Job Title:Senior Development Manager (Corporate)

THE UNIVERSITY OF NOTTINGHAM
Recruitment Role Profile Form

School/Department:Campaign and Alumni Relations Office (CARO)

Salary:£37,768 - £46,414 per annum, depending on skills and experience. Salary progression beyond this scale is subject to performance

Job Family and Level:Administrative, Professional & Managerial Level 5

Contract Status:Permanent

Hours of Work:36.25 per week

Location:Pope Building, University Park, The University of Nottingham

Reporting to:Director of Philanthropy

Purpose of the Role:

To maximise philanthropic income,by securing major gifts (typically at 5 and 6 figure level),particularly from the corporate sector,in support of the University’s priorities.

Main Responsibilities / % time per year
1. / Prospect Management

Expert engagement withcorporateprospects, with a heavy emphasis on identifying a compelling link between a company’s charitable interests, any existing links with the University and the opportunities available for support within the University.
Nurture and manage relationships through written and verbal contact and lead face-to-face discussions with prospects. Travel, typically throughout the UK but potentially also internationally, to meet potential and existing corporate donors, to cultivate and solicit major gifts primarilyin the 5 – 6 figure range.
Arrange visits and think creatively about other opportunities for prospects and donors to experience first-hand, learn more and become excited about the University’s priorities, the talent and activity available and the impact these have within the University and in turn, on society.
Lead and work collaboratively with colleagues in multiple internal departments (particularly the Business Engagement & Innovation Services team, Careers Office, Business School and academic schools) in the development, writing, presentation, delivery, negotiation and successful conclusion of funding proposals whether written and / or verbal in a timely, efficient and appropriate manner.
Identify opportunities forhigh level volunteers tosupport the development and securing of a charitable partnership.
Take the lead in organising small scale bespoke events as required in the solicitation of leading/ high level prospects, supported as necessary by the Team Administrator and working in collaboration with appropriate Departments and Schools to deliver.
Help devise and deliver stewardship plans for all donors, in conjunction with colleagues in the Donor Relations Team.
Represent the University at events as required, occasionally involving out-of-hours work.
Work with relevant colleagues within CARO, other central services, Schools, the Students Union and Campaign volunteers to ensure seamless co-ordination, planning, engagement and cultivation of assigned individuals.

/ 55%
2. / Portfolio Management

Build, manage and renew the prospect portfolio with personal responsibility for active management of relationships with c.40 approved corporatesand key alumni, to ensure successful delivery against both activity and financial goals and ensuring that donor numbers and the value of their support increases.
Maintain a full and consistent pipeline of prospects and ensure timely progression through each stage from assignment to stewardship.
Ensure that all interactions and developments are promptly and accurately recorded in the departmental CRM “The Raisers Edge” database. Analyse and share such data with other colleagues inside and outside of the Campaign and Alumni Relations Office as appropriate.
Ensure that updates are made to the Raiser’s Edge database in a timely and efficient manner, in accordance with the ‘Contact Reports’ procedure and ‘Prospect Management in Raiser’s Edge’ guidance.
Follow the Gift Acceptance Policy at all times.
Contribute appropriate prospect names to guest lists for University events which support the University’s strategic priorities

/ 30%
3. / Teamwork

Collaborate with colleagues as and when required by working on Trust & Foundation and Individuals opportunities, and where appropriate, having some prospects assigned as part of own portfolio (egalumni working at target companies).
Collaborate with the Director of Philanthropy and the Director of Campaign & Alumni Relations on the solicitation of 7-8 figure prospects when required.
Contribute to the development of short and longer term strategies for securing philanthropic income for the University from corporates.
Contribute to planning, team development and related activities as required and ensure compliance with internal policies and procedures.
Develop a close working relationship with Prospect Research Team colleagues to ensure good communication on prospect activity and solicitation outcomes.
Support the Director of Philanthropy with the running and management of any project groups,coordinating within CARO and with other schools and departments particularly to identify fundraising and volunteering opportunities, administration of meetings, and the writing and collation of documents and reports.

/ 10%
4. / Networks

Maintain and enhance personal knowledge, skills and networks by keeping abreast of best practice and key developments in fundraising amongst peer Universities and third sector organisations and sharing information with the rest of the team and CARO.
Network with colleagues in other higher education institutions and other sectors to share best practice and facilitate exchange of information.
Attend networking and Corporate Social Responsibility (CSR) events, business related lectures and funding-specific meetings as appropriate to expand knowledge and contacts

/ 3%
5. / Other Duties

Review existing working practices and make recommendations for improvement.
Other comparable duties as may be required at the request of your line manager and/or department director.

/ 2%

Knowledge, Skills, Qualifications & Experience

Essential / Desirable
Qualifications/ Education / Degree or equivalent qualifications or experience. / Postgraduate degree.
Fundraising or PR related qualifications.
Skills/Training / Entrepreneurial and creative approach to developing mutually beneficial partnerships, engagingand influencing through solid understanding of corporates’charitable and Corporate Social Responsibility (CSR) interests and objectives.
Relationship builder who is persuasive with excellent interpersonal, diplomatic,influencing and negotiating skills.
Excellent verbal and written communication skills with ability to handle confidential or sensitive information.
Ability to quickly identify opportunities and turn them into positive outcomes through clear explanation of complex ideas, methods and concepts.
Enthusiastic, proactive, tenacious and energetic with an outgoing and friendly personality, plus a pragmatic approach to problem solving.
Proven ability to prioritise workloads, utilise good organisational and time management skills to deliver on multiple activities simultaneously.
Strategic planning skills including project and change management with attention to detail and accuracy in work.
Confident computing skills including Microsoft Office and databases.
Willingness to work outside normal hours and to travel throughout the UK. / CASE or Institute of Fundraising courses.
CRM Systems, particularly use of Raiser’s Edge.
Working knowledge of Data Protection Act.
Excellent knowledge and understanding of the HE sector and fundraising within it in particular.
Understanding of the tax benefits available to corporate donors.
Understanding of the motivations involved incorporate giving.
Experience / Significant experience and a proven track record of working within a sales or customer-focused, delivery based environment.
Significant experience and proven track record of delivering against stringent income targets.
Relevant experience of stewarding and cultivating relationships with donors or clients.
Experience of working within a complex organisational structure.
Experience of effectively communicating with people at various levels of seniority including colleagues.
Awareness of developments in the higher education and/or charity sector of relevance to the role. / Relevant fundraising experience and of making direct requests for donations from prospective donors face-to-face and/or by telephone, particularly corporates.
Corporate fundraising within the charity sector.
Experience of working on corporate partnerships (philanthropic, contractual or commercial) within a University environment.
Significant experience of working within an academic environment at a senior level.
Proven track record of preparing, writing and presenting £25k+ funding proposals
Statutory/Legal / Knowledge or experience of handling sensitive data and an understanding of UK Data Protection legislation.
Ability to travel throughout the UK and potentially overseas.
Full UK Driving License.

Decision Making

i)taken independently by the role holder

Day-to-day management and progression of prospects within and through pipeline.
Effective communication with internal and external stakeholders, by devising strategies that will give a positive impression of the funding opportunities available, includes preparation of copy, briefing colleagues and suppliers on print, web and event communications, and being an active, committed spokesperson for philanthropy in the private and public charitable sector.
Day-to-day operations and prioritisation of personal workload.
Updating the Raiser’s Edge database to maintain accurate alumni, prospect, donor records, ensuring compliance with the Data Protection Act
Decisions regarding how to best manage budget expenditure.

ii)taken in collaboration with others

Prospect allocation, working in collaboration with the Prospect Research team.
Proposal development and presentation working in collaboration with colleagues, typically academics, CARO staff, Finance Office, Communications and Marketing colleagues and Senior University Management where appropriate.
Gift agreement negotiation with Finance, academic project champions, Donor Relations and other colleagues in CARO.
Cultivation, solicitation and stewardship planning with the aforementioned colleagues.
Running queries and exports on the Raiser’s Edge database, in conjunction with the Information Management team
Discussion and agreement on operational priorities,workflows and the completion of specific tasks with team members and/or managers.
Any projects which would have a significant impact on another team.

iii)referred to the appropriate line manager by the role holder

Personal development.
Proposals or gifts in excess of £100k.
Decisions establishing the overall strategic context for operational priorities and targets.
Agreement on exceptional expenditure which would significantly impact on the office budget.

Additional Information

The Senior Development Manager (Corporate) is a critical role within the Campaign and Alumni Relations Office and is expected to make an important contribution in securing pledges and income to contribute to ambitious University fundraising targets. The role holder will handle a portfolio 40 prospects and will be responsible for generating and co-ordinating proposals to secure donations in the 5 – 6 figure range. The role holder is expected to work with the Director of Philanthropy and other senior managers to significantly increase income at this level.KPIs will be used to monitor and evaluate progress.
The role holder will be expected to identify opportunities and operate seamlessly on a national level, with potential for international work in countries where appropriate levels of opportunity exist to align the University’s strategic goals with a market for philanthropy.
Out-of-hours work will be required to facilitate travel, make calls and to attend events.
The role holder is expected to operate at a senior level showing considerable confidence, creativity, initiative and self-motivation. They will be able to operate independently as well as collaboratively, working with ease amongst senior colleagues (internally and externally), and will be expected to contribute to strategy development and provide leadership and practical expertise in building the University’s capacity to attract philanthropy from corporates. As such, they are expected to provide a palpable and positive influence on other members of the Campaign and Alumni Relations Office and University more broadly. They will represent the Campaign and Alumni Relations Office and the University in an exemplary, professional manner, internally and externally.
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