Senior Director of Major Gifts

Primary Function:  

The Barnes Foundation Senior Director of Major Gifts is responsible for the strategic execution and management of all aspects of fundraising with upper-level individual giving including the Major Gifts, Barnes Art Ball, and Circles Membership programs.  The Senior Director of Major Gifts provides leadership for the individual giving fundraising staff in the Major Gifts and Circles teams and oversees two core volunteer committees, the Ambassadors Board and National Ambassadors Board. With the SVP, Deputy Director for Advancement, s/he also participates in strategy, engagement, solicitation and stewardship for the Second Century Endowment Campaign and planned giving. As a senior member of the development staff, this position also provides guidance and support for institution-wide strategic and Advancement initiatives through collaboration with other departments, knowledge and resource sharing and staff supervision.

Education/Training/Experience:  

• Bachelor of Arts required; Advanced degree in business, management, communications or arts administration preferred.
• 10 years+ progressively responsible experience in fundraising, membership, or arts administration
• Demonstrated passion for and commitment to the mission of the Barnes Foundation.
• Proven ability to identify and build strong external relationships with a variety of volunteers, public leadership, partner organizations and other stakeholders; must demonstrate friendliness, professionalism, enthusiasm and a donor-centric approach.
• Advanced skills in negotiation, planning, problem solving and budget management.
• Proven ability to plan and set meaningful objectives, and to lead projects to completion.
• Strong organizational skills: detail oriented with the ability to prioritize, manage multiple projects and execute in a fast-paced, high-volume environment; ability to work both independently and collaboratively to resolve issues and maintain composure and professionalism in an environment of changing and/or multiple priorities.
• Track record of success in meeting fundraising goals and demonstrated experience securing significant gifts from individuals.
• Excellent managerial and leadership abilities. 
• Excellent oral and written communication skills. 
• Proficiency with Microsoft Word and Excel a must, and a knowledge of Salesforce desirable.   
• Campaign experience preferred. 

Physical Demand Analysis:  

Physical Requirements:  Lifting up to 40 lbs.  80% of day sitting required; however there is standing at special events.

Visual Requirements:   Extensive computer use.

Hearing Requirements:  Phone use.

Working Conditions:  Position operates in an environment that is generally free of noise, dust, temperature extremes or other hazards.

Job Specific Competencies:

Fundraising Program Management

• With Deputy Director, Sr Vice President for Advancement, develops strategic direction and meets annual goals: renewing and increasing the number of individual/family major gifts for restricted and unrestricted operating revenues and endowment campaign contributions.  
• Provides oversight of the Major Gifts and Circles Membership team, with comprehensive, result-driven strategies that align with institutional goals and objectives. 
• With the Director of Individual Giving, successfully meets annual Circles goals for program revenue, cultivation and stewardship activities, benefits fulfilment, and reporting.
• With Donor Engagement Manager, collaborates to meet Barnes Art Ball goals including leadership committee engagement, attendance, programming, and revenue.
• Oversees the development and use of all Major Gifts, Circles Membership and Barnes Art Ball collateral and materials, utilizing best and innovative practices across channels, and ensuring that they support fundraising goals and are delivered in a timely and relevant way. 
• Provides leadership and support for planned giving donors and the 1922 Legacy Society. 
• Promotes the effective use of prospect management. Works with team to identify donors as well as prepare for, lead, and execute actions that qualify donors and move them forward with personalized engagement strategies. 
• Maintains a portfolio of approximately 150-200 donors and prospects (high net worth individuals), developing cultivation and solicitation strategies to help deepen their engagement with the Barnes mission and programming. 
• Identifies and qualifies prospects and existing donors for enhanced Circles Membership or Major Gifts restricted and unrestricted giving. Refers donors with lower capacity to development colleagues as appropriate. With team, develop and execute cultivation, communication, solicitation, stewardship, and recognition strategies that will motivate high-capacity prospects and current donors toward increased engagement with the Barnes and higher levels of giving.
• Identifies strategies and tactics for fundraising opportunities across constituencies, where appropriate. 
• Maintains accurate and timely tracking of all donor activities in CRM.  Ensures that Major Gifts, Circles and Barnes Art Ball team comply with record keeping practices. 

Strategy and Engagement

• Uses constituent data, engagement analytics, and prospect management to identify and segment members based on interest, level of engagement, and philanthropic capacity. Aligns events, institutional needs, and strategic goals with constituent segments. 

Managerial Competencies:

• Holds all employees accountable for policies, procedures and protocols.
• Supervises and meets regularly with all direct reports to review operational metrics and provide ongoing guidance; documents constructive feedback regarding job specific functions, responsibilities and competencies.  
• Maintains written documentation of supervision for oversight and review by other parties as appropriate.
• Maintains a stable, productive team environment through effective communication, staff appreciation and other activities that yield a high level of employee engagement to support and preserve the employee’s interest in working for The Barnes Foundation.

Organization-Wide Competencies:

• Effective Resource Use: Develops strategies and makes decisions that use time and resources wisely, manages resources effectively.
• Customer Focus: Demonstrates desire to help or serve others; identifies, anticipates and addresses internal and external needs; does what is necessary to ensure satisfaction.
• Problem-solving: Identifies problems and/or challenges.  Weighs pros and cons of all possible solutions.  Involves other in developing creative solutions to problems.  Makes innovative use of computers and other information technology to contribute to problem solving.  Produces practical solutions after carefully considering risks and alternatives.  Willingly incorporates new and different information as it becomes available.        
• Relationship building:  Effectively builds and maintains harmonious, professional, respectful and productive relationships within The Barnes Foundation, professional field and community.  Effectively works in a team setting.  Communicates honestly and directly; shows diplomacy and tact. Uses appropriate channels of communication.
• Professional Presentation:  Complies with organization policy and procedure.  Demonstrates self-awareness and understanding of others; listens well; perceives emotions, concerns and interests accurately, and uses these skills to advance The Barnes Foundation mission; creates a healthy work environment; shows composure; and respects people of different cultures, ages and genders.
• Active Learning:  Demonstrates curiosity and initiative to seek information; seeks to understand The Barnes Foundation business and outside factors that impact it; learns from best practices and generates fresh approaches; learns from experience and others; acquires skills; seeks feedback and advice resulting in improvement.
• Initiative: Takes calculated risks and does things that are new, different, or out of the box when necessary to reach goals, speaks up, asserts oneself, makes tough decisions in a timely manner; takes responsibility for outcomes.
• Ethics:  Demonstrates ethical business practices; demonstrates and conducts oneself in a manner consistent with the organization’s mission statement and core values.
• Promotes the continuous growth of the Barnes Foundation.
• Interacts and communicates with fellow employees in a manner that promotes a harmonious and cooperative working environment in accordance with our Core Values.