Senior Director of Individual Giving
National Aquarium in Baltimore - Baltimore, MD

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The National Aquarium is seeking a dynamic creative thinker to fill the key role of Senior Director of Individual Giving. In concert with and reporting to the VP / Chief Development Officer (CDO), the Director of Individual Giving develops, implements, and leads a comprehensive fundraising strategy focused on identifying, cultivating and soliciting individual donors; provides leadership and expertise in the development and implementation of the Aquarium’s annual gifts and planned giving programs through ongoing donor cultivation and stewardship; works toward creating a significantly expanded base of individual long-term donors in order to aggressively grow the programs of the Aquarium.

Key Requirements include:
  • Strategic Planning:
 Develop individual fundraising strategies that are beneficial to each of NA’s affiliates and encompass goals and resonate with and inspire NA supporters.
 Provide guidance to NA’s Leadership Team and executives, including board members, on the techniques and methods for making successful donor solicitations; make an ask when appropriate or serve as the supporting role in individual donor requests when necessary.
 Design, build, and orchestrate all facets of NA’s individual giving program, including membership, annual giving and planned giving campaigns.
o Develop and implement a giving program for the Aquarium that includes staff, volunteers, board members and existing donors and their networks, and is visible in all aspects of NA’s work.
o Create and execute a planned giving program for NA, including the development of print and electronic materials, communications to existing donors and the communications with prospective planned giving donors.
o Develop and expand a comprehensive membership program for both individuals and families, including new members, retention of current members, the solicitation and contact of previous members, and upgrades.
 Assist in the division planning for a near-term capital campaign, including developing mechanisms and targets for successful campaign results.
 Produce annual and periodic written plans for major gifts initiatives.
 Design broad best-practice as well as prospect-specific fundraising strategies.
 Build planned giving functions into strategic efforts.

  • Fundraising:
 Thoroughly understand the National Aquarium, its mission and policies, culture, values, history, key stakeholders, programs, and finances.
 In all aspects of work, consider and promote NA’s impact on and relationships within the community.
 Lead efforts to raise annual and capital campaign goals from individuals for NA operations and programs. For FY13, the department goal is $5 million.
 Develop and maintain a portfolio of active, high-potential individual prospects.
 Oversee and grow donor circles, focusing on $2,500 and $10,000 levels; identify opportunities to engage and solicit high-potential individual prospects for six and seven-figure gifts.
 Lead the development and execution of cultivation, solicitation and stewardship strategies for new and existing major donors.
 Establish policies and procedures for identifying individual giving prospects with the capacity to give $10,000 or more, sourced from the existing donor database as well as the networks of NA’s key partners.
 Determine gift level opportunities for major annual, multi-year and planned gifts.
 Create and conduct cultivation programs and activities in key markets to forge relationships with major donors. Provide leadership and guidance to staff and event managers on the implementation and successful execution of ask events.

  • Management:
 Oversee all Individual Giving staff.
 Work closely with other NA department representatives, including Leadership and Management Planning Team members, Communications, Finance, and others.
 Ensure appropriate gift acknowledgement and recognition of all donors, including major gift donors.
 Serve as NA’s expert in planned giving and estate planning.
  • The individual who will thrive in this position is a creative, driven, results-focused professional, who truly values the Aquarium’s commitment to inspiring conservation of the world’s aquatic treasures
  • Bachelor's degree, with advanced degree a plus, along with demonstrated effort of continuing education in the major gifts field.
  • Ten years of progressively responsible experience in a complex fundraising organization.
  • A proven track record of successful fundraising with high net worth individuals. Demonstrated success closing major gifts.
  • An organized and strategic approach to fundraising with an emphasis on major donors.
  • Flexibility and experience in building a solid major gifts program and proven ability to effectively build and inspire a team, handling both strategic and day-to-day functions.
  • Excellent writing and public speaking skills, familiarity with technical applications of all types.
  • Strong facilitator and coordinator skills with outstanding leadership abilities and interpersonal skills; must have credibility, good judgment, integrity, and trust and motivate others in a similar vein.
  • Adept at planning, prioritizing, organizing, and following through.
  • Excellent written and verbal communications skills.
  • Able to initiate, analyze, monitor, evaluate, and advance strategic development plans.
  • An outstanding manager with a demonstrated commitment to working with and motivating a diverse range of people.
  • A team player who can skillfully coordinate fundraising activities with the CDO and peers; emotionally mature with a sense of humor.
  • Decisive and resourceful with the ability to anticipate and act on events and opportunities in an appropriate manner.

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