Recruitment Role Profile Form
Job Title: Development Manager (Individuals)
School/Department: Campaign and Alumni Relations Office (CARO)
Salary: £28,695 - £37,394 per annum, depending on skills and experience. Salary progression beyond this scale is subject to performance.
Job Family and Level: Administrative, Professional & Managerial Level 4
Contract Status: Permanent
Hours of Work: 36.25 per week
Location: Pope Building, University Park, The University of Nottingham
Reporting to: Senior Development Manager (Individuals) & Head of Leadership Giving
Purpose of the Role:
To maximise philanthropic income, by securing major gifts (typically at 5 figure level) from individuals, particularly alumni of the University, and other charitable sources in support of the University’s priorities.
Main Responsibilities / % time per year1. / Prospect Management
· Engage with high net worth individual prospects, identifying a compelling link between an individual’s existing links with the University, their charitable interests and the opportunities available for support within the University.
· Nurture personal relationships through written and verbal contact and lead face-to-face discussions with prospects. Travel throughout the UK to meet potential and existing individual donors to cultivate and solicit major gifts primarily in the 5 figure range.
· Arrange visits and think creatively about other opportunities for prospects and donors to experience first-hand, learn more and become excited about the University’s priorities, the talent and activity available, and the impact these have within the University and in turn, on society.
· Lead and work with colleagues and volunteers as appropriate in the development, writing, presentation, delivery, negotiation and successful conclusion of funding proposals whether written and / or verbal in a timely, efficient and appropriate manner for gifts typically in the 5 figure range.
· Assist the Senior Development Managers and Director of Philanthropy in organising small scale bespoke events as required in the solicitation of certain high net worth individual prospects, supported as necessary by the Team Administrator.
· Help devise and deliver stewardship plans for all donors, in conjunction with colleagues in the Donor Relations Team.
· Represent the University at events as required, occasionally involving out-of-hours work.
· Work with relevant colleagues within CARO, other central services, Schools, the Students Union and Campaign volunteers to ensure seamless co-ordination, planning, engagement and cultivation of assigned individuals. / 55%
2. / Portfolio Management
· Build, manage and renew the prospect portfolio with personal responsibility for active management of relationships with c.80 approved individuals, primarily alumni, to ensure successful delivery against both activity and financial goals and ensuring that donor numbers and the value of their support increases.
· Maintain a full and consistent pipeline of prospects and ensure timely progression through each stage from assignment to stewardship.
· Ensure that all interactions and developments are promptly and accurately recorded in the departmental CRM “The Raisers Edge” database. Analyse and share such data with other colleagues inside and outside of the Campaign and Alumni Relations Office as appropriate.
· Follow the Gift Acceptance Policy at all times.
· Contribute appropriate prospect names to guest lists for University events which support the University’s strategic priorities. / 30%
3. / Teamwork
· Collaborate with colleagues as and when required by working on Trust & Foundation and Corporate opportunities, and where appropriate, having some prospects assigned as part of own portfolio (eg private trusts).
· Contribute to the development of short and longer term strategies for securing philanthropic income for the University from individuals, particularly alumni.
· Contribute to planning, team development and related activities as required and ensure compliance with internal policies and procedures.
· Develop a close working relationship with Prospect Research Team colleagues to ensure good communication on prospect activity and solicitation outcomes.
· Support the Director of Philanthropy with the running and management of any project groups, coordinating within CARO and with other schools and departments particularly to identify fundraising and volunteering opportunities, administration of meetings, and the writing and collation of documents and reports. / 10%
4. / Networks
· Maintain and enhance personal knowledge, skills and networks by keeping abreast of best practice and key developments in fundraising amongst peer Universities and third sector organisations and sharing information with the rest of the team and CARO.
· Network with colleagues in other higher education institutions and other sectors to share best practice and facilitate future exchange of information / 3%
5. / Other Duties
· Other comparable duties as may be required at the request of your line manager and/or department director. / 2%
Knowledge, Skills, Qualifications & Experience
Essential / DesirableQualifications/ Education / Degree or equivalent qualifications or experience. / Postgraduate degree.
Fundraising or PR related qualifications.
Skills/Training / Entrepreneurial, creative approach to developing mutually beneficial partnerships, engaging and influencing people from all backgrounds, ages and nationalities.
Relationship builder who is persuasive with excellent interpersonal, diplomatic, influencing and negotiating skills.
Excellent verbal and written communication skills with ability to handle confidential or sensitive information.
Ability to quickly identify opportunities and turn them into positive outcomes through clear explanation of complex ideas, methods and concepts.
Enthusiastic, proactive, tenacious and energetic with an outgoing and friendly personality, plus a pragmatic approach to problem solving.
Proven ability to prioritise workloads, utilise good organisational and time management skills to deliver on multiple activities simultaneously whilst maintaining attention to detail and accuracy in work.
Confident computing skills including Microsoft Office and databases.
Willingness to work outside normal hours and to travel throughout the UK. / CASE or Institute of Fundraising courses.
CRM Systems, particularly use of Raiser’s Edge.
Working knowledge of Data Protection Act.
Excellent knowledge and understanding of the HE sector and fundraising within it in particular.
Understanding of the tax benefits available to donors.
Understanding of the motivations of philanthropists.
Experience / Experience and a proven track record of working within a sales or customer-focused, delivery based environment.
Experience of project management and delivering against stringent income targets.
Relevant experience of stewarding and cultivating relationships with donors or clients.
Experience of working within a complex organisational structure.
Experience of effectively communicating with people at various levels of seniority including colleagues and alumni.
Awareness of developments in the higher education and/or charity sector of relevance to the role. / Relevant fundraising experience and of making direct requests for donations from prospective donors face-to-face and/or by telephone.
Fundraising work within the charity sector.
Experience of working within an academic environment.
Experience of fundraising from alumni.
Proven track record of preparing, writing and presenting £25k+ funding proposals
Statutory/Legal / Knowledge or experience of handling sensitive data and an understanding of UK Data Protection legislation.
Ability to travel throughout the UK.
Full UK Driving License.
Decision Making
i) taken independently by the role holder
· Day-to-day management and progression of prospects within and through pipeline.· Effective communication with internal and external stakeholders, by devising strategies that will give a positive impression of the funding opportunities available, includes preparation of copy, briefing colleagues and suppliers on print, web and event communications, and being an active, committed spokesperson for philanthropy from the private and public charitable sector.
· Day-to-day operations and prioritisation of personal workload.
· Decisions regarding how to best manage budget expenditure.
ii) taken in collaboration with others
· Proposal development and presentation working in collaboration with colleagues, typically academics, CARO staff, Finance Office, Communications and Marketing colleagues and Senior University Management where appropriate.· Gift agreement negotiation with Finance, academic project champions, Donor Relations and other colleagues in CARO.
· Cultivation, solicitation and stewardship planning with the aforementioned colleagues.
iii) referred to the appropriate line manager by the role holder
· Personal development.· Proposals or gifts in excess of £100k.
· Agreement on exceptional expenditure which would significantly impact on the office budget.
Additional Information
The Development Manager (Individuals) is a critical role within the Campaign and Alumni Relations Office and is expected to make an important contribution in securing pledges and income to contribute to ambitious University fundraising targets. The role holder will handle a portfolio 80 prospects and will be responsible for generating and co-ordinating proposals to secure donations in the 5 figure range. The role holder is expected to work with the Senior Development Manager and other colleagues to significantly increase income at this level. KPIs will be used to monitor and evaluate progress.Out-of-hours work will be required to facilitate travel, make calls and to attend events.
The role holder is expected to showing confidence, creativity, initiative and self-motivation. They will be able to operate independently as well as collaboratively, working with ease amongst colleagues (internally and externally), and will be expected to contribute to building the University’s capacity to attract philanthropy from individuals as required. As such, they are expected to provide a palpable and positive influence on other members of the Campaign and Alumni Relations Office and University more broadly. They will represent the Campaign and Alumni Relations Office and the University in an exemplary, professional manner, internally and externally.
Head of School/Department
(or nominee): / Elspeth Gilfillan
Date completed: / 27th July 2015
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