Associate Director, Prospect Development (Office of Philanthropy)
Job posting number: #7089608 (Ref:10014258)
Posted: November 23, 2021
Application Deadline: Open Until Filled
Job DescriptionAbout City of Hope
Focused on eliminating cancer, diabetes and other life-threatening illnesses, City of Hope has established itself as a world-class leader in transforming the future of health. Raising the philanthropic resources to fuel its leading-edge research, its exceptional and compassionate clinical care, and its advancement of biomedical education and training, is a vital component of City of Hope's model of success.
Our Mission: City of Hope is transforming the future of health. Every day we turn science into practical benefit. We turn hope into reality. We accomplish this through exquisite care, innovative research and vital education focused on eliminating cancer and diabetes.
City of Hope's Commitment to Diversity, Equity and Inclusion
City of Hope's diversity, equity and inclusion strategy aims to formulate a policy and systems-focused approach that addresses social determinants of health and responds to implicit bias and structural racism. Since its inception more than a century ago, City of Hope has been dedicated to providing equitable treatment to all the people we serve. This focus on inclusion is the cornerstone of our Diversity, Equity & Inclusion (DEI) strategy and reflects our commitment to those founding principles. Our mission, "to infuse DEI into the DNA at City of Hope," will serve as our north star and help ensure the tenets of diversity, equity and inclusion are an integral part of our day-to-day engagement with each other, our patients, their families and caregivers, and our broader community.
Office of Philanthropy Vision Statement
Philanthropy is at the heart of City of Hope's mission in turning "hope into reality." We offer an extraordinary donor and volunteer experience, one that invites, delights, and deepens relationships over time. City of Hope Philanthropy is one of a handful of premiere, exceptionally-regarded, and top-producing programs in the country.
Recruiting and developing exceptionally talented team members are hallmarks of the Office of Philanthropy. We demonstrate our commitment to our people through continuous learning and development opportunities and aim to foster an environment where each individual can thrive, personally and professionally. We increase the effectiveness of our team through transparency and accountability, building trust within teams; celebrating diversity and inclusion; enhancing team communications and removing roadblocks to maximize activation.
About the Position:
This position is part of City of Hope's Philanthropy Information Solutions Office within the Office of Philanthropy, and reports to one of the Directors or Sr. Directors of Prospect Development. This position will work closely with colleagues on the Prospect Development team and Gift Officers within the Office of Philanthropy as a whole and, as appropriate, within the broader City of Hope community, as we seek philanthropic support to fulfill City of Hope's bold mission.
Through prospect management, research, actionable intelligence, identification, tracking, data acquisition, analysis, and strategy-building the Associate Director, Prospect Development deepens City of Hope's institutional knowledge of its prospects by playing a vital role in helping the Office of Philanthropy meet its goals for prospecting, fundraising, engagement, communications, and stewardship. Working within the Strategic Partnership Agreement framework, the Associate Director serves as a Strategic Partner for two-to-four senior or senior executive director-level gift officers or fundraising teams, leads one or more of the PD department's key initiatives: internal analytics, external analytics, pipeline development, event bios, or data audits, builds collaborative relationships with gift officers, supports best practices and helps ensure that all products are consistently produced, of the highest quality, and meet the philanthropy staff's needs for strategic planning.
Key Responsibilities include:
- Portfolio Management and Strategy Development
- Meet regularly with gift officers to ensure prospects are being actively moved through the gift cycle and partner on developing strategies and next steps.
- Periodically review and refresh gift officer portfolios to:
- identify prospects requiring attention or intervention/removal
- ensure portfolios contain the best available prospects in respect to affinity, inclination, and capacity
- ensure the total philanthropic capacity of portfolios is least three-to-five times the gift officer's annual revenue goal.
- Monitor prospect pool and refer/assign viable prospects to gift officers for discovery and assessment
- Create and produce management metrics reports (e.g., aging reports, pipeline metrics) and disseminate to appropriate stakeholders.
- Analyze and interpret gift officer data, metrics and KPIs, gather qualitative feedback from other PD staff, and meet regularly with managers to provide insights on the performance of their direct reports. Monitor use of prospect management systems to ensure accuracy, consistency and compliance with policies and procedures.
- Prospect Research & Pipeline Development
- On an on-going daily, weekly, and monthly basis, proactively identify prospects for gift officer portfolios and other initiatives by:
- monitoring revenue and event RSVP reports
- creating targeted queries
- using developed scores
- setting up wealth event alerts
- reviewing publications and
- datamining various internal and external lists.
- Mentor Assistant Directors in advanced research rating techniques, provide feedback where applicable to ratings
- Validate, document, interpret and analyze biographical and financial information on prospects to establish their Prospect Research Ratings (estimated philanthropic capacity). Ensure their constituent records are built out to include all data points dictated by the Record Completeness Policy (e.g., biographical data, family/business/nonprofit relationships, possible funding/personal interests, City of Hope access points, related demographic codes, and others).
- Partner with senior level gift officers and other staff to provide timely, accurate and analytical information to inform the fundraising process.
- Actively participate in prospect review and strategy meetings, suggesting strategies and brainstorming next steps.
- Track and communicate actionable news and other actionable intelligence on key prospects
- Respond in a timely manner to all research inquiries
- Perform special projects as assigned by supervisor, Sr. Executive Director, Prospect Development and/or the AVP of Philanthropy Information Solutions
- Innovation and Professional Development
- Keep current with the latest trends and developments in prospect development through reading, webinars, conferences, or other educational offerings
- Continually work to refine and expand existing areas of expertise and explore opportunities to acquire new skills/knowledge.
- Participate in brainstorming, ideation and solutioning activities.
- Propose ideas for increasing efficiency and effectiveness, iterative process improvements and novel ways of working.
- Approach problem-solving with "outside-the-box" thinking and a "can-do" attitude.
- Work with supervisor to mentor and train assistant directors
- Work with supervisor to build and maintain department policies and training manuals and conduct internal training to expand skillsets and ensure team is in adherence to policy
- Assist in and reinforce the implementation of office-wide policies and procedures that ensure the efficient management and coordination of all activities related to prospect management and research.
- Serve as a subject matter expert on OOP's Prospect Management Handbook and Prospect Research policies.
- Participate in, or conduct, onboarding training for new hires.
- Action Prospect Management changes on behalf of gift officer stakeholders.
- Work collaboratively across Prospect Development to ensure optimal use and maintenance of the database and dashboard/reporting suite.
- Serve as a role model for the Office of Philanthropy. Includes:
- Act as spokesperson for City of Hope activities as requested.
- Participate in search committees, task forces and other special projects.
- Demonstrate an ability to solve problems, overcome hurdles, and navigate sensitive issues with discretion, tact and strong communication skills.
- Develop and maintain productive relationships with City of Hope faculty and staff to support fundraising initiatives for COH priorities.
- Possess thorough knowledge of the key fund-raising priorities for COH.
Basic education, experience and skills required for consideration:
- Must have a Bachelor's degree.
- Must have a minimum of 4 years experience in prospect research, management, tracking, data analysis, or related development field experience or a combination of institutional development experience is highly desirable, preferably within an academic, medical or major research institution.
Preferred education experience and skills:
- Demonstrated ability to work independently, set priorities, and complete projects within specified timeframes.
- Ability to deal with confidential matters with tact and sensitivity.
- Ability to work well under the pressure of deadlines, be able to handle several projects simultaneously, and be able to shift priorities as needed.
- Impeccable attention to detail and excellent organizational skills.
- Strong self-motivation, initiative in follow up, problem solving skills, and a drive to meet set goals.
- Ability to locate and interpret financial and biographical information from a variety of sources.
- Intermediate to advanced skills in using CRM systems, preferable Blackbaud CRM, including writing queries and exports
- Proficiency in Microsoft Excel, including writing formulas, pivot tables, and macros
- Strong presentation skills and proficiency with Microsoft PowerPoint
- Demonstrated familiarity with industry-standard sources of data (e.g LexisNexis, iWave, Dun & Bradstreet, Foundation Directory Online, Guidestar).
- Sound judgment and decision making.
- A cooperative, collegial, and team-oriented attitude.
- Microsoft Office
- Blackbaud CRM
To protect the health of patients and staff and to comply with new State of California mandates, City of Hope staff are required to show proof of full vaccination by September 30, 2021. Compliance is a condition of employment.
City of Hope is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.
- Posting Date: Nov 22, 2021
- Job Field: Philanthropy
- Employee Status: Regular
- Shift: Day Job
City of Hope is a community of people characterized by our diversity of thought, background and approach, but tied together by our commitment to care for and cure those with cancer and other life-threatening diseases. The innovation that our diversity produces in the areas of research, treatment, philanthropy and education has made us national leaders in this fight. Our unique and diverse workforce provides us the ability to understand our patients' needs, deliver compassionate care and continue the quest for a cure for life-threatening diseases. At City of Hope, diversity and inclusion is a core value at the heart of our mission. We strive to create an inclusive workplace environment that engages all of our employees and provides them with opportunities to develop and grow, both personally and professionally. Each day brings an opportunity to strengthen our work, leverage our different perspectives and improve our patients’ experiences by learning from others. Diversity and inclusion is about much more than policies and campaigns. It is an integral part of who we are as an institution, how we operate and how we see our future.