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Associate Director of Development, Major Gifts - AthleticsJob Profile Title
Major Gifts OfficerJob Description Summary
The Penn Champions Club serves as the Development and Alumni Relations arm of the Division of Recreation and Intercollegiate Athletics at the University of Pennsylvania. The Penn Champions Club aims to advance the Division’s mission of providing world-class experiences for Penn student-athletes. Our goal is to develop and maintain relationships with alumni, family and friends to secure resources for Penn Athletics’ top priorities. At the core of our daily efforts is the commitment to the holistic development of every student-athlete across each of Penn’s 33 varsity sports, sport club and recreational participants, and through the Penn Athletics’ Centers for Excellence.
In two of the past three fiscal years, the team has raised over $60 million in commitments, the two largest fundraising years in the history of Penn Athletics. With the conclusion of the Game Onward Campaign in June 2021, in which Athletics raised $241 million in commitments, planning has begun surrounding new opportunities and our next major fundraising initiative. We strive to have a positive impact on the experience of current and future student-athletes while creating environments where they can become champions in the classroom, in the community and in competition.Job Description
Reporting to the Director of Development, Assistant AD, the Associate Director of Development, Major Gifts will manage their own portfolio of major gift donors and prospects with specific responsibilities for assigned sports. Working under limited supervision, the Associate Director of Development, Major Gifts will identify, cultivate, solicit and steward prospects and donors to support Athletic and University priorities. The Associate Director of Development, Major Gifts will also work in collaboration with other Athletic Department staff, including the Athletic Director, coaches, sports boards and central University colleagues to set priorities and devise fundraising strategies, programs, and events. Indirect supervision and coordination with team of Assistant Directors, Annual Giving of their related work activities based on sport assignments.
Major Gifts Fundraising
Cultivate and solicit alumni and other prospects with emphasis on gifts of $25,000 or more. Responsibilities include:
• Manage a major gift prospect pipeline of at least 150 names
• Provide individualized and strategic stewardship contact for existing major gift donors
• Design and implement cultivation/stewardship special events for individuals and assigned Sports Boards
• Identify and rate new prospects capable of making gifts of $25,000 or more
• Write gift proposals and other materials as needed
• Represent the Department at regional, virtual, and on‑campus events
• Promote involvement of volunteers and board members in the Program's fundraising efforts
• Manage the annual fund activities for assigned Sports Boards which includes oversight of marketing communications for these sports
Indirect supervision and coordination with team of Assistant Directors, Annual Giving of their related work activities based on sport assignments. Responsibilities include:
• Provide leadership and guidance to Assistant Directors, Annual Giving in terms of tasks, fundraising strategies, and event preparation and execution for the sports they work in tandem with
• Work in collaboration with all Assistant Directors, Annual Giving in event management, newsletters, correspondence, and other communications with boards and volunteers, prospective donors, and existing donors and all related duties as assigned
Identify, recruit, train and support volunteers. Cultivate volunteers for future leadership roles on Department advisory boards and other alumni leadership activities. Responsibilities include:
• Work closely with volunteers as door openers and special event hosts
• Engage volunteers in prospect identification and evaluation process
• Oversee select prospect assignments to volunteers, including, the provision of pre-and post-contact support and, as appropriate, accompany volunteer members on cultivation/solicitation visits
• Keep volunteers informed about the Department and its fundraising priorities
• Work closely with sports boards on goal setting, formulating board strategies and tactics
• Jointly develop events calendar for assigned sports
Collaboration with University Development Staff
Work closely and in collaboration with Senior Associate AD, Development and Alumni Relations, Directors of Development, the Director of Athletics, and other Athletics gift officers on individual prospects, special events and development of overall strategic plan for the department. Collaborate with on-campus fundraising staff, including colleagues in central development office (Principal Gifts, Leadership Gifts, Major Gifts (Regional), Planned Giving, and Annual Giving/Reunion Program as well as School/Center development directors and Alumni Relations staff). Responsibilities include:
• Conduct cultivation, solicitation, and stewardship visits at the request of and/or in combination with colleagues in central development and Schools/Centers
• Staff fundraising visits by Athletic and University leaders, e.g. President, Athletic Director, coaches and senior development officers
• Work closely with Directors of Development and other Associate Directors of Development, Major Gifts and on-campus Alumni Relations colleagues in the development of on-campus events and programs that will lead to increased high-level involvement of prospects and donors
• Collaborate with central fund-raising staff, including Principal Gifts, Leadership Gifts, Major Gifts, Penn Fund Reunion, Planned Giving and School/Center Development Directors
The hiring range for this position is $80,000- $90,000 annually.
• BA/BS Degree and three to five years of experience or equivalent combination of education and experience required, preferably in sales, business development or related field.
• Familiarity with Penn and/or solid understanding of a major research university environment
• Strong communication skills, both oral and written
• Supervisory experience and solid administrative skills with ability to establish objectives, set performance standards, and organize and motivate a team of professionals to achieve fundraising goals and non-financial alumni relations goals
• Ability to work independently, but collaboratively, in goal-oriented team environment
• Travel, extensive evening/weekend work and valid driver's license are required.
The University of Pennsylvania’s and the Penn Champions Club’s success depends on great minds that represent a wide array of perspectives and backgrounds, and our pursuit of equity and inclusion is infused in every aspect of its work—from teaching and learning to campus life, from research to practice, from patient care in our health system to welcoming patrons through our arts and culture centers. Penn is dedicated to making a meaningful impact locally, nationally, and globally, to benefit society and the world and to improve lives. Our work in Development and Alumni Relations (DAR) upholds this University-wide effort through our every interaction with alumni, parents, friends, and donors; through the connections we foster with our colleagues; and through the initiatives and programs that our work supports. The work of DAR is rooted in relationship building, in cultivating trust through respectful, honest exchanges, and inspiring engagement and philanthropy through sharing bold ambitions to shape a better world in which all people may thrive. We believe that authenticity, transparency, and empathy are critical to create an inclusive environment in which our staff as well as Penn’s alumni, parents, donors, and other friends can feel they belong. As a team, we draw our strength from our diversity, and we achieve outstanding results through our collective dedication to Penn’s mission to create a more just and equitable world.
Job Location - City, State
Please provide a resume and cover letter in order to be considered for this role. Please upload all documents in the “Resume/CV” section of the application prior to submitting.
Philadelphia, PennsylvaniaDepartment / School
Division of Recreation & Intercollegiate AthleticsPay Range
$50,684.00 - $77,716.00
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