Purpose and Scope of the Job
Reporting to the Deputy Fundraising Director, the Development Manager is responsible for the development of donors with a special focus on middle donors through major gifts and line manages teams overseeing Supporter Services and Donor Development for the market. The role will provide strategic input for key decision-making and develops, in conjunction with the other senior management and Deputy Fundraising Director, robust KPIs and metrics with a comprehensive strategy. This role will develop the middle to high-value donor pipeline through strategic alignment of donor development work to unlock the donor potential and significantly raise revenue from these segments. The role will also focus on personally engaging, qualifying, soliciting and acquiring major gifts and legacy donors.

Scope
Strategies will be co-designed with the Deputy Fundraising Director. Regular reports, tracking and monitoring of performance are an important part of overseeing this program.
An expectation of conducting donor visits to personally solicit supporters for major gifts and legacy gifts as well as proactively building relationships through events, one-to-one conversations, stewardship and engagement via mail, email, and other virtual activities will be critical for success in this role.
Provide line management and support to the local Donor Development and Supporter Services teams.
This role will manage and develop a portfolio of major gift and legacy prospects and manage relevant expenditure and income budgets.

1. Conceptual tasks, strategy development and/or project management
- Monitor metrics and KPI’s
- Develop a moves management strategy and touchpoints for prospective major gift and legacy donors
- Datamine the existing middle and high-value donor segment to identify potential legacy and major gift donors
- Write bespoke funding proposals based on existing campaign objectives
- Conceptualize mini-proposals and bring together Program areas to align with donor interests
- Develop the existing middle and high-value donors to grow this revenue stream
- Lead and develop a strategy for a legacy giving program including targeted promotion and solicitation strategies as well as one-to-one donor cultivation and stewardship
- Monitor and track Donor Development activities for middle and high-value donors to ensure continued improvement in revenue and growth in the number of donors within these segments

2. Implementation
- Manage a portfolio of major gift and legacy prospects
- Do stewardship, solicitation, and engagement activities both in person and virtually
- Using moves management strategy and the CRM system proactively update, track and manage prospects
- Conduct annual visits of top prospective major donors to identify, qualify, solicit, and steward
- Develop custom events and work with existing events to engage major donors on and offline
- Use research and data analysis to identify new opportunities for major gift solicitations
- Write cases for support, leverage Programs and senior staff to facilitate solicitation, stewardship and engagement of major gift prospects and donors
3. Provide line management and support to local Donor Development and Supporter Service staff
- Line Management of Donor Development and Supporter Services teams
- Work closely with all line managed staff to ensure effective coordination of effort and activities to reinforce the overall strategic vision and outcomes
- Develop staff and design annual plans to grow staff competencies
- Monitor income, expenditure and supporter counts on a monthly basis
- Monitor the overall local budget from a governance point of view
- Manage the team to ensure budgets are being met each month and quarter
4. Support/Coaching/Leadership
- Encourage testing, collaboration with other teams, and innovation
- Ensure the local Fundraising teams are present in project discussions and are working collaboratively on projects

Competencies Profile
- Act with integrity
- Demonstrate Resilience
- Work with Others
- Champion for Change
- Develop Plans
- Strive for Result & Quality
- Resolve Conflicts (internal)
- Strategic Thinking
- Manage Others
- Manage meetings

Skills and Expertise required
- Advanced Analytics
- Advanced expertise in budget management and expenditure monitoring
- Advanced people management and communications skills
- Fluency in written and spoken (at least one) local language in the region
- English proficiency is desired, a working level of English is acceptable
- Strong communication skills
- Good multitasking skills and basic project management skills
- Good writing skills
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The following requirements are a plus:
(i) Experience in using Salesforce CRM system and Marketing Cloud
(ii) Project management certification
(iii) Advanced excel skills and training
(iv) Advanced knowledge of statistical analysis