Full-Time
Director of Major and Planned Giving
Major Gifts and Development Leadership
Montclair State University
Public university in Montclair, NJ
Compensation Overview
$115k - $125k/yr
Montclair, NJ, USA
In Person
Regular travel, including some evenings and weekends, is required for donor meetings and events.
Bachelor's
Category
 Sales & Account Management (1) |
|---|
Required Skills
CRM
Salesforce
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Requirements
- A bachelor's degree from an accredited college or university is required.
- At least seven years of progressively responsible experience in major gift fundraising, planned giving, or a related development role is required, ideally within higher education or a large nonprofit institution.
- Demonstrated success personally soliciting and closing major gifts of $50,000 or more is required.
- Experience structuring and closing planned or deferred gifts such as bequests, charitable trusts, gift annuities, and beneficiary designations is required.
- A track record of building and managing a high-capacity prospect portfolio of 100 or more prospects is required.
- Working knowledge of tax law, estate planning principles, and charitable gift vehicles, including bequests, charitable remainder and lead trusts, gift annuities, retained life estates, and beneficiary designations is required.
- Strong strategic thinking and project management skills, including the ability to manage multiple complex initiatives simultaneously, are required.
- A donor-centered approach to relationship building is required.
- Persuasive written and verbal communication and presentation skills, including comfort presenting to high-net-worth individuals, boards, and volunteers, are required.
- A collaborative, team-oriented leadership style and the ability to influence without direct authority are required.
- Proficiency with donor database and customer relationship management systems such as Blackbaud, Ellucian, and Salesforce, as well as prospect research tools, is required.
- Sound judgment and discretion when handling confidential donor and financial information are required.
- The ability to travel regularly, including some evenings and weekends, for donor meetings and events is required.
- A commitment to diversity, equity, and inclusion in donor engagement and team collaboration is required.
Responsibilities
- Build and manage a portfolio of 100–125 high-capacity prospects with the potential to make major gifts of $50,000 or more, providing stewardship that reflects best practices in donor relations.
- Identify, qualify, and engage new major and planned giving prospects, with particular emphasis on non-alumni and high-net-worth individuals, by mobilizing new networks.
- Conduct face-to-face meetings with prospects, including travel as necessary.
- In partnership with the Assistant Vice President of Major and Planned Gifts, identify and articulate compelling gift proposals for affiliated and unaffiliated prospects.
- Develop creative, persistent, and personalized outreach strategies to new philanthropic individuals and entities aligned with the university’s strategic plan and campaign priorities.
- Prepare briefing materials, proposals, and gift agreements to support solicitations.
- Coordinate major and planned giving activities across schools and departments to ensure alignment with university priorities.
- Guide the narrative, data, and storytelling behind major and planned giving proposals in partnership with the Assistant Vice President of Major and Planned Gifts.
- Direct research efforts to qualify new affiliated and unaffiliated prospects’ philanthropic interests and giving capacity.
- Monitor significant philanthropic investment announcements and emerging trends in higher education philanthropy.
- Assist in the planning and direction of high-level donor engagement events.
- Support the development and expansion of the planned giving program through bequests, trusts, beneficiary designations, and other deferred giving vehicles.
- Serve as an in-house expert on charitable estate planning and complex gift structures.
- Oversee the administration of estate gifts, working with legal counsel, executors, and the university foundation to ensure timely and accurate realization of bequests.
- Design and implement marketing and outreach plans to promote planned giving opportunities, including digital campaigns, direct mail, seminars, and legacy society initiatives.
- Steward existing planned giving donors and oversee the administration and recognition of realized estate gifts.
- Partner with major gift officers to identify and promote blended gift opportunities.
- Provide training and guidance to development colleagues on identifying planned giving prospects and integrating gift planning discussions into broader donor conversations.
- Engage university leadership, trustees, and volunteers in promoting planned giving initiatives.
- Manage and grow the university’s legacy society, ensuring appropriate recognition, engagement, and stewardship of planned giving donors.
- Monitor and report on program metrics and results, and maintain accurate records of planned gifts for leadership, development staff, and volunteers.
- Partner with development colleagues, university administrators, faculty, and the university foundation to maximize donor engagement and secure significant commitments.
- Represent the university at donor events, board meetings, regional alumni gatherings, and community functions.
- Draft correspondence, proposals, impact reports, and stewardship materials tailored to principal and planned giving donors.
Desired Qualifications
- An advanced degree, or coursework or certification in gift planning, nonprofit management, law, or a related field, is preferred.
- Experience partnering with legal counsel, financial advisors, or estate administrators on complex gift arrangements is preferred.
- Experience developing and leading marketing or outreach campaigns for a legacy society or planned giving program is preferred.
- Supervisory or mentoring experience, including training frontline fundraisers on gift planning conversations, is preferred.
- Chartered Advisor in Philanthropy or Certified Fund Raising Executive certification is preferred.
- Active membership or participation in the National Association of Charitable Gift Planners or a similar professional association is preferred.
Montclair State University is a public research university in Montclair, New Jersey. It offers undergraduate, graduate, and professional programs across a broad range of disciplines.
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