Job Description
Major Relationships Manager
(Trusts and Foundations)
Job ref: FC1405
Reports to: / Head of Major RelationshipsResponsible for: / 2 x Account Managers (HNWIs and CharitableTrusts) (One post to be recruited)
Location: / Central London
Salary: / £39,000-£43,000 per annum
Staff Benefits: / 25 days’ annual leave, contributory pension, life assurance
Hours: / 35 hours a week, 9am to 5pm, Monday to Friday
Conditions: / 1 year fixed term
Closing date: / Wednesday, 7th May 2014
Departmental Structure and Position of the Role:
The Major Relationships team is responsible for raising income in the UK from high net worth individuals (HNWIs), charitable trusts and companies to support the Brooke’s international projects.
The team is split into two sub teams: High Value Giving which targets HNWIs and charitable trusts with the potential to give £1k-£5k and Corporates; and Major Value Giving which targets HNWIs and charitable trusts with the potential to give over £5k.
The ambition is to grow the team capacity and capability so that the focus of the High Value Giving team will be to develop the pool of donors at the £1k-10k level; and the Major Value Giving team at the £10k plus level, with the emphasis on securing six and seven figure donations.
Purpose of role:
· To lead and manage the Major Value Giving programme in order to create a ‘step change’ in income, with a particular emphasis on charitable trusts and foundations.
· To take personal responsibility for stewarding a portfolio of charitable trusts and foundations to meet agreed income targets and secure repeat donations and multi-year financial commitments.
· To carry out research and analysis of patterns of trust fundraising to the Brooke.
· To develop a comprehensive strategy around the identification, cultivation and management of major value charitable trusts and foundations.
· To lead on research to identify new prospect charitable trusts and foundations who match the new cases for support and restricted funding projects.
· To help create a new research strategy to maximise the contribution of the research function to the Major Value Giving team and to grow the prospect pipeline of HNWIs and charitable trusts with the potential to make major value donations.
· To advise on the fundraising landscape, particularly around charitable trusts and foundations.
· To make recommendations around new techniques that can be employed to attract new Major Value Giving donors.
· To optimise staff performance, motivation and retention within the Major Value Giving sub team.
· To deputise for the Head of Major Relationships, where appropriate.
Key tasks and responsibilities:
Income Generation
· To maximise net income from the Major Value Giving sub team.
· To take personal responsibility for building relationships with a portfolio of charitable trusts and foundations to maximise net income and secure long-term financial commitments.
· To ensure that a viable and robust pipeline of prospects is maintained to meet the needs of the Major Relationships programme, including the identification and development of new income opportunities.
Strategy
· To contribute to the development of the Brooke’s fundraising and income diversification strategy, with a particular focus on charitable trusts and foundations.
· To assist in the delivery of the Three Year Plan and develop operational plans to substantially increase fundraising income.
· To develop a comprehensive strategy around the identification, cultivation and management of major value charitable trusts and foundations.
· To lead on research to identify new prospect charitable trusts and foundations who match the new cases for support and restricted funding projects.
· To help create a new research strategy to maximise the contribution of the research function to the Major Value Giving team and to grow the prospect pipeline of HNWIs and charitable trusts with the potential to make major value donations.
· To advise on the fundraising landscape, particularly around charitable trusts and foundations.
· To make recommendations around new techniques that can be employed to attract new Major Value Giving donors.
· To prepare quarterly forecasting and budget reporting.
· To track and report against all KPIs, including pipeline development, retention and net income.
Relationship Building
· To establish, develop and manage relationships with a portfolio of charitable trust and foundation supporters and prospects to build their understanding of, and engagement with, the Brooke’s work, maximise net income and secure long-term financial commitments.
· To lead the Major Value Giving sub team in planning and managing an appropriate mix of events and activities to support prospecting, engagement and donor recognition.
· To lead the Major Value Giving sub team in developing a stewardship programme that builds loyalty and engagement with existing supporters, encourages repeat giving and maximises opportunities for multi-year giving.
· As a member of the Fundraising & Communications department, contribute to the achievement of departmental objectives and be a role model in terms of effective team working, cross departmental working, problem solving and representing the Brooke internally and externally.
Management
· To manage the Major Value Giving sub team, including planning, supervision, team meetings and communications, and Performance & Development Reviews.
· To lead the Major Value Giving sub team on the development of the Major Value Giving programme, drawing on past experience and best practice examples.
· To encourage the continuous professional development of the Major Relationship Account Managers.
· Responsibility for contributing to monthly senior management reports and management accounts and quarterly Trustee reports.
Cases for support & Restricted Funding
· To work closely with the Development Manager to help shape compelling cases for support that are appropriate for the Major Value Giving programme.
· To develop and write high quality proposals and reports on restricted funding projects in line with the Brooke’s restricted funding procedures.
· To seek and take on feedback from the Major Value Giving sub team on the use and improvement of the cases for support, including any updates or changes to the content as they become aware of any, when tailoring/developing specific proposals / pitches.
· To ensure the Major Value Giving sub team follow the restricted funding processes, utilise the process templates, and feed into reviews of these processes.
Team work and high performance, positive culture
· To review and improve practices and procedures, implementing positive changes and improving efficiency.
· To actively participate in and contribute to regular department, cross department and team meetings, discussions to maximise your input into Brooke’s wider organisational goals and the development of the major relationships programme.
· Responsibility for deputising for the Head of Major Relationships, as appropriate.
· To regularly update the Head of Major Relationships on targets and plans.
General
· To keep up to date with the activities of the Brooke in the countries of operation and ensure the Major Value Giving programme has access to information on the full range of the Brooke’s activities.
· To follow the Brooke’s equal opportunities statement which aims to clarify the value we place on diversity and steps we take to promote equality of opportunity for all.
· To perform such additional tasks as may reasonably be requested from time to time by the Head of Major Relationships.
Brooke Competencies / Skills & AbilitiesSelf-Management / Taking responsibility for own actions, behaviours and outcomes
Learning / Taking responsibility for own learning and fostering growth and development in others
Relationship Building / Creating and maintaining harmonious and constructive working relationships with others internally and/or externally
Planning and Organising / Ensuring that time and resources are utilised to best effect for the achievement of the Brooke’s goals and our mission and that others are committed to agreed courses of action
Effective Decision Making / Making clear, informed and timely decisions that lead to effective outcomes in line with the Brooke’s mission.
Change and Improvement / Seeking out and developing new ideas and approaches, responding positively and constructively to change and fostering a culture of continuous improvement
Collaboration and Cooperation / Working respectfully, effectively and collaboratively with others in your team, across the organisation and externally to deliver effective outcomes
Communication & Influence / Communicating clearly, concisely and compellingly in a manner that is appropriate to the audience. Engaging respectfully with others both internally and/or externally to persuade them to adopt courses of action that are in the best interests of the organisation and the animals.
Person Specification
The skills, abilities, experience and knowledge outlined below provide a summary of what is required to carry out this job effectively. They also form the selection criteria on which the decision on who to appoint will be made. Please ensure that you show how you meet the criteria outlined below in your application.
Knowledge and experience / Essential / Desirable1 / Education: educated to GCSE level (or equivalent) with A-C grades (or equivalent) in English and Maths. / ü
2 / Fundraising accreditation: member of the Institute of Fundraising or equivalent professional body. Professional qualification in Major Relationships/Trusts/Foundations or specialised knowledge of a function acquired through advanced formal training. / ü
3 / Income generation 1: extensive knowledge of the principles of fundraising from charitable trusts and foundations. / ü
4 / Income generation 2: demonstrable track record of raising significant funds from charitable trusts and foundations, and HNWIs. / ü
5 / Strategy: experience of identifying and prioritising funders and projects; building a prospect pipeline, developing a strategic, long-term trusts and foundation programme, and advising on the best approach to get projects funded. / ü
6 / Restricted Funding: proven track record in developing and writing high quality proposals, grant applications and impact reports on restricted funding projects. / ü
7 / Communication & Influence: experience of cultivating and stewarding long-term relationships with major value trusts and foundations, and a proven track record in influencing and negotiating effectively to secure six and seven figure donations. / ü
8 / Financial management: solid experience of budget management and financial planning, including reporting on KPIs such as prospect pipeline development, retention and net income. / ü
9 / Relationship Building: proven experience of building and managing successful relationships with stakeholders, both internally and externally, and at varying levels of seniority. / ü
10 / Management: proven track record in developing, monitoring and driving up performance of at least one direct report. / ü
11 / Project management: demonstrable experience of formulating, and working to, operational plans, and scoping and managing projects in a timely manner to deliver financial targets. / ü
12 / IT: Strong computer literacy and charity database skills. / ü
13 / Travel: Willingness and ability to travel within the UK and to work occasional evenings and weekends in line with business needs. / ü
This job description is a written statement of the key aspects of the above job. This document details the main responsibilities, tasks and includes a note of the skills, knowledge and experience required for a satisfactory level of performance. A job description is not intended to be an exhaustive account of all aspects of the duties involved.