The Salvation Army (The Army) is an International, Evangelical Christian Church dedicated to providing individuals worldwide with spiritual, physical, social and emotional support.  Today the Salvation Army focuses on mission-driven programs and service delivery designed to meet the needs of each local community.   These programs include human service programs such as homeless projects, feeding programs, pre-school and after school care programs, shelters, disaster relief, senior programs, as well as The Salvation Army ministerial activities.
 
The Empire State Division is in the Eastern Territory, one of the four U.S. geographic service areas.  The Headquarters (DHQ) is located in Syracuse, New York and is the administrative unit that directs 40 Corps in metropolitan areas Buffalo, Rochester, Syracuse, and Albany.   The Empire State Division provides programs and services to thousands of people annually throughout 48 Upstate New York counties, plus Sayre, Pennsylvania.  The Planned Giving Representative can be based anywhere within this geographic region, with a desired focus of Syracuse or “east” in the Division.
 
The Empire State Division’s operating budget exceeds $55 million.  Funding sources include government contracts, grants (foundations and other), and donations from businesses, individuals and churches, as well as other fund raising efforts that contribute to the individual budgets for each area.  In 2014 the infrastructure supporting the development function was reorganized to increase effectiveness and focus resources more appropriately throughout the Division.  Four positions were created (Western NY, Finger Lakes, Central NY and Capital Region) to ensure local leadership is provided and day-to-day management is effective.
 
The Position:  Planned Giving Representative
 
The Planned Giving Representative will play an integral role in the success of the Empire State Division’s fund development efforts, specifically in creating and cultivating relationships, linking donors to the missional work of The Army, and securing planned gifts of all forms (revocable and irrevocable).   S/he will be responsible for planning and implementing estate planning programs to promote deferred giving and will work in tandem with the Major Gift staff to identify, position and close planned and life income gift arrangements.
 
The Planned Giving Representative will join the Division’s Planned Giving team and be accountable for managing a caseload of prospects and donors.  S/he will develop and manage a portfolio of relationships, both from the pool of existing supporters as well as develop new relationship out of donors who have shown a propensity to support the long-term mission of The Salvation Army.  It is anticipated this Representative will conduct their work in the eastern part of the Division (Syracuse, eastward).  The Representative will serve as an integral part of the Division’s Community Relations and Development team.
 
The Planned Giving Representative will report within a matrixed structure, directly to the Divisional Director of Advancement (based at the Divisional Headquarters in Syracuse) as well as the Planned Giving Director in the Division and the Office of Special Gifts at the Territorial Headquarters (THQ).  The position will be part of a larger team of Planned Giving Directors and Representatives throughout the entire Eastern Territory.
 
The Position’s Performance Objectives  
 
Gift Development

• Cultivate donors and increase planned gifts (all types) through effective cultivation, solicitation, and stewardship activity.
• Deepen relationships with existing and potential donors, seeking to explore their overall philanthropic relationship with The Army.  Secure a minimum of 120 self-initiated annual visits or tours, and closing planned or life income gifts annually.
• Collaborate with the Director of Advancement and Donor Relations Directors on targeted donors and engagement strategies.
• Manage a dynamic portfolio of individual planned gift donors and prospects, including necessary internal reporting, assurance of quality standards, and documentation.
• Develop gifts from individuals in face-to-face meetings, through a respectful donor centered presentation, that may occur in homes, offices, or other private places to discuss donor intention.
• Assure, at all times, the donor is advised of Salvation Army allocation procedures governing the distribution of unrestricted gifts and of all designation options which they may specific their gifts for local or restricted applications.
• Perform all other duties as assigned including Divisional development initiatives

 
Leadership and Administration

• Work collaboratively with the Planned Giving Director to ensure all donors are stewarded and advanced along the relationship continuum.
• In consultation with matrixed leadership (Director of Advancement, Director of Planned Giving, and Territorial Office of Special Gifts) develop program and personal goals that lead to annual gift production goals; regularly measure and report on progress.
• Ensure donors have current information and up to date resources, as provided by The Salvation Army, to make effective decisions about gifts, timing, and benefits.
• Function as a liaison to other Salvation Army projects as assigned.

 
Community Visibility

• Participate in and promote the Division’s Planned Giving programs though community visibility, educational sessions, meetings with Estate Planning professionals and community groups.
• Serve as a resource, trainer and advisor to Salvation Army Corps, staff and advisory board members regarding their Ambassador role in promoting Planned Giving.
• Create a visible presence in strategically identified locales/groups as the face of Planned Giving and an access point of information for The Salvation Army.
• Participate in appropriate professional associations.

 
The Qualified Candidate
 
The Salvation Army Empire State Division seeks a dynamic and professional leader who will eagerly embrace promoting Planned Giving on behalf of The Army’s mission.  The Planned Giving Representative must be knowledgeable and conversant about planned giving vehicles and bring 3 – 5 years of direct donor management experience.   Preference is given to those who have served in a faith-based organization and possess a working knowledge of the Empire State Division philanthropic community.  It is imperative that this individual fully embrace the mission of The Salvation Army.  The Representative will be creative and determined, with the ability to identify and develop opportunities for donors and The Salvation Army to come together.
 
The successful candidate will also have:

• A Bachelor’s Degree with relevant advanced training or degree desired.
• Minimum three years’ relevant donor management experience with demonstrated record of cultivating and closing gifts.
• Have, at time of hire, or ability to attain within three years from date of hire a level of certification applicable to planned giving, such as:  CFP®, JD, CAP®, CFA, CGPA, CGPP or other designation approved by the Territorial Director of Special Gifts.
• A high level of comfort with direct donor interaction, including discussions of personal and family finances and asking for money is a must.  
• Demonstrated ability to work independently in a complex environment, managing multiple projects and conflicting priorities.
• Career track record that shows stability with an organization and a demonstrated ability to develop, nurture and build relationships with diverse individuals.
• Demonstrated ability to set and achieve or exceed goals and meet deadlines.
• Strong decision-maker with skillful approach that evaluates options, resources and outcomes in light of the strategic plan of the Division.
• A communications and management style that exhibits the principles and values of The Army, as well as fosters team relationships and effectively communicates information.
• Effective interpersonal, written and oral communications skills.
• Willingness to travel regularly (approximately 50 – 70% day trips, with some overnights, TBD)
• Valid driver’s license and acceptable driving record.
• A proficiency in Word and Excel, as well as experience with donor tracking and/or database software is preferred. 
• A strong commitment to know and understand The Army’s history, mission, and structure, as well as its services, policies and procedures.

 
The Salvation Army offers a competitive salary and an excellent benefits package.
 
This search is being managed by Laura Weinman, Senior Consultant and Heather Eddy, President and CEO of KEES.  To apply, candidates must complete the online application at https://alfordexecutivesearch.applicantstack.com/x/openings and thereon submit their cover letter and resume.  To assure confidential tracking of all applicants, no applications will be accepted via email. Online applications are preferred but resumes and cover letters may be mailed to KEES: Kistner Eddy Executive Services, 3075 Book Road, Suite 103 #9682, Naperville, IL  60567-9682.  Please do not mail applications by US mail if you have applied online.  Questions may be addressed to Laura Weinman at lweinman@alfordexecutivesearch.com
 
KEES is a retained search firm dedicated to providing recruitment services of exceptional quality and strengthening the not-for-profit community through professional staffing solutions.
 
More about the Empire State Division
 
The Empire State Division employs 98 Officers, 621 employees and countless volunteers. The Salvation Army services range from disaster and emergency assistance, shelters, soup kitchens, food pantries, and youth and senior citizen programs in cities to assistance with meals, clothes, school supplies, utility bills and prescription costs.
 
This position is part of an overall Territorial Planned Giving program.  Currently the Division has 359 secured, documented Planned Gifts and a potential prospect pool of 1000+.  In addition to the Officer and professional support from the Empire Division, the Planned Giving Representative will interact with and receive leadership from Territory Leadership in the Office of Special Gifts.
 
The Divisional Development department currently consists of 28 other team members and is headed by Peter Irwin, Director of Advancement.
 
The Salvation Army offers a competitive salary and a solid benefits package.  The position will have an assigned car. The Planned Giving Representative finalist will be required to submit full background and reference checks, and will also have a final interview at the Territorial Headquarters.
 
The Salvation Army is committed to achieving full and equal opportunity. All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, disability or protected veteran status.