The duties and responsibilities contained in the job description are intended to be examples of the accountabilities for which the person in the position will demonstrate competency through performance. The job description is not intended to be an all-inclusive list. Duties and responsibilities are subject to change and other duties may be assigned as necessary.
PositionSummary:Reporting to the Senior Director, Major Gifts, the Director of Individual Giving (DIG) is a key member of Sanford Burnham Prebys' philanthropy team and will play a critical role in growing the individual giving program and strengthening the pipeline of future major donors.
The DIG will manage a portfolio of approximately 150-200 individual donor prospects, including both mid-level and major gift donors with giving capacity ranging from $1,000 to $500,000. Approximately one-third of the portfolio will consist of major gift prospects, while the remaining two-thirds will consist of mid-level donor prospects.
The DIG will develop and implement personalized cultivation, solicitation, and stewardship strategies to strengthen donor relationships and maximize philanthropic support for the Institute. They must be able to effectively communicate the Sanford Burnham Prebys story, vision, scientific priorities, and impact and translate these into compelling opportunities for philanthropic investment.
Duties and Responsibilities:- Manage a portfolio of approximately 150-200 individual donor prospects, including a balanced mix of mid-level and major gift prospects, with primary responsibility for developing donor relationships, advancing qualified prospects through the pipeline, securing major and mid-level gifts, and growing long-term philanthropic support. Achieve an annual fundraising expectation of at least $1.5 million through the identification, cultivation, solicitation, and stewardship of individual donors.
- Create and execute individualized cultivation, solicitation, and stewardship plans that align donor interests and philanthropic priorities with the Institute's strategic funding needs.
- Strategically identify, qualify, and requalify prospective donors through meaningful discovery and relationship-building, assessing philanthropic interests, capacity, motivation, and readiness for solicitation to advance qualified prospects and maintain a healthy, productive portfolio.
- Develop and execute disciplined moves-management strategies using meaningful personal interactions, donor visits, events, communications, and other engagement opportunities to advance relationships toward increased philanthropic support.
- Proactively maintain a healthy and productive portfolio by regularly evaluating prospect activity, advancing qualified donors through the giving pipeline, and recommending portfolio additions, removals, reassignments, or disqualification as appropriate.
- Lead sophisticated, strategic donor solicitations, demonstrating strong judgment, creativity, and negotiation skills to navigate complex gift discussions, address donor interests and concerns, align opportunities with donor priorities, and secure commitments.
- Partner strategically with the Vice President of Philanthropy and Institute leadership on donor strategy, determining appropriate roles, timing, and engagement opportunities for senior leaders and faculty in cultivation and solicitation activities.
- Develop a strong understanding of the Institute's scientific priorities, Centers, faculty expertise, and philanthropic funding opportunities, and translate complex scientific work into compelling, donor-centered opportunities for investment.
- Develop compelling proposals, gift agreements, and donor communications that inspire philanthropic investment and clearly articulate the impact of donor support.
- Meet or exceed annual performance metrics, including face-to-face donor visits, qualification goals, solicitations, gift closures, and stewardship activities.
- Accurately document donor interactions, strategies, next steps, and portfolio activity in the constituent relationship management (CRM) system and fully comply with prospect management practices to ensure effective portfolio management and reporting.
- Stay informed on organizational priorities, scientific advancements, and funding opportunities to effectively communicate the Institute's mission and impact to prospective and current donors.
- Demonstrate a high degree of sophistication and professionalism in managing relationships with donors, prospects, volunteers, and Institute leadership, particularly in sensitive or complex fundraising situations, while upholding the highest standards of donor confidentiality, ethics, and professionalism.
- Perform other related tasks, duties and responsibilities as required, assigned or directed.
Minimum Qualifications:Education: A bachelor's degree from an accredited college or university.
Experience:- Eight or more years of progressive professional fundraising experience, with demonstrated success in major gift fundraising, preferably in higher education, healthcare, medical research, or another complex nonprofit environment.
- Demonstrated success managing an individual donor portfolio and securing significant philanthropic commitments through personal cultivation, strategic engagement, and solicitation.
Certifications, Licenses, etc.:
- Certification not required, but a professional fundraising credential, such as a CFRE is preferred
- California driver's license, and automobile insurance required.
Other Knowledge, Skills and/or Abilities:- Proven ability to identify, qualify, cultivate, solicit, and steward donors through the full fundraising cycle, including developing and executing successful solicitation strategies and independently leading donor conversations and complex or high-value gift discussions.
- Strong strategic thinking and analytical skills, with the ability to assess donor potential, prioritize prospects, develop appropriate strategies, make sound portfolio-management decisions, and anticipate and solve problems.
- Excellent interpersonal, written, verbal, and presentation skills, with the ability to communicate effectively, establish credibility, and build strong relationships with donors, volunteers, senior leaders, and faculty.
- Intellectual curiosity and the ability to quickly develop a strong understanding of biomedical research, scientific discovery, and clinical research and translate complex scientific information into clear, compelling, donor-centered communications and funding opportunities.
- Exceptional organizational, project management, and time management skills, with the ability to prioritize competing demands, manage multiple relationships and initiatives simultaneously, and consistently meet deadlines and fundraising goals.
- Demonstrated ability to work independently and collaboratively in a fast-paced, results-oriented environment, with sound judgment, discretion, initiative, and a strong commitment to team success.
- Proficiency in analytical and technological skills, including experience using constituent relationship management (CRM) systems to accurately enter, track, and report donor interactions and portfolio activity.
- Commitment to the highest standards of ethics, confidentiality, professionalism, and donor stewardship.
- Self-motivated, results-oriented professional with a demonstrated ability to build and strengthen long-term relationships with new and existing donors and translate those relationships into increased philanthropic engagement and support.
Supervisory Responsibilities:Direct: None
Indirect: None
Work Environment:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
This is an on-site position. When working on-site, the work environment is in a standard office setting. Frequently exposed to low to moderate noise, various odors, temperature changes, and equipment with moving parts, including but not limited to computers, phones, printers, and other standard office equipment. Walking on campus may include uneven ground such as stairs and some walkways.
Occasional local driving and travel may be required to attend or support events, meetings, donor visits, and other external engagement activities.
Physical Requirements:This role may require specific physical capabilities, including:
- Standing and Walking: Ability to occasionally (up to 3 hours) stand or walk and move between different work areas.
- Other physical activity: Frequent (3 - 6 hours) sitting, occasional (up to 3 hours) kneeling and reaching.
- Lifting and Carrying: Capability to occasionally/infrequently lift and carry equipment and materials, typically up to 10 pounds.
- Manual Dexterity: Occasional periods of repetitive use of their hands, mainly keyboarding.
Work Location: This is a on-site position; candidates must be willing to work onsite in San Diego. Out-of-state applicants must disclose their willingness to relocate.
Compensation: The expected hiring range for this position is $120,000.00-$145,000.00/annually commensurate with relevant experience.
