What are the responsibilities and job description for the Director, Individual Philanthropy position at Martha's Table?
MISSION
Our mission is to support strong children, strong families, and strong communities.
VISION
At Martha’s Table, we believe that every Washingtonian deserves the opportunity to stay and thrive.
Our mission is to support strong children, strong families, and strong communities.
VISION
At Martha’s Table, we believe that every Washingtonian deserves the opportunity to stay and thrive.
ABOUT MARTHA’S TABLE
At Martha’s Table, we believe that every Washingtonian deserves the opportunity to thrive. For over forty years, we have worked to support strong children, strong families, and strong communities by increasing access to quality education, health and wellness, and family resources.
Together, we are “One MT.” This means we work across all three of our locations to support our shared mission. In all that we do, we exemplify our four core values of respect, compassion, teamwork, and accountability. These values - and our commitment to “white glove service” - guide how we engage with the communities we stand alongside and how we work together as a team. When you come to Martha’s Table - as a guest or as a team member - you are valued and you deserve our very best.
In order to be the best version of MT, we are deeply committed to practicing our core values. We apply the principles of dignity, excellence, and belongig in providing programming and services; in creating our Board; in partnerships and procurement; and in hiring, training, and advancing our team members.
We invest in our team members’ personal and professional goals through our “STEP” program, which includes tuition for continuing education, certifications, and professional development; funding to unlock financially held transcripts; and flexible leave options.
POSITION OVERVIEW
The Director of Individual Philanthropy is responsible for driving individual giving strategies, with a primary focus on leading a team and managing the annual fund. This position will cultivate and steward individual donors, develop innovative fundraising initiatives, and ensure a robust pipeline of annual and major gift donors. The Director will oversee a Major Gift Officer to grow and steward mid-level and major gifts and an Annual Giving Manager, who oversees grassroots fundraising efforts and monthly donors. The Director will play a pivotal role in enhancing donor engagement, maximizing revenue, and supporting the organization's overall development goals of raising approximately $10m in private revenue aimed for growth.
POSITION DUTIES AND RESPONSIBILITIES
1. Leadership & Team Management
- Lead, mentor, and manage a team of fundraising professionals focused on individual giving (direct mail, monthly donors, peer to peer, mid-level, events and major gifts)
- Manage and support a Major Gift Officer to expand, steward and upgrade mid-level (1k-9999) and support major gifts (10k-149,999)
- Approx 650 donors giving in the 1k-9999, total of ~$1.5million
- Supervise and mentor an Annual Giving Manager focused on growing monthly donors and establishing and growing peer-to-peer fundraising and grassroots appeals.
- Approx 4,650 donors giving in the 0-999 level, total of over $1m)
- Approx 350 donors giving $225,000
- Collaborate with CDCO and Deputy Chief to set and achieve ambitious revenue and participation goals for individual giving.
- Track and share progress to goal around individual giving
- Foster a culture of collaboration, accountability, and innovation within the team that builds on and enhances best practices and reinforces MT’s core values.
- Innovate new tactics to enhance return on investment (ROI), automate marketing touchpoints, and foster stakeholder relationships.
- Work with Development leadership (Deputy Chief, Director of Institutional Development, and CDCO) to create and execute strategies to maintain and grow private revenue needed to fuel the mission and programs of Martha’s Table
2. Annual Fund Strategy & Execution
- Develop messaging strategy for individual philanthropy and integrate across channels and campaigns
- Develop and implement a comprehensive annual fund strategy, leveraging multi-channel approaches (direct mail, digital, events, peer-to-peer, etc.).
- Create a detailed Annual Giving strategy (from cultivation to stewardship), crafting compelling content and creative materials, customizing content to segmented donors, and testing by channel to optimize performance.
- Utilize data-driven tactics to retain and expand the donor base, aligning all fundraising channels into the Annual Giving strategy.
- Innovate new tactics to enhance return on investment (ROI), automate marketing touchpoints, and foster stakeholder relationships.
- Analyze donor data to refine strategies and improve donor retention and acquisition.
- Collaborate with the Development team to create an integrated calendar of fundraising campaigns and events, including direct mail appeals, SMS and MMS campaigns, targeted email appeals, social fundraising, Apple Corps monthly giving, Apple Society communications and Desk Notes, Maz Legacy Circle campaigns, thankathons, fundraising events and campaigns, Giving Tuesday, MTAB, and more.
- Coordinate annual campaign solicitations, including donor segmentation and appeal material creation across the department.
- Perform response analysis and prepare fundraising activity reports to ensure financial objectives are met
- Establish Key Performance Indicators to measure channel performance and communicate results to senior management
- Monitor and analyze fundraising data using CRM
3. Collaborate with Development Team to Create and Execute a Range of Engagement Opportunities and Events that Build Relationships with Donors
- Martha’s Table Annual Benefit (MTAB) - largest fundraising event with 300 attendees and raising $450k in funds from institutional and individual funders.
- Launch a 5k that attracts and engages grassroots donors and sponsors
- Spring major gift event
- Thank-a-thon
4. Donor Engagement & Stewardship
- Support the Major Gift Officer in identifying, cultivating, soliciting, and stewarding mid-level and major gift prospects.
- Guide and oversee strategies to upgrade annual donors into leadership and major giving levels.
- Support and guide Annual Giving Manager in creating and executing peer to peer fundraising campaigns
- Work closely with the Major Gifts Officer and Annual Giving Manager, to ensure a seamless donor pipeline and integrated communications plan.
- Collaborate with communications to streamline and enhance donor communications and storytelling.
Collaborate to ensure alignment across donor recognition programs, exclusive events, and impact reporting efforts
5. Collaboration & Reporting
- Collaborate with other department leaders and across the organization to engage donors through storytelling, volunteering, events, and other relationship building activities.
- Coordinate efforts with major gifts, planned giving, events, campaigns, and other fundraising initiatives.
- Work closely with colleagues across departments, including Communications, Programs, and Finance, to ensure alignment and integration of fundraising efforts with organizational objectives.
- Recruit, train, and manage volunteers to support annual giving efforts.
- Provide guidance to volunteers to maximize their effectiveness.
- Other duties as assigned
6. Manage Annual Giving Budget and Vendors
- Develop and manage the annual budget for annual giving programs.
- Maintain relationships and negotiate contracts with key vendors for annual giving.
- Ensure fundraising activities comply with relevant regulations, ethical standards, and best practices in the non-profit sector.
EXPERIENCE, KNOWLEDGE, AND SKILLS REQUIREMENTS
1. Fundraising Strategy & Execution - Ability to develop and execute strategic, comprehensive individual giving strategies, set fundraising goals, identify key initiatives, and evaluate progress against targets. Knowledge of various fundraising channels and techniques and experience in soliciting and stewarding donors is essential. (critical skill)
2. Data Analysis & Utilization - Keen ability to analyze fundraising data using CRM databases and other tools for assessing performance, identifying trends, and making informed decisions to adjust strategies as needed. Knowledge of data analytics methods and tools is essential for optimizing fundraising efforts. Knowledge of fundraising regulations, donor data compliance standards, and ethical fundraising practices is essential for maintaining positive relationships with donors and stakeholders. (critical skill)
3. Donor Communication & Engagement - Exceptional written and verbal communication skills to craft compelling messages and deliver them effectively across multiple channels to diverse audiences. Knowledge of donor communication best practices and experience in donor stewardship and outreach activities are important for building and maintaining donor relationships.
4. Leadership & Team Management - Proven experience leading, coaching, and inspiring high-performing fundraising teams; demonstrated leadership skills providing management of annual giving programs, supervising staff, managing vendors, and coordinating cross-departmental collaboration efforts. Knowledge of leadership and team management principles, including effective communication, delegation, and motivation techniques, is essential for leading a successful annual giving strategy.
5. Budget & Project Management - Knowledge of budgeting principles and experience in managing budgets is important for developing and managing the annual budget for annual giving programs, tracking expenses, and ensuring financial objectives are met. Project management skills are needed to plan, organize, and manage concurrent donor communication campaigns in a fast-paced, deadline-driven environment.
6. Collaboration & Stakeholder Engagement - The ability to collaborate effectively with other department leaders, stakeholders, volunteers, board, and external partners is important for aligning individual giving strategies with overall fundraising and institutional goals.
7. Additional Required Key Professional, Technical, or Other Important Skills -
Strong commitment to the mission and core values of Martha’s Table (compassion, accountability, respect and teamwork)- Proficiency in Every Action or sophisticated CRM system
- Deep expertise in direct mail marketing and multi-channel marketing
- Collegiality – the ability to develop and maintain good relationships with colleagues on other teams across the organization and points of contact at partner organizations.
- A proactive nature, willing to roll up one’s sleeves to help out the organization in ways that fall outside the job description, such as taking part in volunteer shifts.
- Creativity – finding new, innovative ways to communicate with funders/prospects and leverage our communications resources.
- Ability to inspire, generate excitement around MT’s mission and programs
- Strong verbal and interpersonal skills and confidence necessary to engage in face-to-face and/or phone solicitations
- Understanding of multichannel direct marketing and familiarity with segmentation strategies using a large constituent database
- Experience working effectively in a large, complex non-profit and working across departments to gather information, data, and stories of impact; demonstrated ability to work both independently and as part of a team
EDUCATION AND TRAINING REQUIREMENTS
Bachelor’s degree in English, business, liberal arts, communications, or related field plus 5 years of experience in development, demonstrating a successful track record creating annual giving campaigns, soliciting gifts, and conversion strategies. (Without Bachelor’s degree, minimum of 7 years of progressive experience in individual philanthropy, with leadership responsibilities).
Proven track record of successfully meeting or exceeding fundraising goals, preferably in a non-profit setting.- Strong leadership and team management skills, with experience supervising staff and fostering a collaborative work environment.
- Excellent communication skills, including the ability to articulate a compelling case for support and engage donors effectively across various channels.
- Strategic thinker with the ability to develop and implement data-driven fundraising strategies.
- Proficiency in fundraising CRM systems and data analysis tools.
- Commitment to the mission and core values of Martha’s Table.
- Knowledge of the Washington, D.C. philanthropic landscape is a plus.
WORKING CONDITIONS
- Moderate physical activity. Requires moderate movement. Work environment predominantly in a store setting.
COVID-19
Martha's Table requires all team members to have completed a COVID-19 primary series and receive one booster dose. Candidates who are not yet eligible for a booster must submit proof of their booster vaccination within 2 months of receiving their final primary series dose or an original monovalent booster vaccine to hr@marthastable.org. Martha's Table will consider waiving the vaccination requirement for:
- Candidates who object in good faith and in writing, pursuant to procedures established by the City Administrator or his/her designee, that the employee's vaccination would violate their sincerely held religious beliefs; and
- Candidates who have obtained and submitted written certification from a physician or other licensed health professional who may order an immunization, that being vaccinated for COVID-19 is medically inadvisable because of the employee's medical condition.
Marha's Table is an Equal Opportunity Employer. Applicants who are unable to be vaccinated for religious or medical reasons should contact Human Resources (hr@marthastable.org) as soon as possible to engage in the interactive process and explore what, if any, reasonable accommodations Martha's Table is able to offer.
This position requires the completion of a satisfactory background check. Martha's table is an Equal Opportunity Employer and is committed to providing employees with a work environment free of discrimination and harassment of any kind. Martha's table is committed to the principle of equal employment opportunities for all employees and applicants for the employment and prohibits discrimination and harassment of any type without regard to race, color, religion or belief, age, sex (including pregnancy), national, social or ethnic origin, disability status, HIV status, family medical history or genetics, protected veteran status, gender identity and/or expression, marital, civil union or domestic partnership status, family or parental status or any other characteristic protected by federal state or local laws. This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Martha's table will not tolerate discrimination or harassment based on any of these characteristics. If you need assistance or an accommodation due to a disability, you may contact us at 202-328-6608 or via e-mail at hr@marthastaple.org.
Salary : $225,000 - $450,000