"Director of Development"

Job Summary

The Director Development will direct the overall strategy and fundraising operation on behalf of Johns Hopkins University and for a smaller development office (DOFF), department, area or division. The Director will play a significant role in department or DOFF operations, which includes serving as a member of its senior administrative team, and providing substantial input into the strategy and management of its philanthropic priorities and stewardship including major gift cultivation, solicitation, and stewardship, annual giving, and constituent engagement and may include oversight of other portfolios such as corporate and foundation giving, alumni relations, stewardship and events. The Director will manage and set goals for a team in support of Johns Hopkins’ ambitious fundraising goals.

The Director of Development is responsible for the strategy and management of major gift operations, supervision of major gift officers and development support staff, and the cultivation and solicitation of a portfolio of major gift prospects to benefit the School of Advanced International Studies.

Key responsibilities:

• Lead a complex team of professional and support staff, including directing personnel actions such as hiring, performance appraisals, promotions and transfers, and vacations schedules, among others. Direct reports will typically include at least two fundraising professionals, and will include an additional area such as communications, finance or data.
• Implement fundraising strategies and priorities for a complex division or department(s). Evaluate and update strategies as needed to meet long- and short-range goals and objectives to ensure the successful completion of individual and cumulative team solicitation and fundraising goals. Oversee the strategy and execution of all stewardship efforts for specific department(s) and/or division(s).
• Create and implement strategies for pipeline building through data analytics and outreach.
• Oversee, mentor, and motivate team members by assigning tasks, monitoring performance, resolving conflicts and ensuring compliance with JHU policies to achieve organizational goals. Ensure that the team is well-supported to reach its goals and is engaged in activities that support development in various parts of the organization.
• Align team activities towards building, strengthening, and sustaining relationships with key stakeholders to advance departmental and organizational priorities.
• Cultivate and maintain an active portfolio of major and principal gift level donors and prospects, engage directly in the cultivation, solicitation, and stewardship of individuals, foundations, and/or corporations. Individual fundraising goals should consistently be $1M or greater.
• Develop and execute personalized cultivation strategies to engage and build relationships with prospects
• Build and maintain strong relationships with faculty and administrative leaders and fundraise to support and execute their vision for the particular unit. Work with the leader to maximize the appeal and giving potential for donors by shaping and refining the philanthropic strategy for the assigned unit. Create strong working relationships with the various divisions and departments across the university.
• Develop and maintain a comprehensive understanding of school/divisional/departmental mission, history, teaching, research, and/or clinical programs to effectively communicate funding opportunities. Stay abreast of school/divisional/departmental collaborative partnerships, priorities, and shared goals. Train and debrief internal colleagues on current priorities and cases for support
• Lead the recruitment and management of the department’s volunteers and advisory board, leveraging volunteerism toward giving.
• Ensure compliance with all relevant regulations and ethical standards. Advocate and ensure donor intent is honored in funds distribution and utilization. Represent the department(s) and/or division at public events and speaking engagements.
• May manage personnel and operating budgets directly or at the direction of a senior leader.
• Collaborate with DAR leadership on high-priority, high-visibility tasks.

In addition to the duties described above, the Director of Development will:

• Lead and manage the Development team composed of three major gift officers, an annual giving officer and a development coordinator overseeing fundraising and donor engagement activities for north, central, and south America as well as Asia. Provide guidance and oversight of their territory development. Elevate the overall performance of the team by ensuring that each major gift officer is able to sustainably produce at least $1 million in revenue annually. Ensure adherence to a collective operating plan for the program to achieve strategic cultivation and solicitation of prospects resulting in gifts totaling at least $5 - $8 million per year.
• Complete 50 visits per year, solicit between 10-20 gifts per year, and close between 15-20 gifts per year for a total of $2.5 -$5 million.
• Lead SAIS Donor relations program, including the stewardship process and oversight of the acknowledgement process for SAIS. Define and pursue a comprehensive, effective program for engagement and stewardship of past, current and future donors that more closely ties these donors to the life of the School; emphasize cultivation strategies that recognize the importance of personal interest and motivation in philanthropy in order to maximize donor potential; create and promote opportunities for increased volunteerism.
• Perform other duties as assigned

Minimum Qualifications

• Bachelor's degree.
• Seven years professional level related experience, including one year of supervisory/management experience.
• Additional education may substitute for required experience and additional related experience may substitute for required education beyond a high school diploma/graduation equivalent, to the extent permitted by the JHU equivalency formula.

Preferred Qualifications

• Advanced degree (Master’s or JD).
• Higher education and/or academic medical center fundraising experience
• Proven solicitation success at the major gift ($100k+) level. Strong preference for success at the seven-figure level.
• Supervisory experience of other frontline fundraisers, including mentorship of early career staff
• Experience setting vision and multi-lateral goals for a team
• Experience leading large-scale or cross functional initiatives or projects
• Possess leadership characteristics in the following areas:
  • Build effective networks and working relationships
  • Consistently manage, encourage, and provide feedback to others to strengthen skills and fulfill job requirements
  • Show a commitment to building consensus and collaboration while holding self and others accountable
  • Lead by example in adaptability and empathy
  • Act with authenticity, transparency
  • Navigate the organization with purpose, focused on vision, mission and strategy.
• Advanced knowledge of Microsoft Office (Word, PowerPoint, Excel, Outlook).
• Familiarity working in a CRM system.

Additional Details

Classified Title: Director Development
Job Posting Title (Working Title): Director of Development
Role/Level/Range: ATP/04/PG
Starting Salary Range: Minimum: $99,799 - Maximum: $174,999 (targeted salary: $165,000; commensurate with experience)
Employee group: Full Time
Schedule: Monday-Friday, 8:30am-5:00pm
FLSA Status: Exempt
Location: Hopkins Bloomberg Center at 555 Pennsylvania Ave - Washington, DC
Department name: 10000937-Development and Alumni Affairs
Personnel area: SAIS
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This salary range does not include all components of the School of Advanced International Studies compensation program. This position may be eligible for a discretionary bonus. Therefore, the actual compensation paid to the selected candidate may vary slightly from the salary range stated herein. For more information, please contact the hiring department.