|Title:||Major Gifts Officer|
|Organization:||The Salvation Army - USA Central Territory, Heartland Division|
|Location:||Cedar Rapids, IA|
THE SALVATION ARMY – HEARTLAND DIVISION
Cedar Rapids/Waterloo/Iowa City/Dubuque, IA areas
Donor Relations Director (aka: Major Gifts Officer)
JOIN THE ARMY’S GROWING FUNDRAISING TEAM IN THE CENTRAL TERRITORY and become part of an exciting new major gifts program making a profound impact!
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, an international movement, is an evangelical part of the universal Christian Church. Its message is based on the Bible. Its ministry is motivated by love for God. Its mission is to preach the Gospel of Jesus Christ and to meet human needs in His name without discrimination.
The Heartland Division is one of ten divisions in the Central USA Territory, one of The Salvation Army’s four U.S. geographic service areas. The Heartland Division is based in Peoria, Illinois and serves communities across Central Illinois and Eastern Iowa. The administrative unit directs 24 corps (program sites) and four (4) service centers with a combined budget of $6.2 million. Funding sources include government contracts, grants from foundations and others, as well as donations from businesses, individuals, and churches.
The Salvation Army Heartland Division operates a wide variety of programming including homeless shelters, transitional housing, feeding programs and food pantries, after school programs, summer camp, rent/utility assistance, and disaster relief. In 2015, the Heartland Division provided services to more than 150,000 families and individuals, fed over 1500 people each day with more than 550,000 meals, and provided 64,291 nights of lodging at its homeless shelters.
“The Salvation Army is by far the most effective organization in the U.S. No one even comes close to it with respect to the clarity of mission, ability to innovate, measurable results, dedication, and putting money to maximum use.”
–The late Dr. Peter Drucker, renowned management expert
The Opportunity: Donor Relations Director (DRD), aka: Major Gifts Officer (MGO)
In response to a strategic cultural shift designed to invigorate philanthropy, The Salvation Army is investing in the expansion of its Major Gift program. As a result, The Army will be hiring several Donor Relations Directors (aka: Major Gifts Officers) across the Central Territory. The plan to invest in major gifts includes a 300%+ growth over the next five years.
The Salvation Army has made a commitment to invest in and amplify the Major Gifts program with a goal of securing additional (new or renewed) leadership gifts. The collective portfolios in the 10 Divisions are comprised of more than 800,000 active donors, but less than 5% are giving at a Major Gift level. Leadership sees this as an enormous opportunity to grow philanthropy, both in volume and gift level. The Central Territory desires to provide guidance to each of its Divisions in identifying, retaining and cultivating these donors to minimize attrition and maximize giving.
The Donor Relations Director/Major Gifts Officer (DRD/MGO) will play a key role in the success of the Heartland Division fund development efforts, specifically leading the major gift strategies in the Cedar Rapids, Waterloo, Iowa City and Dubuque, IA areas. The newly minted DRD/MGO role will be a key role in the strategic focus on major gifts. Over the next five years, the Central Territory anticipates raising over $200M in major gifts. Each DRD/MGO’s role in this goal will be to reach a caseload value of at least $1M per year. The Army’s commitment to growing its major giving programs is reflected in plans to steward current donors to make greater investments in the Army, reach out to donors in a prescribed way, create individual cultivation plans, and establish two-way communication with donors.
The DRD/MGO is responsible for ongoing and proactive relationship management, strategic communications plans, gift cultivation, and solicitation activity with an assigned caseload of qualified and potential major donors. In this role, the DRD/MGO will identify, qualify, be assigned, cultivate, solicit, and steward major gift donors and prospects, acting as the primary contact between the Army and the assigned caseload. The emphasis will be on securing gifts of $5,000 and much higher in their respective portfolio. Goals will be determined based on caseload structure and location. The projected average goal for the territory in Year 1 for the DRD/MGO position is $396,000, with a projected average goal of $1 million by Year 5.
Primary Performance Objectives
- Establishes, manages and fulfills a caseload communications plan, including individual fundraising goals and personalized strategies, to effectively steward, educate, cultivate and solicit gifts from major donors each fiscal year, with an emphasis on gifts of $5000 and higher.
- Works with prospect research manager at THQ and local staff who are trained to do research to develop donor profiles to inform “moves management” strategies and planning conversations.
- Meets regularly with supervisory and territorial major gifts management (by phone) to discuss and refine caseload plans and donor strategies, track progress, receive coaching, and keep open lines of communication.
- Works in close conjunction with other fund development officers, pursuing and contributing to harmonious collaboration between direct marketing, social media, foundation, corporation, and planned giving staff for optimal integrated strategies in regard to major donor communications as well as overall department initiatives.
- Supports and contributes to, as requested, overall territorial policies, business practices and strategies to continually increase major gifts revenue and program growth.
Leadership and Fundraising Management
- Leads in one-to-one solicitation, gift acknowledgement and stewardship communication, traveling as necessary, establishing and maintaining excellent donor relations, providing written proposals to major gift prospects as needed, and including Army and/or volunteer leadership as appropriate.
Donor and Volunteer Relations
- Manages a caseload of 150 assigned and qualified major donors, and maintains and seeks to engage with a small additional prospective donor “watch list” as assigned, following the prescribed communications plan that is specific to each donor and prospect and working, as appropriate, with donor leadership volunteers to secure visits with those in their peer networks who are assigned.
- Works diligently to meet agreed upon monthly and annual activity and income production goals, and is purposeful about every visit, communication, and desired outcome for each “touch.”
- Participates in recommended professional trainings as budget allows, conference calls with other major gifts staff, conference kindred sessions and other professional development opportunities.
The Qualified Candidate
The Salvation Army seeks compassionate, dynamic and entrepreneurial fundraising professionals with a minimum of five years of individual giving/major gifts experience in a highly productive and progressive development and communications program within the nonprofit sector. Preference is given to those who have served in a faith-based organization, and specific to this search for the DRD/MGO in the Heartland Division, possess a strong working knowledge of the Cedar Rapids, Waterloo, Iowa City and Dubuque, Iowa area philanthropic communities. It is imperative that the person who assumes this important role fully embrace, support and reflect well on The Salvation Army’s mission and values through one’s professional responsibilities and behavior at all times. The DRD/MGO will be creative, energetic and determined, with a talent for identifying and developing opportunities for donors and The Salvation Army to come together. Preferred residency near Cedar Rapids, IA but other locations will be considered.
Specific Requirements Include:
- Passion for The Salvation Army’s mission coupled with a strong commitment to know and understand the Army’s history, mission and structure, as well as its services, policies and procedures.
- Bachelor’s Degree; advanced degree and/or CFRE credential preferred.
- Minimum of five years of experience in a nonprofit fundraising role, with a proven track record of major gifts success and a strong working knowledge of strategy development and moves management systems in the cultivation, solicitation and stewardship processes.
- Highly effective interpersonal, conversational and presentational skills, demonstrating an emotional intelligence and situational awareness in tandem with excellent writing abilities and strong case development and sales pitch skills.
- Demonstrated expertise in developing and maintaining positive relationships with diverse individuals, including executives, high-level volunteers, wealthy donors, and internal stakeholders and leadership.
- Prowess in problem-solving, strategic and creative thinking, and taking initiative with consistent and good follow-through.
- Great comfort level with direct donor interaction is a must, including discussions of personal and family finances and asking for major financial commitments.
- Team player, able to check ego at the door, with a capacity to collaborate effectively with officers, staff and volunteers for successful achievement of position and department goals.
- Communications and management style that exhibits the principles and culture of the Army, as well as fosters team relationships and effectively communicates information.
- Willingness and ability to travel on a regular basis. Valid Driver’s License required. Area residence is important.
- Experience in working independently in a fast-paced environment without extensive administrative support, and exceptional organizational abilities with fluency in managing multiple projects and competing priorities with professionalism and grace.
- Drive to make a difference, goal-oriented with a proven ability to achieve or exceed goals and meet deadlines.
- Proficiency with Microsoft Office Suite, hands-on experience with donor management software, and savvy in the maintenance of current contact and activity tracking reports, with adherence to the Army’s database protocols.
This position offers a competitive benefits package. 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 of all applicants, no applications will be accepted via email. ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.
This search is being managed by Sue Bultman, Consultant of Kistner Eddy Executive Services (KEES), in counsel with Heather Eddy, President and CEO. Questions may be addressed to firstname.lastname@example.org.
KEES is a retained search firm that builds transformative teams and leaders in the nonprofit and public sectors. For more information, visit www.kees2success.com.
More about the Army’s Heartland Division
The Heartland Division is led by Divisional Commander Major Kelly Collins, where she leads the work of 375 people and hundreds of volunteers throughout the 28 communities in which it operates. It is blessed with donors who invest in its work each year including those who contribute generously and are members of the William Booth Society ($5,000+) or the Army of Champions ($1,000-$4,999).
The Salvation Army – Central USA Territory
Comprised of 10 Divisions and serving communities in Michigan, Indiana, Illinois, Wisconsin, Minnesota, Iowa, Kansas, Nebraska, North Dakota, and South Dakota, Territorial Headquarters (THQ) is situated in Hoffman Estates, Illinois, 35 miles west of Chicago. Under the leadership of Territorial Commander, Commissioner Paul Seiler, J. Douglas McDaniel is the Territorial Executive Director of Development and Robert Dalton is the Territorial Director of Major Giving Programs.