11-001 - Donor Relations Director - CAS/ DHQ - Development - Inland Empire
Posted on: March 19, 2023
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Relations Director - CAS/ DHQ - Development - Inland Empire
California South DHQ
Salvation Army Divisional Headquarters
Carson, CA 90746, USA
DescriptionMission StatementThe 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 the
love of God. Its mission is to preach the gospel of Jesus Christ
and to meet human needs in His name without discrimination.Position
SummaryThe Donor Relations Director (DRD) plays a key and integral
role in the success of the Southern California Division fund
development efforts, specifically through ongoing and proactive
relationship management, strategic communications plans, gifts
cultivation and solicitation activity with an assigned caseload of
qualified major donors and a smaller group (10%) of assigned,
qualified major gift prospects. In this role, the DRD will
identify, qualify, be assigned, cultivate, solicit and steward
major gift donors (90%) and prospects (10%), acting as the primary
contact between The Army and the assigned caseload, with an
emphasis on securing gifts of $5,000 and much higher, increasing
major gifts to The Salvation Army while retaining and strengthening
- The DRD establishes, manages and fulfills a caseload
communications plan, including individual fund raising goals and
personalized strategies, to effectively steward, educate, cultivate
and solicit gifts from major donors each fiscal year, with an
emphasis on gifts of $5,000 and higher.
- Manages a caseload of 150 assigned and qualified major donors
and will maintain and seek to engage with a small additional
prospective donor "watch list" as assigned, following the agreed
upon 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
- Works diligently to meet territorially-approved annual activity
metrics and income production goals and is purposeful about every
visit and communication and the desired outcome for each
- 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.
- Leads the development of team solicitation strategies and
facilitates the team planning process for peer- to-peer cultivation
and solicitation approaches, involving leadership volunteers and
internal leadership, as deemed appropriate. Develops research and
briefing memos in preparation for team discussions. 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.
- Meets regularly with DEDOD to discuss and refine caseload
plans, donor strategies, to track progress, to receive coaching,
and to keep open lines of communication.
- Participates in recommended professional trainings as budget
allows, conference calls with other major gifts staff, conference
kindred sessions and other professional development
- Works in close conjunction with other fund development
officers, pursuing and contributing to harmonious collaboration
between direct marketing, social media, foundation, corporation,
and planned giving staff for optimal integrated strategies in
regard to major donor communications as well as overall department
- Works in close collaboration with local officers, program,
finance and fund raising 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).
- Works in collaboration with program, finance, development and
graphic design / communications, and admin 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.
- 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
- Supports and contributes to, as requested, overall territorial
policies, business practices and strategies to continually increase
major gifts revenue and program growth.
- 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, to
develop strategies that benefit both donor and the Army, and to
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, to bring them closer to
the Army, and to 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, such as private
receptions, dinners in homes, or seminars, targeted toward those
with high philanthropic capacity.
- Manages all office systems related to DRD duties, including
maintaining updated Portfolio donor files, tracking spreadsheets,
correspondence and gift acknowledgments, etc., 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
- Ensures excellent customer service is provided to donors
through accessibility to staff and leadership (as granted), timely
responsiveness, quality in all interactions and personalized
- Must embrace, support and reflect well on The Salvation Army's
mission and values through one's professional responsibilities and
behavior at all times.
- Bachelor's degree or comparable experience, plus a minimum of
five years of experience in a non-profit fundraising role with a
proven track record of major gifts success.
- Effective interpersonal, conversational and presentation
skills, demonstrating emotional intelligence, situational
awareness, excellent writing abilities and strong case development
and pitching skills.
- Proven expertise in developing and maintaining positive
relationships with diverse individuals, including executives,
leadership volunteers and wealthy donors, as well as internal
stakeholders and leadership.
- The selected individual should enjoy problem solving, think
strategically and creatively, and take initiative with good follow
- A high level of comfort 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 an ability to
collaborate effectively with officers, staff and volunteers for
successful achievement of position and department goals.
- Willingness and ability to travel regularly. Valid Driver's
- Able to work independently in a fast-paced environment without
extensive admin support. Must be highly organized and able to
effectively manage multiple projects and competing priorities with
professionalism and grace. Must keep good documentation through
contact reports and activity tracking, using the Portfolio database
according to Salvation Army protocols.
- Demonstrated goal-orientedness, with a drive to achieve agreed
upon goals within agreed upon timeframes.Other FunctionsPerforms
other related duties as assigned by Regional Manager of Major
Giving Programs or Divisional Director of Development.Working
ConditionsAbility to walk, stand, bend, squat, climb, kneel and
twist on an intermittent or sometimes continuous basis. Ability to
grasp, push, pull objects such as files, file cabinet drawers, and
reach overhead. Ability to operate computer, fax and telephone.
Ability to lift up to 25 lbs.Mental Demands
- Work under stressful conditions.
- Interact with others with courtesy and tact.
- Manage and prioritize multiple projects in an organized and
efficient manner to meet tight deadlines.
- Respond to crisis situations in a calm and effective
- Complete projects on schedule.
- Maintain confidentiality.
- Maintain regular and punctual work attendance.Physical
DemandsThe position requires sitting; climbing and/or balancing;
stooping, kneeling, bending, stretching, crouching and/or crawling;
standing; walking; manual dexterity and eye-hand coordination; use
of vision; driving a vehicle; pushing/pulling/lifting/carrying 25
pounds; traveling by airplane; both outdoor and indoor navigation
of settings.Communication DemandsThe position requires:
professionally communicating verbally with co-workers, other
departments and program staff, clients, vendors, donors,
volunteers, board members, philanthropic decision-makers, and
officers; written communication; talking on the telephone;
responding to written or verbal requests; training/giving verbal
and written instructions; receiving verbal and written
instructions; writing/composing written language; reading;
visiting/working at other worksites and non-worksite locations;
communication via the latest technologies.Equipment NeedsUse office
equipment such as computers, photocopiers, scanners, calculators,
smartphone, etc.Skills, Knowledge & Abilities
- Valid driver's license required.
- Travel as necessary.
- Computer proficiency, including Microsoft Office tools and
familiarity with donor management software and email
better.ExperienceRequired Proven Expertise In Developing And
Maintaining Positive Relationships With Diverse Individuals,
Including Executives, Leadership Volunteers And Wealthy Donors, As
Well As Internal Stakeholders And Leadership. 5 years: Minimum
Experience In A Non-Profit Fundraising Role With A Proven Track
Record Of Major Gifts Success. Licenses &
CertificationsRequiredDriver's LicenseEqual Opportunity
Employer/Protected Veterans/Individuals with DisabilitiesThe
contractor will not discharge or in any other manner discriminate
against employees or applicants because they have inquired about,
discussed, or disclosed their own pay or the pay of another
employee or applicant. However, employees who have access to the
compensation information of other employees or applicants as a part
of their essential job functions cannot disclose the pay of other
employees or applicants to individuals who do not otherwise have
access to compensation information, unless the disclosure is (a) in
response to a formal complaint or charge, (b) in furtherance of an
investigation, proceeding, hearing, or action, including an
investigation conducted by the employer, or (c) consistent with the
contractor's legal duty to furnish information. 41 CFR
Keywords: Salvationarmytucson, Bellflower , 11-001 - Donor Relations Director - CAS/ DHQ - Development - Inland Empire, Executive , Carson, California
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