Responsibilities

The Director of Pipeline Development is responsible for leading, planning, implementing and evaluating three fundraising programs (Milestone Campaigns, Leadership Annual Giving, Next Generation and Student Philanthropy) and a team of support staff and 5 gift officers focused on raising gifts of $1,000- $500,000. Together these programs raise more than $5M and engage 100+ volunteers and hundreds more donors each year. As a subject-matter expert on pipeline development strategies, the Director will work with his/her team to identify new leadership gift prospects, upgrade existing leadership gift donors, and build the pipeline of major gift donors. The Director will leverage foundational aspects of an existing stewardship program, The Charter Hill Society, to cultivate and develop leadership annual donors, including marketing materials, direct response channels, and special events. The Director is also charged with serving as a campus thought leader on how to devise strategies to grow donors from their first gift to their first major gift and with creating a culture of philanthropy among the university’s 40,000 undergraduate and graduate students to become future donors upon graduation.

Leadership and Management

•  Set annual goals with fundraisers, review the goals quarterly, and provide an annual evaluation at the end of each year.
•  Monitor, analyze and report on the results of programs and oversee distribution of annual plans.
•  Benchmark regularly to determine strategic improvements.
• Work with and mentor staff on the development of new fundraising programs aimed at leadership gift involvement.
•  Select, train, mentor, guide and direct subordinate staff and, as required, take corrective action.
• Serve as a member of the Annual Programs management team and coordinate with internal and campus colleagues to achieve shared goals (e.g., Gift Planning, Campus Units, International Relations, Major Gifts, Student Experience & Diversity, Direct Response Marketing, Next Generation & Milestone Philanthropy).
• Manage staff of 7 FTE and a budget of $800,000.

Pipeline Health

In partnership with the Executive Director of Annual Programs and key campus partners, develop metrics to measure the health of our major gift pipeline and the strategy to continually increase the number of donors qualified as major gift prospects.

Milestone Giving

Develop short and long-range plans for conducting a class-based reunion giving program which includes 3 reunion campaigns and 100+ volunteers annually. Continue to develop campus culture of reunion giving, with special emphasis on maximizing major giving activity within each campaign to a variety of campus priorities. Ensure systematic methods of volunteer training and cultivation strategies. Develop strategies for expanding the volunteer solicitor program including building the volunteer community and the core group of volunteers.

Next Generation and Student Philanthropy

Develop short and long-range plans for conducting discovery and cultivation of recent graduates who are able to make significant contributions currently or in the near future. Work with campus partners to focus their attention on this population of potential donors, with special emphasis on maximizing major giving activity to a variety of campus priorities. Provide strategic direction to the Student Philanthropy program, offering input into plans and activities to educate students about private philanthropy at the university. Work with and mentor staff on the development of new young alumni fundraising programs aimed at major gift involvement.

Leadership Annual Giving

Develop short and long-range plans for conducting a leadership annual giving program, including multiple direct-response campaigns and volunteer engagement. In partnership with many stakeholders, develop a campus culture of leadership giving, with special emphasis on increasing the campus’ pool of major gift prospects. Manage and motivate frontline leadership giving officers to achieve individual and overall program goals. Ensure successful gift solicitations of key prospects and donors. Work with gift officers to create effective cultivation, communication, events and stewardship activities. Develop strategies to increase the number of donors who give 4- and 5-figure gifts. Provide direction and strategic input into plans and activities to engage the campus community with the Charter Hill Society and leadership annual giving at the University. Monitor, analyze and report on the results of programs and oversee external marketing plans for Charter Hill Society donors and prospects. Benchmark regularly to determine strategic improvements.

Campaign Management and Personal Solicitation

• As needed, identify top prospects and develop individual solicitation strategies using staff solicitation and/or volunteer solicitation strategies. Collaborate with campus colleagues and fundraising volunteers. Prepare background information on prospects for volunteers and ensure completion of assigned solicitations.
• Personally cultivate, solicit and steward a small portfolio of high-level Charter Hill Society prospects with a focus on potential Cal Fund supporters for gifts ranging from $10,000-$100,000.
• Develop strategies to ensure that all top reunion prospects are solicited during their reunion campaign at appropriate levels.
• Develop strategic fundraising plans for leadership annual donors, focusing on high ROI segments.
• Identify top Charter Hill Society prospects and develop individual solicitation strategies using staff solicitation and/or volunteer solicitation tactics. Collaborate with campus colleagues and fundraising volunteers. Prepare background information on prospects for volunteers and ensure completion of assigned solicitations.
• Develop strategies to ensure that all top prospects are solicited at the appropriate time and levels.
• Develop and ensure effective cultivation and stewardship activities for top donors during comprehensive campus-wide campaign.
• Work with Direct Marketing staff to conceive and execute direct-response marketing campaigns as needed.
• Develop strategies for maximizing solicitation and marketing efforts through personal engagement, including cultivation and stewardship events.
• Provide mentorship and direction for frontline staff managing prospect portfolios and performing personal solicitations. Ensure that best practices in donor engagement & solicitation and UC Berkeley guidelines are adhered to by frontline fundraisers.

Subject Matter Expert to Campus

As the campus subject-matter expert for pipeline development, Director is the chief strategist for individual, leadership annual giving at UC Berkeley and works collaboratively with UDAR and campus colleagues to develop and execute strategic campaign plans, including new strategies, tactics, and policies relating to leadership annual giving. Recommends scalable, high-ROI strategies to campus staff executing their own giving campaigns to secure $1,000+ gifts to campus.

Required Qualifications

• Strong knowledge of all aspects of fundraising, donor and public relations, including strategies for donor identification, cultivation and solicitations.
• Strong knowledge of applicable laws, rules, regulations, policies, et cetera.
• Experience with and leadership of volunteer groups, and especially with high net worth individuals.
• Strong knowledge of the campus, its achievements, vision, mission, goals, objectives, applicable policies, infrastructure, and current issues of concern.
• Proven success in managing, mentoring and retaining a professional fundraising staff. Ability to motivate others including peers, direct reports, faculty, and volunteers.
• Political acumen and diplomacy in developing fundraising and communication strategies for maximum effectiveness.
• Strong knowledge of management/leadership concepts, principles and best practices.
• Strong leadership/management skills to select, train, mentor, evaluate and motivate staff.
• Strong written, oral and interpersonal communications skills and political acumen to establish and maintain good working relationships within all organizational levels and with outside constituencies.
• Strong skills to meet predetermined goals and objectives, including securing gifts and meeting fundraising goals.
• Strong strategic planning skills and skills to conceive, design, implement, evaluate and manage fundraising programs and strategies.
• Leadership as demonstrated through an ability to appreciate and articulate the university’s vision, values and programs to donors, faculty, volunteers and development staff in an engaging, motivating, and inspirational manner.
• Strong analytical, critical thinking, problem-solving skills.
• Strong skills in persuasion/negotiation and strong marketing skills.
• Bachelor’s degree in related area and/or equivalent experience/training.
• 8-10 years of professional experience with at least three years of fundraising experience.

Preferred Qualifications

• Progressively increasing responsibility in higher education management and leadership is highly desirable.