THE UNIVERSITY OF NOTTINGHAM
Recruitment Role Profile Form
Job Title:
Senior Development Manager (Corporate)
School/Department:
Campaign and Alumni Relations Office (CARO)
Salary:
£37,768 - £46,414 per annum, depending on skills and experience.
Salary progression beyond this scale is subject to performance
Job Family and Level: Administrative, Professional & Managerial Level 5
Contract Status:
Permanent
Hours of Work:
36.25 per week
Location:
Pope Building, University Park, The University of Nottingham
Reporting to:
Director of Philanthropy
Purpose of the Role:
To maximise philanthropic income, by securing major gifts (typically at 5 and 6 figure level),
particularly from the corporate sector, in support of the University’s priorities.
Main Responsibilities
1.
% time
per year
Prospect Management
 Expert engagement with corporate prospects, with a heavy emphasis
on identifying a compelling link between a company’s charitable
interests, any existing links with the University and the opportunities
available for support within the University.
 Nurture and manage relationships through written and verbal contact
and lead face-to-face discussions with prospects. Travel, typically
throughout the UK but potentially also internationally, to meet potential
and existing corporate donors, to cultivate and solicit major gifts
primarily in the 5 – 6 figure range.
 Arrange visits and think creatively about other opportunities for
prospects and donors to experience first-hand, learn more and become
excited about the University’s priorities, the talent and activity available
and the impact these have within the University and in turn, on society.
 Lead and work collaboratively with colleagues in multiple internal
departments (particularly the Business Engagement & Innovation
Services team, Careers Office, Business School and academic schools)
in the development, writing, presentation, delivery, negotiation and
successful conclusion of funding proposals whether written and / or
verbal in a timely, efficient and appropriate manner.
 Identify opportunities for high level volunteers to support the
development and securing of a charitable partnership.
 Take the lead in organising small scale bespoke events as required in
the solicitation of leading/ high level prospects, supported as necessary
by the Team Administrator and working in collaboration with
Recruitment
55%
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appropriate Departments and Schools to deliver.
Help devise and deliver stewardship plans for all donors, in conjunction
with colleagues in the Donor Relations Team.
Represent the University at events as required, occasionally involving
out-of-hours work.
Work with relevant colleagues within CARO, other central services,
Schools, the Students Union and Campaign volunteers to ensure
seamless co-ordination, planning, engagement and cultivation of
assigned individuals.
2.
Portfolio Management
 Build, manage and renew the prospect portfolio with personal
responsibility for active management of relationships with c.40
approved corporates and key alumni, to ensure successful delivery
against both activity and financial goals and ensuring that donor
numbers and the value of their support increases.
 Maintain a full and consistent pipeline of prospects and ensure timely
progression through each stage from assignment to stewardship.
 Ensure that all interactions and developments are promptly and
accurately recorded in the departmental CRM “The Raisers Edge”
database. Analyse and share such data with other colleagues inside and
outside of the Campaign and Alumni Relations Office as appropriate.
 Ensure that updates are made to the Raiser’s Edge database in a timely
and efficient manner, in accordance with the ‘Contact Reports’
procedure and ‘Prospect Management in Raiser’s Edge’ guidance.
 Follow the Gift Acceptance Policy at all times.
 Contribute appropriate prospect names to guest lists for University
events which support the University’s strategic priorities
30%
3.
Teamwork
 Collaborate with colleagues as and when required by working on Trust
& Foundation and Individuals opportunities, and where appropriate,
having some prospects assigned as part of own portfolio (eg alumni
working at target companies).
 Collaborate with the Director of Philanthropy and the Director of
Campaign & Alumni Relations on the solicitation of 7-8 figure prospects
when required.
 Contribute to the development of short and longer term strategies for
securing philanthropic income for the University from corporates.
 Contribute to planning, team development and related activities as
required and ensure compliance with internal policies and procedures.
 Develop a close working relationship with Prospect Research Team
colleagues to ensure good communication on prospect activity and
solicitation outcomes.
 Support the Director of Philanthropy with the running and management
of any project groups, coordinating within CARO and with other schools
and departments particularly to identify fundraising and volunteering
opportunities, administration of meetings, and the writing and collation
of documents and reports.
10%
4.
Networks
 Maintain and enhance personal knowledge, skills and networks by
keeping abreast of best practice and key developments in fundraising
amongst peer Universities and third sector organisations and sharing
information with the rest of the team and CARO.
 Network with colleagues in other higher education institutions and other
sectors to share best practice and facilitate exchange of information.
 Attend networking and Corporate Social Responsibility (CSR) events,
business related lectures and funding-specific meetings as appropriate
3%
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to expand knowledge and contacts
5.
Other Duties
 Review existing working practices and make recommendations for
improvement.
 Other comparable duties as may be required at the request of your line
manager and/or department director.
2%
Knowledge, Skills, Qualifications & Experience
Qualifications/
Education
Essential
Degree or equivalent qualifications or
experience.
Desirable
Postgraduate degree.
Fundraising
or
qualifications.
Skills/Training
PR
related
Entrepreneurial and creative
approach to developing mutually
beneficial partnerships, engaging and
influencing through solid
understanding of corporates’
charitable and Corporate Social
Responsibility (CSR) interests and
objectives.
CASE or Institute of Fundraising
courses.
Relationship builder who is persuasive
with excellent interpersonal,
diplomatic, influencing and
negotiating skills.
Excellent knowledge and
understanding of the HE sector
and fundraising within it in
particular.
Excellent verbal and written
communication skills with ability to
handle confidential or sensitive
information.
Understanding of the tax benefits
available to corporate donors.
Ability to quickly identify
opportunities and turn them into
positive outcomes through clear
explanation of complex ideas,
methods and concepts.
Enthusiastic, proactive, tenacious and
energetic with an outgoing and
friendly personality, plus a pragmatic
approach to problem solving.
Proven ability to prioritise workloads,
utilise good organisational and time
management skills to deliver on
multiple activities simultaneously.
Strategic planning skills including
project and change management with
attention to detail and accuracy in
work.
Confident computing skills including
Microsoft Office and databases.
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CRM Systems, particularly use of
Raiser’s Edge.
Working knowledge of Data
Protection Act.
Understanding of the motivations
involved in corporate giving.
Willingness to work outside normal
hours and to travel throughout the
UK.
Experience
Significant experience and a proven
track record of working within a sales
or customer-focused, delivery based
environment.
Significant experience and proven
track record of delivering against
stringent income targets.
Relevant experience of stewarding
and cultivating relationships with
donors or clients.
Experience of working within a
complex organisational structure.
Experience of effectively
communicating with people at various
levels of seniority including
colleagues.
Awareness of developments in the
higher education and/or charity
sector of relevance to the role.
Statutory/Legal
Relevant fundraising experience
and of making direct requests for
donations from prospective
donors face-to-face and/or by
telephone, particularly corporates.
Corporate fundraising within the
charity sector.
Experience of working on
corporate partnerships
(philanthropic, contractual or
commercial) within a University
environment.
Significant experience of working
within an academic environment
at a senior level.
Proven track record of preparing,
writing and presenting £25k+
funding proposals
Knowledge or experience of handling
sensitive data and an understanding
of UK Data Protection legislation.
Ability to travel throughout the UK
and potentially overseas.
Full UK Driving License.
Decision Making
i)
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ii)
taken independently by the role holder
Day-to-day management and progression of prospects within and through pipeline.
Effective communication with internal and external stakeholders, by devising strategies
that will give a positive impression of the funding opportunities available, includes
preparation of copy, briefing colleagues and suppliers on print, web and event
communications, and being an active, committed spokesperson for philanthropy in the
private and public charitable sector.
Day-to-day operations and prioritisation of personal workload.
Updating the Raiser’s Edge database to maintain accurate alumni, prospect, donor
records, ensuring compliance with the Data Protection Act
Decisions regarding how to best manage budget expenditure.
taken in collaboration with others

Prospect allocation, working in collaboration with the Prospect Research team.
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iii)
Proposal development and presentation working in collaboration with colleagues,
typically academics, CARO staff, Finance Office, Communications and Marketing
colleagues and Senior University Management where appropriate.
Gift agreement negotiation with Finance, academic project champions, Donor Relations
and other colleagues in CARO.
Cultivation, solicitation and stewardship planning with the aforementioned colleagues.
Running queries and exports on the Raiser’s Edge database, in conjunction with the
Information Management team
Discussion and agreement on operational priorities, workflows and the completion of
specific tasks with team members and/or managers.
Any projects which would have a significant impact on another team.
referred to the appropriate line manager by the role holder
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Personal development.
Proposals or gifts in excess of £100k.
Decisions establishing the overall strategic context for operational priorities and targets.
Agreement on exceptional expenditure which would significantly impact on the office
budget.
Additional Information
The Senior Development Manager (Corporate) is a critical role within the Campaign and Alumni
Relations Office and is expected to make an important contribution in securing pledges and
income to contribute to ambitious University fundraising targets. The role holder will handle a
portfolio 40 prospects and will be responsible for generating and co-ordinating proposals to
secure donations in the 5 – 6 figure range. The role holder is expected to work with the
Director of Philanthropy and other senior managers to significantly increase income at this
level. KPIs will be used to monitor and evaluate progress.
The role holder will be expected to identify opportunities and operate seamlessly on a national
level, with potential for international work in countries where appropriate levels of opportunity
exist to align the University’s strategic goals with a market for philanthropy.
Out-of-hours work will be required to facilitate travel, make calls and to attend events.
The role holder is expected to operate at a senior level showing considerable confidence,
creativity, initiative and self-motivation. They will be able to operate independently as well as
collaboratively, working with ease amongst senior colleagues (internally and externally), and
will be expected to contribute to strategy development and provide leadership and practical
expertise in building the University’s capacity to attract philanthropy from corporates. As such,
they are expected to provide a palpable and positive influence on other members of the
Campaign and Alumni Relations Office and University more broadly. They will represent the
Campaign and Alumni Relations Office and the University in an exemplary, professional
manner, internally and externally.
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