POSITION: Donor Relations Director- Napa and surrounding
SUPERVISOR: Divisional Director of Development
FLSA STATUS: Exempt
The Salvation Army Mission Statement:
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 for God. Its mission
is to preach the gospel of Jesus Christ and to meet human needs in
His name without discrimination.
+ BASIC PURPOSE
The Donor Relations Director for Napa and Surrounding areas
(DRD) plays a key and integral role in the success of the Del Oro
Division fund development efforts, specifically through ongoing and
proactive relationship management, strategic communications plans,
gifts cultivation and solicitation activity with an assigned
caseload of qualified major donors and a smaller group (10%) of
assigned, qualified major gift prospects. In this role, the DRD
will identify, qualify, be assigned, cultivate, solicit and steward
major gift donors (90%) and prospects (10%), acting as the primary
contact between The Army and the assigned caseload, with an
emphasis on securing gifts of $5,000 and much higher, increasing
major gifts to The Salvation Army while retaining and strengthening
+ ESSENTIAL DUTIES AND RESPONSIBILITIES
+ The DRD establishes, manages and fulfills a caseload
communications plan, including individual fund- raising goals and
personalized strategies, to effectively steward, educate, cultivate
and solicit gifts from major donors each fiscal year, with an
emphasis on gifts of $5,000 and higher.
+ Manages a caseload of 125-150 assigned and qualified major
donors and will maintain and seek to engage with a small additional
prospective donor "watch list" as assigned, following the agreed
upon communications plan that is specific to each donor and
prospect and working, as appropriate, with donor leadership
volunteers to secure visits with those in their peer networks who
+ Works diligently to meet agreed upon monthly and annual
activity and income production goals and is purposeful about every
visit and communication and the desired outcome for each
+ Leads in one-to-one solicitation, gift acknowledgement and
stewardship communication, traveling as necessary, establishing and
maintaining excellent donor relations, providing written proposals
to major gift prospects as needed, and including Army and/or
volunteer leadership as appropriate.
+ Leads the development of team solicitation strategies and
facilitates the team planning process for peer-to-peer cultivation
and solicitation approaches, involving leadership volunteers and
internal leadership, as deemed appropriate, under the guidance of
the Development Director. Develops research and briefing memos in
preparation for team discussions. Works with prospect research
manager at THQ and local staff who are trained to do research to
develop donor profiles to inform "moves management" strategies and
+ Meets regularly with supervisor to discuss and refine caseload
plans, donor strategies, to track progress, to receive coaching,
and to keep open lines of communication.
+ Participates in recommended professional trainings as budget
allows, conference calls with other major gifts staff, conference
kindred sessions and other professional development
+ Works in close conjunction with other fund development
officers, pursuing and contributing to harmonious collaboration
between direct marketing, social media, foundation, corporation,
and planned giving staff for optimal integrated strategies in
regard to major donor communications as well as overall department
+ Works in close collaboration with local officers, program,
finance and fund raising staff to present local Army resource
development needs that correspond to where donors and prospects
reside, while always being responsive to each donor's interests
(even if elsewhere) and attentive to fiduciary responsibilities
(donor intent with gifts).
+ Works in collaboration with program, finance, development and
graphic design / communications, and admin support staff to develop
a portfolio of giving opportunities (cases for support) that
documents funding needs in terms of real program costs, how dollars
impact people, outcomes being (and which could be) achieved,
shortfalls and exciting mission advancement opportunities. Presents
these opportunities to donors to effectively match donor interests
with Army service delivery advancement needs.
+ Makes it a priority to take donors on site visits to tour Army
programs and to facilitate face-to-face briefings of donors by Army
+ Supports and contributes to, as requested, overall territorial
policies, business practices and strategies to continually increase
major gifts revenue and program growth.
+ Keeps management apprised of all significant interactions,
inputting contact reports to the Portfolio donor database system as
required, sharing a continually updated itinerary, fulfilling all
monthly and other reporting requirements, and consulting with
leadership when needed to understand organizational priorities, to
develop strategies that benefit both donor and the Army, and to
troubleshoot challenging situations.
+ Stays driven toward goals and focused on caseload, but makes
effective use of volunteerism opportunities, events and other
initiatives to engage with assigned donors, to bring them closer to
the Army, and to deepen their awareness of the impact of our work,
especially in areas of interest to them. Participates in such
opportunities alongside caseload constituents. Works with other
staff and leadership (including leadership volunteers) to develop
new major donor / prospect cultivation events, such as private
receptions, dinners in homes, or seminars, targeted toward those
with high philanthropic capacity.
+ Manages all office systems related to DRD duties, including
maintaining updated Portfolio donor files, tracking spreadsheets,
correspondence and gift acknowledgments, etc., in keeping with
department policies and procedures. Documents all donor
interactions through Portfolio contact reports and according to
established business practices. Carries out any office and
computer-related tasks important to fulfilling the goals of the
+ Ensures excellent customer service is provided to donors
through accessibility to staff and leadership (as granted), timely
responsiveness, quality in all interactions and personalized
Performs other related duties as assigned by the Divisional
Development Director or territorial Regional Manager of Major
Giving Programs (or Major Gifts Managing Consultant in Phase
1. Must embrace, support and reflect well on The Salvation
Army's mission and values through one's professional
responsibilities and behavior at all times.
2. Bachelor's degree or a minimum of five years of experience in
a non-profit fundraising role with a proven track record of major
3. Effective interpersonal, conversational and presentation
skills, demonstrating emotional intelligence, situational
awareness, excellent writing abilities and strong case development
and pitching skills.
4. Proven expertise in developing and maintaining positive
relationships with diverse individuals, including executives,
leadership volunteers and wealthy donors, as well as internal
stakeholders and leadership.
5. The selected individual should enjoy problem solving, think
strategically and creatively, and take initiative with good follow
6. A high level of comfort with direct donor interaction is a
must, including discussions of personal and family finances and
asking for major financial commitments.
7. Team player, able to check ego at the door, with an ability
to collaborate effectively with officers, staff and volunteers for
successful achievement of position and department goals.
8. Willingness and ability to travel regularly. Valid Driver's
9. Able to work independently in a fast-paced environment
without extensive admin support. Must be highly organized and able
to effectively manage multiple projects and competing priorities
with professionalism and grace. Must keep good documentation
through contact reports and activity tracking, using the Portfolio
database according to Salvation Army protocols.
10. Demonstrated goal-oriented-ness, with a drive to achieve
agreed upon goals within agreed upon timeframes.
+ Work under stressful conditions.
+ 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
+ Complete projects on schedule.
+ Maintain confidentiality.
+ Maintain regular and punctual work attendance.
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/carrying
25-50 pounds and occasionally more than 50 pounds; traveling by
airplane; both outdoor and indoor navigation of settings.
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.
+ Valid driver's license required.
+ Travel as necessary.
+ Computer proficiency, including Microsoft Office tools and
familiarity with donor management software and email
Use office equipment such as computers, photocopiers, scanners,
calculators, smartphone, etc.
DESCRIPTION OF WORK ENVIRONMENT:
Office location to be determined.
The information in this job description indicates the general
nature and level of work performed by an employee in this
classification. It is not to be interpreted as a comprehensive
inventory, or all duties, responsibilities, and qualifications of
employees assigned to this job. Management has the right to add to,
revise, or delete information in this description. Reasonable
accommodations will be made to enable qualified individuals with
disabilities to perform the essential functions of this position.
Employee will be required to follow any other job-related
instructions and to perform any other job-related duties requested
This document does not create an employment contract, implied or
otherwise, other than an "at will" employment relationship.
+ Bachelors or better
Licenses & Certifications
+ Driver's License
Equal Opportunity Employer/Protected Veterans/Individuals with
The contractor will not discharge or in any other manner
discriminate against employees or applicants because they have
inquired about, discussed, or disclosed their own pay or the pay of
another employee or applicant. However, employees who have access
to the compensation information of other employees or applicants as
a part of their essential job functions cannot disclose the pay of
other employees or applicants to individuals who do not otherwise
have access to compensation information, unless the disclosure is
(a) in response to a formal complaint or charge, (b) in furtherance
of an investigation, proceeding, hearing, or action, including an
investigation conducted by the employer, or (c) consistent with the
contractor's legal duty to furnish information. 41 CFR