Director, Major and Institutional Giving

Summary: This position reports to the SVP of Institutional Advancement and is responsible for executing strategies with new and existing donors with a focus on major gifts, planned giving, corporate and foundation giving. Manages identification, cultivation, solicitation, and stewardship of donors with the intent to build long-term relationships, develop new donor relationships and increase funding. Supervises team of professionals focused on increasing donor revenue and conducting stewardship. Builds effective partnerships with Mission areas of the Garden including; Science and Conservation, Education, Horticulture, Shaw Nature Reserve and the Butterfly House. Coordinates closely with the senior Director of Membership and Development Operations to ensure activities are consistently communicated and complement the Garden's membership program.

Essential Duties and Responsibilities:

• Lead, supervise and manage performance of a team of major gift officers in developing strategies to meet the organizational goals. Lead major gift meetings to encourage collaboration and communication.

• Oversee a coordinated and effective moves management process designed to secure new donors (corporation, planned giving, major giving and leadership giving) while also stewarding donors for the long-term loyalty and increased philanthropy over time.

• Assists with the planning and execution of engagement and fundraising programs for special gift projects, capital projects, and endowment needs.

• Manage and maintain a portfolio of 75-90 individuals with capacity to give at the $25,000 level. Develop multi-year fundraising and stewardship strategy for assigned relationships.

• Accountable for the achievement of revenue goals and program objectives by the major gift team and management of expenses within budget for the team.

• Participates with the Director, Membership and Development Operations in the development of annual operating revenue and expense budgets for the Institutional Advancement Division.

• Works with the Division staff, as well as the Communications Division, to develop promotional efforts of the team.

• Works to ensure appropriate allocation of resources to maximize organization, efficiency, communication and accuracy in the Garden's overall institutional advancement work.

• Provides comprehensive and timely reports summarizing development team activity and work plan timelines to the Senior Vice President.

• Attends key Garden events and festivals as necessary to cultivate and steward donor relationships.

• Meets expected attendance guidelines.

• Follows and adheres to established policies and procedures, including but not limited to Employee Handbook, volunteers, visitors and employees.

• Behaves and communicates in a manner that promotes and fosters a culture of teamwork and cooperation, within our division and throughout the Garden, with co-workers, supervisors/managers, volunteers, visitors, and employees.

• Performs other duties as assigned

Supervisory Responsibilities: Directly supervises staff of four on the Institutional Advancement Division's Development Team, including Manager- Corporate Relations, Major Giving Officers and a Major and Planned Giving Officer.

Core Competencies:

• Communication - Listens to others and asks questions for clarification; Writes clearly and presents information accurately; Speaks professionally and responds well to questions; Supports positive visitor relations.

• Collaboration - Demonstrates teamwork and promotes respect in the workplace; Engages in problem solving and group initiatives; Cooperates in implementing procedures and process improvements; Strives for positive visitor experiences.

• Accountability - Demonstrates commitment to responsibilities and adaptable to changes; Effectively prioritizes, troubleshoots and takes appropriate actions; Follows policies and procedures, meets deadlines, quality, and safety standards; Strives to proactively, address visitor and internal colleagues' concerns.

• Problem Solving - Identifies and resolves problems; Includes supervisor before taking action as necessary; Recommends solutions, demonstrates creativity and resourcefulness; Exhibits sound and accurate judgment in decision making process; Includes appropriate people in making decisions.

• Stewardship - Promotes and adheres to sustainability, safety and security protocols; Fosters a culture of respect, diversity and inclusion; Demonstrates effective and prudent use of Garden resources; Maximizes contributions during work hours.

• Leadership- Incorporates a cluster of knowledge, skills and abilities required for management of people, budgets and assigned business functions/operations

Qualifications/Experience:

• Minimum of 7 years of progressive experience managing fund raising programs inclusive of planned giving, leadership giving, major giving and corporate giving, or equivalent activities.

• Thorough knowledge of fund-raising principles with demonstrated success in planning and directing goal-driven programs in individual and institutional giving.

• Excellent leadership, judgment, collaboration, and strategic planning skills.

• Excellent organizational and business operations management skills.

• Success in soliciting and stewarding major gifts of $25,000 and above on behalf of a strong fundraising organization.

• Demonstrated experience in developing annual revenue and expense budgets preferred, along with high level of proficiency in reporting procedures.

• Excellent communication skills including listening and written and oral communications.

• Proficient experience with Tessitura software or equivalent applications.

• Demonstrates highest level of professional and ethical conduct, and ability to manage sensitive and confidential matters with appropriate discretion.

• The Garden is committed to the safety and wellbeing of our employees, volunteers and guests. All staff are strongly encouraged to receive all vaccinations as recommended by your healthcare provider prior to hire date. The Garden reserves the right to require future proof of current vaccination status, based on local health department guidelines. When international travel is necessary for Garden business, staff must be able to obtain the required travel clearances, driving permits, and vaccinations for all countries where travel is required.

• Adheres to all health, safety, and sustainability policies/procedures.

• The requirements and duties listed are representative and not exhaustive of the knowledge, skill, and/or abilities required.

Education:

• Bachelor's degree in Business, Communications, English, Non-profit Management or like degree. Master's Degree is a plus. Minimum five years' experience in cultural, academic or conservation science-based institution strongly preferred.

• CFRE designation preferred.

• An equivalent combination of skills, education and job responsibilities in for-profit business setting may be considered.

Language Skills:

• Ability to communicate effectively in English (verbal and written).

Mathematical Skills:

• Requires ability to perform addition, subtraction, multiplication and division; calculate percentages and decimals.

Reasoning Ability:

• Requires ability to exercise independent judgment to apply facts and principles for developing approaches and techniques to problem resolution.

Computer Skills:

• Proficient experience navigating through various PC applications including, but not restricted to, Microsoft Office suite (i.e., Outlook, Access, Excel, Word).

• Experience with Tessitura or a similar donor database or CRM system.

Certificates, Licenses, Registrations:

• Must possess and maintain a valid driver's license and clean driving record prior to employment.

Physical Demands:

• Requires ability to make frequent telephone calls and routine in-person visits to the organization's current and future donors and prospects.

• Ability to utilize computer keyboard (typing) and sit for extended periods of the work day.

• Must be able to lift and carry 20 pounds when transporting supplies and assisting constituents; occasional hands-on participation with event set-ups required.

• May be required to perform tasks at varying heights (i.e., step stool ladders, etc.).

• Ability to move up and down stairwells (multiple MBG buildings have stairs); walk about facility frequently throughout work day; frequent standing, reaching and stooping - 25% or more of the workday may be spent standing on feet

• Ability to drive (use of surrey to conduct constituent tours and meetings).

• Must be able to work both indoors and outdoors.

Work Environment:

• This position will occupy assigned desk and have access to computer, telephone, fax machine and other standard office equipment.

• Ability to work outdoors in all weather conditions (i.e., in temperatures over 100F as well as temperatures below 0F, in rain, snow and other inclement weather conditions as needed).

Contacts with Individuals/Organizations inside/outside the Garden:

• Works with many programs and events on-site at the Garden's main campus, as well as at the institution's family of attractions in the St. Louis region. The position interacts with many Garden volunteers and donors.

Supervisor: Senior Vice President, Institutional Advancement