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Divisional Director of Planned Giving - The Salvation Army, Kansas and Western Missouri Division

Posted: 11/15/2020

The Salvation Army Mission: The Salvation Army, an international movement, is an evangelical part of the universal Christian church.  Its message is based on the Bible.  Its ministry is motivated by the love of God.  Its mission is to preach the gospel of Jesus Christ and to meet human needs in His name without discrimination.

Job Objective:  The primary purpose of this position is to plan, implement and evaluate a comprehensive fund development program designed to identify, educate, cultivate, solicit, and recognize planned gift donors on behalf of The Salvation Army Kansas & Western Missouri Division as well as work directly with individual prospects and donors to solicit planned gifts. The incumbent manages, sets goals, monitors, and evaluates Planned Giving Representatives (PGR) who report directly to this position. The position is responsible for drafting planned giving policy statements for approval and providing professional guidance, technical assistance and training to the staff, officers, advisory board, and volunteers associated with the Kansas & Western Missouri Division.
Essential Functions:
This job description should not be interpreted as all inclusive. It is intended to identify the essential functions and requirements of the position. Other job-related responsibilities and tasks may be assigned.    Reasonable accommodation may be made to enable individuals with disabilities to perform the essential job duties and responsibilities listed below:

  • Oversees and is responsible for the staffing, goal setting, management, implementation, and successful operation of all aspects of the planned giving program for the Kansas & Western Missouri Division of the Salvation Army. 
  • Manage a donor portfolio of approximately 60 high capacity prospects and or donors setting goals for activity and fundraising
  • Assigns portfolio of prospective donors to the Planned Giving Representative:
  • Manage a prospect portfolio of approximately 125-150 prospects and manage the qualification cultivation and solicitation for those assigned
  • Develop solicitation strategies for new and current planned gift prospects within assigned portfolio
  • Collaborate and implement strategies with major gift representatives to cultivate, steward and solicit as appropriate current major donors for planned gifts
  • Collaborate with major gifts leadership to determine Major Gift donors’ readiness for planned giving cultivation and PG donors’ readiness for Major Giving cultivation
  • Develop relationships with prospects through various cultivation calls, letters and handwritten notes
  • Complete a specified number of significant contacts/moves annually with prospects from portfolio in accordance with assigned definitions for activity
  • Solicit and close gifts in accordance with annual goals as set by Planned Giving Director in consultation with Senior Development Director, Executive Director of Development and Territorial Director of Planned Giving.
  • Collaborate and develop strategies with major gift leadership to cultivate, steward and solicit as appropriate current major donors for planned gifts
  • Collaborate and develop strategies with major gifts leadership to determine PG donor’s readiness for Major Giving
  • On a quarterly or more frequent basis, monitors and reviews progress on goals and assignment of portfolio of prospective donors with PGR; works to help assure PGR meets goals; conduct annual performance review with PGR
  • Works closely with the Territorial Director of Planned Giving to set goals, standards, processes, and other matters necessary to the implementation of an ethical, legally proper planned giving program
  • Works with the Executive Development Director, Divisional Leaders, and other fundraisers in developing and coordinating strategies for major and planned gift donors to ask said donors for significant gifts including both major and planned gift components
  • Works with the Executive Development Director as part of a team of fundraisers for the Division, including joint strategy sessions, Divisional planning, and other matters important for an effective development effort
  • Engages board members, volunteers and key staff, as appropriate or assigned in the planning, relationship building and solicitation of individual gifts
  • Assures PG staff report their activity and results toward goals and objectives to Division and Territory levels, in accordance with the definitions, forms and report formats required by Division and Territory
  • Maintains timely a contact management system and records, tracks, qualifies and responds to prospect inquiries in appropriate software or other system
  • Creates and implements a stewardship plan to recognize and engage planned gift donors who are not actively being cultivated and solicited by other assigned staff
  • Creates and implements a marketing plan for planned giving, incorporating efforts by Territory through direct marketing, as well as local efforts through, by way of example, buck slips, email, web based ideas, and using local publications; reports results to the vendors, Division and Territory using assigned report formats
  • Remains current on relevant laws, regulations, and techniques through self-study, professional memberships, conferences, and webinars; evaluates the planned giving and fundraising knowledge of staff, in accordance with standards provided by Division and Territory
  • In coordination with the Territorial Director of Planned Giving and the Executive Director of Development, develops appropriate education and cultivation programs for selected attorneys, trust officers, CPAs CLUs, etc., to increase their knowledge about The Salvation Army and charitable gift planning options for their clients
  • Prepares and/or delegates proposals for gift opportunities in response to inquiries and/or cultivation of gifts
  • Serves as the staff liaison and coordinator of the Kansas & Western Missouri Advisory Board Planned Giving/Major Gifts Committee
  • Develops annual budgets; regularly monitors expenditures and income reports
  • Routes all finance-related requests through the Executive Development Director
  • Authorizes expenditures for payment within parameters of the approved General Fund Gift Planning Department budget
  • Presents vendor contracts to Senior Director of Development for discussion and vendor contact revision/negotiation prior to DFB submission
  • Completes other duties as assigned
Minimum Qualifications:
Education: Bachelor’s degree required; other considerations include an advanced degree in a related field such as law, finance or organizational management, supervisory experience, proven committee/board experience.

Experience:  Demonstrated experience in planned giving fundraising, legal services, financial planning, development, estate planning or related fields; successful experience in closing of gifts as well as a demonstrated working knowledge of estate and tax planning techniques is required

Certifications/Licenses:  Certified Financial Planner or Chartered Advisor in Philanthropy designation preferred

  • Expertise in organizing, directing and implementing a comprehensive fund development program in a complex organizational environment
  • Knowledge of planned giving or major gifts techniques, market segmentation and new audience development is essential
  • Ability to attract, select and retain top talent
  • Outstanding people management skills including the ability to lead by example
  • Understanding of, and ability to apply, principles of effective performance management
  • Strong leadership skills, knows how to engage and motivate individuals and groups
  • Ability to train and develop others, using coaching and other instructional techniques
  • Ability to create positive work atmosphere by behaving and communicating in a manner that fosters good relationships with co-workers and supervisors
  • Demonstrated knowledge of basic business terminology, financial matters, ethical, legal and tax-related issues regarding the solicitation, transfer, and management of charitable gifts
  • Legal training, particularly an understanding of charitable financial and estate planning is highly desirable
  • Applies mature judgments and critical thinking to identify and define problems
  • Ability to take initiative and independent action to get things done
  • Ability to make independent and effective decisions without close supervision
  • Strong interpersonal skills
  • Computer literate including proficiency in the use of Microsoft Windows to specifically include Word, Excel and PowerPoint
  • Proficiency in the use of email applications such as Microsoft Exchange or Lotus Notes
  • Possesses an above average aptitude in both written and oral communication
  • Displays high levels of integrity, professionalism and trustworthiness, especially in confidential matters
  • Strong planning and organizational skills, ability to work efficiently
Physical Requirements:  The position requires sitting; climbing and/or balancing; stooping, kneeling, bending, stretching, crouching and/or crawling; standing; walking, manual dexterity and eye-hand coordination; use of vision; driving a vehicle; pushing, pulling, lifting, and/or carrying 25 lbs.; traveling by airplane; both outdoor and indoor navigation of settings, and standing and/or walking up to 12 hours per day.
Mental Demands:
  • Work under stressful conditions
  • Quickly learn Salvation Army structure and approval processes
  • Interact with others with courtesy and tact
  • Manage and prioritize multiple projects in an organized and efficient manner to meet tight deadlines
  • Respond to crisis situations in a calm and effective manner
  • Complete projects on schedule
  • Maintain confidentiality
  • Maintain regular and punctual work attendance
Communication Demands: The position requires:  professionally communicating verbally with co-workers, other departments and program staff, clients, vendors, donors, volunteers, board members, philanthropic decision-makers, and officers; written communication; talking on the telephone; responding to written or verbal requests; training/giving verbal and written instructions; receiving verbal and written instructions; writing/composing written language; reading; visiting/working at other worksites and non-worksite locations; communication via the latest technologies.

Travel: Travel is expected, up to 50% of time, including evenings and weekends.

Driving: Must possess a valid driver's license from the state in which you reside. Must be approved through The Salvation Army Fleet Safety Program to drive either a Salvation Army or personal vehicle on Salvation Army business.

Working Conditions: Work is performed in a typical office environment.  Full-time position; may require some weekend and evening work

Additional Requirements: Must pass The Salvation Army’s background check

All employees recognize that The Salvation Army is a church and agree that they will do nothing as an employee of The Salvation Army to undermine its religious mission.

Job Type: Full Time

Salary Range: $75,000 - 99,999