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 150^th Anniversary, 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. 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. 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 Southwest Division is part of the Western USA Territory (THQ), one of The Army’s four U.S. geographic service areas. The Southwest Division Headquarters (DHQ), one of ten divisions in the Western USA Territory, is based in Phoenix and serves local communities across Arizona, New Mexico and Southern Nevada. This administrative unit directs 37 service sites (termed Corps) with an annual operating budget of $69 million. Funding sources include government contracts and grants (foundations and other), in addition to donations from businesses, individuals and churches. The Salvation Army is a not-for-profit, 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:  DIVISIONAL DIRECTOR OF DEVELOPMENT (DDD)
 
The Southwest Divisional Director of Development (DDD) will provide vital leadership in development via the administration of fundraising (annual giving, corporate giving, foundation and other grants, direct marketing, digital fundraising, special events, major gifts and planned giving) and external relations/communications (marketing, volunteer/Board  engagement, social medial, public relations, and communications). The role fulfills several matrixed duties supporting and liaising with local program initiatives as well as regional (termed Territorial) leaders that provide resources and support in the areas of Major Giving, Planned Giving, Corporate Giving, Digital Fundraising, Direct Mail and Database Management.
 
The DDD will be a passionate, experienced fundraising professional who is motivated by a faith-based mission and the opportunity to create a roadmap for funding and long-term sustainable resource development programs. This individual will provide strong, creative, energetic and strategic leadership. Their role will also be responsible for tracking annual and long-term fundraising initiatives and setting ambitious and attainable goals to grow the annual operating budget, ultimately furthering the impact of the Army’s work in the region encompassing Arizona, New Mexico and Southern Nevada. This position is that of a “player/coach” as the Director will both lead and manage the team and drive their revenue results. The DDD will guide a productive and results-oriented departmental environment, emphasizing and encouraging collaboration, accountability and donor-centric activities in direct support of family services, senior housing/meal delivery, youth programs, shelters, disaster response, and holiday programs, including its world-renowned Red Kettle campaign, among other programs.
 
Reporting directly to the Divisional Commander, the Director of Development will be an integral member of the senior management team (termed Command Finance Council) working in close partnership with The Salvation Army’s Officers, Corps, Advisory Board Members and other key stakeholders. The Southwest Division has projected development revenue of $12 million+ for FY2016 (October 1 – September 30).
 
"Let all things be done decently and in order."   I Cor 14:40

Performance Objectives
 
The DDD will bear the primary responsibility for leading a comprehensive development team of 21 and supporting field operations (6 - 8 staff) for philanthropic activity in this tri-state region. Direct supervisory responsibility will be for 14, which includes the following roles: Public Relations Director, Donor Database Manager/Direct Mail liaison, Grant Writer, Planned Giving Directors (4) and Administrative Assistants. Shared supervisory responsibility will be for five DRD’s (Donor Relations Directors, aka Major Gift Officers) and a Digital Media Director. Lastly, the Director will provide support, advice and assist with resources to support the local fundraising efforts in the four concentrated Corps service areas of Phoenix (Valley of the Sun), Las Vegas, Albuquerque and Tucson.
 
Performance will be benchmarked and evaluated by progress in the accomplishment of the following critical objectives outlined below in these four primary categories:
 
General Leadership and Administration

• Oversee annual planning and implementation of a strong direct / integrated marketing plan throughout the Division to serve as a solid foundation for all fundraising and constituent communications, resulting in consistent net gains.
• Work with the Divisional leadership team to actively protect and uphold the vision, mission, values and goals of The Salvation Army with the public constituency, internal and external, of the Army in the Southwest Division.
• Establish a pattern of regular, meaningful staff and other project-focused meetings to create a functional team atmosphere among the entire department, encouraging cooperation and mutual support, good communications, professional development, creativity, and proactive goal-setting.
• Direct, organize, train, lead, inspire and facilitate work-related accountability relationships (performance goals and expectations) for all Divisional development department staff, which shall include but will not be limited to the following functions/activities: Community Relations, Direct Mail, Grants and Foundations, Corporate Giving, Advisory Boards, Campaigns, Planned Giving, and all development department support staff.
• Provide leadership and support, directly and indirectly, to all Department staff in the various development and marketing functions, with resources for training and annual performance evaluations, and make recommendations for new hires, employment separations and position/compensation changes. Administer Human Resource systems, adhering to all Salvation Army HR policies, State, Federal and contract-mandated compliance requirements.
• Responsible for all department administrative duties, including the preparation and management of strategic plans and budgets for the Community Relations and Development Department. Oversees all development operations and supervises all professional staff to ensure they work effectively with all section and department heads at Divisional Headquarters, as well as, key volunteers.
• Possess a clear understanding of the goals and objectives, organizational structure, and reporting hierarchy of all TSA operations within the Southwest Division. Certify that all reports related to the Department required by the Division and THQ are prepared and submitted in a timely and professional manner.
• Work cooperatively with the TEDD and other Territorial CRD professional staff to develop and implement the Territorial Major Giving Programs and management structure, program standards, and business practices and policies, and do the same with other THQ initiatives / programs (e.g., planned giving, digital fundraising, donor data management). Ensure that all current policies and procedures as required by P&P and the Territorial Community Relations Department are adhered to.

 Fundraising and Marketing/Communications Leadership

• Establish new and strengthen existing relationships with individuals, and alliances with corporations, and foundations, with a focus on outright mission donations, as well as grants, sponsorships and partnerships. Maintain a personal donor portfolio of strategic relationships (individuals, corporations, foundations, organizations, etc.) that result in advancing 10-12 tactical relationships annually via education, cultivation and soliciting of gifts.
• Provide for and ensure that healthy stewardship principles and actions occur and are applied to all current and future Army donors wherever they may live in the Southwest Division. This will include, but will not be limited to, customer servicing, communications, education, recognition, gift solicitation, donor acknowledgement, and, impact reporting.
• Work with the Director of Public Relations to ensure the efficacy of strong and proactive public relations, branding and social media programs throughout all markets in the Division to augment awareness. This includes oversight of publications and promotions to maximize their impact.
• Oversee the Direct Marketing Program for the Division, continually looking for new and inventive ways to increase the direct mail appeals and communication for the Corps. Assure the retained consultants are productive, efficient, and meeting agreed upon targets. Ensure CFC approval is received for all agreements.
• Work with the Donor Data Management Director to ensure the accuracy and timeliness of donor record updates, maintain accurate fundraising reports for the current fiscal year, as well as, year-to-year analyses using the Portfolio database.
• Provide guidance to facilitate the research, planning, cultivation, solicitation and stewardship of national, multi-year grants and investments. Work with the Grant Writer to also monitor public funding opportunities and CFR requirements.
• Orchestrate digital media efforts throughout the Division in concert with the Las Vegas operation, the Director of Public Relations and Program staff.
• Collaborate with Territorial’s Regional Manager of Major Giving Programs and Planned Giving Consultant on an ongoing basis in the management of the DRD-Donor Relation Director and Planned Giving teams to ensure a continuum of successful major donor and legacy-giving programs are in place.

 Community, Volunteer and Advisory Board Relations

• Serve as the staff liaison to the Phoenix Advisory Board alongside Officer Leadership, deploying staff as needed to effectively manage and support successful Board communications, meetings, committees, events and projects.
• Work closely with Corps Officers and Program Directors to maintain and develop The Salvation Army advisory organizations (local Advisory Boards) within the Division to include the training, recruitment, orientation, effective utilization and regular evaluation of Boards and individual members.
• Work with Board and Officer Leadership to ensure best practices in Board recruitment, orientation, standards, goal setting, committee work, fundraising, and member engagement.
• Serve as an articulate, enthusiastic and visible spokesperson for the Southwest Division and represent the Army at public meetings, reception and events, seminars, service clubs and other group gatherings of media, philanthropic, corporate and civic leaders.
• Oversee community relationships, including its volunteers, throughout the Division to create favorable public support for The Salvation Army.

 Field Support and Leadership

• Work cooperatively with the Valley of the Sun Programs Coordinator and the Regional Manager of Major Giving Programs and assist Corps Officers, Program Directors and Advisory Board Members with the donor solicitations process. Support may include donor identification and cultivation, donor research, face-to-face appointments and meetings, etc.
• Promote capital campaigns throughout the Division and provide the resources and guidance to the field in order to make the campaigns successful.  Become familiar with capital campaign potential for each community served.
• Provide technical and practical development activity support and consultation to any and all ministry or service units within the Division as need is determined and communicated.
• The DDD leads or supports successful planning and execution of capital and endowment campaigns, working with consultants and leadership volunteers as needed along with internal leadership, development staff and other key stakeholders.

 The Qualified Candidate
 
The Salvation Army’s Southwest Division seeks an inspirational, savvy fundraising professional, an entrepreneurial and motivating manager who will rally the troops and serve as the lead strategist and primary executor of initiatives, taking this vital not-for-profit to a whole new level of success in fundraising. The successful candidate will be a goal-oriented, dynamic leader with demonstrated and proven abilities in generating diverse, contributed income revenue streams, and managing teams of matrixed fundraising and marketing professionals. The DDD will have a minimum of ten years of progressive and executive-level development experience. Preference will be given to those who have a background in working for a faith-based organization and possess a working knowledge of the philanthropic community within the southwestern states. It is imperative that this individual fully embrace the mission of The Salvation Army. The Divisional Director of Development will bring a heart for the hunt – a deep desire and energy to break into new grounds (e.g., the corporate sector with national headquarters in Phoenix) to exceed fundraising goals, coupled with a gift to identify and develop opportunities for donors and the 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 in Business, Marketing or related field; Advanced degree and/or CFRE credential preferred.
• A minimum of 10 years of successful development and a minimum of 5 years executive-level management experience in all aspects of fundraising - including direct mail, grant writing, online giving, major gifts, planned giving, special events, capital campaigns, and public relations - of a mid- to large-sized team.
• Career track record that shows stability with a not-for-profit organization, with preferred tenures of 3-5 years in recent positions.
• Proven ability to develop, nurture and build relationships with diverse individuals in different geographies, including executives, volunteers, donors and internal stakeholders such as staff, program operators, Officers (Army leadership) and professional colleagues.
• Demonstrated ability to set, achieve or exceed goals and meet deadlines with a natural capability of juggling and managing multiple projects and people.
• Engaging personality and good listener, excelling in stewardship with direct donor interaction, including discussions of personal and family finances and solicitation of funding support.
• A team leader and player, with an ability to effectively collaborate and motivate staff, leaders and key volunteers to collaborate for the successful achievement of departmental and organizational goals.
• Aptitude to work independently in a complex environment, managing conflicting priorities with internal and external diplomacy, while maintaining integrity and confidentiality.
• Detail oriented, accurate, precise and strong decision-maker with skillful approach that evaluates options, resources and outcomes in light of the strategic plan of the Southwest Division.
• A management style that exhibits the principles and values of the Army, as well as, fosters team relationships and effectively communicates information.
• Excellent verbal, written and presentational communications skills and management style that exhibits the principles and culture of the Army.
• Willingness and ability to travel on a regular basis throughout the Southwest Division with a focus in Maricopa County. It is estimated that travel will not exceed 25% out of Maricopa County, based on the needs of the local Corps/Programs. Valid Driver’s License and a clean driving record required. Administrative and management meetings will be held mainly at Divisional Headquarters (DHQ) in Phoenix, with occasional travel outside the Division for conferences and territorial meetings.
• A proficiency in the Microsoft Office Suite (Word, Excel, Outlook, PowerPoint) and with donor CRM database software, especially in the generation of reports; working knowledge of Portfolio a plus.

 The Salvation Army offers a competitive salary and a robust benefits package. The position will have an assigned car. The final candidate will be required to submit full background and reference checks. Relocation assistance may be offered.
 
The Salvation Army is an equal opportunity employer and does not discriminate on the basis of race, color, gender, religion, age, sexual orientation, national or ethnic origin, disability, marital status, veteran status, or any other occupationally irrelevant criteria.
 
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.
 
To apply, candidates must complete the online application at https://alfordexecutivesearch.applicantstack.com/x/openings or by clicking the link at the bottom of the page and thereon submit their cover letter and resume. To assure confidential tracking of all applicants, no applications will be accepted via email.
 
ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.
 
Kistner Eddy Executive Services (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 Army’s Southwest Division
 
The Southwest Division, under the direction of Divisional Commander Lieutenant Colonel Joseph E. Posillico, employs 867employees and countless volunteers. Recent data about the services provided last fiscal year is impressive and its annual impact breakdown includes 761,000 meals served,  195,000 grocery and 102,000 clothing orders delivered, nearly 300,000 toys and 372,000 gifts distributed, and 68,000 nights of lodging (Army and non-Army facilities), plus, much more.
 
The Salvation Army Western USA Territory
Comprised of 10 Divisions and serving communities in Alaska, Washington, Oregon, California, Arizona, New Mexico, Nevada, Idaho, Montana, Colorado, Wyoming, Hawaii, Guam, Micronesia and the Marshall Islands, Territorial Headquarters (THQ) is situated in Long Beach, California under the leadership of Commissioner James Knaggs, Territorial Commander. Various Territorial staff interact with the Southwest Division as it relates to Development and Marketing, with the primary leadership support provided by Chaz Watson, Territorial Executive Director of Development, Susan Levin, Territorial Director of Major Giving Programs, Margo Hatton, Regional Manager of Major Giving Programs for the Southwest Region (supervises DRD’s) and Sharon Lander, Planned Giving Consultant (counsels Planned Giving team).