William Booth and his wife Catherine founded The Salvation Army in 1865 to serve London’s worst poverty-stricken districts. 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.
 
The Greater New York Division (based in Manhattan) is one of eleven divisions that comprise the USA Eastern Territory (THQ). The Eastern Territory is one of the Army’s four U.S. geographic service areas. This administrative unit directs 39 corps (aka program sites) with an annual operating budget of over $100 million. Funding sources include government contracts, grants (foundations and other), in addition to donations from businesses, individuals and churches. The Salvation Army is a nonprofit, tax-exempt charitable organization under Section 501(c)(3) of the Internal Revenue Code.
 
“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.
 
 
The Opportunity: Major Gifts Officer (MGO) aka: Donor Relations Director (DRD)
 
JOIN THE ARMY’S FUNDRAISING TEAM IN THE EASTERN TERRITORY and become part of an exciting major gifts program making a profound impact!
 
The MGO/DRD is responsible for ongoing and proactive relationship management, strategic communications plans, gifts cultivation and solicitation activity with a caseload of 125-150 major donors. In this role, the MGO/DRD will identify, qualify, cultivate, solicit and steward major gift donors from existing direct mail and annual fund donor lists, as well as infuse new donors through self-initiated prospecting. The DRD will be the primary contact between The Army and the donors, with an emphasis on securing gifts at a minimum level of $1,000, seeking to build a multi-tiered caseload that builds toward $1 million+. The MGO/DRD will strive to continually increase major gifts to The Salvation Army while retaining and strengthening existing giving.
 
This role is integral to the division’s development department and part of the local Major Gifts team of three (senior director and 2 directors). While hired and working in the Greater New York Division, specifically NYC, the MGO/DRD is part of a Territory-wide team of philanthropic professionals that was reconfigured and enhanced with
centralized support over the past five years. The program is poised to grow and connect more donors to the central philanthropic mission of The Salvation Army. The Territory provides centralized training and coaching, which is part of the overall program to grow and propel philanthropy. This includes assistance in prospect management, strategy for working with donors and regular interaction with other major gift staff in the territory to share ideas and strategies,
 
Primary Performance Objectives
 
Reporting to the Senior Donor Relations Director, with secondary reporting to the Divisional Development Director and the Territorial Director of Major Gifts, the MGO/DRD will achieve performance in the following areas:
 
Planning

• 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 no less than $1,000 working toward five-figure and higher giving.
• Works with prospect research manager at THQ and Major Gift Coordinator at DHQ, who are trained to do research to develop donor profiles to inform “moves management” strategies and planning conversations.
• Meets regularly with supervisor and territorial major gifts management (often by phone) to discuss and refine caseload plans and donor strategies, track progress, receive coaching, and keep open lines of communication.
• Works in conjunction with other fund development officers as directed.
• Supports and contributes to, as requested, overall policies and strategies to continually increase major gifts revenue and program growth.

 
Leadership and Fundraising Management

• Conducts one-to-one solicitations, 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.
• Works in collaboration with program and Corps officers to develop case studies and proposals. Presents these opportunities to donors to effectively match donor interests with Army service delivery advancement needs. Ensure these efforts are in alignment with direct mail, foundations, corporate and planned giving efforts.
• Keeps supervisor and THQ liaison apprised of all significant interactions, inputting contact reports to the data system/donor database system as required, sharing a continually updated itinerary, and fulfilling all monthly and other reporting requirements.
• Drives toward goals and focuses on caseload, but makes effective use of volunteers.
• Connects with local Advisory Boards as deemed appropriate for donor cultivation and prospecting.

 
Donor and Volunteer Relations

• Builds and manages a caseload of 125-150 qualified major donors, each with their own communication and stewardship plans, primarily from New York City. Donors and prospects will initially be assigned by The Army and the DRD/MGO will further qualify their potential.  Once a caseload is established, the MGO/DRD will continue to work with a prospect list, always looking for new, high potential donors.
• Works in close collaboration with local officers, program, finance and fundraising staff to present local Army resource development needs, while being responsive to each donor’s interests and attentive to fiduciary responsibilities (donor intent with gifts).
• Makes it a priority to take donors on site visits to tour Army programs and to facilitate face-to-face briefings of donors by Army leaders.
• Manages all office systems related to MGO/DRD duties, including maintaining updated donor files, tracking spreadsheets, correspondence and gift acknowledgments, etc., in keeping with department policies and procedures.
• Documents all donor interactions through the divisional database. Generates contact, monthly financial caseload progress, and other reports according to established business practices.
• Ensures excellent customer service is provided to donors through accessibility to staff and leadership (as granted), timely responsiveness, quality in all interactions and personalized communications.
• Works diligently to meet agreed upon monthly and annual activity and income production goals (interim and long-term) and is purposeful about every visit and communication and the 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 three years’ experience in a highly productive and progressive development and communications program within the nonprofit sector. Bachelor’s Degree is required, or equivalent education and work experience. Preference is given to those who possess a strong working knowledge of NYC’s philanthropic community. 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 MGO/DRD will be creative, energetic and determined, with a talent for identifying and developing opportunities for donors and The Salvation Army to come together.
 
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 required, or equivalent education and experience.
• Minimum of three years’ experience in a nonprofit fundraising role with a proven record of success.
• Strong working knowledge of strategy development and moves management systems in the cultivation, solicitation and stewardship processes. Desired experience with an organization that is similarly complex and operates with formally structured fundraising programs
• 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.
• Prowess in problem-solving, strategic and creative thinking, plus 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. Ability to work remotely (on the road, from home and/or at various Army locations). It is anticipated that 80% of the donors are local to the position, but some travel related to donor management and/or organizational training is required.
• 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);

 
The Salvation Army offers a competitive salary and solid benefit package. The MGO/DRD position finalist will be required to submit full background and reference checks.
 
In compliance with US Government regulations, The Salvation Army affirms that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, or national origin.
 
To Apply
This search is being managed by Laura Weinman, Senior Consultant of Kistner Eddy Executive Services (KEES), in counsel with Heather Eddy, President & CEO. Questions may be addressed to lweinman@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
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.
 
More about the Army’s Greater New York Division
The Greater New York Division receives over $22 million in public contributions, of which more than $0.80 cents on the dollar. goes directly in to programs. This support, combined with contract fees, program fees, grants, and other revenue, allows the effective delivery of programs and services of amazing magnitude. 22,000 New Yorkers volunteer time to help The Salvation Army transform lives and give hope. Thought their tireless effort, nearly 2.3 million meals were served to those who were hungry in greater NYC. Over 100 programs and services touched the lives of adults and children spanning every spectrum of race, creed and nationality out of over 39 distinct service sites (called Corps). 555,327 beds to those in need of shelter were provide, and over 588,000 days of child care were utilized in Salvation Army programs.
 
The Salvation Army - Eastern Territory
Comprised of 11 Divisions, The Eastern Territory serves communities in Connecticut, Delaware, Maine, Massachusetts, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, Vermont, and certain counties in Kentucky. Puerto Rico and the Virgin Islands are also included within this territory.
 
Territorial Headquarters (THQ) is situated in West Nyack, NY. Under the leadership of Territorial Commander, Commissioner Barry Swanson, Kenneth Kirby is the Territorial Director of Special Gifts and Gail Orser is the Territorial Director of Major Gifts.