The Director of Major Gifts is responsible for generating revenue from individual donors and implementing systems for prospect/donor identification, outreach, cultivation, solicitation and stewardship. He/she manages and oversees all individual giving programs for the chapter, including donor clubs; donor recognition and stewardship, development and management of leadership giving programs for individual gifts primarily over $50,000 with special attention to donors who have capacity to grow into donors above $100,000. Stewardship is a vital component of the chapter’s success and is a high priority.
The Director of Major Gifts will be a seasoned professional with a strong knowledge of donor databases (preferably Raiser’s Edge and/or another database) including queries and reports. The person chosen will have the ability to develop and manage an effective annual giving program. Outstanding communication and interpersonal skills are essential. A strong work ethic combined with honesty and integrity is an absolute requirement as is a dedication to the mission of Make-A-Wish. The Director of Major Gifts will enjoy a strong team environment and exhibit a collaborative style to result in a strong departmental and chapter structure, ensuring success for all. He or she will display a strong understanding of the need to enhance and improve the Development systems and structures resulting in significant increases in our overall individual giving program.
Essential Duties and Responsibilities
Work with the team in leading the Chapter’s major gifts plans, goals and revenue generation.
Conduct a minimum of 15 face-to-face prospect/donor meetings monthly.
Carry a portfolio of at least 75 major gift prospects and donors.
Achieve major gift goals by identifying, qualifying, cultivating, soliciting and stewarding major gift donors.
Regularly review donor trending data to make sure the most effective strategies are being employed.
Work to identify, engage and build a group of volunteer resources in the Baltimore area that will help to nurture, cultivate, and solicit major gift donors and new leaders to enhance our cause in the area.
Ensure the effective use of Raiser’s Edge including timely and effective reporting to the management team to increase their abilities to respond to donors.
Assist the Moves Management program and support the team in growing their portfolios by identifying donors for them to cultivate.
Utilize Development Committee, VP and CEO in stewardship efforts (thank you note writing, thank you calling, and personal visits) as appropriate.
Support event fundraising goals by identification, cultivation, solicitation and stewardship of event committee members and individual supporters.
Use appropriate prospect management strategies within Raiser’s Edge to move prospects to solicitation or to an upgraded giving level.
Track prospect/donor moves appropriate in Raiser’s Edge using actions and notes.
Foster a culture of cooperation and collaboration among the various departments of the Chapter.
Foster a culture of philanthropy within the organization.
Represent the Chapter at fundraising events and in the community.
Performs other duties as assigned.
Adhere to all Make-A-Wish America performance standards and Make-A-Wish Mid-Atlantic internal controls, policies and procedures.
Perform other duties as assigned.
Supervision Received and Required
Supervision is received from the Vice President of Development. Director may have one or more positions reporting to him/her.
Required Education and Experience
Extensive Raiser’s Edge (or other donor database software) experience required.
Bachelor’s degree or higher in business, human services, communication or related equivalent experience. Fundraising experience is required. CFRE is a plus.
At least four to five years of experience in a similar role and professional experience.
Knowledge, Skills and Abilities
As with all members of Make-A-Wish Mid-Atlantic staff, the Director of Major Gifts must believe in the mission and vision of the Make-A-Wish Mid-Atlantic. He/she must model integrity, work to inspire colleagues and contacts and strive to build a solid base of loyal donors. In addition, the Director of Major Gifts should:
Have experience and a high level of comfort in dealing with a diverse group of individuals (i.e. corporate leaders, community leaders, government officials, agency leaders and volunteers).
Have prior success in fundraising program management.
Have experience in team-based, cross-functional work environments with effective and respectful communication as a top priority.
Possess high levels of integrity, trustworthiness, flexibility, compassion, and humor necessary to address the practicalities of a growing nonprofit, along with the creativity and persistence required to elicit new thinking and change.
Be able to work with minimal supervision, to manage multiple priorities, and to work in a deadline driven environment.
Be proficient in Microsoft Office (Word, PowerPoint, Excel).
Since 1980, Make-A-Wish® has enriched the lives of children with critical illnesses. Our mission reflects the life-changing impact that a Make-A-Wish experience has on children, families, and communities.
Wishes are more than just a nice thing
A wish experience can be a game-changer for a child with a critical illness.
This one belief guides us in everything we do at Make-A-Wish®. It inspires us to grant wishes that change the lives of the kids we serve. It compels us to be creative in exceeding the expectations of every wish kid. It drives us to make our donated resources go as far as possible.
Most of all, it's the founding principle of our vision to grant the wish of every eligible child.
Wishes are more than just a nice thing. And they are far more than gifts, or singular events in time. Wishes impact everyone involved - wish kids, volunteers, donors, sponsors, medical professionals and communities. The impact varies. For wish kids, just the act of making their wish come true can give them the courage to comply with their medical treatments. Parents might finally feel like they can be optimistic. And still others might realize all they have to offer the world through volun...teer work or philanthropy.
Whatever the odds, whatever the obstacles ... wishes find a way to make the world better.
Together, we create life-changing wishes for children with critical illnesses. ”
— Make-A-Wish® Mission