|Title:||Trusts, Estates and Gift Planning Director|
|Organization:||The Salvation Army - USA Central Territory, Northern|
|Location:||Twin Cities, MN|
THE SALVATION ARMY – NORTHERN DIVISION
Trusts, Estates and Gift Planning Director
Today, nearly 30 million Americans receive assistance from The Salvation Army each year through a range of social services: providing food for the hungry, relief for disaster victims, assistance for the disabled, outreach to the elderly and ill, clothing and shelter to the homeless, and opportunities for underprivileged children. Eighty-two cents of every dollar the Army spends is used to support these services in 5,000 communities nationwide. As a branch of the Christian church, founded by William Booth and his wife Catherine in 1865 to serve London’s worst poverty-stricken streets, the ultimate goal of all programs is the spiritual regeneration of all people.
The Salvation Army Northern Division is part of the Central Territory of the National Salvation Army. There are four territories comprising 40 divisions, of which Northern Division is one. It covers the states of Minnesota and North Dakota, with an annual operating budget of nearly $70 million. Northern Division has 26 worship and service centers along with dozens of other centers of operation, as well as volunteer service providers (referred to as service extension units) that cover every county in the two states. The Twin Cities 12-county metro area is the largest service area of the division with an annual budget of $30 million. Revenue is largely from individual and corporate donations (73%), along with government contracts (23%) and sales and service fees (4%) supplying the remainder.
The Salvation Army Northern Division has been serving Minnesota and North Dakota communities since 1886. More than 100 Salvation Army centers of operation in the division provide service in housing, youth enrichment, hunger abatement, counseling, rehabilitation, disaster relief, and programs that move families from poverty to stability. Where there is no physical Salvation Army building there are volunteers making sure services are available in every county. As a leader in faith-based human services, The Salvation Army is dedicated to reaching out to people in crisis with the love of Jesus Christ, always serving without discrimination.
The Opportunity: Trusts, Estates and Gift Planning Director
The Trusts, Estates and Gift Planning Director (the Director) will play an integral role in the success of the Northern Division’s fund development efforts, providing oversight and leadership to all planned giving. They will be responsible for managing a team of four (4) planned giving professionals (three advisors and one coordinator), providing coaching, motivation, and goal development. One position is currently in a hiring mode, and the selected Director will participate in final interviews.
In addition to managing the work of the planned giving functions, the Trusts, Estates and Gift Planning Director will carry a small caseload (around 60) of high net-worth donors, performing duties related to solicitation, closing and stewardship of planned gifts. The successful candidate will have expertise in organizing, directing and implementing a comprehensive fund development program in a complex organizational environment.
Leadership and Management
- Provide leadership and supervision to all divisional planned giving staff including coaching, goal setting, management, implementation and successful operation of all aspects of the planned giving program.
- Act as a member of the development department leadership team with planning activities and developing long-range strategies and goals.
- Develop a plan to achieve endowment and planned giving goals. Manage required reports and statistics to show progress towards goals. The Director will work with major gifts staff to develop strategies which may use planned giving as a part of a larger strategy to get combinations of major and planned gifts from specific donors.
- Work with each advisor to develop a caseload (currently targeted at 125) and manage the qualification and cultivation of those assigned.
- Assist each advisor with developing solicitation strategies for potential and current prospects and donors, developing relationships with prospects, and ensuring each meets a specified number of significant contacts/moves annually with each donor on the caseload.
- Monitor and review progress on goals and caseload assignments. Manage advisors to reach goals for solicitation and closing of gifts, both in terms of numbers of solicitations and closings, and in dollar amounts set for each advisor.
- Work closely with the Territorial Director of Planned Giving to set goals, standards, processes, and other necessary components to implement an ethical, legally proper planned giving program.
Donor Relations and Caseload Management
- Manage a caseload of no less than 60 planned gift prospects. Maintain a schedule of personal meetings, and record, track, qualify, and respond to prospect inquiries. In consultation with the Executive Director of Development and the Territorial Director of Planned Giving, set specific goals for self for all activities, including gift solicitations, closings and dollar amounts to be raised annually.
- Proactively cultivate relationships with individuals concerning long-term gift opportunities for the donor and The Salvation Army.
- Maintain a contact management system and record, track, qualify, and respond to prospect inquiries in appropriate software or system.
- Prepare or delegate proposals for gift opportunities for donors on own caseload or in response to inquiries and/or cultivation of gifts.
Marketing and Community Visibility
- Create and implement a marketing strategy for planned giving, incorporating efforts by territorial staff through direct marketing. Lead local marketing efforts through email, web-based ideas, and local publications.
- Maintain currency on relevant laws, regulations, techniques through professional membership, conferences and webinars.
- Create and maintain relationships with local financial planners, ensuring they have a strong understanding of the work of The Salvation Army and updating them about organizational changes when necessary.
- Cultivate relationships with other for-profit entities to co-sponsor certain fund development efforts.
- In conjunction with the Divisional Executive Director of Development and the Territorial Director of Planned Giving, develop an appropriate education and cultivation program for selected attorneys, trust officers, CPAs, CLUs, etc. to increase their knowledge about The Salvation Army and charitable gift planning options for their clients.
Volunteer and Advisory Board Relations
- Engage board members, volunteers, and key staff in the planning, relationship building and solicitation of individual gifts.
- Include Salvation Army leadership in significant gift calls as required and possible.
- Serve as the staff liaison and coordinator of the Twin Cities Advisory Board Planned Giving/Major Gifts Committee.
- As requested, present planned giving opportunities at advisory board meetings throughout the division.
- Develop annual budgets for planned giving, including departmental and individual goals. Ensure all gifts are processed and credited accurately.
- Regularly monitor expenditure and income reports. Negotiate and, in conjunction with the Executive Director of Development, review and submit to DFB all vendor contracts for direct mail, marketing, etc.
- Monitor monthly, quarterly, and/or annual expenditure and income reports. Provide Executive Director of Development with all financial information necessary to present to divisional leadership and the divisional finance board.
- Develop any policies, procedures and reporting necessary to provide information to the Divisional Finance Board (DFB), which acts as the decision making and fiduciary agent of the division.
The Qualified Candidate
The Salvation Army Northern Division seeks an experienced and leadership-focused Trusts, Estates and Gift Planning Director, a strong manager with a high level of experience in planned giving, fundraising, and estate planning. The successful candidate will have expertise in directing and implementing a comprehensive fund development program, as well as knowledge of planned and major gift techniques. Preference will be given to those who have a background working for a faith-based organization and possess a working knowledge of the philanthropic community within Minnesota and North Dakota. Must embrace, support and reflect well on The Salvation Army’s mission and values through one’s professional responsibilities and behavior at all times.
Specific Requirements Include:
- A minimum of seven years of progressive experience in planned giving. Knowledge of basic business terminology, financial matters, and ethical, legal and tax-related issues regarding the solicitation, transfer and management of charitable gifts.
- Bachelor’s degree required. Advanced degree in a related field such as law, finance, or organizational management preferred.
- Certification as a CFP or CAP preferred; those without such a certification are expected to obtain a certification within two years of start of employment.
- Proven ability to build strong external relationships with a variety of volunteers, public leadership, partner organizations and other stakeholders.
- Career track record that shows experience in successful closing of gifts.
- Proven success in building strong and productive work teams, with a focus on mentoring and nurturing staff development.
- Strong analytic and strategic-thinking skills, with demonstrated ability to create, implement, and monitor complex plans and translate those plans into goals and concrete strategies.
- Career track record that shows stability with an organization and capacity to develop and nurture relationships culminating in overall success.
- Demonstrated ability to forge mutually respectful, trusting and effective relationships with a diverse group of people including board members, Salvation Army officers and decision makers.
- Ability to travel throughout Minnesota and North Dakota to meet with donors, as well as Planned Giving team members. Valid driver’s license required. Overnight travel is estimated at 20% annually.
This position offers a competitive salary comparable with the local market, along with strong benefits. The finalist for this role will be required to submit to a full background and reference check.
The Salvation Army is committed to offering equal employment opportunity to all applicants and to all employees without regard to race, color, gender, religion, age, national or ethnic origin, non-disqualifying physical or mental disability, veteran status, sexual orientation, marital status, political affiliation, genetic predisposition and/or any other lawfully protected classification or occupationally irrelevant criteria. Equal Opportunity Employer M/F/D/V.
Candidates may apply by clicking the APPLY NOW button below. To assure confidential tracking, no resumes will be accepted via email.
To assure confidential tracking of all applicants, no applications will be accepted via email. ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.
This search is being managed by Heather Eddy, President and CEO, and Sue Bultman, Consultant, of KEES. Questions may be addressed to email@example.com.
KEES is a retained search and nonprofit consulting firm that builds transformative teams and leaders. For more information, please visit www.kees2success.com.
More about The Salvation Army’s Northern Division
The Salvation Army Northern Division Development Department values an entrepreneurial spirit in our work culture, supporting an enterprising staff that anticipates and reacts nimbly to change while embracing new opportunities and challenges. Success of the individual directly impacts our ability to provide the Army’s programs and services, so development leadership holds every employee to a high standard of excellence with the expectation that everyone understands and participates in achieving set goals.
The Salvation Army Northern Division is a team of 800 employees and 91,500 volunteers providing loving service to more than 415,000 people in every county in Minnesota and North Dakota. Its mission is to meet the needs of people in crisis in a holistic manner with programs that touch the body, soul, and spirit.
The Twin Cities Salvation Army is a team of hundreds of employees and thousands of volunteers dedicated to Doing the Most Good. We provide food for the hungry, shelter for the homeless, rehabilitation for those in the grip of addiction, and so much more. The officers (ordained ministers), licensed social workers and business professionals who work for The Salvation Army believe in our mission of spreading the love of Jesus Christ without discrimination.
The six service areas of The Salvation Army Northern Division include:
The Salvation Army saves people struggling to survive by providing food, clothing, temporary shelter and assistance with rent, utilities and transportation.
In many inner-city neighborhoods, The Salvation Army can be a child’s only source of good. We offer after-school and summer programs, sports, music, daycare, Bible study and other vital activities.
When tornadoes, floods and other calamities hit, survivors rely on The Salvation Army for food, hydration, spiritual support and long-term case management.
The Salvation Army provides shelter to youth and adults needing housing for one night, one week, one year – even a decade. Most programs offer on-site case management to promote self-sufficiency.
Our long- and short-term rehabilitation programs offer counseling, spiritual training and personalized support. Most are free programs funded by thrift store sales and kettle donations.
The Salvation Army provides counseling services to people with varying degrees of need. We offer quality counseling at prisons and assisted living facilities, and at our rehabilitation centers, housing facilities and Worship and Service Centers.
Interwoven into all of these services is a Salvation Army mentoring program called Pathway of Hope, teaching families how to overcome poverty. Pathway of Hope is a high-impact approach that focuses on finding the root causes that keep families from becoming self-sufficient. The initiative targets families with children in an effort to impact generational poverty. Pathway of Hope is just one example of how The Salvation Army is proactive in developing innovative programs that change lives.