Major Gifts Officer - USNA Alumni Association and Foundation

Major Gifts Officer

USNA Alumni Association and Foundation

General Description:
The Major Gifts Officer will add specialized strength and capabilities to a strong team committed to building upon the unique qualities and heritage of the U.S. Naval Academy. This position is responsible for soliciting major gifts in support of the United States Naval Academy’s strategic priorities, the Brigade of Midshipmen, and the U.S. Naval Academy Foundation and Alumni Association. With a strong prospect pool, the major gifts program at the U.S. Naval Academy Foundation is focused on securing new major gift commitments of $100,000 or more. 

The Foundation is currently in the public phase of a $400 million comprehensive campaign that is scheduled to conclude in 2020. This position will support the current strategic priorities as well as additional priorities that extend beyond the duration of the current campaign. 

Examples of strategic campaign priorities include the Naval Academy Fund (unrestricted support), Athletic Excellence, Center for Cyber Security Studies, Stockdale Center for Ethical Leadership, Experiential Leadership Development, and the International Programs Office.   

Major Duties and Responsibilities:

  • Manage/assist in regional territories for approximately four different metropolitan cities around the country (TBD)
  • Meet key performance metrics by completing 10-12 meetings per month (100-120 annually); conducting 15 major gift solicitations per year; securing 8-10 major gift commitments of $500K in the first year and $1.5M per year within three years; and identifying 10 – 15 new major gift prospects annually
  • Develop and manage a portfolio of approximately 100 prospective and active major gift donors capable of making six and seven figure gifts. This portfolio will consist of approximately 40% in active cultivation/stewardship and 60% in discovery and will include, but is not limited to:
    • Strategic outreach (phone calls, letters, personal visits, visits from volunteers) with major gift prospects to develop their interests in the Academy.
    • Identifying appropriate giving opportunities matching their interest(s) and giving capability.
    • Preparation of proposals and gift agreements that make a compelling case for donors to meet Naval Academy and/or Alumni Association needs.
    • Ensuring that prospect data discovered in the cultivation process is accurately entered and maintained in the Foundation/Alumni Association's database.
    • Develop strategies for gift cultivation and solicitation of those prospects determined to be qualified major gift prospects.
  • Plan and implement regional territory development activity in key markets.
  • Work closely with key internal stakeholders to develop major gift strategies; staff Academy and Foundation leadership as appropriate.
  • Participation at a significant number of weekend events is required.
  • Appropriate stewardship of donors who have made major gifts, acknowledging their contributions and encouraging future support.
  • Assist with the development and implementation of events focused on cultivating and stewarding major gift prospects and donors.
  • Other duties as assigned. 

Minimum Qualifications

  • A bachelor's degree from an accredited college or university with a clearly demonstrated path of professional performance showing increasing responsibility and achievement.
  • A minimum of three years’ successful professional experience in fund-raising, business development, marketing, sales or related position interacting with high net worth individuals.
  • Maturity, confidence and experience in developing and executing personalized development strategies for major gift prospects.
  • Basic familiarity with planned giving vehicles.
  • A principled view of the world and the confidence to make decisions guided by honesty, integrity and trustworthiness.
  • A strong commitment to and a broad understanding of the principles related to donor centered philanthropy.
  • An ability to write and speak articulately and passionately about the values and opportunities related to philanthropic giving.
  • Aptitude for complex fundraising or sales database systems, preferably experience in Blackbaud CRM or similar systems.
  • A bright and creative intellect; able to flourish in a collaborative environment.
  • A strategic thinker and planner.
  • A willingness to travel 60-70 days per year.
  • A sincere and enthusiastic belief in the mission of the U.S. Naval Academy.
  • Energy, work ethic, stamina, enthusiasm, and humility. 

Preferred Qualifications

  • Higher education, service academy and/or military experience.
  • Experience in a centralized frontline fundraising position with a record of success closing six and seven figure gifts.
  • Experience in a highly structured, metrics driven university development setting; experience in a regionally-based campaign is highly valued. 

To Apply: Please send cover letter and resume to [email protected]

The USNA Alumni Association and Foundation is an Equal Opportunity Employer.  Veterans encouraged to apply.

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