Donor Relations Director (Central Indiana )

Job Objective

The purpose of the position is to play an integral role in the success of the Indiana Division's fund development efforts, through ongoing and proactive relationship management, strategic communications, written plans, gift cultivation, and solicitation activity with an assigned portfolio of qualified major gift donors.

Essential Functions

• Helps assure the Indiana Division Philanthropy team achieves its fundraising goals in collaboration with others in the Development Department and interdepartmentally.
• Manages a portfolio of 125-150 qualified major donors and additional prospects as assigned to establish and maintain excellent donor relations.
• Establishes, manages and executes a portfolio communications plan that includes individual fundraising goals and personalized strategies to steward, educate, cultivate, solicit, and secure gifts from major donors each fiscal year with an emphasis on contributions of $5,000 or higher.
• Follows a communication plan that is specific to each donor and prospect. Develop relationships with assigned donors and prospects through cultivation calls, letters and handwritten notes, emphasizing face-to-face meetings.
• Led in one-to-one solicitation, gift acknowledgement, and stewardship communications with donors and prospects as assigned, traveling as necessary, to meet agreed upon monthly/annual activity and income production goals.
• Accountable for portfolio performance, including donor retention, growth, and progress toward annual major gifts revenue expectations.
• Serves as the primary contact between The Salvation Army (TSA) and an assigned portfolio to increase major gifts while retaining existing giving.
• Works with donor volunteer leadership, as appropriate, to secure volunteer opportunities for and with major donors.
• Fulfills written proposals to major gift prospects as needed.
• Inputs into Salesforce donor related cultivation activities, solicitations, and stewardship activities and donor related biographical or donor preference information.
• Uses special events (e.g. Donut Day, Lunches with Officers, etc.), TSA site tours, face-to-face briefings by TSA leaders, and other initiatives to engage assigned donors to deepen their awareness of the impact of TSA's work—especially in areas of interest to the donor.
• Participates in such opportunities with donors.
• Maintains regular communication with immediate supervisor and territorial major gifts management, by phone or in person, to discuss and refine portfolio plans, donor strategies organizational priorities, troubleshoot challenging situations, track progress, receive coaching, and maintain open lines of communications.
• Participate in recommended professional development activities, including training, conferences, and conference calls with other major gifts staff.
• Works with the Sr. Director of Donor Relations, Sr. Director of Gift and Estate Planning, Executive Development Director, and Salvation Army Officers as part of a team of fundraisers for the Indiana Division, including joint strategy sessions and other matters important for an effective development effort.
• Aid in the organization of occasional events and small donor meetings for cultivation and stewardship purposes.
• Supports the mission of The Salvation Army by treating every client, stakeholder, and colleague with individual respect and dignity.
• Manage other tasks as assigned by leadership.

Minimum Qualifications

• Bachelor’s degree in non-profit management, marketing, business administration or related fields or any equivalent combination of education and experience that provides the requisite knowledge and abilities to successfully engage in fundraising activities.
• Advanced degree and/or CFRE credentials preferred.

Preferred Qualifications

• Five years’ experience in non-profit fundraising with a proven track record of success in personal solicitation for major gifts.
• A strong working knowledge of strategy development and moves management systems relevant to the cultivation, solicitation and stewardship process.
• Experience working with high-level volunteers, donors, and program staff on collaborative activities.
• Experience, familiarity and/or ability to work in a complex non-profit organization with many departments, programs, and fundraising priorities.

Background Checks

Position requires a background check to be completed and reviewed.

Certifications

Fundraising certification is a plus, such as CFRE, CFP or CAP designation.

Skills/Abilities

• Goal-oriented, self-directed and proactive; ability to take initiative and work independently without direction or extensive administrative support to meet/exceed expectations.
• Ability to work well with a variety of people in a dynamic environment; high energy; focus; collaborative spirit.
• Ability to be influential and persuasive in dealing with donors and other members of the community and colleagues at The Salvation Army.
• Strong interpersonal skills, including the ability to use emotional intelligence, situational awareness, tact, and diplomacy when interacting directly with others, including donors.
• Strong communication and presentation skills including the ability to convey clear, concise, and compelling messages when writing, conversing with others, and making formal presentations.
• Intermediate proficiency with Microsoft Office Word and Excel, Proficient with MS Office Suite and fundraising databases (e.g. Salesforce), Teams and other fundraising software.
• Highly effective at building and maintaining relationships with diverse individuals (e.g. executives, wealthy donors, leadership volunteers, internal stakeholders, and TSA leadership).
• Detail-oriented with a strong focus on quality and accuracy.
• Highly service-oriented and driven to deliver exceptional customer service and follow through when dealing with donors and TSA colleagues.
• Mature judgment and effective reasoning skills; ability to process and interpret complex information and make independent and effective decisions without close supervision.
• Able to maintain confidentiality and follow ethical best practices.

Supervisory Responsibility

Does not manage staff.

Travel

Incumbent will be required to travel regularly by organization vehicle as necessary to support the mission of The Salvation Army. Overnight travel is minimal. A moderate amount of time must be spent outside the office to complete essential work requirements. The position requires some travel, primarily using agency vehicle to visit donors, prospective donors and other relevant contacts within a predetermined territory of responsibility.