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 those services in 5,000 communities nationwide, and as a branch of the Christian Church, the ultimate goal of all programs is the spiritual regeneration of all people.
 
The Southern California Division is part of the USA Western Territory (THQ), one of the Army’s four U.S. geographic service areas. The Southern California Division Headquarters (DHQ), one of ten divisions in the USA Western Territory, is based in Long Beach, California and serves local communities from Orange County to San Luis Obispo County. This administrative unit directs 34 corps (community centers) with an annual operating budget of $73 million. Funding sources include government contracts, grants (foundations and other), and 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: Donor Relations Manager (DRM)
 
JOIN THE ARMY’S GROWING FUNDRAISING TEAM IN THE WESTERN TERRITORY and become part of an exciting new major gifts program making a profound impact!
 
Serving as an entry-level Major Gifts Officer, the Donor Relations Manager (DRM) plays a key and integral role in the success of the Southern California Division’s fundraising efforts, specifically managing a caseload communications plan to effectively steward, educate, cultivate and solicit gifts of $1,000 and higher as part of the Army’s Major Gifts Program in the Greater Los Angeles area. Reporting to the territorial Regional Manager of Major Giving Programs for the Southern California Division, this is a growth-tracked position, promotable to the role of Donor Relations Director (DRD) based on strong performance metrics. The DRM has a caseload of 125-150 donors whose giving history is in the $1,000 per annum range. The DRM will identify, qualify, cultivate, solicit and steward upwardly mobile current donors (90%) and prospects (10%), acting as the primary contact between the Army and the assigned caseload. The DRM fundraising goal will be determined annually and is unlikely to exceed $500,000. Ultimately, the major donors cultivated, solicited and stewarded by the DRM may be advanced to the Donor Relations Directors/Major Gift Officers’ caseloads for gifts of $5,000 and greater.
 
Primary Performance Objectives 
 
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 an assigned portfolio of major donors each fiscal year, with an emphasis on gifts of $1,000 and higher.
• 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 close conjunction with Mid-Level Donor Program (MLDP) staff and other fund development officers, pursuing and contributing to harmonious collaboration between the direct marketing, social media, foundation, corporation, and planned giving staff for optimal integrated strategies in regard to major donor communications and overall department initiatives.
• Serves as link to Mid-Level Donor Program, assuming responsibility for donors deemed more appropriately assigned to a fundraiser when warranted by caseload size and donor capacity.
• Works with territorial prospect research manager and local staff who are trained to do research to develop donor profiles to inform “moves management” strategies and planning conversations.
• Supports and contributes to, as requested, overall policies and strategies to continually increase major gifts revenue and program growth.

 
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.
• Works in collaboration with program, finance, development and graphic design / communications, and administrative support staff to develop a portfolio of giving opportunities (cases for support) that documents funding needs in terms of real program costs, how dollars impact people, outcomes being (and which could be) achieved, shortfalls and exciting mission advancement opportunities. Presents these opportunities to donors to effectively match donor interests with Army service delivery advancement needs.
• Keeps management apprised of all significant interactions, inputting contact reports to the Portfolio donor database system as required, sharing a continually updated itinerary, fulfilling all monthly and other reporting requirements, and consulting with leadership when needed to understand organizational priorities, develop strategies that benefit both donor and the Army, and troubleshoot challenging situations.
• Stays driven toward goals and focused on caseload, but makes effective use of volunteerism opportunities, events and other initiatives to engage with assigned donors, bring them closer to the Army, and deepen their awareness of the impact of our work, especially in areas of interest to them. Participates in such opportunities alongside caseload constituents. Works with other staff and leadership (including leadership volunteers) to develop new major donor / prospect cultivation events (private receptions, dinners in homes, seminars, etc.) targeted toward those with high philanthropic capacity.

 
Donor and Volunteer Relations

• Manages a caseload of 125-150 assigned and qualified major donors ($1,000 and higher giving level), 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 in close collaboration with local officers, program, finance and fundraising staff to present local Army resource development needs that correspond to where donors and prospects reside, while always being responsive to each donor’s interests (even if elsewhere) and attentive to fiduciary responsibilities (donor intent with gifts).
• Makes it a priority to secure face to face meetings with donors, take donors on site visits to tour Army programs, and facilitates face-to-face briefings of donors by Army leaders.
• Manages all office systems related to DRM duties, including maintaining updated Portfolio donor files, correspondence, and gift acknowledgments in keeping with department policies and procedures. Documents all donor interactions through Portfolio contact reports and according to established business practices. Carries out any office and computer-related tasks important to fulfilling the goals of the position.
• Ensures excellent customer service is provided to donors through accessibility to staff and leadership, timely responsiveness, quality in all interactions and personalized communications.
• Works diligently to meet agreed upon monthly and annual activity and income production goals, and is purposeful about every visit and communication and the desired outcome for each “touch.”

 
The Qualified Candidate
 
The Salvation Army seeks a mission-driven, entrepreneurial professional with a minimum of two years of experience in a highly productive and progressive fundraising program within the nonprofit sector. Preference is given to those who have served in a faith-based organization. It is imperative that the person who assumes this important role fully embrace, support and reflect well on The Salvation Army’s mission. The DRM will be creative, energetic and determined, with a talent for identifying opportunities for donors and The Salvation Army to come together in support of its programs serving the larger Southern California community.
 
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 or equivalent experience required.
• Minimum of two years of experience in a nonprofit fundraising, membership or customer service role. Background in fundraising is a plus.
• Interest in gaining a strong working knowledge of the local Army programs and ministries, demonstrating an ability to quickly learn and convey information.
• 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 pitching skills.
• Demonstrated expertise in developing and maintaining positive relationships with diverse individuals, including executives, leadership volunteers, donors, internal stakeholders and leadership.
• Capable of 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, as well as vendors and their representatives, 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 to travel (mostly local) and ability to work remotely while on the road regularly. Valid Driver’s License required. 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. Ad hoc office space provided and/or work will be remote or onsite as needed for donor meetings, tours, etc.
• Driven 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). Portfolio user background is preferred.

 
The Salvation Army offers a competitive salary and a comprehensive benefits package. The DRM position finalist will be required to submit to full background and reference checks.
 
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
 
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.
 
This search is being managed by Kathrene Wales, Search Manager and Associate Consultant of Kistner Eddy Executive Services (KEES), in counsel with Heather Eddy, President & CEO. Questions may be addressed to kwales@alfordexecutivesearch.com.
 
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 Southern California Division
The Southern California Division, under the direction of Divisional Commander Lieutenant Colonel Kyle Smith, employs 996 employees and countless volunteers. Recent data about the services provided last fiscal year is impressive and its annual impact breakdown includes 1,102,553 meals served, 703,947 nights of shelter provided, 123,735 nights of shelter to veterans, 1,102,553 gifts distributed, plus much more.
 
The Salvation Army – Western USA Territory


The Salvation Army (the 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. William Booth, and his wife Catherine, founded The Salvation Army in 1865 to serve London’s worst poverty-stricken districts.
 
Comprised of 10 Divisions and serving communities in Alaska, Washington, Oregon, California, Arizona, New Mexico, Nevada, Idaho, Montana, Colorado, Utah, Wyoming, Hawaii, Guam, Micronesia and the Marshall Islands, Territorial Headquarters (THQ) is situated in Long Beach, California. Under the leadership of Territorial Commander, Commissioner James Knaggs, Chaz Watson is the Territorial Executive Director of Development and Susan Levin is the Territorial Director of Major Giving Programs.