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 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:  Director of Development
 
The Salvation Army Empire Division is launching a robust integrated fundraising strategy to build capacity, relationships, confidence and a solid path to fundraising success with capital and annual campaigns.  The Director will be a passionate, experienced team player who is excited by the opportunity to create a roadmap for funding and long-term sustainable programs.  He/she will provide strong, creative, energetic, strategic leadership on and track all annual and long-term fundraising initiatives and set new, ambitious, but attainable goals in order to increase annual operating funds. 
 
As the transformational leader of the Capital Region fundraising initiatives, the Director of Development will be responsible for leveraging the resources, talents and skills of the philanthropic sector to build The Salvation Army’s presence and philanthropic caliber across the Region.  This position is that of a “player/coach” in that s/he will both lead and manage the team, and drive his/her own revenue results.  The Director of Development will be an experienced dynamic leader with demonstrated and proven success in generating revenue, managing a team of matrixed fundraising professionals, and leading the local Corps toward increased revenue. The ideal candidate will be familiar with the philanthropic climate in the broader Capital Region, with a demonstrated passion for the mission-based work of The Salvation Army.
 
Reporting directly to the Director of Advancement, the Director of Development will be a key member of the leadership team working in close partnership with Salvation Army Officers, team lead peers and Corps Advisory Board members.   
 
The Position’s Performance Objectives
 
The Director’s success will be evaluated by progress in the below outlined areas, including, but not limited to achievement of financial targets (increase of $200,000 in the 1st year and $400,000 in the second year), regular reporting to local and Divisional leadership that shows progress, building of local Advisory Boards, including supporting the growth of the Advisory Commission in the Capital Region, and a general increase in awareness and focus on the mission and programs of The Army via increased media, public relations and general awareness.  The Director will sustain a productive and results-oriented development environment, emphasizing team work, accountability and donor-centered systems.
 
Fund Development Objectives

• Raise philanthropic support by orchestrating and implementing an integrated program that primarily focuses on Direct Mail, Kettles, Events, Grants, and supports the efforts of the Divisional and Regional Major and Planned Giving initiatives.
• Collaborate with the Director of Advancement, Donor Relations and Planned Giving Directors on targeted donors and engagement strategies.
• Through collaboration and campaign study research, manage a dynamic portfolio of individual major donor and prospects.
• Engage directly in cultivation and solicitation activities (including face to face meetings) to develop a set of donor relationships that he or she manages on an on-going basis resulting in fundraising for the ministry for the Capital Region. 
• Develop and maintain a pipeline of roughly 25 Major Gift donors, in conjunction with the efforts of the regional Donor Relations Director.
• Develop philanthropic relationships with existing and potential high dollar donors.
• Monitor all reports for accuracy and trends related to direct mail.  Present significant information, recommendations for increased efficiency, improvements for revenue generation to appropriate staff and board members for the Capital Region.
• Evaluate, recommend and implement a proactive strategic stewardship process for all donors from point of entry for the Capital Region.
• Develop and implement a strategic plan of action with objectives, timelines and evaluation plans for the direct mail and annual fund programs that includes identification, cultivation, solicitation and stewardship of constituents for the Capital Region.
• Develop and implement comprehensive and integrated direct marketing solicitation strategies to secure individual gift income through direct mail and electronic communication for the Capital Region. Understand overall business strategies and campaign specific direct marketing objectives for the Capital Region.
• Design and launch a targeted recruitment campaign of professional associations to support Christmas campaigns for the Capital Region, modeled on the Realtor to Ring day.  Add at least one new professional group, such as attorneys, law enforcement, health care workers, etc., each year. 
• Ensure the Service Units in the Capital Region have the necessary support to maintain volunteer recruitment and fundraising efforts in their communities.
• In conjunction with the Corps Officers, serve as the staff leader for the Capital Region Advisory Boards and Development Committees. 
• Develop and manage the process for excellence with all aspects of the Kettle campaign.

 
Leadership Objectives

• Serve as a resource, trainer and advisor to Salvation Army corps, staff and advisory board members regarding their annual, operational fundraising, volunteer and Advisory Board issues, and general donor relations.
• Provide direct supervision to development staff as assigned by the Director of Advancement, including interviewing, hiring and training employees; planning, assigning and directing work; reviewing staff performance; addressing complaints and resolving problems.  Initially, the Director will hire a Development Associate.
• Assist with the development of Advisory Boards throughout the Capital Region, with a focus on the Capital Region Advisory Commission.
• Develop fundraising budgets and campaign plans for the fiscal year and ensure budgeted income goals are met. Monitor progress toward achieving financial goals. 

 
General and Administration Objectives

• Function as a liaison to other Salvation Army projects as assigned.
• Participate in appropriate professional associations.
• Perform all other duties as assigned including Divisional development initiatives.
• Use the development database (Wisdom) and report writing software to retrieve data.  Conduct analysis and provide recommendations and oversight to any necessary donor database conversion. Use statistics to evaluate and set budgets and to make recommendations for program changes.

 
The Qualified Candidate
 
The Salvation Army Empire State Division seeks a dynamic, entrepreneurial and professional leader who will serve as the lead strategist and primary executor for Development in the Capital Region.  The Director must have a minimum of four years’ relevant and specific development 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 Director of Development will be creative, energetic and determined, with the ability to identify and develop opportunities for donors and The Salvation Army to come together. The Director must apply an entrepreneurial approach to fundraising – to think creatively to develop strategies to increase revenue – and be an excellent collaborator.    
 
The successful candidate will also have:

• A Bachelor’s Degree with relevant advanced training or degree desired.
• Minimum four years’ relevant experience, including significant experience in one of the positions core focus areas of:  Direct Mail, Community Campaigns or Special Events.
• A proven track record of campaign leadership and fundraising success.
• 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.
• 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.
• 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.
• Advanced understanding of all elements of a philanthropic campaign from feasibility studies, campaign management and closing, and the professional knowledge to achieve department objectives.
• Advanced understanding of resource development and familiarity with local and national funding sources.
• Effective interpersonal, written and oral communications skills.
• Willingness to travel regularly (approximately 30 – 40%).  Donor and daily focus will be throughout the Division.  Administrative and management meetings will be held at the Empire State Division Headquarters in Syracuse.
• 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 a strong benefits package.  The position will have a car available from the fleet pool.  The Director position finalist will be required to submit  full background and reference checks.
 
To Apply
 
This search is being managed by Laura Weinman, Senior Consultant, in counsel with Heather Eddy, CFRE, President and CEO.  To apply, candidates should submit their cover letter and resume and complete the online application at https://alfordexecutivesearch.applicantstack.com/x/openings.  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 lweinman@alfordexecutivesearch.com. 
 
KEES:  Kistner Eddy Executive Search is a retained search firm dedicated to providing recruitment services of exceptional quality and strengthening the nonprofit community through professional staffing and leadership solutions.
 
More about the Empire State Division
 
The Empire State Division employs 98 Officers, 621employees 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 Development program.  In addition to the Officer and professional support from the Empire Division, the Capital Campaign Director will receive support including training, mentoring, goal setting and reporting from Territory Leadership.
 
The Divisional Development department currently consists of 24 other team members and is headed by Peter Irwin, Director of Advancement.
 
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.