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University of Michigan
Associate Director of Major Gifts, Western and Mid-Michigan Region
Description:
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Reports to: Director of Major Gifts, Western and Mid-Michigan Region
Supervises directly: Shared Administrative Support of Senior Development Assistant
Position summary:
The Associate Director of Major Gifts' primary responsibility is the identification, cultivation and solicitation of individual prospects that live within a defined territory (the state of Michigan excluding the Greater Detroit area) and are capable of making gift commitments of $100,000 or more. The Associate Director of Major Gifts focuses on growing the pipeline of major gift donors in the region and assists the Director in overall budgeting, planning and program management. Frequent travel is required.
Characteristic Duties and Responsibilities:
Advance individual relationships that result in philanthropic contributions:
- Identify, qualify, and manage a portfolio of approximately 200 prospects with capacity to make gifts of $100,000 and more.
- Conduct 15-20 personal visits with prospects and donors per month, and participate in at least 25 solicitations per year.
- Gather data, assess prospects, and develop strategies designed to realize the current and life-time giving potential of individual prospects.
- Collaborate with development colleagues across campus to ensure consistent and appropriate contact, facilitate or make solicitations, and ensure effective stewardship
- Develop and maintain an astute awareness of social, business, and philanthropic cultures within the West and Mid-Michigan region. Serves as a liaison to the region for the campus community by attending regional events and approximately two Alumni Club activities per year
- Gain a comprehensive understanding of the priorities of the University in order to make a persuasive verbal and written case for supporting key programs and projects, effectively matching the interests of prospects to specific University needs.
- Develop materials used by Deans, Directors, Vice Presidents, the Provost and the President for meetings, visits or individual contacts
Responsible for providing fund raising support to major gift officers at individual Schools, Colleges and Units, meet regularly with colleagues across campus to coordinate and execute strategies, and use experience and knowledge to resolve conflicts and build consensus.
Assist the Director with managing the West and Mid-Michigan regional major gifts committees in Washtenaw County, Grand Rapids and other volunteer committees that may be developed over time. Responsibilities include developing communications, designing meeting content, preparing materials, coordinating activity with campus colleagues, and directing volunteer assignments.
Serve as an active team member in the development and implementation of the team's short-term and long-term planning objectives. Also partake in the larger Major Gift department's goals and tactics by attending retreats, staff meetings, serving on special task forces, and understanding the University's broader development vision.
Work closely with Annual Giving, Parents and Families, and Reunion Giving colleagues to identify and cultivate prospects who have the capacity to move to a major gift strategy.
Work closely with Planned Giving colleagues to close planned gifts to the University with an understanding of the principals and techniques associated with planned giving and financial and estate planning
Gather, record and properly store information about prospects and donors utilizing DAC, the University's donor and alumni tracking database
Perform other duties as required or assigned.
Qualifications:
A baccalaureate degree is required.
A minimum of 1-3 years of significant major gift fundraising experience and/or relevant experience in sales and marketing, or other related fields is preferred. Higher education and familiarity with specified geographic territory is preferred.
Proven experience in working with five and six-figure gifts or sales and marketing accounts, including the ability to evaluate, qualify, and move prospects through the cultivation/solicitation cycle.
Proven experience in working with and/or managing major gift committees, advisory boards, or other types of volunteer committees.
High level of comfort with personal computers and software programs for retrieving, organizing and researching appropriate donor/prospect information, as well as data gathering and manipulation.
Ability to work in a fast paced, highly professional environment with sophisticated clientele and colleagues. Must be able to manage multiple projects and donor strategies. Will be able to work with a high degree of discretion and confidentiality and appreciate an interdisciplinary and diverse university environment.
Ability to work independently to develop and implement strategies for donor cultivation while maintaining collaborative and mutually beneficial relationships with colleagues across the entire University.
Excellent communication skills are essential, including writing and presentation skills.
Ability and willingness to quickly learn the University history, mission, demographics, faculty, current programs, departments, etc., as well as the University culture to be able to persuasively articulate how Michigan distinguishes itself from peer institutions.
Strong knowledge of financial markets and business terminology preferred. Prior planned giving experience is preferred.
NOTE: For additional information about this position and to review other current openings in Development, please visit our website at www.giving.umich.edu/careers.
Based on candidate's experience and qualifications, the estimated salary range for this position is $60-75k.
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