Executive Director, Prospect Management

Position Title: Executive Director, Prospect Management & Research

Employment Category: Full Time Professional

Location: William & Mary

Department: 610000 University Advancement

Unit Mission Statement: University Advancement creates the conditions for opportunity – human, financial & experiential – by garnering and stewarding the resources that advance William & Mary.

Consistent with the University’s shared services agreement with the William & Mary Foundation, this position is assigned 25% effort to support Foundation Services, LLC, a subsidiary of the William & Mary Foundation.

Position Summary: Reporting to the Associate Vice President for Advancement Services & Innovation, the Executive Director for Prospect Management & Research is a critical leader in the Office of University Advancement. The Executive Director plays a pivotal role in advancing the fundraising goals of William & Mary by leading a team of professionals in the strategic research, identification, analysis, solicitation of prospective donors, and the continuous improvement, growth, and management of the donor pipeline.

The Office of Advancement Services & Innovation is comprised of five major functions, including advancement information services, finance & administration, gift & records administration, talent engagement, and prospect management & research. Together, Advancement Services & Innovation is responsible for the strategic design, development, and implementation of operational and business support functions, policies & procedures, and technology infrastructure that support all University Advancement operations, enable innovation, and drive campaign readiness and success.

As a member of the Advancement Services & Innovation leadership team, the Executive Director collaborates regularly with University Advancement leadership, front-line gift officers, and volunteers in all aspects of campaign planning and execution. Fostering innovation and establishing a best-in-class prospect management & research program that supports fundraising efforts across the university, the Executive Director will be fluent in current industry standards, best practices, emerging technologies, and the development of effective strategies and operational plans. The Executive Director will be an innovator who will foster a culture of continuous improvement and belonging that embraces all people and perspectives.

This is a hybrid position based in Williamsburg, Virginia, which offers a flexible work environment.

Position Restricted? No, this is a continuing E&G funded position and not term-limited.

Position Term: 12-Month

Position Months: Faculty or Staff: 12 month

Required Qualifications:

• Demonstrated mastery of standard research methodology best practices for evaluating donor prospects for capacity, inclination, readiness and recommending relationship development strategies.
• Knowledge of leading CRM tools and technologies used in Fundraising operations. Proficiency in incorporating common pipeline development and prospect tracking data in a fundraising CRM.
• Extensive and progressively responsible experience managing the complete prospect life cycle, prospect identification & research methods, prospect management principles and support of a successful campaign.
• Proven analytical skills and proficiency utilizing data analysis tools, fundraising databases, interpreting, and evaluating hard and soft wealth indicators in a philanthropic context. Experience developing and utilizing data analytics and predictive models in support of prospect management and to facilitate continuous improvement and innovation.
• Experience evaluating complex issues, identifying appropriate solutions, and providing leadership in development and implementation of a strategic plan.
• Excellent planning skills and experience with the ability to identify, clarify and articulate project purpose, goals, and outcomes.
• Excellent communication skills, both written and verbal, with the ability to present complex information in a clear and compelling manner.
• Demonstrated ability to collaborate effectively with diverse stakeholders and work in a fast paced, dynamic environment.
• Significant relevant and progressively responsible experience in a sophisticated fundraising environment.
• Proven leadership experience managing in a team setting, setting strategic goals, and driving results in prospect management & research.
• Bachelor’s degree or the equivalent combination of education, professional experience and specialized expertise related to the position.

Preferred Qualifications:

• Advanced degree (master’s degree (e.g., business, information studies, public administration, etc.).
• Knowledge of specific measures for demonstrating ROI in a prospect development setting.
• Knowledge and ability to develop and execute a full project and change management plan.
• Experience creating prospect capacity rating methodology customized to an organization’s needs.
• Experience conducting and/or supporting pre-campaign assessments, including feasibility studies, pool assessment and preliminary gift pyramids. Creating and executing prospect identification plans that are aligned to campaign priorities.
• Experience adapting and customizing prospect strategy management, tracking and reporting for various prospect segments (annual gift, major gift, and principal gift prospects).
• Experience leading all aspects of donor research and discovery, active donor pipeline management, including collaboration with Development leadership, frontline development officers and volunteers, development of metrics used to measure pipeline growth and performance, design and distribution of reports, pyramids and gift tables that show pipeline stages of readiness, review of prospects with senior leadership and gift officers and the development of strategies related to solicitation readiness, and the recommendation of development of policies and procedures for prospect management & research.

Is the position remote work eligible? Hybrid (works remotely at least 1 day per week but not full-time)

Remote Work Disclaimer: Remote work eligibility is not guaranteed and is subject to approval. Employee eligibility depends on the likelihood of the employee succeeding in a remote work arrangement and the supervisor’s ability to manage remote workers. Departments and/or Human Resources may amend, alter, change, delete, or modify eligibility.

Advertised Pay Range: Up to $140,000, commensurate with experience

Advertised Pay Range Statement: All hiring rates are commensurate with relevant experience up to the advertised amount considering internal alignment.

University Salary Range: U17

Benefits Summary Statement: William & Mary offers our employees a full array of benefits including retirement, health insurance with options for expanded dental and vision along with group and optional life insurance with coverage for spouse and children, flexible spending accounts, and an EAP (Employee Assistance Program). Our employees enjoy additional university benefits such as educational assistance, professional development, wellness benefits, and a robust holiday schedule. All employees have access to fitness facilities on campus. Staff members also have access to the university libraries, and much more. To learn more, go to: Benefits Information .

Job Open Date: 07/17/2024

Review Begin Date: Open Until Filled

Special Application Instructions: William & Mary is committed to providing a safe campus community. W&M conducts background investigations for applicants being considered for employment. Background investigations include reference checks, a criminal history record check, and when appropriate, a financial (credit) report or driving history check.

EEO Statement: William & Mary values diversity and invites applications from underrepresented groups who will enrich the research, teaching and service missions of the university. The university is an Equal Opportunity/Affirmative Action employer and encourages applications from women, minorities, protected veterans, and individuals with disabilities.