REGIONAL MANAGER OF MAJOR GIVING PROGRAMS

(2 positions available)

Opportunity Guide

 

Join the Army’s growing fundraising team in the Central Territory and become part of an exciting major gifts program making a profound impact!

Today, nearly 30 million Americans receive assistance from The Salvation Army each year through a range of social services: providing food for the hungry, relief for disaster victims, assistance for the disabled, outreach to the elderly and ill, clothing and shelter to the homeless, and opportunities for underprivileged children. Eighty-two cents of every $1 The Army spends is used to support these services in 5000 communities nationwide. As a branch of the Christian church, founded by William Booth and his wife Catherine in 1865 to serve London’s worst poverty-stricken streets, the ultimate goal of all programs is the spiritual regeneration of all people.

The Salvation Army USA Central Territory is one of four national territories and serves as the administrative head of 10 Divisions and 257 corps (program service sites) throughout the central United States. The territory serves communities in Michigan, Indiana, Illinois, Wisconsin, Minnesota, Iowa, Kansas, Nebraska, North Dakota, and South Dakota. Territorial Headquarters (THQ) is situated in Hoffman Estates, Illinois, 35 miles west of Chicago, and works under the leadership of Territorial Commander, Commissioner F. Bradford Bailey. Karla Clark is the Territorial Executive Director of Development and (open position) is the Territorial Director of Major Giving Programs.

The Opportunity: Regional Manager of Major Giving Programs

In response to a strategic cultural shift designed to invigorate philanthropy, The Salvation Army’s Central Territory launched an aggressive plan to implement a strong major gifts program in 2015. The Salvation Army has created new roles to provide leadership and consultation to Donor Relations Directors (DRD aka: Major Gifts Officers) within the Central Territory. Major Gift staffing will grow over 300% by the end of the 5-year plan.

The Regional Manager serves as a key member of the Major Giving Program’s leadership team and is instrumental in achieving overall financial goals. This position will provide consultation to 12-15 DRDs, across two to three divisions within the Central Territory. Reporting to the Territorial Director of Major Giving Programs, the Regional Manager is responsible for the DRDs building and maintaining a portfolio to secure major gifts through donor caseloads, working with DRDs to grow current caseloads, which currently hold a value in the mid-six figures and up, in support of the Army’s programs in each division and its local communities. A key part of the Regional Manager’s position is to represent THQ as a partner, working in concert with Divisional Directors of Development and local executive leadership.

This fundraising professional plays a critical role in determining the DRDs annual caseload content comprised of 125-150 individual and/or corporate donors and prospects with an eventual minimum goal of $1 million. The Regional Manager directs and guides strategies for donor communication, solicitation, and stewardship plans. Integral to the position is their support and seamless application of the Territorial Major Giving Program’s practices, including job performance metrics, database usage, and communications protocols. The Regional Manager will be instrumental in formulating standard operating procedures for tracking and managing activities in the Salesforce system as it rolls out (currently underway in 2018). In partnership with the Territorial Director of Major Giving Programs and the other Regional Managers, recommends and implements internal policies across disciplines through the Community Relations and Development department (e.g. planned giving, direct marketing, major gifts) to foster successful outcomes and encourage collaboration.

Performance Objectives

Leadership and Collaborative Planning

• Meets with the Territorial Director of Major Giving Programs on a regular basis to review progress against objectives and other topics integral to successful fulfillment of fundraising goals.
• In collaboration with Divisional Commanders, Divisional Directors of Development, Officers, and DRDs, helps develop strategies to involve key leadership volunteers or natural partners in solicitations where appropriate.
• Participates in development of annual strategic moves management and donor communications plans with each DRD and grants final approval to yearly financial goal.
• Ensures consistent pool of limited number of high-value major gifts prospects by working with the Territorial Prospect Research Associate and oversees consistent dissemination of profiles/biographical information.
• Supports territorial directives regarding correct use of Salesforce database for recording major gifts donor-related activities and takes appropriate action when infractions occur. Involves database management expertise as needed to ensure compliance with usage standards.

Divisional Support and Communications

• Maintain a high-level of regular communication with each Divisional Commander and Divisional Director of Development, based on each individual’s needs.
• Demonstrates strong understanding of territorial, divisional, and local/corps major gifts fundraising goals and DRD roles in achieving successful outcomes.
• Works with each DRD to determine resources needed for content-rich stewardship reports in varying media (hard copy, video, etc.). Establishes system for DRD cluster to share topics for stewardship purposes and collaborate on production of materials.
• Convenes regularly-scheduled meetings of DRD cluster to build esprit de corps, share ideas, engage in problem-solving, and to demonstrate organizational support and appreciation for the work of each fundraiser.
• Keeps management leadership apprised of all significant personnel issues and challenges affecting attainment of regional fundraising programs and goals.
• Submits timely, accurate reports as directed, and makes report adjustments as needed, in consultation with the Territorial Director of Major Giving Programs.

Field Support, Coaching, and Training

• Ensures each DRD has a qualified caseload capable of generating revenue appropriate to the minimum/introductory range of mid six-figures to mature caseload with a value exceeding $1 million+. Will delete inactive donors on caseload and add donors to caseload to fill the vacancies as needed.
• Develop strong orientation, onboarding, and ongoing training programs that will be utilized with new DRDs as they are hired, as well as continued training for current DRDs.
• Provides mentoring and/or coaching as needed to DRDs as they develop strategies for each donor and foster deeper engagement of donors in the Army’s mission and programs.
• Clearly communicates major gifts program metrics, including monthly/annual visits required, time in the field required, donor communication “touches” required and coaches each DRD to achieve contact with each qualified donor on their caseload as appropriate to time in position.
• Establishes system for receipt of timely and accurate monthly activity and revenue reports taking appropriate supervisory action to address lapses or unmet goals.
• Oversees implementation of regularly-scheduled, effective list review and prospect management meetings. Reviews and approves standard agenda items and meeting minutes.
• Completes annual performance review for DRDs, incorporating feedback received from Divisional Director of Development. As needed, and after consultation with the Territorial Director of Major Giving, works with Divisional Directors of Development, Officers to administer warranted disciplinary action, with guidance by appropriate Army Human Resources staff.

The Qualified Candidate

The Salvation Army seeks an innovative and skilled manager with superb communications skills and an inherent ability to establish one’s presence and become a highly visible resource and representative of THQ. The Regional Manager needs to be very effective with coaching/managing of 15 DRDs for success (achieving success through others), taking a proactive and goal-oriented approach with the right balance of professional supportiveness and healthy accountability. Their engagement with the DRDs to develop purposeful communications and solicitation plans tailored to each donor will maximize the major gift opportunities for each caseload. Tantamount in importance is for the Regional Manager to be a strong diplomat internally, to positively and adeptly navigate the numerous stakeholder relationships with wisdom, emotional intelligence and good judgement. Ultimately, by inspiring collegial and collaborative relationships, it will yield a mutual and genuine trust through their professionalism and respectfulness of the Army’s hierarchy.

Specific Requirements Include:

• Passion for The Salvation Army’s mission, coupled with a strong commitment to know and understand the Army’s history, mission and structure, as well as its services, policies and procedures.
• Bachelor’s Degree; Advanced degree and/or CFRE credential preferred.
• Minimum of 8 years of experience in a nonprofit fundraising role or comparable experience in a corporate environment with a proven track record of major gifts success and a strong working knowledge of strategy development and moves management systems in cultivation, solicitation and stewardship processes. At least 3 years of experience in roles providing leadership to fundraising professionals.
• Highly effective interpersonal, conversational and presentational skills, demonstrating an emotional intelligence and situational awareness, in tandem with excellent writing abilities and strong case development and sales pitch skills.
• Demonstrated expertise in developing and maintaining positive relations with diverse individuals, including executives, high-level volunteers and wealthy donors, as well as internal stakeholders and leadership.
• Must embrace, support, and reflect well on The Salvation Army’s mission and values through one’s professional responsibilities and behavior at all times.
• Prowess in problem-solving, strategic and creative thinking, plus taking initiative with consistent and good follow-through.
• Ability to work on a team, accept input, work collaboratively, maintain a positive attitude and a professional demeanor, handle conflict and problems in a friendly and constructive manner, accept constructive criticism in a professional and mature way, get along with peers, subordinates, and management and protect the organization’s vision, mission, values and goals.
• Proven ability to get results from others as well as fosters team relationships and effectively communicates information.
• Willingness and ability to travel throughout the territory on a regular basis. Valid driver’s license required. The role will require as much as 50% travel initially. As additional Regional Managers are hired, travel will reduce to approximately 35%.
• Experience in working independently in a fast-paced environment without extensive administrative support and exceptional organizational abilities with fluency in managing multiple projects and competing priorities with professionalism and grace.
• Driven to make a difference, goal-oriented with a proven ability to achieve or exceed goals and meet deadlines.
• Proficiency with Microsoft Office Suite. Additional experience Salesforce is preferred.

The Salvation Army is an Equal Opportunity Employer. Minority / Female / Disabled / Veterans. In compliance with the ADA Amendments Act, if you have a disability and would like to request an accommodation in order to apply for this position, please call 847-294-2166. The Salvation Army Central Territory does not participate in unemployment compensation programs. The Salvation Army, as a church, is exempt from participation in federal and state unemployment insurance programs.

 

To Apply

Candidates may apply by clicking the APPLY NOW button below.

To assure confidential tracking of all applicants, no applications will be accepted via email. ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.

This search is being managed by Heather Eddy, President/CEO and Sue Bultman, Senior Consultant of KEES. Questions may be addressed to sbultman@kees2success.com.

KEES is a retained search and nonprofit consulting firm that builds transformative teams and leaders. For more information, please visit www.kees2success.com.
 

More about The Salvation Army USA Central Territory

The Salvation Army, an international movement, is an evangelical part of the universal Christian Church. Its message is based on the Bible. Its ministry is motivated by love for God. Its mission is to preach the Gospel of Jesus Christ and to meet human needs in His name without discrimination.

The Army’s Central Territory divisions encompass the following regions, noting city locations of the 10 Divisional Headquarters (DHQ):

• Eastern Michigan (Southland, MI) – Eastern Michigan
• Heartland (Peoria, IL) – Central Illinois, Eastern Iowa
• Indiana (Indianapolis) – Indiana (except Northern Indiana)
• Kansas and Western Missouri (Kansas City, MO) – Kansas and western portion of Missouri
• Metropolitan (Chicago) – Chicagoland area and Northern Illinois
• Midland (St. Louis) – Missouri and Southern Illinois
• Northern (Roseville, MN) – Minnesota and North Dakota
• Western (Omaha) – Nebraska, South Dakota, Western Iowa
• Western Michigan and Northern Indiana (Grand Rapids) – Northern Indiana and Western portions of Michigan
• Wisconsin Upper Michigan (Waukesha, WI) – Wisconsin and Upper Peninsula Michigan