Director of Institutional Giving - Staff

Position Description

Job Title: Director of Institutional Giving

Reports To: Vice President of Philanthropy

Status: Full-Time Exempt, Permanent

Salary Range: $79,104 - $107,120

Location: Remote

Position Summary:

Design and implement SCA's institutional giving program ($4M+) to support national, regional, and urban conservation programs. The Director of Institutional Giving is responsible for the overall management of all corporate and foundation giving for the organization, including partner retention and new business development. The Director manages a national team of foundation and corporate specialist assuring collaboration with executive team, finance, operations, and program staff. Director will maintain a portfolio of donors and prospects. Lead prospect identification, cultivation, solicitation, and stewardship as well as the development of key performance indicators and business processes to ensure growth. Lead the development and monitoring of revenue projections and expense budgets.

Essential Functions:

• Work with VP of Philanthropy to develop short and long-term business development strategies, objectives and priorities for SCA's foundation and corporate partners, and other special projects.
• Oversee all institutional fundraising activities, assuring collaboration with staff in accordance with national and regional priorities and program objectives.

• Develop and propose strategies for solicitation of new foundation and corporate partners, including determining ongoing relationships with prospect/donor; recommending specific purpose and level of gift; identifying those to be involved in stewardship, and subsequent solicitation; assuring that the proposals, grants, and agreements are executed in a timely fashion.

• Work closely with the Senior Vice President of Programs assuring that proposals and grants are in alignment with program goals and can be operationalized.
• Negotiate grant terms and agreements in the best interested of SCA.
• Lead the development and monitoring of institutional team revenue and corresponding expense budget.
• Develop and manage a portfolio of approximately 25 accounts and prospects.
• Direct the cultivation, relationship management, and solicitation of existing partners.

• Assure the identification and establishment of lead generation (directly or through volunteer or other staff) for cultivation, education, and solicitation.
• Work closely with the finance and agreements team to ensure all restricted funds are appropriately allocated and release upon the completion of the restrictions. Support audit documentation.
• Direct process documentation and data improvements, including the progress tracking and reporting on all development plans.
• Assure cohesive collaboration in philanthropy between the Individual Giving Team and Philanthropy Operations team to leverage and strengthen funding strategies using data and KPIs.
• Coordinate an effective program for recognition, engagement, and stewardship of major partners. This can include events and media recognition

Performance Measures/Accountabilities:

• Increase amount of institutional partners and the revenue for the department
• Develop strategic KPIs and review process to help evaluate and identify most effective tactics for business development
• Identify and drive strategic activities for team to realize optimal funding growth
• Manage and retain departments top talent
• Strengthen donor pool of leads for SCA's new business development
• Increase the amount of gifts from existing institutional funders. Advance all national fundraising strategies, including donor and volunteer lead identification, cultivation, and solicitation
• Present a professional and informed image of SCA at all times
• Understand and model SCA's Values and Leadership Behaviors
• Understand and abide by policies and guidelines in SCA's Staff Handbook

Qualifications:

• 8+ years of corporate or foundation fundraising or sales experience. Bachelor's degree preferred

• Ability to understand the needs and interests of corporate and foundation partners to develop mutually beneficial partnership between them and SCA.
• Ability to articulate the business case for support so that prospects “buy into” SCA's vision/mission/goals and understand with sufficient effectiveness to secure gifts and pledges.
• Familiarity/knowledge of tax laws that impact charitable giving.

• Successful track record in sales or business development and/or related solicitation experience.
• Experience reviewing and negotiating contracts and grant agreements.
• Experience creating revenue projections and budget management.
• Excellent verbal and written presentation skills necessary.
• Exceptional interpersonal skills.
• Knowledge of or ability to learn Salesforce, Intacct, Raisers Edge Software (or comparable fundraising software) and other business-related presentation software required.
• Proficiency in MSOffice required.
• Experience with a conservation non-profit highly preferred.
• Ability to work in a team environment with national and regional staff necessary.
• Willingness to travel extensively (25-50%) within the region and nationally.
• Must have valid driver's license and meet SCA's MVR standards
• In addition to these general skills, the position requires the ability to lead and/or participate in all aspects of the gift cycle:

• Initiate contacts with potential donors;

• Develop appropriate cultivation strategies;

• Grant and proposal writing experience for potential donors in an appropriate and timely fashion toward solicitation and closure;

• Ability to negotiate agreement terms in the best interest of SCA;

• Accurately account and record gifts;

• Maintain stewardship contacts with donors including providing timely reports and metrics. This may include expense reports.