Associate Director, Prospect Management

Job Details

Johns Hopkins, founded in 1876, is America's first research university and home to nine world-class academic divisions working together as one university.

The Associate Director, Prospect Management will work with the Sr. Associate Director and other colleagues to support the vision, priorities, policies and procedures for the Relationship Management (RM) programs across Johns Hopkins. The Associate Director will also provide critical support in management of prospect management data and best practices within Development & Alumni Relations (DAR) and is responsible for managing DAR services for portfolio and discovery pipeline management.

Specific Duties & Responsibilities:

• Implement and manage portfolio management services for DAR staff. Analyze portfolios on various criteria, including size, balance, composition, value and FY yield.
• Utilize analysis findings to develop portfolio recommendations, with the goal of optimizing the size and distribution of assigned prospects to maximize gift yield.
• Meet regularly with Development Officers and supervisors to discuss analysis findings and recommendations.
• Provide concrete ways for Development Officers and staff to understand and actualize recommendations to ensure utilization and focused portfolios.
• Identify and manage discovery pipeline needs for Development Offices.
• Regularly review and analyze discovery prospect data against needs.
• Partner and work with Development Research to address gaps and needs, and to determine ideal information dissemination methodologies.
• Identify goals and key performance indicators for portfolio review, portfolio management and pipeline services. Track progress to inform outcomes. Report out on outcomes and determine needs for improvements and enhancements.
• Manage the Prospect Management Network (PMN) for development coordinators and staff.
• Work with Sr. Associate Director to establish and support new prospect strategy services for DAR staff.
• Prepare and/or present education and training to DAR staff on prospect management topics as needed.
• Query and analyze data within the Prospect Management module of Salesforce Ascend CRM as needed for project and reporting purposes.
• Identify best practices for prospect development and adhere to industry standards and ethical guidelines, such as those promoted by the Council for the Advancement and Support of Education (CASE) and the Association of Professional Researchers for Advancement (APRA).
• Other duties as assigned.

Minimum Qualifications: Bachelor's degree. Five years related experience.

Preferred Qualifications: Two to five years of experience in prospect management. Experience in non-profit fundraising field, preferably at a large, complex institution. Proficiency in advanced Excel functions. Experience with a Salesforce-based CRM system.