Manager, Institutional Giving

The Manger, Institutional Giving initiates, supports and executes a comprehensive stewardship plan to cultivate, and solicit current and prospective corporate, foundation and United Way (contracts) donors; Develops and executes (with the support of the Development) fundraising programs with corporations, including employee giving programs and programs that match employee volunteerism with corporate gifts; Engages and supports the VP, Development, CEO and Board of Directors/Committee Members to achieve measurable annual fundraising and campaign goals on time. Provides guidance and oversight for all fundraising related events.

 

COMPETENCIES REQUIRED

The following competencies are required for this position:

Development

Understands and applies basic principles of fundraising to identify and cultivate funders for operational funds, campaigns, and restricted gifts (for example, in-kind donations, endowments, special events, and grants); creates new and innovative strategies for increasing corporate and foundation partners; develops annual plan of stewardship, including goals, objectives, and action steps.

Networking

Maintains and fosters contacts inside and/or outside the council and GSUSA to gather information, receive support, and steward gifts; actively maintains a presence in Girl Scout activities, professional and community organizations, and in the workplace; builds new relationships and collaborations with current and prospective corporate and foundation partners to help address Girl Scouting goals, promote visibility, and cultivate funding sources.

Marketing Skill

Attracts support for the Girl Scout program, its key messages, and products, by promoting visibility and credibility of Girl Scouts in the community and to girls; identifies, seeks to understand, and influences the local market for Girl Scouting; effectively promotes Girl Scout program and products.

Interpersonal Relations

Establishes rapport with others at all organizational levels; respects others; considers and responds to the needs, feelings, and capabilities of others; establishes and maintains an open dialogue with others; establishes a climate in which all people are comfortable to discuss various issues and concerns that may impact council work. Establishes a positive staff management relationship with direct report(s) to ensure their success, meeting the expectations set and providing opportunities for growth.

Oral Communication

Expresses ideas and facts in a clear and understandable manner appropriate for the individual or group; listens to and comprehends what others are saying; prepares organized and structured presentations; makes oral presentations using appropriate inflections, volume, tone, and non-verbal communication; skilled in public speaking and phone etiquette.

Written Communication

Structures and clearly conveys ideas and information in both formal and informal written documents; expresses ideas and facts in a clear and understandable manner appropriate for the audience/reader; effectively proofreads written documents; incorporates technical knowledge into written materials (for example, marketing brochures, solicitation letters, grant reports, manuals, and guides); understands written documents.

Problem Solving

Identifies and analyzes existing and potential problems systematically and thoroughly; reports/documents the problem; obtains and evaluates relevant information and contributing factors; identifies important interrelationships; implements solutions after evaluating alternatives and anticipating their impact; supports decisions or recommendations with data and/or reasoning; defines and implements solutions to problems. 

Self Management

Assesses own skills and abilities and identifies areas for improvement; willingly accepts constructive feedback; seeks developmental opportunities; sets and achieves goals; works independently.

Time Management

Manages time effectively; completes assignments in a timely manner; sets and balances priorities; simultaneously manages multiple tasks/projects.

Information Management

Accesses, organizes, and manages information effectively; maintains basic computer literacy with relevant software (for example, databases, word processors, and web management); keeps accurate and effectively organized records (for example, spreadsheets or databases of donors, benefits, budget information, filing system); seeks out and applies new technology in own program area to improve work processes.

Adaptability

Adjusts, modifies own behavior, and remains flexible in response to changing situations and environments, new or rapidly changing information, unexpected obstacles, or people expressing varying perspectives, needs, and demands; maintains high performance, emotional composure, objectivity, and balanced perspective under pressure, shifting priorities, opposition, or situational ambiguity.

Personal Integrity and Professional Conduct

Demonstrates dependability, honesty, integrity, trustworthiness, and credibility; models appropriate professional behavior; accepts responsibility for own actions; maintains confidentiality; upholds ethical standards even in the face of opposition.

Fostering Diversity

Understands and embraces the differences that individuals bring to Girl Scouting; encourages and fosters the unique contributions and varied talents of diverse groups and individuals; values, develops, nurtures, uses, and celebrates group and individual diversity; removes barriers to participation (holds meetings in accessible locations, uses translators, etc.); strives to ensure a friendly and harmonious environment for girls, adult volunteers, and staff; treats others in an unbiased manner; challenges the biased behavior of others; adheres to organizational diversity goals.

Organizational Knowledge

Understands Girl Scout purpose and organizational structure, including functions, operations, and interrelationships; keeps up-to-date on key GSUSA and council-specific policies, priorities, processes, and practices (for example, Safety-Wise); understands how his/her job relates to and supports GSUSA goals including increasing and developing membership and volunteer support; is aware of the organizational culture and knows how work is accomplished; knows the roles and responsibilities of staff and volunteers; is familiar with membership policies, standards, and resources.

 

KEY PERFORMANCE OBJECTIVES

Outputs

Key Performance Indicator

Planning

Work with the VP, Development annually to prepare the Corporate and Foundation Giving plans, as part of the annual Development Plan, which includes revenue goals and specific metric-based objectives, tactics and timetables.

Develops and implements donor stewardship and recognition programs.

Advises CEO, VP, Development, leadership committee members, other Council departments (ex. Girl Experience) and other development staff on corporate and foundation areas of interest, cultivation of corporate and foundation special requirements in the development and presentation of proposals.

Works directly with the CEO, VP, Development leadership committee members, other Council departments and other development staff to develop new approaches to foundations and corporations and coordinate these contacts to initiate the cultivation/fundraising process.

Works with the Director of Development to maintain accurate and complete records of funder communications. Prepares regular reports on all institutional giving related activities.

Solicitation & Reporting

Identifies, solicits and secures corporate and foundation gifts and special event sponsorships

Assists VP, Development in making compelling presentations to potential corporate and foundation funders.

Works with the Director of Development to contribute to the perpetual research of potential grants from Foundations, Government, Corporate, and United Way entities.

Reviews and provides input on grant proposals to ensure alignment with corporate. foundation and United Way interests.

Supports the VP, Development in obtaining and cultivating prospects from Board of Directors

Works and manages the Senior Manager of Outcomes and Grant Compliance to gather data, financial information, anecdotal stories, and surveys to put together funding reports

Stewardship

Maintains and builds intimate knowledge of applicable regional and national corporate and foundation giving priorities and historical relationships with GSEP. Works with the VP, Development on identifying potential funding opportunities.

Identifies emerging business leadership and industry trends with a special emphasis on developing high value-exchange corporate and foundation alliances.

Works closely with others to identify key individual donors & prospects and alumnae within corporations/foundations and review corporate profiles that suggest potential relationships because of common interests.

Initiates opportunities for GSEP leadership to interact with corporate/foundation prospects and interprets corporate/foundation interests to GSEP constituencies.

Maintain a rigorous schedule of contacts with corporate and foundation representatives, creating moves management plans related to them. *Metric targets will be set with the VP, Development.

Ensure timely and meaningful acknowledgments of corporate/foundation gifts.

Maintain and build upon current United Way contract relationships; attend events, information sessions; provide timely reports and ongoing pertinent information related to their funding focus; explore new opportunities for funding from current and prospective United Ways

Advocacy and Government Relations

Integrate Advocacy thinking into every facet of the Organization.

Enhance GSEP Communications by disseminating GSEP information to public officials within the nine-county footprint

Provide information to public officials to educate them on the Girl Scout model and success in building the next generation of female leaders

Provide experiences to current Girl Scouts to engage in the advocacy and civic engagement process, thus, strengthening the premier level of the Girl Scouting program

Create new opportunities for interested volunteers to advocate for GSEP at the local level, thus, amplifying the volunteer experience with diverse and effective opportunities

Position the organization to elected officials as a fulfilling volunteer experience, worth the time of their constituents

Generate potential alternative funding opportunities

Allow advocacy to function cross-departmentally to ensure optimal use of GSEP resources

Functional Collaboration

Work closely with other development staff to create opportunities to build awareness among corporate/foundation and United Way constituencies in order to build and significantly expand positive fundraising relationships.

Collaborates with other areas of Council to identify corporate giving programs that match employee volunteerism with corporate gifts

Collaborate with the Outcomes and Outreach department and Recruitment Department to pilot and launch the Corporate Led Troop Program

Work closely with the Outcomes and Outreach team to map, educate and hold them accountable for all grant-related deliverables on a regular schedule; utilize them for meetings and site visits as needed

Work with other areas of the Council to identify potential programs and events that could provide new and/or additional areas of institutional based funding (ex. Girl Experience)

                                       

PERSON SPECIFICATION

QUALIFICATIONS/KNOWLEDGE/EXPERIENCE

Qualifications - Essential:

Valid driver’s license, car, and proof of current insurance.

Computer Skills – Proficiency in Microsoft suite (Outlook, Word, Excel, PowerPoint) with advance knowledge such as mail merges and experience working with databases.

Ability to lift and carry a minimum of 25 pounds.

Education – Undergraduate degree required.

Experience - Possesses a minimum of five years of experience stewarding and building corporate and/or foundation partnerships

Knowledge, Skills & Experience - Essential:

Demonstrated record of successfully managing and increasing corporate and foundation support.

Knowledge of cultivation, solicitation, and stewardship strategies and techniques, particularly in the area of corporate and foundation fundraising techniques required.

Demonstrated knowledge of methods, practices and procedures for obtaining information about the giving programs of corporations and foundations.

Ability to initiate and build relationships with prospective corporate and foundation donors, and interact via telephone and in person with institutional representatives.

Ability to translate ideas into comprehensive stewardship plans.

Demonstrated capability to work collaboratively with corporate and foundation partners, board members and other diverse stakeholders across an organization.

Establishes high standards and is able to organize as well as collaborate with to achieve fundraising objectives.

Strong organizational and planning talents with a keen attention to detail and follow through.

Able to work effectively with colleagues across GSEP and GSUSA.

Superior communication skills, both oral and written, and the ability to be an “active” listener, connecting funder interests with GSEP initiatives.

Strong customer service orientation and is highly supportive of the Girl Scout mission.

Solid consensus building skills as well as the ability to develop strong internal and external relationships through the use of diplomacy and tact.

Possesses personal and professional values consistent with GSEP.

Solid character with a high integrity, ethical approach to development.

Strong executive presence; professional and personal confidence and maturity.

High energy, results-oriented.  Able to set and surpass goals.

Strong work ethic; comfortable rolling up sleeves to accomplish the work.

Possesses and employs a sense of humor.

Dedicated and proactive in supporting Council diversity.

Demonstrates commitment to the Girl Scout mission.

Knowledge, Skills & Experience - Desirable:

Advanced degree preferred.

Familiarity with Raiser’s Edge is helpful.

Non-profit membership experience a plus.

Individual gift and management success working during a large capital campaign in a sophisticated and complex environment a plus.

 

OCCUPATIONAL HEALTH AND SAFETY

Employees are responsible and accountable for:

Compliance with workplace policies and procedures for risk identification, risk assessment and risk control.

Active participation in activities associated with the management of workplace health and safety.

Identification and reporting of health and safety risks, accidents, incidents, injuries and property damage at the workplace.

Correct utilization of appropriate personal protective equipment.

 

GENERAL RESPONSIBILITIES

Hours of Work: Monday – Friday, 9am – 5pm with an hour lunch.

Maintain Membership as a registered Girl Scout.

Ability to interact across all levels with a diverse population.

 

 

 

The work of the Greater Philadelphia Cultural Alliance is made possible through the generous support of committed individuals and institutions.