JOIN THE ARMY’S WESTERN TERRITORY’S GROWING FUNDRAISING TEAM and become part of a motivating 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. 82 cents of every $1 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.
MISSION
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.
Celebrating its 150th Anniversary in 2015, The Salvation Army is an International, Evangelical Christian Church dedicated to providing individuals worldwide with spiritual, physical, social and emotional support. Its mission is to preach the gospel of Jesus Christ and to meet human needs in His name without discrimination. Its message is based on the Bible, and its ministry is motivated by the love of God.
“The Salvation Army is
by far the most effective organization in the U.S. No one even comes close to it with respect to clarity of mission, ability to innovate, measurable results, dedication, and putting money to maximum use.” –The late Dr. Peter Drucker, renowned management expert.
USA Western Territory
The Western Territory, one of The Salvation Army’s four geographic service areas in the USA., is comprised of 10 divisions, serving communities in Alaska, Washington, Oregon, California, Arizona, New Mexico, Nevada, Idaho, Montana, Colorado, Utah, Wyoming, Hawaii, Guam, Micronesia and the Marshall Islands. Under the leadership of Commissioner James Knaggs, the Territorial Commander, the Western Territorial Headquarters (THQ) is based in Long Beach, California, and its administrative unit encompasses 258 Corps. Chaz Watson is the Territorial Executive Director of Development and Susan Levin is the Territorial Director of Major Giving Programs. The Salvation Army is a nonprofit, tax-exempt charitable organization under Section 501(c)(3) of the Internal Revenue Code.
The Opportunity: Regional Manager of Major Giving Programs
The Salvation Army’s Regional Manager serves as a key member of the Western Territory’s Major Giving Programs’ leadership team and is instrumental in achieving overall financial goals. This position will manage a team of 10 to 15 major gifts officers (aka Donor Relations Director – DRD), their direct reports, across two to three of the Army’s Divisions (aka regions) within the Western Territory. Reporting to the Territorial Director of Major Giving Programs, the Regional Manager is responsible for the DRD’s securing major gifts through donor portfolios (aka caseloads) ranging in value from introductory mid six-figures to multi-million contributions in support of the Army’s Corps (aka community centers) programs in the respective Division’s local communities. A key part of the Regional Manager’s position is to represent THQ as an interface, working in concert with Divisional Commanders and Divisional Directors of Development.
This fundraising professional plays a critical role in determining the DRD’s annual caseload content comprised of 125 to 150 individual and/or corporate donors and prospects with an annual goal of $1 million. The Regional Manager directs and guides strategies for donor communication, solicitation and stewardship plans. Integral to the position is their support and seamless application of the Territorial Major Giving Programs’ practices, including job performance metrics, database usage, and communication protocols. In partnership with the Territorial Director of Major Giving Programs and the other Regional Managers, determines and implements internal policies across disciplines throughout the Community Relations and Development Department (e.g., Planned Giving, Direct Marketing, Major Gifts) to foster successful outcomes (e.g., allocation of credit for secured gifts to encourage collaboration).
Primary Performance Objectives
Leadership and Collaborative Planning
- Meets with the Territorial Director of Major Giving Programs on a regular basis to review progress against objectives and other topics integral to successful fulfillment of fundraising goals.
- In collaboration with Divisional Commander, Divisional Director of Development, Officer(s) and DRD’s, helps develop strategies to involve key leadership volunteers or natural partners in solicitations where appropriate.
- Participates in development of annual strategic moves management and donor communications plans with each Donor Relations Director and grants final approval to yearly financial goal.
- Ensures consistent pool of limited number of high-value major gifts prospects by working with Territorial Prospect Manager and oversees consistent dissemination of profiles/biographical information.
- Supports territorial directives regarding correct use of Portfolio database for recording major gifts donor-related activities and takes appropriate action when infractions occur. Involves database management expertise provided by Direct Marketing team as needed to ensure compliance with usage standards.
Fundraising and Communications
- Demonstrates strong understanding of territorial, divisional and local/corps major gifts fundraising goals and DRD roles in achieving successful outcomes.
- Works with each Donor Relations Director to determine resources needed for content-rich stewardship reports in varying media (hard copy, video). Establishes system for DRD cluster to share topics for stewardship purposes and collaborate on production of materials.
- Convenes regularly-scheduled meetings of Donor Relations Directors cluster to build esprit de corps, share ideas, engage in problem-solving, and to demonstrate organizational support and appreciation for the work of each fundraiser.
- Keeps management leadership apprised of all significant personnel issues and challenges affecting attainment of regional fundraising programs and goals.
- Submits timely, accurate reports as directed, and makes report adjustments as needed, in consultation with the Territorial Director of Major Giving Programs.
Field Support, Mentoring and Training
- Ensures each Donor Relations Director has a qualified caseload capable of generating revenue appropriate to the minimum/introductory range of mid six-figures to mature caseload with a value exceeding $1M+. Will delete inactive donors on caseload and add donors to caseload to fill the vacancies as needed.
- Clearly communicates major gifts program metrics, including monthly/annual visits required, time in the field required, donor communication “touches” required and coaches each DRD to achieve contact with each qualified donor on his/her caseload as appropriate to time-in-position.
- Establishes system for receipt of timely and accurate monthly activity and revenue reports taking appropriate supervisory action to address lapses or unmet goals.
- Oversees implementation of regularly-scheduled, effective list review and prospect management meetings. Reviews, approves standard agenda items and meeting minutes.
- Completes annual performance review for DRDs, incorporating feedback received from Director of Development. As needed, and after consultation with Territorial Director of Major Giving Programs, works with Director of Development, Officer(s), to administer warranted disciplinary action, with guidance by appropriate Army Human Resources staff.
- Participates in organizing training opportunities benefiting DRD’s under the auspices of the office of the Territorial Director of Major Giving Programs.
The Qualified Candidate
The Salvation Army seeks a passionate and visionary leader with superb communications skills and an inherent ability to establish one’s presence in the Divisions and become a highly visible resource and representative of THQ. The Regional Manager needs to be very effective with coaching / managing 10 to15 DRD’s for success (achieving success through others), taking a proactive and goal-oriented approach with the right balance of professional supportiveness and healthy accountability. Their engagement with the DRD’s to develop purposeful communications and solicitation plans tailored to each donor will maximize the major gift opportunities for each caseload. Tantamount in importance is for the Regional Manager to be a strong diplomat internally, to positively and adeptly navigate the numerous stakeholder relationships with wisdom, emotional intelligence and good judgment. Ultimately, by inspiring collegial and collaborative relationships, it will yield a mutual and genuine trust through their professionalism and respectfulness of the Army’s hierarchy.
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 10 years of experience in a nonprofit fundraising role or comparable experience in a corporate environment 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 and wealthy donors, as well as internal stakeholders and leadership.
- Must embrace, support and reflect well on The Salvation Army’s mission and values through one’s professional responsibilities and behavior at all times.
- Prowess in problem-solving, strategic and creative thinking, plus taking initiative with consistent and good follow-through.
- Ability to work on a team, accept input, work collaboratively, maintain a positive attitude and a professional demeanor, handle conflict and problems in a friendly and constructive manner, accept constructive criticism in a professional and mature way, get along with peers, subordinates, and management and protect the organization’s vision, mission, values and goals.
- Proven ability to get results from others as well as fosters team relationships and effectively communicates information.
- Willingness and ability to travel on a regular basis. Valid Driver’s License required.
- Ability to work remotely (on the road, from home and/or at various Army locations).
- 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.
- Driven to make a difference, goal-oriented with a proven ability to achieve or exceed goals and meet deadlines.
- Proficiency with Microsoft Office Suite and 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); Portfolio user background is preferred.
The Salvation Army offers a competitive salary and a comprehensive benefits package. The final candidate will be required to submit full background and reference checks. Relocation assistance may be offered.
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.
To Apply
This search is being managed by Heather Eddy, President & CEO and Kathrene Wales, Associate Consultant of Kistner Eddy Executive Services (KEES). Questions may be addressed to
kwales@alfordexecutivesearch.com.
Candidates may apply by clicking the APPLY NOW button below. To assure confidential tracking, no resumes will be accepted via email.
ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.
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 Salvation Army USA Western Territory’s Divisions
The Army’s Western Territory Divisions encompass the following regions, noting city locations of the ten Divisional Headquarters (DHQ):
- ALASKA (Anchorage) – Alaska
- CASCADE (Portland) – Oregon and Idaho
- DEL ORO (Sacramento) – California and Nevada
- GOLDEN STATE (San Francisco) – California
- HAWAIIAN AND PACIFIC ISLANDS (Honolulu) – Hawaiian Islands, Guam, Republic of the Marshall Islands, The Federated States of Micronesia
- INTERMOUNTAIN (Denver) – Colorado, Montana, Utah and Wyoming
- NORTHWEST (Seattle) – Idaho, Montana and Washington
- SIERRA DEL MAR (San Diego) – California
- SOUTHERN CALIFORNIA (Long Beach) – California
- SOUTHWEST (Phoenix) – Arizona, Nevada and New Mexico.
