Major Gifts Manager
February 11th, 2022
Sydney Children's Hospitals Foundation (SCHF) is in a growth phase to meet the increasing demands of the paediatric health population in NSW requiring specialist clinical care and funding the innovation and discovery in research to support the best care today, and the cures for tomorrow.
SCHF has ambitious targets for sustainable growth over the next 5 years to help support the biggest paediatric translational health service in Australia, the Sydney Children's Hospitals Network, which includes the Randwick and Westmead children's hospitals, Bear Cottage, Kids Research Institute, and the Neonatal Emergency Transport Service (NETS).
About the role
To achieve this, we need to grow our team with an exciting opportunity to step into a new leadership position, providing support to build our donor pipeline for major donor and principle gifts, including experience working across the capital redevelopment campaign at both Randwick and Westmead precincts.
This role will be responsible for identifying philanthropic partners and implementing a robust major giving program for the Foundation. Reporting to the Head of Leadership Giving, this position is integral in the Foundation’s goal of growing our relationships with individual donors in the years ahead. The Major Gifts Manager will have the responsibility to increase a program that currently raises more than $5million a year.
Focussed on income generation, donor engagement, team development and helping our partners receive a suitable and consistent level of recognition, this role works across the Foundation’s hospital locations.
- Lead, manage, coach, and mentor assigned major giving officers using a process informed by a multi-year plan and timeline with clear goals and metrics for each officer addressing the cultivation, solicitation and stewardship of assigned prospects. The Major Gifts Manager ensures that the officers work together to achieve the team’s productivity goals and supports creative prospective major donor engagement
- In consultation with the Head of Leadership Giving and the General Manager, Philanthropy, develop and execute a comprehensive program to engage and secure major gift ($50k+) gift commitments in support of SCHF’s mission and strategic goals, setting dollar goals to meet or exceeds them while monitoring progress on an ongoing basis.
- With input from the Head of Leadership Giving, establish a strategy to advance potential donors through the relationship development process; ensure progress at the program and individual officer level; monitor officer portfolio and prospect assignments.
- Develop and execute high-quality stewardship plans, maintaining detailed records, for assigned prospects that sustain successful relationships.
- Manage and maintain a portfolio of 50-60 major giving prospective and current donors at the $100,000+ level. Develop and execute an annual solicitation plan for submitted proposals and gift closures providing gift projections of commitments. Maintain a rigorous schedule of 50 personal visits per year, creating moves management plans related to them that include strategies of engagement and solicitations.
- Utilizes Salesforce prospect tracking/management system, to identify, assign, rate, and track assigned prospects, complying with department policies and procedures and ensure assigned staff do likewise.
- Conduct independent research through the Foundation database, Internet sources, and referrals from SCHN and SCHF representatives and volunteers to identify and appropriately engage assigned prospects.
- Work collaboratively and synergistically with peers and colleagues across SCHF and SCHN
- Develop and maintain topic expertise in your area of donor responsibility
- Build relationships with clinicians and researchers to maximise donor engagement and help build donor referrals to SCHF
- Match funding opportunities to donor interests in order to maximise donation potential. This will include working closely with staff of the Sydney Children’s Hospital Network (SCHN), and others in the Engagement and Philanthropy teams to ensure donor engagements are maximised.
- Develop and deliver on funding proposals for major gifts and help the Major Gifts team develop funding proposals
- Communicate confidently, respectfully and sensitively with internal and external stakeholders at all levels, including senior management, high-capacity donors, patients and their family members, other staff and Patrons/Ambassadors/celebrities.
- Promote opportunities to existing donors to support the Sydney Children’s Hospital Network (SCHN) more broadly.
- Help build the reputation of clinical excellence and research innovation of what SCHF supports externally
BUSINESS PLANNING AND ADMINISTRATION
- Use initiative and sensitivity to solve problems/issues, identifying when to delegate or escalate.
- Represent the Foundation at functions and events as required.
- Update CRM database in line with Foundation requirements.
- Ensure all activities undertaken are approved and meet ethics and brand guidelines.
- Consistently demonstrate, promote and build a proactive culture of collaboration, improvement and growth, encouraging innovation, creativity and excellence.
- Work effectively with and support others to achieve KPIs.
- Actively role model and reinforce the values of the Foundation.
Internal: Senior managers and colleagues in the Fundraising, Marketing and Communications team, Sydney Children’s Hospital Foundation (SCHF) staff
External: SCHN Public Relations & Communications, SCHN Clinicians, researchers and operational staff, patients of SCHN and their family members, donors and prospective donors
1. Demonstrated high-level application of fundraising principles, techniques and strategies, in a similar role in fundraising, sales or marketing, including a proven history of closing major gifts (over $100K).
2. Five+ years of devising and managing fundraising programs, preferably at complex organizations.
3. Proven ability to plan, develop, deliver and monitor large projects with evidenced success in achieving agreed outcomes and timelines while maintaining healthy relationships.
4. Demonstrated highly developed interpersonal skills including the ability to negotiate, be persuasive and develop trust, and manage a variety of internal and external stakeholders across all levels and from varying backgrounds.
5. Proven high-level oral and written communication skills, including the ability to write high-quality cases for support/proposals and make engaging presentations.
6. Proven client-focused approach, with the ability to identify and respond to the individual needs and interests of major donors ensuring value for engagement.
7. High-level computer skills in the Microsoft Office suite (particularly in Word, Excel, and Outlook) and previous experience using CRM databases.
8. Demonstrated ability to work effectively as part of a team and to collaborate across teams to achieve enhanced outcomes.
9. Demonstrated high standards of integrity, ethics, judgment, and confidentiality.
What we can offer:
- Opportunity to match your career to a compelling cause and see the impact of your work.
- Flexible Working
- Permanent role
- A supportive workplace and professional development opportunities
- Discounted gym membership
- Randwick or Westmead Location
- Attractive NFP salary packaging
How to apply
Please follow these instructions to help us to properly review your application.
Please include three attachments in your application:
- A cover letter explaining your interest in the position.
- A statement demonstrating how you meet each of the selection criteria in the position profile.
- A copy of your resume/CV, including listing the details for two referees (note that we don’t contact any referees unless we have interviewed you first).
Successful candidates must have the legal right to work in Australia and will be required to undertake a criminal record check before commencing employment.
Sydney Children's Hospitals Foundation is an inclusive place to work. We welcome and actively encourage applications from Aboriginal and Torres Strait Islander people and other diverse groups. As such, if you require any adjustments to submit your application, please get in touch with us at firstname.lastname@example.org
Sydney Children's Hospitals Foundation