Director of Gift Planning
4 weeks ago
**GENERAL PURPOSE OF JOB**:
The Gift Planning (GP) Program is one of The Salvation Army’s leading revenue streams that provides significant financial resources to The Salvation Army Eastern Territory (TSAE) that funds current mission, capital needs, and long-term sustainability. As part of a team of highly skilled, trustworthy, values-based professionals, the Eastern Territory’s and Northern New England Divisional gift planning professionals work with prospects and donors to discuss their plans and help them use their resources in ways that will fulfill their personal missions and do the most good for the most vulnerable in the world. The Director of Gift Planning cultivates, promotes, and closes charitable gift plans to meet or exceed the goals set annually by the Northern New England Divisional Commander in collaboration with the Territorial Community Relations and Development Department (TCRD) and Divisional Director of Advancement.
This position works within the established structure and organization of the Salvation Army’s Eastern Territory, reporting to the Divisional Director of Advancement (DDOA) with a dotted-line relationship with the Territorial Director of Gift Planning (TDGP) to ensure program quality, adherence to Territorial minutes (policies), and participate in training and educational programs.
**ESSENTIAL DUTIES AND RESPONSIBILITIES**:
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
**A. Top Prospects**
1. Cultivate, solicit, and steward the 125 prospects and donors who are most likely to make a substantial planned gift within 12 to 36 months.
2. Steward of all donors who have completed a planned gift. Collaborate with other fundraisers when these donors are on another fundraiser’s Portfolio.
**B. Gift Planning Production**
1. Meet and exceed GP Production Goals which are set at the beginning of each fiscal year.
2. Expend most attention and effort on the largest gifts which usually require the longest timeframe. Progress in this area is tracked with the three-year cumulative-average production goal.
3. Primarily focus on raising revocable and irrevocable deferred gifts, ordinarily raising no more than 10% of total fundraising production in outright gifts.
**C. Gift Consultation**
1. Provide consultation on technically complex gifts, high end value gifts requiring exceptional stewardship, and gifts of assets or gifts structured in such a way that may require Territorial Gift Acceptance Committee review as well as asset type-specific due diligence review. Make this service available to donors, prospects, volunteers, volunteer groups, Salvation Army officers, and employees.
2. Work through the TDGP as concierge, facilitating such gifts through various THQ review processes in synch with other stakeholders, following the pertinent Salvation Army gift planning policies.
3. Provide advice to donors and fundraisers about the Salvation Army’s allocation procedures for unrestricted and designated gifts.
4. Assist in accessing outside legal, technical, or third-party expertise, in consultation with TDGP to facilitate gifts, especially when such gifts cannot be completed through internal TSAE processes.
**D. Marketing/Lead Generation**
1. Follow up with TSAE’s and Northern New England Divisional GP marketing and lead generation, including mail, eNewsletters, and digital marketing. Use divisional GP marketing to supplement these efforts when appropriate without competing with TSAE efforts.
2. Fully utilize and curate annual divisional Estate and Charitable Gift Planning Institute (ECGPI) to cultivate allied professionals and raise GP Production.
3. Collaborate with DDOA, Charitable Gift Planning Relations and Marketing Coordinator, and other divisional colleagues on GP marketing efforts.
**E. Reporting**
1. Maintain all information related to Director of Gift Planning GP Portfolio in Salesforce, under the direction of the DDOA for assignments and reporting to TDGP and Monthly GP Group Meetings.
2. Track and report GP activity and productions through Salesforce and monthly reports.
3. Adjust and make corrections if there are discrepancies with the amounts reported at Monthly GP Group Meetings.
4. Maintain all information concerning donors, prospects, and gifts in strict confidence. This information is the property of TSAE.
F. Training
1. Participate in all training for new CRD and GP team members.
2. Attend territorial annual meetings and national conferences as required, usually one each year.
3. Attend GP webinars provided by the TDGP.
4. Establish and maintain professional memberships recommended by the DDOA and TDGP.
5. Attend Salesforce training and user group calls as appropriate.
**Minimum Qualifications**:
- Commitment to the mission and values of The Salvation Army.
- Minimum education: Bachelor’s Degree in Business, Human Services, Finance, or Accounting. Masters in Business Preferr
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