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Deputy Director Principal Relationship Development

Employer
James Madison University
Location
Virginia, United States
Salary
Salary Not specified
Date posted
Sep 13, 2021

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Mission
We are a community committed to preparing students to be educated and enlightened citizens who lead productive and meaningful lives.

Vision
To be the national model for the engaged university: engaged with ideas and the world.

Who We Are
Established in 1908, James Madison University is a comprehensive public institution offering undergraduate, masters and doctoral programs to more than 20,000 students. JMU is regarded as one of the finest regional universities in the nation and has been continuously cited in U.S. News and World Report, Changing Times and Money Magazine as an outstanding public university. Located in the heart of Virginia’s beautiful Shenandoah Valley, the city of Harrisonburg is approximately 120 miles from Washington, D.C. and Richmond, VA. Known for its livability, diversity, local food, arts and natural surroundings, this Virginia Main Street community is a great place to live and work.

 

The goal of the Principal Relationship Development (PRD) program at James Madison University is to invite alumni, parents, friends and other constituents into the life of the university in such a way that they will be encouraged to make gifts of a size and scope to have a transformational impact on the institution’s ability to achieve its highest goals.  Collaborating closely with partners in University Advancement and throughout the university, PRD facilitates the development of highly customized plans for individuals and couples with the capacity to make gift commitments of $1M or more.  These plans are intended to identify and meet the unique needs of each donor while making them feel embraced by the whole university and appreciative of JMU as the partner with which they can achieve their most ambitious philanthropic goals.   

 

Reporting to the Associate Vice President for Principal Relationship Development, the Deputy Director for Principal Relationship Development (PRD) will assist in leading a principal giving program that aspires to the outcomes stated above by:

  • Managing a portfolio of 50-75 high capacity donors and prospective donors, and modelling the attributes that set principal gift fundraising apart from other types of fundraising in the management or his/her own portfolio of highly rated donors and prospects; 
  • Acting as liaison between the Principal Relationship Development Program and the offices of Strategic Gifts and Planning Giving. 
  • Assisting the Associate Vice President in focusing the attention of critical players throughout the university on the importance of these high- level prospects to the future of the university.
  • Assisting the Associate Vice President in working with partners in University Advancement to ensure that relationships with individuals capable of making the most impactful gifts are anticipated and sustained over the long term.  

 

It is expected that a minimum of 80-85% of the AVP’s time will be devoted to activity relating directly to fundraising.

 

Duties and Responsibilities

  • Qualifying, developing and managing a portfolio of 50-75 individuals and couples with the financial capacity to make current or deferred gifts of $500K+
  • Closing major and deferred gift commitments of $500K+ or more within timeframes deemed (in consultation with the AVP for PRD and other parties as appropriate) to be optimal to the circumstances of each prospect and to the fundraising goals of the university.
  • In consultation with the appropriate partners, creating for each qualified principal giving prospect a cultivation, solicitation and/or stewardship plan that is intentional, intensive, and thoughtful in its analysis of the opportunities and challenges presented by each donor’s unique personal circumstances, and comprehensive in its employment of available resources university-wide; that is customized to meet the specific needs of each individual in ways that make that person feel embraced by the university, and motivated to give at the highest possible level and within the shortest reasonable period of time. 
  • Helping ensure the Principal Relationship Development program is fully integrated with other programs within the Office of Development, and that these offices fully understand the responsibilities and expectations of all managers of PRD-level prospects, by serving as liaison between PRD and the offices of Strategic Gifts and Planned Giving.  The Deputy Director will be a peer to other directors within the Division of University Advancement, and expected to participate in formal and informal meetings of staffers at this level. 
  • Working with the Associate Vice President for PRD to provide staff support to administrative and volunteer leadership by recommending strategies, suggesting next steps, assisting in the preparation of briefing materials, accompanying on development visits and coordinating activities with other university leaders.   
  • Working with colleagues in Development to develop and coordinate plans relating to principal giving prospects within their portfolios, taking steps as needed to ensure these prospects are managed in a manner consistent with those assigned to the Deputy Director and the Associate Vice President. 
  • Partnering with offices within and external to University Advancement to identify individuals with the capacity to give $1M or more, and taking a lead role in qualifying each as a principal giving prospect. 
  • Participating in strategy meetings with leadership and staff to develop and monitor cultivation/solicitation/stewardship plans for the PRD prospect pool. 
  • Providing expertise for structuring gifts, especially those involving complex assets or deferred gift arrangements.
  • Assisting as needed in providing staff support to any volunteer support group (e.g. a leadership or principal giving fundraising council) that might emerge as an element essential to the overall success of the Principal Relationship Development programs.
  • Working closely with the Principal Relationship Coordinator, who will be responsible for providing or coordinating administrative support for the program.
  • Successful execution of the responsibilities listed above will require the Deputy Director to work collaboratively with staff in the Office of the President, the Division of University Advancement, the Office of Development, Intercollegiate Athletics, the JMU Foundation, members of the President’s Cabinet, and the administration and faculty the institution’s colleges and schools to ensure all available resources are brought to bear for the success of the program. The AVP will serve as a member of UA’s team of directors, and will at the request of the Associate Vice President, the Vice President for University Advancement, and his/her fellow directors participate as needed in any endeavor advancing the work and success of the division. 

 

Required Qualifications:

  • Minimum of bachelor’s degree required
  • Demonstrated ability to close major and principal gifts.
  • Experience in capital campaigns, major gift initiatives and volunteer management.
  • Demonstrated understanding of principal giving as a unique fundraising enterprise. Experience-based ability to recognize high potential giving opportunities; and the knowledge of the giving techniques and strategies required to maximize that potential.
  • Experience in supervising staff.
  • The organizational, verbal, and written skills required to communicate effectively and persuasively to donors/prospective donors and their professional advisors. 
  • Excellent listening and interpersonal skills, and the ability to build relationships with donors and prospective donors that will be equally meaningful to the donor and university alike.  
  • Ability to work collaboratively with key members of the university community as well as external audiences.
  • The freedom and willingness to travel extensively and work flexible hours, including evenings and weekends.

 

Preferred Qualifications:

  • Master’s degree preferred.
  • Ten years successful experience in higher education fund raising and major gift solicitation preferred.

 

To apply go to https://joblink.jmu.edu/postings/9910  or visit JobLink.jmu.edu and reference posting number F1679. Pay Range: Commensurate with Experience.

 

James Madison University is an equal opportunity employer committed to creating and supporting a diverse and inclusive work and educational community that is free of all forms of discrimination. This institution does not tolerate discrimination or harassment on the basis of age, color, disability, gender identity or expression, genetic information, national origin, parental status, political affiliation, race, religion, sex, sexual orientation or veteran status.

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