughout the agency.
We are a trauma informed organization that is leading the charge in creating trauma informed resilience-oriented communities
· Robust total rewards package that includes medical, vision, dental, 401(k), life insurance and Flexible Spending Account
· 12 paid holidays per year and generous paid time off policy that allows for work life balance
· *This role is eligible for Public Service Loan Forgiveness (PSLF)
· To prevent the spread of Covid-19 we are working 100% remote based on client’s needs.
· Our staff is up to 97% fully vaccinated so these roles require to be fully vaccinatedCommitment to your professional development:
· We are proud to announce that Children’s Bureau is an award winner for 2021 in the Association for Talent Development’s (ATD) BEST Award for our internal learning platform, Children’s Bureau University.
The agency is among 71 organizations from around the globe and the single non-profit organization to receive the award this yearLearn more about your job: The Director of Individual Giving will be charged with working with the CDO to significantly expand the base of individual donor support in Los Angeles and Orange County.
The incumbent will effectively network across political, corporate, foundation, business and non-profit circles to promote philanthropic awareness and a case for support.
In addition to managing their own portfolio of major donors in the new Partners in Hope Program, the DIG will supervise an Associate Director of MidLevel Giving who is responsible for the Children’s Circle and a Manager of Planned Giving.
With the CDO, the DIG will raise over $1 MM in annual giving with the intent of reaching $2 MM over the next three years.The incumbent will work closely with the Chief Development Officer, CEO, trustees, and other department solicitors to develop and execute appropriate giving strategies.
Additionally, the DIG will indirectly manage a Stewardship Relations Manager.ESSENTIAL DUTIES 1.
REVENUE GENERATING PORTFOLIO MANAGEMENT (60%) The DIG serves as a primary donor relationship manager monitoring a portfolio of ~175 individuals and small businesses/service groups, who have the ability to make gifts in the Partners In Hope program level of $10,000 to $24,999.
Duties also include:
· Achieve an annual revenue goal of $600,000 for FY 22-23 increasing to $800,000 in FY 23; Revenue goals and portfolio size are subject to change.)
· Procure fund development for these purposes:o Strategic funding initiatives as defined by the CEO, BODs, and CDOo Annual unrestricted operations supporto Major projects, including new programs and collaborative ventureso Capital campaigns, including expansion, remodeling, and new equipmento Endowment Funds, including innovation, new endowments, and bequestso Legacy Programo Special Event Sponsorships
· Adhere to a proactive and performance-driven fundraising role that is managed by fundraising metrics and Key Performance Indicators (KPIs), and specifically:Partners in Hopeo Retain 33% of donors at their existing giving level, move 33% of donors to higher giving levels, and use outreach efforts and datamining to bring new donors to CB and upgrade.o Meet with Partners in Hope principal and supporting donors twice annually for gift solicitation and stewardship.
Conduct 60-80 annual gift solicitations, in-person or digitally, averaging 6-7 monthly appointments.
Ask amounts should be in specific gift ranges.
Conduct 60-80 stewardship interactions.
Stewardship meetings with current donors should average 6-7 monthly appointments.
Actively organize and participate in peer-to-peer prospecting and fundraising by volunteers and contacts.o Secure 100-150 new donors and donor upgrades annually.
Set 8-10 monthly prospecting appointments.
Prospect for new donors using internal leads from peer-to-peer fundraising efforts and relationship-building as well as actively engaging with suspects and prospects in the community.o Strategize with CDO, Major Gift/Development Committee, Trustees, and Development team members to positively cultivate and steward donors and prospects and create proposals.o Prepare and present 100 gift proposals annually, developing proposal strategy and content with DIG, volunteers, and development team members.o Close 60% of gift opportunities, resulting in $600,000 in cash and pledge agreements that will be booked by the end of the fiscal yearo Present presentations to the public and competently field questions about CB in order to secure corporate matched giving, individual gifts, and gifts from groups.
· Track portfolio activity in the database and use the database to manage donor and prospect activity.
· Demonstrate 50 annual quantifiable moves from one stage to the next using the CB MG Principles and Practices.
Moves include the following stages: 1) Qualification; 2) Cultivation 1; 3) Cultivation 2; 4) Ready to Solicit; 5) Solicitation; and, 6) Stewardship.o Discuss changes in the portfolio at the Solicitors Meeting or with the DIG (reassignment, unassignment, or assignment) and submit these changes to the Operations staff.
· Measure performance using Key Performance Indicators (KPIs).
By segment managed: Gifts secured, Donor Growth Rate, Donation Growth Rate, Donor Retention, Average Gift Amount, New Donors, and Percentage of Upgrades and Downgrades.
· Manage expenses to positively impact Total Cost to Raise a Dollar (TCRD) and Return on Investment (ROI) fundraising and stewardship activity.
· Use a personal automobile to travel 40% locally (Greater Los Angeles and Orange County) to attend meetings2.
REVENUE GENERATING PORTFOLIO AND STAFF SUPERVISION (20%): Actively monitor the performance of the Director of Mid-Level Giving and the Planned Giving Officer paying close attention to the achievement of their budget share and reporting.
· Monitor opportunities for moves management between all portfolios including the CEO/CDO portfolio and guide the Solicitors Meeting under the direction of the CDO.
· Work with the Director of Operations to ensure that stewardship and special events are well-executed to achieve revenue and engagement goals.
· Direct staff to support liaison activities and volunteer solicitor list and lead management for the Partners in Hope Committee and Children’s Circle.
· Manage HR activities for supervised staff and contribute to reviews for indirectly supervised staff as required by CB HR department.3.
INTERNAL MEETINGS, REPORTING, AND DONOR CORRESPONDENCE (15%): The DIG will create and contribute to portfolio activity reports and departmental reports, communicating results to the CDO, Executive Leadership Team, Trustee Chairs, and Children’s Circle Committee as directed.
· Monitor all portfolio contacts to ensure positive and purposeful prospect and donor relations.
Keep prospects informed, interested, and involved.
Generate thank you notes to donors within 48-hours of receipt of their gift.
Additionally, develop thoughtful, creative ways to recognize and thank Supporting Partners.
Develop individualized cultivation plans for all donors in portfolio.
· Create and present reports to the Board, funders, and other groups as appropriate.
Preparing talking points for board members, CEO, CDO, and speakers.
· Attend CB and Development Department events as directed, inviting donors and identifying prospects and potential guests.
(Some events and activities may occur on evenings and weekends.)
· Provide timely and accurate portfolio activity reports to the DIG, contribute meaningful moves management ideas to the Development Team’s Solicitor meeting, and attend other meetings as directed.
· Complete and annual self-evaluation/performance review, as well as regular individual supervisor check-ins, providing honest feedback on achievements and challenges.
· Take note of and share with appropriate staff, donor resources, in-kind giving capabilities, and connections to organizations and individuals that may support our goals and mission (i.E.
homes for event locations, access to country clubs, etc.)4.
DEVELOPMENT AND CB EDUCATION (10%):
· Value continuous learning and seek ongoing training and development
· Actively participate in CB training opportunities as directed
· Regularly read and source content, tools, and education opportunities from Association of Fundraising Professionals (AFP), CFRE International, The Chronicle of Philanthropy, and other professional fundraising organizations and institutions to up-level knowledge in the profession and find new funding sources5.
CONTRIBUTE TO SPECIAL PROJECTS AS DIRECTED (5%): From time-to-time, the incumbent will be asked contribute to special assignments that benefit the Development department and CB.What you will need to bring: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Corporate office is in Los Angeles.
Hybrid work model permitted.Education:Bachelor’s degree required.Required Experience: § 5-7 years of Annual Giving fundraising/ sales experience with a track record of supervising teams to achieve over $1-5 MM while personally building relationships to secure gifts/sales in the $10,000 to $50,000 range.§ Successful experience directing capital, annual, and gift planning campaigns as well as strategizing and guiding stewardship/prospecting events.§ Experience supervising individual giving officers and guiding volunteer committees to achieve financial goals using peer-to-peer relationship-building models.§ Existing philanthropic giving and/or business development relationships with individuals and companies located in LA and Orange Counties§ Metrics-driven approach to business development and donor/client life cycle management§ High proficiency using Customer Relationship Management software system (CRM), business computer, and MS Office Suite (Outlook, Teams, Word, Excel, Power Point)§ Excellent public speaking skills and the ability to communicate qualitative and quantitative information in writing§ Demonstrated experience working independently within a collaborative team environment§ Fluent in the use of social media to raise funds, awareness, and engagement§ Familiarity with cold calling, prospecting, developing call scripts, annual campaign management, donor life cycle metrics, and growing donors on file§ Commitment to the mission, vision, and values of Children’s Bureau§ Commitment to the professionalism of fundraising and adherence to AFP Fundraiser Code of EthicsDesired Experience: § CFRE and/or other fundraising certification§ Experience using Blackbaud Raisers Edge CRM§ MBA or graduate degree in nonprofit management, business, or writing§ Knowledge of regional players and issues affecting child welfare, child abuse prevention, and mental health§ Business proficiency speaking and writing in a second language (Mandarin, Modern Standard Hindi, Spanish, and/or Armenian Heyeren)§ Experience diversifying a donor/client baseRequired Soft Skills: § Dedicated to taking action on CB diversity, equity, and inclusion efforts§ Strong self-motivation and determination to achieve goals§ An optimistic and positive attitude with appropriate self-regulation and emotional intelligence§ Excellent powers of persuasion, business negotiation, and a consultative approach to problem-solving§ Knowing when to multi-task and when to ask for support§ Possessing a confidential and trustworthy disposition with an intrinsic understanding of what needs to be shared or remain unsaid, especially in regard to donor information sharing§ Collaborative work ethos; willingness to accept direction and input from supervisors and peersCONTACT RESPONSIBILITYInternal:Reports to Chief Development Officer.
Collaborates with CB leadership and staff to execute fundraising strategy and results and engage with donors.External:Donors, directors, trustees, volunteers for engagement and cultivation.
Contacts Partners in Hope and Children’s Circle members and volunteers to inspire and motivate fundraising and engagement supporters/donors.Job Type: Full-timePay: $125,000.00 per yearBenefits:401(k)401(k) matchingDental insuranceEmployee assistance programHealth insuranceLife insurancePaid time offParental leaveProfessional development assistanceReferral programVision insuranceSchedule:Monday to FridayCOVID-19 considerations:Fully remote due to Covid-19.
Vaccinations required.Work Location: One location