Job Title: Donor Relations Director

FLSA Status: Full Time - exempt
Reports to: Director of Development

Schedule: FT/E, Monday-Friday Standard Office Hours
Supervises: Donor Relations Associate

Rate of Pay: $80,000-$95,000/year

Closing Date: 5/2/2024

Benefits: Standard; Full-Time, Exempt employees are eligible for but not limited to the following:

• Health, vision, dental, life as well as voluntary life and disability insurance
• Sick leave benefit - 1 day per month, 12 sick days per year (accrual and availability begins at hire)
• Vacation benefit - 20 vacation days per year, accrued at the rate of .0769 hours for each hour worked (accrual begins at hire but may not be used until the completion of six months of employment)
• One floating day off for use (accrued immediately, and again annually, but may not be used until the completion of the initial three-month introductory period of employment)
• Pension Plan (after one year of continuous service)
• Voluntary Tax-Deferred Annuity Plan (403(b)plan)

Function:

Reporting directly to the Divisional Director of Development, Donor Relations Director (DRD) will be a key member of the development team working in close partnership with Salvation Army officers, team lead peers, and Advisory Board/Council members.

The DRD plays an integral role in the success of the Intermountain Division's fund development efforts, specifically through ongoing and proactive relationship management, strategic communications plans, gifts cultivation and solicitation activity with an assigned caseload of 150 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 Salvation 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 existing giving.

Duties and Responsibilities:

• 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 125-150 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 are assigned.
• 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."
• 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, under the guidance of the Development Director. Develops research and briefing memos in preparation for team discussions. Works with prospect research manager at THQ and local staff who are trained to do research to develop donor profiles to inform "moves management" strategies and planning conversations.
• Meets regularly with supervisor and territorial major gifts management (by phone) 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 training, conference calls with other major gifts staff, conference kindred sessions and other professional development opportunities.
• 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 regarding major donor communications as well as overall department initiatives.
• 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 leaders.
• 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 position.
• Ensures excellent customer service is provided to donors through accessibility to staff and leadership (as granted), timely responsiveness, quality in all interactions and personalized communications.

Qualification and Education Requirements:

• Bachelor's degree and a minimum of five years of experience in a non-profit fundraising role with a proven track record of major gifts success.

• Direct fundraising experience for a not-for-profit organization, with a successful track record in corporate fund raising, is preferred.

• 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.

• Ability 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-oriented, with a drive to achieve agreed upon goals within agreed upon timeframes.
• Must be a positive and effective team player.
• Should be a strong networker and relationship-builder. Should be comfortable with and capable of asking for money respectfully in a way that effectively matches interests with Army needs.

• Must be well-organized and computer proficient (facility with Microsoft Office, Power Point, and preferred CRM), with strong writing ability.
• Must have valid Driver's License and be willing to travel regionally as needed, flexible on scheduling (including attendance at early meetings or evening or weekend events) to accommodate corporate relationships and events and other duties as assigned.

• Must have a strong grasp of and vision for successful strategies and tactics related to income and resource development.

• Be supportive of The Salvation Army's mission. Ability to reflect and model the high standards of our organization as one of the world's most distinguished human services charitable organizations.

The Salvation Army Mission Statement

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 the love of God. Its mission is to preach the gospel of Jesus Christ and to meet human needs in His name without discrimination.

Acknowledgement of Religious Purposes of The Salvation Army

I have been informed and understand The Salvation Army's religious purpose and status as a church. In my employ, I will not undermine the religious mission or religious purposes of the organization, nor will my professional conduct conflict with, interfere with, or undermine its religious programs or religious purposes.

Physical Requirements:

Ability to walk, stand, bend, squat, climb, kneel, and twist on an intermittent or continuous basis. Ability to grasp, push, pull, and reach overhead. Ability to operate telephone. Ability to lift to 25 pounds. Ability to access and produce information from the computer. Ability to understand written information. Qualified individuals must be able to perform the essential duties of the position with or without accommodation. A request to modify or adjust these requirements may be made to your supervisor and HR. The Salvation Army would attempt to satisfy requests if the accommodation needed is reasonable and presents no undue hardship.

Statement of Confidentiality:

The Donor Relations Director occupies a position of trust and is expected to maintain confidentiality and exhibit loyalty to The Salvation Army and the staff of the Intermountain Division in all job-related matters.

Employment at Will

Employees of The Salvation Army are considered employees at will. This means that the employment arrangement between the employee and The Salvation Army may be terminated by the employee or by The Salvation Army at any time with or without cause. No Salvation Army representative may change the at will employment relationship through oral or written promises.