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Job Location (Full Address):
300 East River Rd, Rochester, New York, United States of America, 14623
Opening:
Worker Sub@type:
Regular
Time Type:
Full time
Scheduled Weekly Hours:
40
Department:
100006 Ofc Sr Vice Pres Advancement
Work Shift:
UR - Day (United States of America)
Range:
UR URG 116
Compensation Range:
$108,483.00 - $162,725.00
The referenced pay range represents the minimum and maximum compensation for this job. Individual annual salaries/hourly rates will be set within the job's compensation range, and will be determined by considering factors including, but not limited to, market data, education, experience, qualifications, expertise of the individual, and internal equity considerations.
Responsibilities:
GENERAL PURPOSE
The Office of Trusts, Estates & Gift Planning serves as a central resource for the solicitation, closing and stewardship of planned gifts, including but not limited to, bequests, charitable trusts, charitable gift annuities, pooled income funds, University of Rochester Donor Advised Funds, publicly traded securities, real estate, closely held securities and other hard to value and illiquid assets. In a unique position among leading American Universities, the University Of Rochester Office Of Advancement offers a full complement of gift planning options with a strong internal infrastructure including Institutional Resources, Office of Finance, Gift and Donor Records specialized computer software programs from PG Calc, external custodial support from Northern Trust Co, external counsel from Nixon Peabody LLC and services of a nationally recognized planned giving consulting firm, PENTERA, Inc.
Reporting to and with general guidance from the Executive Director of Gift Planning and in concert with advancement policies, and advancement leadership the Senior Director of Gift Planning is primarily responsible for the identification, cultivation, solicitation, and stewardship of life income and estate gifts in support of the annual Gift Planning goal within a $100M+ advancement organization. The Senior Director will take the initiative to partner with the Executive Director of Gift Planning, colleagues in the Gift Planning Office, and other Advancement Staff and academic leaders to advance the near- and long-term goals of the department; play a lead role in executing the annual operating plan; and recommend new strategies to enhance overall fundraising efforts for the department. S/he will manage a portfolio of approximately 150 prospects consisting of University alumni and friends, and will focus primarily on cultivating and soliciting gifts of $100,000+.
ESSENTIAL FUNCTIONS
Donor Cultivation, Solicitation, and Stewardship
Manages a national portfolio of prospects and donors to maximize their philanthropic contributions; completes assigned number of visits with planned giving prospects and donors, solicits and closes gifts, and plans and implements donor stewardship strategies.
Documents written strategies for each key prospect assigned in the Customer Relationship Management software, ensuring information is up-to-date, including proposals.
Identify new opportunities to solicit gifts from existing donors, i.e., initiating and continuing an annual process to solicit additional charitable gift annuities from previous annuitants, to meet divisional goals for repeat annuitants and generate additional gifts to the University.
Travel wherever needed and conduct joint visits with gift officer colleagues when deferred proposals are in stage, upon request.
Work with colleagues in prospect management to analyze the gift planning pool to identify donors with potential to increase support.
Gift Planning and Consultation
Work with colleagues and gift officers across Advancement in identification, cultivation, solicitation and stewardship of gift planning prospects. Produce custom illustrations and work collaboratively with gift officers to help them close the largest gifts and commitments possible in structured gift agreements.
Actively track deferred proposals and proactively reach out to colleagues to offer assistance with strategies, proposals and illustrations.
Shares expertise in routine as well as unusual gifts, particularly with gifts of medical practice, artwork, real estate as well as certified appraisal of value of non-cash gifts.
Work with colleagues and volunteers to create learning opportunities, online and live events, to promote gift planning with select groups.
Organize educational seminars, salons, virtual events to promote gift planning concepts to predisposed prospects.
Program Support
Direct the University's Planned Giving Advisory Council, to manage University-wide engagement with approximately 350 professional advisors (attorneys, investment professionals, tax professionals). Responsibilities include recruitment and coordination of volunteers; planning and executing meetings of the Council; and managing development of educational programs and events for professional advisors on a quarterly basis. Responsible for interaction with Advancement colleagues as well as senior leadership across the University.
Take a leadership role in reunion gift campaigns, specifically the 50th year reunions for AS&E, SMD and SON with attention to other class year reunions where legacy gifts are bookable. Follow the lead of Reunion staff on classes that are chosen. Work with the Director of Gift Planning to divide and cover classes and schools. Responsibilities include attending volunteer planning meetings; presentation of "ways to give" seminars, solicitation, negotiation, and close of planned gifts; and dissemination of marketing material. Work with the Director of Gift Planning Marketing to identify and recruit volunteers to be featured in Reunion materials, Six Strategies, Wilson Society Ads etc. Assist with other unit reunions as needed such as ESM.
Analyze marketing data and work with colleagues to determine program plans for marketing responders and those who have demonstrated a predisposition to gift planning.
Professional Education
Maintain an advanced knowledge of gift planning and advancement to be of effective service to internal and external clients. Attend a professional development conference and or specialized software training annually and participate in gift planning related webinars regularly to keep current on legislation and best practices
Ensure working knowledge of University programs at the University, school and unit levels by attendance at and participation in product knowledge presentations, briefings, and programs.
Maintain knowledge of current tax laws and disseminate current information to advancement colleagues and to internal constituents, including University leadership staff and volunteer boards, as well as external constituents.
Participate fully in periodic training on gift planning to advancement colleagues. In addition, reinforce gift planning opportunities with individual and small groups of advancement colleagues in customized coaching and small group discussions on specific gift planning topics
General Division Support
Participate in day-of-event support of large scale, strategic initiatives such as major University events, the success of which impact the gift planning program.
From time-to-time promote and support regional or unit-based events for Wilson Society prospects and members in collaboration with colleagues in Regional, Schools and Units, Donor Engagement and Office of Trusts, Estates & Gift Planning.
Participate in Advancement Division meetings and programs.
Participate and represent the University in supporting AFP Association of Fundraising Professionals/Genesee Valley Chapter and/or the Planned Giving Council of Upstate New York PGCUNY.
Welcome and coach new colleagues across Advancement and ongoing training of colleagues as tax laws change and new opportunities emerge.
Other duties as assigned
QUALIFICATIONS
Bachelor's Degree required.
Master's Degree or other professional degree preferred.
Required:
A minimum of 8 years of relevant experience as a major gift officer in a complex advancement environment, such as at a major research university.
3+ years of gift planning experience is preferred.
Professional certification encouraged but not required
or equivalent combination of education and experience
Preferred:
Strong track record of success soliciting and closing major and planned gifts
Familiarity with software such as PGCalc and able to work in proprietary systems of vendors and other partner offices
Sophisticated understanding of "moves management" and annual, major, leadership, principal gift fundraising in a donor-centric environment
Desire to work as part of a team in a complex organization
Strong listening skills and demonstrated ability to work with mature constituents
Desire to help charitably minded individuals meet their philanthropic objectives through creative ways of giving
Ability to understand the objectives of the advancement program and all divisions of the University Advancement Office, and to integrate their goals with those objectives
Able to work closely with highly motivated and fast-moving leadership and staff
Ability to initiate, innovate, analyze, monitor, evaluate and advance strategic advancement plans
Ability to communicate effectively, speaking and in writing
Ability to patiently multi-task in times of high-pressure
High Energy, attention to detail, listening skills, confidential, credible and trustworthy, excellent judgement, self-actualized
Excellent skills in developing and maintaining strong relationships with donors and advisors
Attention to detail; flexibility
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