American Farmland Trust: Careers - Director of Major Gifts

director of major gifts

Founded in 1980 by a group of farmers and conservationists concerned about the rapid loss of the nation’s farmland to development, American Farmland Trust (AFT) is a private nonprofit membership organization dedicated to protecting our nation’s strategic agricultural resources. AFT has helped to permanently protect more than a million acres of America’s best farm and ranch land.

AFT depends on foundations, corporations and governments that contract for services to make up about half of its income. Individuals provide a third of AFT’s support through membership contributions; interest and other income constitute the remainder.

THE POSITION

American Farmland Trust seeks an experienced and dynamic individual to fill the position of Director of Major Gifts. The Director will assume the key role in planning and executing the major gifts program. S/he will have a portfolio of 100-150 major gift prospects to research, cultivate, solicit and steward significant contributions (defined as $1,000+); the annual goal for the Major Gifts team will be to raise $2,500,000. The Director will develop the level of relationships necessary to provide effective stewardship and ongoing communications to major gift donors and prospects and work with AFT’s donors, members and friends to expand the donor base. The Director of Individual Giving will oversee, market, and promote the major gifts program.

In supporting the efforts of the Board of Directors and volunteers, the Director of Major Gifts will prepare them for their roles in identification, cultivation and solicitation activities by developing training materials and conducting training sessions.

This position will report to the Vice President of Development, will be located in Washington, DC, and will have supervisory responsibility. S/he will work closely and collegially with the CEO and COO, Board of Directors, and other senior leadership staff.

RESPONSIBILITIES

The Director of Major Gifts will:

Assume the key role in planning and executing the major gifts programs. Create and manage a program for the identification, cultivation, solicitation and stewardship of existing as well as prospective individual major donors.
Manage a portfolio of individual major gift prospects and participate personally in soliciting support in the form of outright as well as deferred gifts.
Lead the efforts of the department to build the pool of potential major gift donors, including working with volunteers.
Develop the level of relationships necessary to provide effective stewardship and ongoing communications to major gift donors and prospects.
Advise, prepare, and support the Vice President of Development and Board in fundraising as appropriate to maximize the effectiveness of AFT’s fundraising efforts.
Create and manage new major gifts program initiatives for the specific purpose of increasing new gift support.
Work closely with Vice President of Development to formulate and direct strategies for prospect identification, evaluation, cultivation and solicitation.
Develop, maintain and mature an active list of major giving prospective donors. Personally meet with at least ten major gift prospects monthly.
Develop an understanding of all of AFT’s programs; maintain a close working relationship with AFT leaders in order to better promote these programs.
Emphasizing the need for—and building the case in support of—major gifts, develop strategies and programs by communicating the urgency to raise current use gifts, planned gifts, and endowment support.
Communicate in writing and in person with individual donors to inform them of AFT goals and programs, in addition to coordinating and implementing programs for donor recognition and donor stewardship.
Work with Development Office staff to design, plan, and coordinate special outreach programs and fundraising projects aimed at donor cultivation and recognition.
Represent American Farmland Trust at special functions and other appropriate events.
Undertake national travel for the task of cultivating and soliciting donors.
Manage a major gifts team of four individuals.
Execute other projects as assigned.

QUALIFICATIONS

The Director of Major Gifts will be an innovative and accomplished development professional with at least five years of significant experience in major gifts fundraising. In addition, the successful candidate will possess the following:

The ideal candidate should have the following experience and qualifications:

A documented record of fundraising success, including direct, individual major gift solicitation;
Exceptional interpersonal and communication skills with individuals and groups of varying size;
The ability to earn the confidence of a wide range of internal and external constituents;
Strong communication and presentation to persuasively convey the mission of AFT to diverse groups including donors, corporate executives, board members and others;
Ability to design, implement and direct fundraising initiatives, including individualized cultivation, solicitation and recognition strategies;
Experience in working with active, involved volunteer leadership;
Excellent knowledge of the national philanthropic climate and knowledge of environmental and conservation issues;
Commitment to the mission, philosophy, and values of American Farmland Trust;
A creative, organized, focused and goal-oriented personality coupled with a high level of initiative, energy, and ability to work independently;
A high degree of professionalism, sensitivity and integrity;
Excellent oral and written communications skills;
Comfort with the application of new technologies to fundraising and development programs; computer literacy with donor database systems;
Ability and willingness to travel locally and nationally; and
A baccalaureate degree.

Compensation

Compensation is commensurate with experience and record of successful achievement.

Application

American Farmland Trust has engaged Campbell & Company to conduct the search for the Director of Major Gifts. To be considered for this opportunity, please send letter of interest and resume to:

Mario Avila
Associate Consultant, Executive Search
mario.avila@campbellcompany.com
(P) 312-447-3920 (F) 312-447-3921
One East Wacker Drive
Suite 3350
Chicago, IL 60601

American Farmland Trust is an equal opportunity employer.