The Individual Giving Officer (IGO) – Mid-Atlantic Region - is responsible for establishing and managing long-term relationships with major donors and prospects determined to have the ability to make outright gifts of $10,000 or greater and pledges of $100,000 or greater, primarily in the regions of metro Washington, D.C., Maryland, Northern Virginia and Mid-Atlantic states, as well as other states when required.
The IGO reports to Senior Director of Individual Giving. This position is charged with developing meaningful and sustainable relationships and implementing strategies for securing financial support from an active portfolio of 200+ donors and prospects within the assigned geographic territory. The position will be responsible for identifying, qualifying, cultivating, soliciting, closing and stewarding major and planned gifts for the Foundation to meet (and surpass) annually established metric goals in support of the Foundation’s highest priorities, as established by the Epilepsy Foundation’s (EF) leadership and Board of Directors.
The Individual Gift Officer (IGO) will work collaboratively with (and in support of) the Senior Director of Individual Giving, the IGO team, EF leadership, volunteers, Development team members, and other colleagues within the national office and regional affiliates, as appropriate, to successfully identify, cultivate, and solicit donors and actively steward their support.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Maintain an active portfolio of 200 Major Donors with 8-10 prospect/donor visits per month and50+ documented solicitations (of $25,000+), 10-12 gift+ closures (of $10,000+), and $250,000 total raised for the first year, with this goal increasing in forthcoming years in coordination with the Senior Director of Individual Giving and the IGO/Gift Officer.
Maintain a sustained set of weekly activities from a remote, home-based operation, with a keen and self-directed focus on impactful relationship building and achieving metrics, while being responsible for (and responsive to) active communication with the Senior Director of Individual Giving and fellow IGOs via individual calls and monthly conference call meetings.
Actively participate in Monthly IGO and Development-related meetings, as scheduled.
Perform prospect research utilizing all internal and web-based tools available to create prospect profiles (and portfolio) for a remote, home-based office operation and regularly update donor/prospect records in the national office database (Stratus Live).
Determine prospects’ capacity to make a major (or planned) gift and devise appropriate strategy to bring them to solicitation and closure in the most donor-centric manner possible.
Develop relationships with individual donors primarily through personal visits and regular direct (phone, e-mail and/or letter) contact with the goal of retaining and increasing their support.
Whenever appropriate, assist with planning and executing special events to engage donors and prospective donors.
Work with volunteers and national office and affiliate staff to develop and cultivate relationships.
Provide regular updates to the Senior Director of Individual Giving on metric activities, including all meetings, key communications, proposals and gift closures.
Willingness to travel regionally and work extended hours, including weekends and evenings.
To maintain an active, consistent, open line of communication with the Senior Director of Individual Giving and fellow IGOs in a positive manner that fosters collegiality, mutual respect and a collaborative spirit towards shared team goals and EF mission objectives.
Time dedicated to Major and Planned Giving: 75%; time dedicated to Corporate Alliances: 25%.
Minimum of 7-10 years of frontline (one-on-one cultivating, soliciting and closing major gifts) fundraising experience.
Proven experience in capital and corporate gift fundraising, specifically: cultivating and soliciting prospects capable of five and six-figure+ gifts, and closing and stewarding those gifts. The RDIG must have a demonstrated gift solicitation and closure history of $25,000 or more, with a preference for experience closing gifts of $50,000-$100,000+.
Broad knowledge of the principles of fundraising; able to participate in all aspects of the gift cycle.
Understanding of the needs and interests of major donors in order to develop relationships between them and the foundation.
Bachelor’s Degree required; CFRE and/or some formal fundraising/development industry training preferred.
Driver’s license required and must be available for occasional evening and weekend work.
SPECIFIC KNOWLEDGE, SKILLS, ABILITIES, LICENSES, CERTIFICATIONS, ETC:
Knowledge of –
Major giving instruments and execution, record keeping, reporting and administration; current familiarity with income, gift and estate tax laws and basic glossary knowledge of planned giving vehicles.
Donor identification, prospect research, cultivation and solicitation tools and techniques.
Database management and fundraising software, including solid analytical skills.
The Epilepsy Foundation; its history, mission, leadership and current priorities.
Basic understanding of medical terminology and research related to epilepsy.
Ability to –
Maintain an exceptionally organized and consistently self-directed and goal-oriented remote operation to meet and surpass established metrics
Conduct extensive research and diplomatically, confidently and consistently contact donors and donor prospects to cultivate/steward, set visits and engage them at deeper levels to inspire greater investments in EF’s highest priorities.
Communicate and collaborate effectively and regularly with supervisor, colleagues and staff with respect, compassion, a sense of humor and an even greater sense commitment to the Foundation’s mission on a daily basis.
Close gifts/pledges at a minimum of $10,000; optimally, $25,000-$50,000+.
Prioritize tasks, track details, perform data entry, follow through and meet metrics and deadlines.
Regularly employ solid relationship-building skills, equally with donors, prospects and colleagues.
Travel for donor visits (between 30% - 50%)
About Epilepsy Foundation of America
The Epilepsy Foundation improves and saves lives through our community services, public education, access to care campaign, research initiatives, and new therapies funding.