Senior Director of Gift and Estate Planning

THE SALVATION ARMY

NORTH & CENTRAL ILLINOIS DIVISION

JOB DESCRIPTION

JOB TITLE: Senior Director of Gift and Estate Planning

REPORTS TO: Executive Director of Advancement

PAY GRADE: 411

PAY RANGE: $97,633.00 - $122,041.00

WHO WE ARE

At The Salvation Army, we are dedicated to Doing the Most Good. We are made up of thousands of officers, soldiers, staff, volunteers, donors, and partners working together to holistically meet the physical, emotional, and spiritual needs of our most vulnerable neighbors. We do this through programs designed to combat homelessness and hunger, provide safe spaces for kids after school and on the weekends, achieve and maintain sobriety, and give hope to the hopeless. The Salvation Army North and Central Illinois Division provides these services to people in need.

JOB SUMMARY

The primary purpose of this position is to plan, implement and evaluate a comprehensive fund development program designed to identify, educate, cultivate, solicit, and recognize planned gift donors on behalf of The Salvation Army Northern and Central IL Division (DHQ) as well as work directly with individual prospects and donors to solicit planned gifts. The incumbent manages, sets goals, monitors, and evaluates Planned Giving Representatives (PGR) who report directly to this position. The position is responsible for drafting planned giving policy statements for approval and providing professional guidance, technical assistance and training to the staff, officers, advisory board, and volunteers associated with the Northern and Central IL Division (DHQ).

ESSENTIAL DUTIES AND RESPONSIBILITIES

This job description should not be interpreted as all inclusive. It is intended to identify the essential functions and requirements of the position. Other job related responsibilities and tasks may be assigned. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential job duties and responsibilities listed below:

* Oversees and is responsible for the staffing, goal setting, management, implementation, and successful operation of all aspects of the planned giving program for the Northern and Central IL Division of the Salvation Army.

* Assigns portfolio of prospective donors to each PGR. Works with each PGR to:

O Manage a prospect portfolio of approximately 125-150 prospects and manage the qualification and cultivation for those assigned;

O Develop solicitation strategies for new and current planned gift prospects within assigned portfolio;

O Develop relationships with prospects through various cultivation calls, letters and handwritten notes;

O Complete a specified number of significant contacts/moves annually with prospects from portfolio in accordance with assigned definitions for activity;

O Solicit and close gifts in accordance with annual goals as set by Planned Giving Director in consultation with Executive Director of Development and Territorial Director of Planned Giving.

* On a quarterly or more frequent basis, monitors and reviews progress on goals and assignment of portfolio of prospective donors with each PGR; works to help assure each PGR meets their goals; conduct annual performance review with each PGR.

* Works closely with the Territorial Director of Planned Giving to set goals, standards, processes, and other matters necessary to the implementation of an ethical, legally proper planned giving program.

* Works with the Executive Director of Advancement, Divisional Leaders, and other fundraisers in developing and coordinating strategies for major and planned gift donors to ask said donors for significant gifts including both major and planned gift components.

* Works with the Executive Director of Advancement as part of a team of fundraisers for the Division, including joint strategy sessions, Divisional planning, and other matters important for an effective development effort.

* Personally, manages a caseload of no less than 60 gift prospects and maintains a schedule of personal meetings, setting goals for activity and fundraising from said caseload.

* Engages board members, volunteers and key staff in the planning, relationship building and solicitation of individual gifts.

* Assures PG staff report their activity and results towards goals and objectives to Division and Territory levels, in accordance with the definitions, forms and report formats required by Division and Territory.

* Maintains a contact management system and records, tracks, qualifies and responds to prospect inquiries in appropriate software or other system.

* Creates and implements a stewardship plan to recognize and engage planned gift donors who are not actively being cultivated and solicited by other assigned staff.

* Creates and implements a marketing plan for planned giving, incorporating efforts by Territory through direct marketing, as well as local efforts through, by way of example, buck slips, email, web based ideas, and using local publications; reports results to the vendors, Division and Territory using assigned report formats.

* Remains current on relevant laws, regulations, and techniques through self-study, professional memberships, conferences, and webinars; evaluates the planned giving and fundraising knowledge of staff, in accordance with standards provided by Division and Territory.

* In coordination with the Territorial Director of Planned Giving and the Executive Director of Development, develops appropriate education and cultivation programs for selected attorneys, trust officers, CPAs CLUs, etc., to increase their knowledge about The Salvation Army and charitable gift planning options for their clients.

* Prepares and/or delegates proposals for gift opportunities in response to inquiries and/or cultivation of gifts.

* Serves as the staff liaison and coordinator of the Northern and Central IL Advisory Board Planned Giving/Major Gifts Committee.

* Completes other duties as assigned.

Staff Supervision:

* Manages Planned Giving staff: hiring, termination, task assignments, goal setting, training and coaching, evaluation, ongoing motivation, and interdepartmental staff coordination.

Fiscal Management:

* Develops annual budgets; regularly monitors expenditures and income reports.

* Routes all finance-related requests through the Executive Development Director.

* Authorizes all approved expenditures for payment within the Fund Development Department.

* Negotiates vendor contracts.

Working Conditions

The majority of work activities are performed in an office setting and in the residences or work locations of donors and prospective donors. There are normally no hazardous or significantly unpleasant physical working conditions. A moderate amount of time must be spent in an office setting to complete essential work requirements position. The position also requires moderate levels of local travel, primarily using one's personal vehicle, to visit donors, prospective donors and other relevant contacts in the community within a predetermined territory of responsibility.

Qualifications

Preferred Experience, Education and Knowledge:

* Demonstrated experience in planned giving fundraising, legal services, financial planning, development, estate planning or related fields.

* Expertise in organizing, directing and implementing a comprehensive fund development program in a complex organizational environment.

* Knowledge of planned giving or major gifts techniques, market segmentation and new audience development is essential.

* Successful experience in closing of gifts as well as a demonstrated working knowledge of estate and tax planning techniques is a must have.

* Demonstrated knowledge of basic business terminology, financial matters, ethical, legal and tax-related issues regarding the solicitation, transfer, and management of charitable gifts.

* Bachelor's degree required. Other considerations include an advanced degree in a related field such as law, finance or organizational management, supervisory experience, proven committee/board experience; a certification is a plus, such as CFP or CAP designation. Those without such a certification are expected to obtain a certification within 2 years of start of employment.

* Legal training, particularly an understanding of charitable financial and estate planning is highly desirable.

Required Leadership & Management Capabilities:

* Ability to attract, select and retain top talent.

* Outstanding people management skills including the ability to lead by example

* Understands the principles of effective performance management and can effectively apply them.

* Strong leadership skills, knows how to engage and motivate individuals and groups.

* Ability to train and develop others, using coaching and other instructional techniques.

* Knows how to create positive work atmosphere by behaving and communicating in a manner that fosters good relationships with co-workers and supervisors.

Required Skills and Capabilities:

* Applies mature judgments and critical thinking to identify and define problems

* Ability to take initiative and independent action to get things done

* Ability to make independent and effective decisions without close supervision

* Strong interpersonal skills

* Computer literate including proficiency in the use of Microsoft Windows to specifically include Word, Excel and PowerPoint

* Proficiency in the use of email applications such as Microsoft Exchange or Lotus Notes

* Possesses an above average aptitude in both written and oral communication

* Displays high levels of integrity, professionalism and trustworthiness, especially in confidential matters

* Strong planning and organizational skills, ability to work efficiently

Additional Requirements:

* Passing The Salvation Army's background check and drivers' qualification.

* Ability to travel in community, and throughout the Division.

* Satisfactory completion of the Safe From Harm training program within the first ninety (90) days of employment.

PERFORMANCE MEASURES

This individual will be evaluated on how effectively the outcomes of this position are achieved as well as the timeliness, accuracy, and completeness of accomplishing assigned goals.