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Director of Individual Giving

List Date: 
Monday, July 1, 2019
Close Date: 
Tuesday, October 1, 2019

SUPERVISOR: Chief Development Officer

Overview

The Gulf of Maine Research Institute (GMRI) pioneers collaborative solutions to global ocean challenges. Our scientists explore dynamic ocean systems from marine life to environmental conditions to coastal economies. We infuse our discoveries into the policy arena and design solutions with fishermen and seafood business to protect fishery resources, harvest them responsibly, and market them as premium quality food. We share our discoveries with the public and nurture a culture of leadership in communities that depend on the sea. Our education programs cultivate science literacy and build a foundation of collaborative problem-solving among our next generation of leaders, scientists, citizens, and stewards. Each year, we serve over 25,000 stakeholders from Cape Cod to Nova Scotia.

The Director of Individual Giving devises strategies and manages programs to strengthen individual engagement and giving at GMRI. Primary responsibilities include: design and execution of strategies to maximize annual giving by individuals; development of long-term relationships with prospective major donors through portfolio management; strategy and execution of recognition and annual stewardship programs for individuals; and strategy development and support for both fundraising and friend-raising events. S/he collaborates closely with a variety of Development team members and GMRI program staff and supervises one staff member. S/he engages in planning and forecasting for the annual fund and events budget line items. Occasional travel (mostly in state: some to donors and donor events out of state), evenings (two-three nights per month), and/or weekend work (three -four per year) required.

 

Annual Fund

Manages the overarching strategy and execution of all programs and activities that support giving by individuals to support GMRI’s annual operations.

  • Works with GMRI’s Chief Development Officer, Advancement Strategist, and Donor Engagement Officer to define annual and multi-year goals and strategies for individual giving to GMRI
  • Designs and implements strategy to grow GMRI’s Wind Rose Society (four major giving levels of annual donors of $1,000 or more). Determines annual goals and tracks progress
  • Defines annual work plan and manages the execution of programs, events, and targeted activities to fulfill individual strategies and goals in coordination with other team members
  • Drives the annual schedule for segmented mailed and electronic appeals, crafts key themes and messages, works with Communications team and program staff to produce relevant support materials, coordinates logistics, and monitors progress with the support of the Development Services Specialist and Development Data Services team
  • Works with Development Services Specialist and other team members to grow the pipeline of potential donors to GMRI by mining existing constituent data, qualifying leads generated by staff and volunteers, conducting regular research, screenings, and follow-up
  • Serves as an operational driver and fulcrum for the outward-facing fundraising team (including the Chief Development Officer, Donor Engagement Officer, and President) by supporting the coordinated strategies of their respective portfolios (including sequencing of annual and multi-year strategic gifts), as well as the planning, organization, and execution of cultivation, solicitation, and stewardship activities
  • Contributes to efforts by GMRI’s Advancement Strategist, Development Services Specialist, and Data Services team to develop/maintain a variety of tools to facilitate fundraising efforts and track progress over time (e.g., gift tables, fundraising reports, moves management, donor profiles, etc.)
  • Regularly reviews existing progress reports, works with Advancement Strategist, Development Services Specialist, and Data Services team on areas requiring deeper analysis, and adjusts strategy as needed throughout the year
  • Communicates with staff, board members, and volunteers about GMRI’s annual fundraising goals, strategies, and progress throughout the year
  • Develops and tracks annual fund budget

 

Prospect Management

Cultivates, solicits, and stewards a 60-80-person portfolio, including leadership-level Annual Fund donations and multi-year strategic gifts (including five- and six-figure prospects as appropriate), through personal visits, events, customized correspondence, and GMRI content updates.

  • Develops cultivation, solicitation, and stewardship strategies for assigned donors working with Development colleagues and program staff
  • Engages in at least 40 visits and face-to-face interactions annually
  • Solicits and closes individual donor gifts
  • Secures increasing annual and multi-year strategic gifts
  • Prepares fundraising volunteers for solicitations and joins them on personal visits
  • Regularly keeps assigned portfolio up-to-date on GMRI accomplishments and projects using a variety of communication techniques

 

Donor Recognition & Stewardship

Builds and enhances stewardship and recognition programs to promote donor loyalty and increase revenue from individuals.

  • Manages Wind Rose Society donor recognition program for annual donors of $1,000 or more. Creates and implements an array of benefits for four giving levels, including special events, email newsletters, presidential correspondence, and gifts
  • Develops and distributes stewardship communications for donor groups, including annual thank you card, impact communications, and content updates

 

Gulf of Maine Legacy Society

  • Develops and implements a plan to grow GMRI’s fledgling planned giving program
  • Develops and distributes collateral materials to promote the programs (in coordination with other team members
  • Works with Development Services Specialist and Development Data Services team to mine constituent data to identify most likely prospects
  • Orchestrates regular outreach to GMRI constituents who profile as planned giving prospects and the financial services professional who may represent them
  • Works to ensure sustained stewardship and recognition of existing Gulf of Maine Legacy Society members


Events

Sets the pace and oversees Donor Engagement Specialist’s development and execution of 35-40+ annual events to engage potential major donors, acquire new donors, and build awareness about GMRI’s mission.

  • Supervises and supports the Donor Engagement Specialist in the development and tracking of an annual events calendar and budget
  • Supervises and supports the Donor Engagement Specialist in the development, goal setting, and strategy (audience, timing, venue, messages) for 15-20 private events to engage and steward major donors and prospects. Supervises development of invitations, programming, logistics, and follow-up. Assists Donor Engagement Specialist in identifying, engaging, and briefing speakers, hosts, and staff attendees
  • Supervises and supports the Donor Engagement Specialist in the development of 20+ public events (tours, lectures, etc.) to build public awareness about GMRI’s mission
  • Orchestrates and conducts follow-up activities with individual prospects/donors as appropriate

 

Qualifications

  • B.A. or B.S. plus a minimum of seven years of work experience with a background in fundraising (or very closely related field), preferably involving a mix of donor cultivation/solicitation and events planning
  • Thorough understanding of the tools, techniques, and strategies employed in donor-centric fundraising   
  • Working knowledge of prospect research (including biographical and capacity assessments)
  • A flexible self-starter capable of and content shifting between outward-facing interpersonal work and internal strategy and production
  • A keen attention to detail and a demonstrated ability manage priorities and accomplish multiple tasks in a demanding environment with limited resources and staff support
  • Exceptional phone and in-person communication skills, with a sensitivity to donor needs and confidentiality
  • Comfortable in social situations and mingling at fundraising events
  • Flexibility to attend evening and weekend events; flexibility for travel within Maine and occasionally other parts of New England and the East coast
  • Core computer skills in Microsoft Office, database applications, electronic communications, and an ability to learn and use other specialized software (a strong working knowledge of Raiser’s Edge or similar fundraising software a plus)
  • Team player with sense of humor, flexibility, and stamina to accomplish an ambitious vision in a rapidly evolving institution
  • An ability to manifest and communicate genuine passion for GMRI’s mission and accomplishments

 

Apply

GMRI is partnering with the Aspen Leadership Group in the search for this position. To apply CLICK HERE. Note that you will be navigating away from the GMRI website. This position will remain open until filled. Questions should be referred to jobs@gmri.org. However, we will not accept resumes sent to this address.

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