Executive Director of Planned Giving

Position Title:

Executive Director of Planned Giving

Position Type:

Regular

Hiring Range:

$144,500.00 - $180,617.00; commensurate with experience.

Pay Frequency:

Annual

A.    Position Purpose

As a key part of the overall effort to enhance the resources, reputation, and relationships of Santa Clara University, the Executive Director of Planned Giving (EDPG) has a leadership role in a high-performing frontline fundraising program. As we enter the early stages of the next comprehensive campaign, the University seeks to attract a talented and inspirational leader for our Planned Giving unit within Individual Giving of University Relations.

Reporting to the Assistant Vice President for Individual Giving (AVP), the EDPG is responsible for directing the planning, management, coordination, and evaluation of the comprehensive Gift Planning Program within University Relations. This includes staffing, budgeting, marketing, reporting, and oversight of the program. The EDPG will lead and have direct management responsibility for a team of Gift Planning Officers, charged with managing relationships and securing philanthropic support from donors capable of making gifts of $100,000-$1,999,999 and above.  

Santa Clara University’s Planned Giving Program provides strategic leadership and partnership in the planning and execution of tax-wise gifts, including outright gifts, real estate, trusts, and all forms of deferred giving (estate planning, bequests, and other life income gifts). Planned gifts at the University represent 25% or more of overall dollars raised annually. 

B.    Essential Duties And Responsibilities

• Establish and oversee annual and long-term objectives for the Planned Giving program, executing on these plans to meet financial goals and University priorities.
• Plan and implement a comprehensive program for the identification, cultivation, solicitation, and stewardship of deferred gifts to Santa Clara University. 
• Prepare annual department operating plan, goals, budget, program direction, and policy development, consistently monitoring and reporting.
• Provide leadership and direct management for a team of Planned Giving Officers, integrating their efforts across campus and directing their activities and strategies to secure gifts in the $100,000 to $1,999,999+ range in support of the University’s strategic priorities. Establish performance metrics for Planned Giving Officers, in concert with University Relations leadership, and foster a culture of accountability. Ensures that active and effective strategies are in place for all assigned prospects, including timely and accurate use of the CLARA fundraising database. Will co-manage and provide direction to a shared Development Operations Manager, who will deliver essential operational and administrative support. Personally develop, lead, and manage the strategy for a portfolio of gift planning donors and prospects, setting and meeting ambitious goals to lead by example in fundraising. The EDPG personal annual fundraising goal is typically in the $3,000,000-$7,000,000 range.
• Manage, staff, and recruit an advisory volunteer group of industry professionals on the Planned Giving Advisory Council, which serves as a professional advisory group and an opportunity for volunteer involvement. Cultivate relationships with attorneys, accountants, financial planners, bank trust officers, chartered life underwriters and other professional advisors.
• Develop and oversee a comprehensive marketing program for planned giving opportunities. Consult with University Marketing and Communications in prioritizing and implementing a planned gift marketing communications program in support of the marketing plan, which may include web content, social media, brochures, video content, newsletters, letters, advertisements, and targeted articles. 
• Oversee all aspects of the Thomas I. Bergin Legacy Society and ensure effective donor relations (stewardship) and growth and welcoming of new members. Partner with Donor Relations to present the annual Thomas I. Bergin Legacy Society recognition event(s)and ensure excellent donor stewardship.
• Participate as a leadership committee member of the Jerry A. Kasner Estate Planning Symposium cosponsored by the School of Law and Office of Gift Planning; work with Alumni Relations on the Father William Gianera Society event; integrate and coordinate activities for 45th - 60th Reunion with the Director of Reunion Giving to increase legacy gifts and new members to the Thomas I. Bergin Legacy Society; and participate in other related university events (Family Weekend, Grand Reunion, etc.)
• Oversee reporting of all planned gift activity (including that of the University’s trust managers, Kaspick & Company), results, expectancies, and annual planning for accuracy and strategic significance, and to ensure seamless reporting and gift distributions to donors. Regularly reports to the AVP on personal fundraising performance and that of the team, including future projections.
• Coordinate activities on various legal and financial issues with the University Finance Office, the Office of the Vice President for Finance and Administration, the Office of the General Counsel, and the Vice President of University Relations, to protect the donor; ensure compliance with governmental regulations and the University Investment and Gift Acceptance Policies; and integrate the work of the trust managers, Kaspick & Company.
• Oversee all aspects of estate administration for the University. This includes managing an expectancy report, and all aspects to successfully track and receive realized gifts.          
• Educate, advise, and support development officers and others as they work with donors on planned gifts to the University. The EDPG will assist University staff in understanding gift planning tools and techniques. Present and support professional development opportunities for development officers.
• Partners with the AVP and Prospect Management and Analytics to identify and approve prospects for assignment, oversee the development and effectiveness of fundraisers’ portfolios, and support campus-wide adherence to the Prospect Management process.
• Provide gift illustrations for various gift vehicles, review of trust documents, and work with donors’ advisors and trust administrators. 
• Maintain current knowledge regarding legal, tax, technical, and financial developments in estate planning and charitable donations, and serve as a University expert and resource. 
• Provide leadership and best practices to the gift acceptance policies and procedures, including the facilitation and introduction of new gift opportunities.
• Work with Gift Processing in ensuring gifts are accurately recorded into the CLARA database; approve all planned gifts; make improvements to reports, gift documentation, and other aspects to ensure accurate reflection of gifts. 
• Prepare gift agreements, as well as documents to establish charitable gift annuities, charitable remainder trusts, charitable lead trusts, and other forms of planned gifts.
• Maintain a healthy, fair, and inclusive work environment by promoting diversity, exercising teamwork and collaboration with diverse groups, donors, volunteer groups, and coworkers.
• Other duties as assigned.

C.    Provides Work Direction

• The Executive Director will manage Gift Planning professionals and co-manage the Development Operations Manager..
• Responsible for hiring, mentoring, annual review of performance, and the handling of disciplinary problems.
• Provide clear communication of objectives, goals, and priorities, provide guidance and timely feedback; ensure direct reports have access to the appropriate training in order to perform their duties as assigned.

D.    QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The items below are representative of the knowledge, skills, abilities, education, and experience required or preferred. This position requires the ability to effectively establish and maintain cooperative working relationships within a diverse multicultural environment.

1.     Knowledge

• Knowledge of gift planning vehicles, federal and state income, estate, and gift tax regulations, and charitable estate planning laws and techniques; functional knowledge of the law of nonprofit organizations and general estates, gift and income tax law, and due diligence procedures in the acceptance of non-cash gifts, such as real estate, securities, in-kind, etc.
• Demonstrated comprehensive and thorough understanding of planned giving programs, major giving, and annual giving, with an emphasis on personal solicitations. Successful record of securing planned and major gifts of six figures and above, and securing accounts with high net worth individuals.
• Demonstrated knowledge of major gift fundraising principles and ability to participate in a complex development program, especially within an educational organization. Understanding of academic, scholarship, and education functions and operating principles at the university level.
• Understanding of donor/client-driven customer service.
• Understanding and appreciation of the vision and values of a Jesuit Catholic educational mission.

2.     Skills

• Must be a goal-oriented and self-motivated individual who can demonstrate accountability, initiative, creativity, and focus in a rapidly changing and intellectually stimulating environment.
• Excellent oral and written skills and the corresponding analytical skills needed to establish strategic fundraising goals and report on results. 
• Excellent organization and presentation skills.
• Demonstrate strong active listening skills and the ability to negotiate favorable outcomes.
• Positive attitude, sense of humor, and flexibility.
• Proficiency in using Crescendo Pro (or similar) and a CRM database (preferably for fundraising). Willingness to learn new software. Excellent computer skills; proficiency in using advanced functions of word processing, Excel spreadsheets, PowerPoint, Google products (i.e., Google Docs, Gmail, etc.), database, and web resources.
• Required to have a valid driver’s license and personal transportation vehicle available for frequent travel to business meetings (mileage is reimbursed under federal guidelines).

3.     Abilities

• Demonstrated ability to develop and successfully implement a department team's annual plan.
• Demonstrated ability to successfully work directing the gift planning team in a goal-oriented environment.
• Demonstrated ability to develop a comprehensive and accurate planned gift proposal. 
• Ability to assist donors with the understanding of SCU’s acceptance process for outright gifts and life income gifts of real and personal property, including due diligence procedures and IRS compliance for charitable gifts.
• Ability to make a persuasive verbal and written case for supporting key programs and projects, effectively matching the interests of prospective donors to specific university needs.
• Ability to establish and maintain cooperative working relationships with faculty, staff, and others as appropriate.
• Ability to interact with high-level donors and the ability to maintain a high level of professionalism, discretion, and confidentiality.
• Ability to manage people, work effectively with volunteers, and develop strategies to achieve operating goals. 
• Ability to lead, teach, manage, motivate, and supervise staff.
• Ability to direct the design of strategies for qualifying, cultivating, and soliciting donor prospects.
• Resourcefulness in finding appropriate solutions to problems and initiative in presenting alternatives and implementing solutions to ensure effective change.
• Ability to collaborate, build alliances, and achieve results within a population that may possess competing interests, opinions, and /or expectations.
• Ability to work on the road and/or work at odd hours and on weekends.

4.     Education and Experience

• Bachelor’s degree required. Advanced degree preferred, particularly a JD.
• Minimum of 10 years of progressively responsible fundraising experience with extensive experience in gift planning, which includes 5-7 years of direct development, fundraising, marketing, strategic planning, and coordinating special events, preferably in a higher education environment.
• Preference for Chartered Advisor in Philanthropy (CAP), CFP, CFRE, and other advanced certifications in gift structuring, planned, or estate giving.
• Supervisory and management experience required.

• Valid Driver'S License.

E.    PHYSICAL DEMANDS AND WORK ENVIRONMENT

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. In accordance with the Americans with Disabilities Act, as amended, the California Fair Employment & Housing Act, and all other applicable laws, SCU provides reasonable accommodations for qualified persons with disabilities. A qualified individual is a person who meets the skill, experience, education, or other requirements of the position, and who can perform the essential functions of the position with or without reasonable accommodation.

• Considerable time is spent at a desk using a computer and phone.
• Required to frequently travel to outside constituent meetings.
• Required to travel to other buildings on the campus.
• Driving related to meetings with external constituents.
• Meeting with external constituents at off-campus locations, including other offices, restaurants, and other private and public venues.

F. Work Environment

The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job. 

• Typical office environment. Share spaces with teammates.
• Mostly indoor office environment with possible windows.
• Offices with equipment noise (like office printers).
• Offices with frequent interruptions.
• Ability to work remotely or in a hybrid model and ability to work with a team who may also be working in a hybrid or remote model.

Eeo Statement​

Santa Clara University is an equal opportunity employer.  For a complete copy of Santa Clara University’s equal opportunity and nondiscrimination policies, see https://www.scu.edu/title-ix/policies-reports/

Title IX of the Education Amendments of 1972

Santa Clara University does not discriminate in its employment practices or in its educational programs or activities on the basis of sex/gender, and prohibits retaliation against any person opposing discrimination or participating in any discrimination investigation or complaint process internally or externally. Information about Title IX can be found at www.scu.edu/title-ix. Inquiries can also be made to the Assistant Secretary of Education within the Office for Civil Rights (OCR).     

Clery Notice of Availability

Santa Clara University annually collects information about campus crimes and other reportable incidents in accordance with the federal Jeanne Clery Disclosure of Campus Security Policy and Campus Crime Statistics Act. To view the Santa Clara University report, please go to the Campus Safety Services  website . To request a paper copy please call Campus Safety at (408) 554-4441. The report includes the type of crime, venue, and number of occurrences.

Americans with Disabilities Act

Santa Clara University affirms its commitment to employ qualified individuals with disabilities within the workplace and to comply with the Americans with Disability Act. All applicants desiring an accommodation should contact the Department of Human Resources, and 408-554-5750 and request to speak to Indu Ahluwalia by phone at 408-554-5750 or by email at iahluwalia@scu.edu.

Telecommute

Santa Clara University is registered to do business in the following states: California, Nevada, Oregon, Washington, Arizona, and Illinois. Employees approved to telecommute are required to perform their work within one of these states.