Regional Director, Development & Philanthropy (Rochester Region)

Location: Rochester, WNY | Reports to: Chief Development Officer | Full time, non-exempt

About the Role

The Regional Director, Development & Philanthropy (RD) is a member of a high-performing, dynamic development team at the Make-A-Wish Metro New York & Western New York Chapter. The RD provides strategic leadership and operational oversight for a regional fundraising office in the Rochester area, collaborating with colleagues in the Buffalo and New York City markets. This position serves as a key ambassador for Make-A-Wish, cultivating philanthropic support, strengthening donor and partner relationships, and inspiring investment in the life-changing impact of wishes for children and families. The RD focuses on donor cultivation, stewardship, mission-centered fundraising, and sustainable revenue growth.

Responsibilities

• Strategic Leadership & Regional Management
  • Lead the planning, implementation, and evaluation of regional fundraising and engagement strategies supporting organizational growth and mission delivery.
  • Translate organizational priorities into actionable plans, goals, and performance measures.
  • Foster strong relationships with executive leadership, advisory board members, volunteers, donors, community stakeholders, and staff.
  • Provide leadership, coaching, mentorship, and professional development to at least one direct report (Development Manager).
  • Serve as a senior member of the Chapter’s Development team, collaborating with peers in Buffalo and New York City.
  • Oversee regional office operations, ensuring compliance with organizational policies, procedures, and financial controls.
• Major, Individual, Planned and Foundation Giving
  • Develop and execute comprehensive fundraising strategies including major gifts, annual giving, planned giving, and foundation grants.
  • Manage a portfolio of major, mid-level, and foundation prospects through identification, cultivation, solicitation, stewardship, and retention.
  • Establish and implement donor-centered relationship-building strategies to connect supporters to the mission and increase philanthropic investment.
  • Identify and engage new donors and funding sources to diversify and expand revenue streams.
  • Conduct major gift solicitations and planned giving conversations with donors and prospects.
  • Oversee grant prospecting and support proposal development efforts.
  • Ensure fundraising activities adhere to the highest ethical and professional standards.
• Special Events, Corporate Partnerships, Community Fundraising
  • Provide strategic leadership for signature fundraising events, including an annual gala.
  • Position Make-A-Wish as a charity of choice for area corporations, driving relationship-based fundraising, employee engagement, cause marketing, and sponsorship.
  • Drive strategic growth in community-based fundraising channels, including school/youth programming, third-party, DIY, and peer-to-peer fundraising.
  • Identify opportunities for public awareness, community outreach, sponsorship development, and donor engagement.
• Board of Advisors Development and Engagement
  • Serve as a strategic advisor and partner to the Make-A-Wish Rochester Advisory Board (RAB).
  • Recruit, engage, train, and support volunteer leaders to maximize their effectiveness and contribution.
  • Leverage volunteer and RAB networks to expand philanthropic opportunities and engage new prospects.
• Volunteer and Community Engagement
  • Oversee and develop additional volunteer leadership groups, including a young professionals’ council and event committees.
  • Strengthen relationships with community leaders, civic organizations, and professional partners to advance visibility, credibility, and impact.
  • Serve as a spokesperson and ambassador for Make-A-Wish at community events, presentations, and media opportunities.
  • Collaborate with marketing and communications teams to strengthen regional visibility and support fundraising goals.
• Financial Management & Reporting
  • Manage annual regional fundraising and operating budgets in partnership with the Chief Development Officer and Chief Financial Officer.
  • Monitor performance against revenue goals and expense projections.
  • Maintain accurate donor and fundraising records using donor management systems.
  • Analyze fundraising performance and provide regular reporting to leadership, boards, and stakeholders.
  • Utilize data and prospect research to guide fundraising strategy and donor engagement efforts.
  • Support long-term forecasting and strategic planning initiatives.

Requirements

• Bachelor’s degree required; advanced degree and/or CFRE preferred.
• Minimum of 10 years of progressively responsible fundraising, development, nonprofit leadership, or related experience.
• Demonstrated success securing major gifts and managing complex donor relationships.
• Experience leading teams, volunteers, boards, and community stakeholders.
• Experience developing and managing budgets and strategic plans.
• Knowledge of foundation fundraising, corporate partnerships, and planned giving strategies preferred.
• Knowledge of the Rochester and Western New York philanthropic landscape preferred.

Skills

• Exceptional interpersonal, communication, and relationship-building skills.
• Strong strategic planning, organizational, and project management capabilities.
• Proven ability to lead multiple priorities, deadlines, and initiatives simultaneously.
• Financial acumen and ability to analyze fundraising and budget performance.
• Experience with donor databases, fundraising technology, and business management platforms (Salesforce CRM and Microsoft 365 a plus).
• High level of professional ethics, integrity, accountability, and confidentiality.
• Ability to work independently while collaborating effectively across departments and stakeholder groups.
• Commitment to fostering a culture of philanthropy and community engagement.
• Flexibility to attend evening and weekend events and travel throughout the region, with occasional travel to New York City and national meetings.

Pay

Salary Range: $88,000 - $94,000

Physical Demands

• Occasionally required to talk, stand, or sit for long periods; walk, climb stairs, key data, stoop, twist, bend, or crawl.
• Must be able to move/lift up to 20 pounds.
• May drive a motor vehicle and travel during business hours and overnight up to 20% of the time.
• Exposed to varying weather conditions and noise levels.

Diversity, Equity & Inclusion

Make-A-Wish is committed to championing diversity, equity, and inclusion, fostering an organization that is accessible and welcoming to all. The vision to serve every eligible child is a strategic intent, requiring continual evaluation and evolution alongside our demographic environment. A mosaic of different cultures, perspectives, and experiences enables the granting of life-changing wishes to every eligible child.