POSITION SUMMARY STATEMENT:
The Senior Vice President & Chief Development Officer (CDO) provides strategic leadership and executive management to drive revenue growth, deepen individual and corporate support, and enhance brand value for United Way of Central Maryland.
As leader of the Development Division, the CDO manages professional teams across key fundraising areas: (1) sales culture/sales process management with a focus on individual donor cultivation and stewardship; (2) corporate partner and new client relationship development and revenue acquisition; (3) affinity group volunteer/donor recruitment and engagement; (4) fundraising operations and processes, donor data/market research and technology management.
The CDO directs the planning and execution of UWCM’s external relationship management agenda, co-leads sales culture initiatives that both enhance revenue and advance consistent and effective sales culture behaviors and priorities, drives enhanced efficiency and effectiveness of mission-critical fundraising operations, and increases financial resources for UWCM. As member of the UWCM Executive Management Team (EMT), the CDO is actively engaged in organizational oversight and planning, managing senior volunteer leadership councils, and representing United Way of Central Maryland at local, regional, and national levels, as required.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
45% Revenue Generation for Impact
In partnership with SVP/Chief Principal Gift Officer, co-leads the ongoing development and implementation of individual sales management strategies, tactics and training/reporting to ensure consistent delivery and methodology across the fundraising team in support of revenue growth and diversification goals. Directs division leadership in the establishment and achievement of specific performance objectives as defined by corresponding performance metrics.
Directs planning and implementation of corporate partner fundraising campaigns to achieve revenue, retention, engagement, and individual/corporate donor enhancement/cultivation goals. Guides development and implementation of year-round giving and new business acquisition/stewardship strategies.
Builds and supports a discipline of relationship management within the Development Division and across the organization. Facilitates processes that support coordination and management of outreach to corporate partners and engagement with key individual donors affiliated with those partners. Ensures the ongoing development of prompt, attentive, and meaningful customer service strategies aimed at acknowledging, retaining, enhancing, and serving UWCM’s diverse customer base.
Directs and oversees strategy implementation for affinity group growth as measured by increased membership, member engagement, revenue generation, and Resources Under Management (RUM) contribution.
Personally manages, develops, and stewards relationships with key individual and corporate clients.
Works with leadership across the organization to plan, organize, and implement new revenue streams and go-to-market strategies. This includes (but is not limited to) acquiring new corporate partner relationships, deepening relationships through partnership engagements and volunteer opportunities, selling fee-for-service opportunities, delivering targeted year-round giving online options, and developing and implementing special project campaigns, fundraising events, and affinity group programs. Leverages Corporate Partner Relationship Management and New Client Development staff to implement sales plans.
35% Strategy and Organizational Leadership
Directs Development team leadership in the creation of revenue strategies aligned to the organizational strategy with a focus on increasing individual donor stewardship revenue results, modernizing fundraising channels and approaches, optimizing staffing, and fostering new revenue opportunities. Develops and implements defined annual Development operating plans. Prioritizes key initiatives and ensures delivery of associated tactics and revenue expectations.
Regularly assesses performance of fundraising organization, including operational processes, customer service, donor/volunteer stewardship, and technology utilization. Identifies opportunities and implements recommendations for process improvements/systems enhancements to leverage efficiency and effectiveness. Ensures accurate operations support for Development fundraising, as well as donor engagement and corporate relations strategies.
Leads creation of annual revenue and expense budgets in line with organization budgeting processes and guidelines. Oversees generation of monthly financial reports and performance analysis.
Identifies, advises, and counsels direct reports regarding individual and team member professional development needs in line with corporate goals and policies. Conducts weekly/biweekly meetings with direct reports and motivates team members to achieve organizational workplan results with collaboration across the organization.
20% Organizational Management
Leads Development Division toward achievement of overall annual financial, participation, retention, donor stewardship, and Resources Under Management goals.
Serves on UWCM’s Executive Management Team. Represent Development on internal and external boards, task forces, and committees.
Plays a key role in development and stewardship of UWCM’s organizational budget and multiple cost centers.
Organizes and develops a vibrant volunteer leadership structure that reflects diverse constituent groups, represents diverse donor profiles, and advances achievement of community-wide support. Recruits, selects, engages, and stewards senior-level volunteer leaders to serve on Development-managed councils and committees. Serves as lead staff to councils and committees.
Cultivates and sustains positive, productive relationships with volunteers, community and business leaders, donors, and staff.
QUALIFICATIONS AND REQUIREMENTS:
Education and/or Experience: Bachelor’s degree with a minimum of 10 years management and supervisory experience in sales, customer relationship management, marketing and communications is required. Proven leadership capability, particularly at the mid-senior level is preferred. Prior senior management experience is desired. Master’s degree in a related field and/or prior nonprofit experience is helpful. Proficiency with Microsoft Office Suite is required, as is proficiency with in-person and virtual presentation technology and knowledge/application of CRM systems. Knowledge of the Central Maryland area with a strong network of relationships is strongly desired.
Language & Communications: Excellent verbal and written communication skills are required, as is the ability to persuasively present UWCM messaging, adeptly respond to questions, and act as a positive and professional representative of United Way. Must be able to develop and present high-quality presentations to a variety of group attendees and group sizes – from one-on-one to large meetings of 100+, in-person and virtually. Must be collaborative, politically astute, and able to act as an influencer.
Mathematical Skills: Experience with budget management required, as is the ability to understand and calculate sales/performance to goals. Ability to assess performance targets and potential opportunities, track, and report progress to goal is needed.
Reasoning and Self-Management: Must be an exceptionally motivated, detail-oriented team player. Excellent strategic thinking, problem-solving, and analytical skills are required. Ability to assess complex situations and identify the critical components and dynamics to design creative and appropriate responses with options and solutions. Ability to work effectively with different temperaments/work styles and work independently and as a member of a team. Ability to manage issues and crisis calmly and effectively is necessary. Must be highly organized and able to plan and prioritize personal and team workloads to maximize use of time and meet varied, multiple needs.
Leadership: Possesses superior management skills, with a track record and deep understanding of how to build and retain client/donor engagement and loyalty, as well as develop and implement multi-faceted sales plans. Ability to hire, train, and grow direct reports skills and performance. Positive attitude and self-confidence. Very strong interpersonal and relationship-building skills. Ability to assess issues and develop plans and tactics to address those issues. Shows initiative and enthusiasm while demonstrating uncompromising responsibility and courage, even in the face of difficulties.
Other Critical Skills: Possesses integrity and is committed to ethical conduct and UW’s mission. Displays caring and sound judgment. Is adaptable and open to alternative solutions and is flexible when interacting with others. Pursues continuous learning and self-mastery, with the ability to analyze personal strengths/weaknesses and create plans for growth. Is inclusive, with the ability to develop networks and partners with a broad and diverse group of stakeholders.
PHYSICAL DEMANDS:
Employee is regularly required to talk or hear; sit; use hands to finger, handle, and feel; and reach with hands and arms. Must be able to lift up to 40lbs and make verbal presentations to groups (between 10-200 people). Specific vision abilities required by this job include appropriate vision needed to drive as required for a valid driver’s license.
SALARY RANGE: $148,796 – $180,122
TO APPLY:
Interested candidates should submit a cover letter and resume via email to:
United Way of Central Maryland
Attention: Human Resources
1800 Washington Boulevard, Suite 340
Baltimore, MD 21230
