Director of Family Giving

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POST DATE 8/31/2016
END DATE 3/10/2017

Trustees of Dartmouth College Hanover, NH

Hanover, NH
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree




Newly created position charged with developing a premier Family Giving program. Leads Dartmouth College development programs for families (parents, grandparents, etc.), including legacy families, of current and former students capable of making leadership gifts in support of Dartmouth college s institutional priorities.


* Maturity, intelligence and professionalism that earn the respect of colleagues, volunteers, and donors.
* Strong leadership abilities.
* Strong communication and interpersonal skills; excellent presentation skills.
* Demonstrated analytical and strategic thinking capabilities.
* Team player.
* Tolerance for ambiguity.
* Collegial and service-oriented.
* Well-refined organizational skills.
* Demonstrated initiative and creative energy.
* Entrepreneurial skills.
* Negotiation and persuasion abilities.
* Strong commitment to a diverse working environment and to serving the needs of a large and diverse community.


* Eight or more years of fundraising, marketing, or sales experience (or the equivalent), preferably in higher education.
* Evidence of successful solicitations at leadership giving level, with gift planning experience preferred.
* Experience working with parents in educational setting preferred.
* Previous parent volunteer experience preferred.


* Bachelor s degree.

Not an SEIU Position


Regular Full Time

Lesa Knapp


Dartmouth College is an equal opportunity/affirmative action employer with a strong commitment to diversity and inclusion. We prohibit discrimination on the basis of race, color, religion, sex, age, national origin, sexual orientation, gender identity or expression, disability, veteran status, marital status, or any other legally protected status. Applications by members of all underrepresented groups are encouraged.


Employment in this position is contingent upon consent to and successful completion of a pre-employment background check, which may include a criminal background check, reference checks, verification of work history, and verification of any required academic credentials, licenses, and/or certifications, with results acceptable to Dartmouth College. A criminal conviction will not automatically disqualify an applicant from employment. Background check information will be used in a confidential, non-discriminatory manner consistent with state and federal law.



Strategic Program Planning & Management
* Develops an ambitious strategic and operational fundraising plan to meet short and long-term goals for Family Giving program.
* Develops and leads Family Giving infrastructure and solicitation program to support major gift fund raising from parents, grandparents, and legacy families.
* Develops the strategy for a comprehensive engagement program for families (parents, grandparents, etc.) engagement.
* Coordinates overall strategy for cultivation and solicitation of Principal and Leadership Giving family prospects.
* Contributes to research and analysis to determine capacity, inclination, and interests.
* Promotes family philanthropy based on a thorough understanding of the student and family experience at Dartmouth through relationships with the Dean of College and other offices on campus.
* Leverages smart use of data to inform decisions and efficiencies.
* Evaluates existing programs and strategies and using research and evaluation tools to propose program changes.
* Remains current on trends in family giving, strategies and services offered by other non-profits. Performs periodic benchmarking studies of peer institutions to ensure Dartmouth develops and maintains best in class program.
* Coordinates with campus partners (Parkhurst, Alumni Relations, etc.) to execute premier family giving program.

Identification, Cultivation, Solicitation and Stewardship Responsibilities
* Works closely with the Associate Vice President and other development colleagues in staffing and managing principal gift-level families of current and former students.
* Develops and implements comprehensive cultivation, solicitation, and stewardship strategies for approximately 150-200 families. Works both independently and in concert with senior officers, Trustees, other colleagues and volunteers to implement strategies including direct solicitation of gifts.
* Qualifies identified prospects through individual visits, advises research department of potential new prospects and assumes specific responsibility for prospect activity.
* Reviews and analyzes the currently identified prospect pool to assess accuracy of research, and amends and expands profiles as appropriate.
* Promotes maximum involvement with and giving to Dartmouth, including annual, capital and planned gifts, from identified portfolio of prospects.
* Devises individualized involvement/engagement strategies for all prospects using a top-down approach to ensure that highest rated prospects receive the most attention.
* Develops approaches and activities that lead to successful.
* Partners with Gift Planning officers to devise an overall strategy for cultivating, soliciting and stewardship of potential planned gift donors.
* Schedules appointments and oversees the preparation of necessary materials, including funding proposals, briefings for senior officers and Trustees and scheduled stewardship reports, for all assigned prospects utilizing campus resources. Identifies prospects to participate in specific events, committees, or other programs that promote the cultivation process.
* Ensures stewardship is provided to donors on existing endowment and current-use funds.
* Responds quickly and effectively to strategic opportunities for increased prospect engagement.
* Coordinates strategies and staffing of entire pool of parents and family prospects.
* Travels to cultivate and solicit families. Prepares proposals and supporting materials needed to present requests for support.
* Manages volunteer leadership programs to facilitate involvement and solicitation activity. Trains and supports fund raising volunteers, individually and in committees.
* Provides general oversight for the planning, invitation process and execution of special events on-campus (i.e. First-year Family Weekend reception and Sophomore Family Weekend breakfast), off-campus receptions and other programs that involve Principal and Leadership Giving families with high-level institutional representatives.

Staff Management
* Oversees staff and works with development colleagues to align institutional priorities with fund-raising plans and targets.
* Recruits, retains, motivates, coaches and mentors development professionals. Leads staff by example, demonstrating successful cultivation, solicitation, and stewardship of key donors.
* Maintains a leadership style that is open and fluid and empowers staff through active communication and delegation.
* Creates an environment of respect, accountability, motivation, professional growth and high productivity. Sets the bar high on commitment to excellence and pursuit of ever high performance levels across metrics.
* Sets clearly defined and measurable goals for the team; establishes appropriate metrics to assess individual and team performance; such systems should inspire all staff and engender commitment to reaching personal goals and to raising maximum dollars for the professional schools.
* Ensures a culture where effective teamwork, collaboration and innovation are expected, recognized and rewarded; leads by example with regard to professionalism, creativity, entrepreneurship, appropriate risk-taking and cross-organizational cooperation and synergistic integration.