POSITION SUMMARY STATEMENT:
The Vice President of Development provides strategic leadership, volunteer and team management, and senior-level donor cultivation and stewardship for the Development division. Focus areas of management responsibility include a portfolio of key corporate partner relationships/accounts; a leadership giving-level membership group; a portfolio of individual major gift donors; and relationship manager(s) staff. The Vice President also heads up cross-functional internal and external teams and projects, manages executive volunteer leadership, and represents United Way of Central Maryland in the community and with United Way Worldwide initiatives. This role is key to the development and implementation of UWCM’s external relationship management initiatives and increasing revenue for UWCM.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
35% Relationship and Account Management
Personally manages all aspects of fundraising and relationship development for a portfolio of key strategic partner organizations to increase donor engagement and giving at the company and individual levels. Provides strategic, targeted account management and excellent customer service. Responsibilities include engaging executives/CEOs, existing donors, prospects, and community coordinators, and developing and implementing a strategic approach for each account delivered through a defined workplan.
Develops and implements strategic plans and tactics for account portfolio to achieve annual financial, participation, retention, donor stewardship, and revenue under management goals to include:
- Developing year-round engagement/giving relationships with accounts
- Providing outstanding customer service
- Tracking and reporting results and adjusting strategy as needed
- Deepening relationships with executives, coordinators, ambassadors, and donors
- Holding strategic donor stewardship conversations that lead to achievement of donor engagement, retention, and increased funding
- Increasing dollars to Resources Under Management (RUM) for UWCM
Regularly updates company, donor, and financial results information in Development database(s).
Achieves annual portfolio goals and provides leadership towards achievement of total annual campaign goal.
25% Membership Group Management
The Vice President achieves measurable increases in assigned leadership giving-level group total membership, member engagement, and revenue raised, with specific focus on RUM, through strategic and focused initiatives that leverage group leadership and engagement, as well as development of targeted and workplace-specific membership acquisition, retention, and revenue growth projects and activities.
In collaboration with the AVP, Membership Groups, the Vice President creates annual plans to recruit and retain assigned leadership giving-level group members and increase revenue generated from group members. Responsibilities include managing and supporting the Executive Council (and related subcommittees) to co-create dynamic year-round opportunities for prospective, current, and lapsed members to join and/or deepen their engagement.
Develops and executes strategies to increase annual and RUM giving year-over-year among membership group members. Works directly with Relationship Managers to develop and execute strategies to grow membership group participation and giving within specific workplaces through opportunities such as Employee Resource and workplace affinity group outreach and leveraging current volunteer advocates/champions.
Develops communication strategies, in conjunction with AVP Membership Groups and the Marketing team, and uses all available channels to inform, invite, and engage members and prospective members.
20% Major Gifts Portfolio
The Vice President participates as a member of the Major Gifts team, and executes the organization’s Major Gifts fundraising strategic activities. Manages a portfolio of Tocqueville donors from his/her key accounts and supports Major Gifts’ annual goals for new member acquisition, current member retention, and increased donor engagement/investments to United Way.
Initiates face-to-face solicitations and assists volunteers and other staff with their solicitations (e.g.: providing portfolio development support, strategic counsel, and assisting with donor communications). Tracks and reports progress using specific metrics including increased retention rates, revenue growth, and RUM from existing Tocqueville membership.
15% Management of Relationship Management Teams
Manages Relationship Manager fundraising professional(s) and guides the development and execution of individual work plans to achieve annual revenue, retention, and donor stewardship objectives.
Provides leadership, coaching, and direction to his/her team to increase understanding and skills of relationship building, customer service, volunteer engagement, and Development technology uses and requirements.
Selects and hires new staff; 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 the team members to ensure work plan results are achieved and collaboration across the organization is facilitated.
5% Organizational and Cross Functional Work
Represents Development on UWCM cross-functional teams and participates actively in achievement of team goals and objectives.
Represents UWCM to United Way Worldwide as needed for organization-wide committees, initiatives, and special projects to support fundraising effectiveness, increase donor engagement, leverage executive volunteer participation, and enhance customer service and sales.
Actively participates in other departmental and organizational initiatives and teams as needed.
QUALIFICATIONS AND REQUIREMENTS:
Education and/or Experience: Bachelor’s Degree and seven (7) years related experience in customer relationship management, marketing, communications and/or sales, and high proficiency in Microsoft Office Suite is required. Mastery of in-person and virtual presentation technology is also required. Knowledge and application of CRM systems, electronic payments/pledging, performance tracking/reporting, and communications tools are a plus. Prior management experience is preferred.
Language & Communications: Must be comfortable and adept in communicating with all levels of corporate partner staff, from front-line employees to executive management. Ability 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. Very strong verbal and written communication skills are required as is the ability to persuasively present UWCM messaging verbally and in writing, adeptly respond to questions, and act as a positive and professional representative of United Way.
Mathematical Skills: Ability to understand and calculate sales performance to goals. Ability to assess performance targets and potential opportunities, track, and report progress to goal.
Reasoning and Self-Management: Strong 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 crises 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: Ability to hire, train, and grow direct reports skills and performance. Positive attitude and self-confidence. Very strong interpersonal and communication skills. Ability to assess issues and develop plans and tactics to address those issues. Willingness to step up and support organizational goals and needs outside specific job criteria.
Other Critical Skills: Knowledge of the Central Maryland area with a strong network of relationships is helpful. Ability to maintain confidentiality and use discretion and sound judgment to manage sensitive donor, internal and employee information is required.
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.
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