The Director of Annual Giving reports to the Chief Development Officer (CDO) and is responsible for raising unrestricted operating support through the cultivation and stewardship of annual member and donor programs, reaching new philanthropic audiences through a newly established impact membership model, and developing cross-departmental donor-supported initiatives. The Director of Annual Giving collaborates closely with the Director of Engagement on all activities, manages a portfolio of donors, and is the manager of several team members to achieve the work of annual programs. As a senior member of the Development leadership team, the Director of Annual Giving works in close collaboration with Marketing and Communications, the President’s office, and throughout PHS to develop and implement strategies for donor acquisition, upgrades and retention, oversee stewardship and benefits activation and annual campaigns for restricted gifts < $2,500. This person is accountable for achieving annual revenue goals of approximately $2.7 million in FY20 with a 5% growth over the next 5 years.
Lead the organization to create a fantastic experience for members and ensure that we deliver as a whole organization through delegation to – Marketing: to deliver streams of communication and the GROW magazine, Healthy Neighborhoods and Public Horticulture: to deliver volunteer activities, Gardener Engagement: to deliver learning experiences, Shows and Events: to deliver the Flower Show, and more. The Director must convene everyone, design an experience and calendar, and then orchestrate execution of that experience.
Maximize and grow the net contribution to support PHS – individual group giving < $1k per year, must achieve and be maintained at a 20% minimum net.
Work with the CDO to establish a new streamlined travel model as donor upgrade and cultivation tool only. Attend all events and select trips.
Work with the CDO to evaluate all restricted annual programs and develop and implement the most comprehensive and goal-oriented approaches.
Develop strategies for acquiring, upgrading, and retaining members and donors through personal visits with donors and prospects, direct mail, coordination with Director of Engagement, Marketing & Communications leadership, VP of Public Horticulture, VP of Healthy Neighborhoods, and all PHS staff.
Develop and execute an annual Planned Giving campaign, that includes several touchpoints and considers IRA rollover timing.
Work directly with team managers to ensure new members and donors are welcomed, craft stewardship strategies, and develop programming with the Director of Major Gifts and Grants that is aimed to cultivate existing donors and target prospects.
Provide oversight for the Information Services group regarding gift processing, acknowledgment, and benefits fulfillment, program(s) mailings, printed materials, and website and e-communication vehicles.
Manage departmental budget and expense tracking. Work with CDO on financial reporting and revenue projections.
Build upgrade strategies and joint programming that supports the giving continuum and impact mission of PHS.
Achieve personal metrics for visits and new acquisitions, as assigned.
Represent PHS and Development department at events, and travel, as assigned.
Fulfill other duties as assigned.
Supportive Function and Responsibility
Actively engage as many audiences as possible.
Participate in PHS events throughout the year including but not limited to all 1827 Society stewardship events, fall and spring fundraisers, and the Philadelphia Flower Show.
Help enlist new and retain existing donors by sharing the benefits of PHS membership and philanthropic support with partners, advisors, program participants and others.
Promote the work of PHS Programs locally, regionally, and nationally.
Promote the PHS Mission and Values to individuals, other organizations, and communities.
Comply and promote PHS’s strategies, policies, and procedures to staff.
Use sustainable practices whenever possible and promote sustainability to individuals, other agencies and communities.
This position has four direct reports:
Director of Annual Campaigns
Associate Director of Individual Giving
Manager of Annual Campaigns
Manager of Donor Events
Education, Experience, and Other Requirments
Minimum 8 – 10 years of experience in membership/development profession with at least half of that time supervising and motivating a team.
Direct experience developing and implementing stewardship strategies and proven ability to articulate funding needs and achieve financial goals.
Expertise in engaging and qualifying new prospects.
Superior interpersonal skills and the ability to build authentic and trusting relationships with donors, prospects, and colleagues.
Knowledge of planned-giving preferred.
Excellent communication skills.
Ability to work independently and as part of a collaborative team toward mutually-recognized goals.
Enthusiasm for PHS’s mission.
Proficiency with Raisers Edge or comparable donor database.
Must have a driver’s license and access to a vehicle.
Must be available to work occasional donor trips/travel and evenings and weekends as needed.
About Pennsylvania Horticultural Society
The Pennsylvania Horticultural Society is a nonprofit membership organization founded in 1827 that offers programs, activities, workshops, and publications for gardeners of all levels and interests.