The Salvation Army, North and Central Illinois Divisional Headquarters
Director of Gift and Estate Planning
Location: Development Department, North and Central Illinois Divisional Headquarters.
Reports To
Senior Director of Gift and Estate Planning
Job Summary
The Director of Gift and Estate Planning is responsible for identifying, cultivating, soliciting, securing, and stewarding prospects and donors for planned gifts to The Salvation Army. Actively participate in the implementation of DHQ’s philanthropic campaigns and plans, focusing on planned giving fundraising priorities and involving volunteers and other stakeholders in achieving established goals. Engage and solicit donors and friends of the Army for planned gifts.
Essential Duties and Responsibilities
- Collaborate with the Development Department and other departments to achieve DHQ’s fundraising goals.
- Manage a prospect portfolio of approximately 125-150 planned giving donors and prospects and qualify a select group of prospects.
- Develop solicitation plans for new and current planned gift donors and prospects.
- Establish relationships with assigned donors and prospects through cultivation calls, letters, handwritten notes, and face‑to‑face meetings.
- Complete an assigned number of significant contacts per year with donors and prospects from the portfolio.
- Solicit and close planned gifts in accordance with annual goals set by the supervisor in consultation with DHQ leadership and the Territorial Planned Giving Director.
- Develop and write donor cultivation materials, proposals, acknowledgements, volunteer solicitor briefings, and reports.
- Contact and cultivate persons/households identified through marketing efforts, work with Corps and Division staff, professional advisors, and other referral sources.
- Coordinate and provide assistance in designing strategies for cultivating and soliciting donors in coordination with senior staff, leadership, and volunteers.
- Identify, qualify, and research new planned gift prospects with other Development staff.
- Collaborate with the Senior Director of Gift and Estate Planning, major‑gift staff, and other development staff as appropriate to develop and execute effectively to achieve goals and alignment with Development initiatives.
- Assist in the organization of occasional events and small donor meetings for cultivation and stewardship purposes.
- Adhere to and update progress on assigned budgets, goals, and required activities standards.
- Submit required statistics, reports, and budget information to the Senior Director as requested, including updating interactions in Salesforce.
- Develop a documented plan to achieve endowment and planned gift goals from the assigned portfolio.
Other Duties
This job description is not designed to cover or contain a comprehensive list of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Minimum Knowledge, Skills, and Abilities
Education
Two or more years of experience in major gift fundraising or relevant customer service/client interaction experience. Bachelor’s Degree required.
Experience
- 5 years’ experience in fundraising or sales, including personal solicitation, financial and insurance sales, estate and financial planning or related areas and familiarity with fundraising practices.
- Advanced degree in a related field such as law, finance, or non‑profit management.
- Proven committee/board experience is preferred.
- Certification with CFP or CAP is a plus.
- Must complete Safe from Harm training within the first 90 days.
- Valid Driver’s license/MVR clearance.
Skills/Abilities
- Experience managing a portfolio of high‑net-worth donors/customers.
- Knowledge of donor tracking experience is a plus.
- Effective interpersonal, written, and oral communication skills; trustworthy in confidential matters; well organized and efficient.
- Comfortable working with donors.
- Successful fundraising/sales record of accomplishment with major and/or planned gift donors or high net‑worth customers.
- Ability to work in a complex non‑profit organization with multiple departments, programs, and fundraising priorities.
- Ability to work well with people in a dynamic environment; high energy, focus, and collaborative spirit.
- Self‑directed and proactive.
- Familiar with issues of fundraising, sales, customer service, client interactions, and general professional and workplace ethics.
- Detail oriented with a strong focus on quality and accuracy.
- Demonstrate mature judgment, initiative, and the ability to make independent and effective decisions without close supervision.
Job Limitations
This individual will only commit Army resources that have been allocated or approved.
They will keep the Senior Director informed on all critical issues related to their area of responsibility.
They will adhere to all policies and procedures in carrying out the responsibilities of this position.
Physical Demands / Work Environment
- Requires moderate physical work and must be able to lift 50 pounds.
- Use of standard office equipment and a PC is required.
- Office environment with low noise level.
- Must be able to drive, sit for long periods, and walk stairs.
- Maintain positive work atmosphere through respectful communication and conflict resolution with co‑workers and supervisors; support the Mission of The Salvation Army by treating every donor, contact, and colleague with respect and dignity, and without discrimination of any kind.
Competencies
- Maintain a positive work atmosphere by behaving and communicating in a manner that fosters positive relationships.
- Resolve conflicts in a positive manner.
- Show courtesy to staff, clients, and visitors.
- Respect others' property and person.
- Use professional and appropriate communication towards co‑workers, supervisors, and subordinates.
- Support the Mission by treating every donor, contact, and colleague with respect and dignity, and without discrimination of any kind.
Reporting Relationships
This position reports to the Senior Director of Gift and Estate Planning.
Will work directly, collaborate, and interact with other fundraisers, senior staff, and volunteer leadership.
In contacts related to this position’s duties, this individual acts as a representative of The Salvation Army and its mission.
Performance Measurements
Evaluated on effectiveness in achieving the outcomes of the position. Timeliness and accuracy in accomplishing assigned goals will be reviewed.
- Manage a balanced portfolio of major and planned gift donors with target prospects determined and evaluated regularly.
- Establish and steward strong relationships with donors, producing new and sustained planned and major gifts.
Seniority Level
Mid‑Senior level
Employment Type
Full‑time
Job Function
Business Development and Sales
Industry
Non‑profit Organizations
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