Corporate and Major GiftsManager

Job Description and Person Specification

Appointment:Corporate and Major Gifts Manager

Responsible to:Director of Marketing,Fundraising and Trading (DMFT)

Hours of Work: 37.5hrs/week – 5 days

Location:Headquarters, Leicester (or Headquarters, Leicester and home- based)

Directly responsible for:Trusts Officer

The Royal Air Forces Association (the Association) is a member-led welfare charity whose beneficiary group is those who are or have served in one of Our Air Forces or dependents. The Association has set its strategic direction beyond 2020 and is now firmly established on a growth trajectory in all fields while modernising its governance.

Main Purpose of Job

The Corporate and Major Gifts Manager (assisted by the TrustsOfficer)is responsible for developing and delivering a newmajor giving programme worth £250,000 in year 1, rising to £450,000 in year 3, derived from corporate partnerships, high net worth individuals and trusts/foundations.The role is responsible for identifying and articulating fundable opportunities and (using a pipeline approach)winning, developing and maintaining high-value supporter relationships.

Role definition

Primary Responsibilities

Corporate Partnerships

  • Achieve agreed income targets by creating, managing, developing and monitoring a corporate partnerships programme.
  • Manage, develop and monitor existing commercial licensing/cause related marketing contracts and initiate, manage and develop new contracts
  • Facilitatecorporate support for colleagues (for example volunteering, Pub Lotto, sponsored challenges)

High Net Worth Individual Giving

  • Achieve agreed annual income targets by creating, managing, developing and monitoring a major donor programme.
  • Using a pipeline approach, create and manage relationships with a portfolio of high net worth prospects and supporters and secure gifts of £5,000 and over.
  • Find new prospects by analysingpredicating factors about a prospect’s ability to give and willingness to do so
  • Write and lead cultivation strategies

Trust/Foundation Fundraising

  • Oversee the programme, managing the Trusts Officerto achieve agreed income targets.

Knowledge & Experience

  • Legal and governance issues related to all areas of responsibility
  • Management of risks and mitigation
  • Required to have a commitment to their own development, to take advantage of education and training opportunities and develop their own competence

Communication and Relationships

  • Identify, build and maintain (or facilitate and support other colleagues to do so, when more appropriate) beneficial, long-term relationships with individuals possessing the highest levels of influence/power/wealth
  • Working with the Events and Projects Manager, create and deliver cultivation opportunities
  • Create proposals; prepare cases for support, costings and activity plans Pitch, negotiate and manage high-value strategic corporate partnerships (donations, sponsorship, employee engagement, in-kind)
  • Provide accurate, timely feedback to donors
  • Build and maintain close links with colleagues, particularly with the Head of Finance, Head of Welfare, Welfare Project Development Officer and Volunteering Manager.
  • Work collaboratively with colleagues to create a holistic approach to maximising supporter lifetime value

People Management

  • Manage and develop the Trusts Officer

Decisions and Problem Solving

  • Taking into account both internal and external factors, create and evolve a major giving strategy which contributes to the Association’s strategic objectives
  • Identify, prioritise and articulate appropriate fundable opportunities
  • Scope and create partnership propositions; prepare cases for support, costings and activity plans
  • Create and implement a comprehensive risk assessment and mitigation process, for both existing and new philanthropy activity/supporters
  • Ensure all activity is structured strictly in accordance with current tax legislation
  • Monitor project implementation to identify potential risks in adhering to grant conditions and decide when circumstances require funders to be made aware of such issues.

Financial & Physical Resources

  • Achieve agreed annual income targets (£250,000 in year one, rising to £350,000 in year two and £450,000 in year three) through a pipeline approach
  • Manage the overall major giving budget, achieving monthly income targets and managing expenditure prudently

Information

  • Maintain accurate database records on supporters and pipeline activity in a manner consistent with accurate analysis and reporting.
  • Contribute to the library of fundraising proposals maintained for the benefit of the Fundraising, Marketing and Trading department as a whole.
  • Work closely with the welfare team to ensure that appropriate impact reporting is carried out by them in order to satisfy the needs of donors/funders.
  • Monitor developments in major giving fundraising, especially insofar as these give rise to new possibilities for the Association.
  • Respect confidentiality applying to all RAF Association areas.

Working Conditions

  • Required to work regularly at events at weekends and evenings for which time off in lieu may be granted
  • Required to work longer working days on occasions for which no overtime is payable
  • Required to be flexible within the broad remit of the post

Physical/Mental Effort

  • Required to drive using own car (for which appropriate insurance at own cost must be obtained) or a hire car for longer journeys

Health and Safety Responsibilities

All employees are responsible for:

  • Taking care of their own safety and that of others;
  • Ensuring that products, plant, equipment, vehicles and buildings are not damaged;
  • Complying with our health and safety policy, procedures and instructions;
  • Reporting to their Line Manager any hazard, accident, damage, concern or defect in order that remedial action may be undertaken; and
  • Undergoing any training or instruction to enable them to work competently and safely.

Other

This job description outlines the main functions and responsibilities of the post. The post holder may be required to undertake additional duties as required, commensurate with the level of the job.

Training requirements

One of the objectives of the Association is to build an organisation based on quality. Accordingly, there will be an ongoing need to review the training requirements of staff to meet the changing demands of the organisation. Training requirements will be discussed at review meetings.

Review procedures

There will be an annual review of the post and job contents. In addition there will be an interim review 6 months after the annual review.

Key Performance Indicators

All duties and responsibilities within this job description are to be carried out in accordance with current Key Performance Indicators. Annual Key Performance Indicators will be defined by the Secretary General. These are cascaded to relevant Directors who will inform staff of their own objectives and assess these in an annual appraisal.

CORPORATE AND MAJOR GIFTS Manager

Person Specification

Essential / Desirable
Education / Qualifications / Educated to degree level or equivalent
Member of the Institute of Fundraising / Fundraising qualification in fundraising management
General Knowledge and Experience / Proven track record of success in personally securing significant donations (over £150,000 annually) through corporate partnerships and high net worth individuals (HNWI)
Experience of managing a major giving programme with an income budgets over £250,000
Comprehensive knowledge of tax, legal and governance issues related to major giving
Experience of undertaking risk assessment and mitigation for major giving activity / Awareness of the work of the RAF Association
Knowledge of the Royal Air Force, its structure and its history
People Management / The ability to inspire and manage a team / Experience of managing staff
Communication and Relationships / Experience of devising and implementing a successful major giving supporter stewardship programme, using a pipeline approach
Excellent communication and presentation skills, both written and verbal
The ability to initiate, develop and maintain long-term relationships with individuals at the most senior levels
Persuasive, able to negotiate
Skilled at networking
Able to craft and deliver persuasive presentations
Decision Making & Problem Solving / Highly organised with ability to manage conflicting priorities and expectations
Excellent research and planning skills
Able to multi task and deliver against deadlines on a variety of tasks whilst under pressure.
Able to prioritise workload to deliver the most effective results.
Information / Required to respect confidentiality applying to all of the Association’s areas.
Able to set up systems to track and report on progress
Personal Attributes / Resilient, able to cope with pressured circumstances and situations
Ambitious to succeed
Empathetic to the needs of others
Keen attention to detail
Other requirements / Driving licence
Empathy with the aims, goals and values of the Association and a commitment to support delivery to meet these
Commitment to working within the principles of equal opportunities