The Director will be responsible for advancing a rapidly growing portfolio of institutional donors and will carry the primary responsibility for continuing to grow that portfolio through the identification, cultivation, solicitation, and stewardship of new and existing corporate, foundation, and government prospects that generates over $2.5 million. The Director will work closely with the Vice President for Development to help set annual benchmarks for the institutional giving program and to develop and implement a comprehensive strategy that addresses current fundraising needs while building support for the future work of Americans for the Arts. The Director supervises two staff: 1) a coordinator whose portfolio includes the Corporate Circle program, a donor circle for companies making minimum $5,000 annual gifts, as well as the corporate solicitations for two annual galas (the National Arts Awards and the BCA 10) and 2) a development associate whose portfolio includes the drafting of donor communications such as letters of inquiry and interim, final, and stewardship reports; database work; and prospect research.
KEY DUTIES AND RESPONSIBILITIES
Responsibilities include, but are not limited to:
- Works closely with program staff to package ongoing programs and services and develop concepts for new initiatives
- Plays a key role in assigning and managing the portfolio of relationships to be cultivated by program staff and in coaching program staff to effectively cultivate those relationships
- Writes foundation grants and corporate sponsorship proposals and concept papers; oversees the production of customized letters of inquiry and reports, leveraging the capacity of development and program staff to meet deadlines.
- Identifies and cultivates new prospects while overseeing the stewardship of existing institutional donors, developing and articulating a clear annual strategy for moving prospects and donors along a path to secure or increase gifts and grants through telephone calls, personal visits, written proposals, and meetings.
- Prepares appropriate briefings and follow-up materials for members of the Board and the senior staff involved in solicitation calls and cultivation of corporate and foundation donors; where appropriate and required, accompanies members of the Board and senior staff on development calls.
- Participates in relationship-building and donor cultivation initiatives and works alongside other staff to support a variety of special cultivation activities throughout the year, including the annual National Arts Awards and BCA 10 galas and programs such as the annual convention and NAMP conference.
- Maintains up-to-date and thorough knowledge of Americans for the Arts’ priorities and programs.
- Organizes and leads a regular monthly prospect review meeting that engages all program staff.
- Supervises the portfolios of the development coordinator and development associate and commits to encouraging their professional growth and skill set.
- Tracks assignments and staff activities through the use of development database systems, ensuring that assigned action steps are completed and regularly updated.
- Support the mission and vision of Americans for the Arts in all interactions with colleagues and staff
- Coach and develop direct-reports
- Provide ongoing performance feedback to employees
- Administer mid-year review of performance goals and annual performance review
- Operate within and support Americans for the Arts personnel policies and practices
- Develop and update employee job descriptions as necessary
- Support and carry out management decisions
- Bachelor’s degree
- 5-8 years in Development and a focused interest in working with corporate and foundation donors. Experience with foundation and corporate giving, including sponsorships and cause-related marketing ventures, preferred.
- Excellent verbal and written communications skills and strong team leadership skills.
- Demonstrated success in securing six to seven-figure grants and sponsorships and in developing effective, compelling sponsorship packages and proposals.
- Experience managing staff and volunteers.
- Familiarity with prospect research tools such as Foundation Center, Wealth Engine, etc. and proficiency with Microsoft Office suite.
- Ability to exercise grace under pressure and to work on multiple tasks simultaneously.
- An entrepreneurial spirit and knowledge of and/or an interest in the arts and arts education.
- Commitment to excellence and discretion.
- Travel required as well as evening work.
- A positive attitude and an earnest interest in providing good customer service to our members and partners
- A commitment to advancing the arts in America