THE POST
Service:
Development and Alumni Relations Office
Post:
Development Manager (University of Exeter Business
School)
Grade:
F
2 Year Fixed Term
Reporting to:
Senior Development Manager (HASS) and to the Business
School Manager for agreeing fundraising priorities
Job Description
Main purpose of job
The Development Manager (Business School), reports to the Senior Development Manager
(HASS) in the Department of Development and Alumni Relations (DARO) with priorities and
objectives agreed in conjunction with the Business School College Manager.
The
Development Manager works closely with all members of the Philanthropy Team, wider DARO
Team and with key academics.
The Development and Alumni Relations Office (DARO) is a Professional Service of the
University reporting to the Chief Operating Officer (COO). The team works closely with other
members of the Professional Services, particularly Research and Knowledge Transfer, the
International Office and Communications. The team also works closely with the academic
Colleges of the University.
The University of Exeter Business School is one of the UK's top 10 schools. In the 2008
research assessment exercise, two-thirds of our research was assessed as world-leading or
internationally excellent. In 2013, the School became one of the select few Business Schools
worldwide to gain the prestigious EQUIS accreditation.
The School continues to be ambitious and build upon its excellent reputation in teaching and
research. We want to be recognised internationally for bringing together students, faculty
and corporate partners to develop exceptionally able and employable graduates, and create
distinctive research of the highest calibre and relevance.
The Business School, together with the College of Humanities and the College of Social
Sciences and International Studies (CSSIS), sits under the banner of Humanities and Social
Sciences (HASS), an area of excellence at the University with world-leading research, a strong
international reputation and high quality students and alumni. This presents significant
fundraising opportunities.
The clear focus for this post is fundraising to secure major philanthropic gifts, from
individuals, charitable trusts and companies, for the Business School, in-line with the
University of Exeter Campaign. In particular the School is seeking the development of
fundraising activity in Hong Kong and China, with the support of the International Fundraising
Manager.
The post holder will spend time centrally in DARO, in the Business School and out on the road
meeting prospects and donors. The post holder will engage in frontline fundraising with a
pool of major gift prospects (with capacity to make gifts of £5,000- £250,000) assigned by
the DARO research team.
January 2014
The post holder will work with senior University of Exeter staff including leading academics,
the Dean and members of the Business School Board, the Director of DARO, Head of
Philanthropy, the Vice-Chancellor, Deputy Vice-Chancellors, Campaign Board members and
other senior staff members and stakeholders to successfully cultivate relationships with the
University’s most significant prospects and donors.
Main duties and accountabilities:
Development Managers are outcome focussed, their core objective is to raise significant
philanthropic funding from pools of prospects rated at between £5,000-£250,000. Targets
will increase year on year as the pool matures, projects develop and Development Managers
gain experience.
1. To cultivate a pool of major gift prospects (individuals, corporate and
trusts and foundations) and raise philanthropic funds in support of
University of Exeter, and particularly Business School/HASS priorities
 Develop and action effective and proactive cultivation plans for prospects as
assigned. The post holder will commission research which informs these plans
and ensure they are fully up to date on media coverage of these individuals.
 Meet prospects on a 1:1 basis to qualify wealth and assess propensity, set goals
and develop cultivation plans.
 The Development Manager will then implement a moves management approach
to cultivate support. This will include identifying senior level volunteering
opportunities for these individuals, with the support of the Alumni Volunteering
Manager and School Alumni Officers.
 Work to targets as agreed by the Senior Development Manager (HASS) and
School Manager and regularly report on progress.
 Ensure that all communications, research and gifts are recorded accurately and in
a timely fashion on Raisers Edge. Use Raisers Edge to effectively record actions
relating to the long term cultivation and stewardship plans for each individual
major donor.
 Steward existing donors with support from the DARO Donor Relations Officer and
in line with University gift clubs.
 Seek other income generation opportunities eg through corporate connections
and sign-post to colleagues as appropriate.
2. To develop a thorough understanding of Business School fundraising
projects and initiatives in support of the campaign
 Develop an understanding of the objectives, principles, priorities and targets of
the University of Exeter Campaign (of which fundraising for the Business School
will be a key part).
 Develop a particular understanding of the Business School priorities and to
contribute towards the identification and development of new priorities.
 Develop a broad understanding of the Business School’s teaching and research
activities and priorities.
3. Support key colleagues in order to develop and increase the capacity to
raise external philanthropic income
 Establish excellent working relationships with key academics focused on priority
projects for the College and campaign.
 To prepare bespoke funding proposals for high level prospects to the University
assigned to other fundraisers (such as the Head of Philanthropy, Director of
DARO).
 To advise and support the Director, Head of Philanthropy, Dean and other senior
staff members for meetings with high level prospects – by preparing briefings
and attending meetings as necessary.
January 2014




Plan income generation and engagement activities in association with colleagues
working in the DARO Supporter Engagement team including supporting them in
asking for Annual Fund and leadership level gifts (<£5,000) and also by
supporting their non-financial goals and targets such as by identifying prospects
to be involved in volunteering initiatives.
To work with members of the Campaign Board, Business School Advisory Boards
and Alumni Network Group to capitalise on networks and contacts to maximise
the value of financial and other forms of support.
To work with the DARO Trusts and Foundations Fundraising Manager to
maximise support from trusts.
To lead on stewardship planning and delivery for Business School donors in
liaison with the DARO Donor Relations Officer both through face to face meetings
and reporting.
4. Other
 Be an active member of the Business School and DARO teams, including
attending team meetings in DARO and the Business School, such as full DARO
team, Philanthropy team and other fundraising-related forums.
 To undertake UK and international travel as required.
 Contribute to the training needs of DARO, helping with the induction of new staff,
training and sharing knowledge and experience relevant to the efficient operation
of the department.
 The Development Manager will be required to undertake other duties as
commensurate with the grade and scope of the role.
 Set and work within budgets as required and plan activities that are cost
effective.
 All DARO staff are expected to work within a legal framework and within policies
such as reputation management.
 Development Managers will be expected to be broadly self sufficient with respect
to administrative duties.
Person Specification
The role of Development Manager requires professional knowledge and a thorough
understanding of the University and the Higher Education sector. The individual must have
the ability to take the initiative, be enthusiastic, strongly self-motivated to succeed, and
possess well developed interpersonal skills.
Essential:

A degree or equivalent qualification

Fundraising experience or, experience of building long-term customer relationships in
sales or marketing in a ’cause-related’ environment.

A thorough knowledge of funding sources and potential revenue streams

Experience of working in a team as a leader whilst working as a contributing member
of a wider team

High levels of written skills in submitting applications/proposals to a range of sources

Ability to draft Memoranda of Understanding and Gift Agreements and to ensure that
all points are met

Very strong organisational and planning skills (for self and others)
January 2014

Excellent and proven ability to support others

Effective communication, networking and negotiating skills involving senior decisionmakers both internally and externally

Knowledge, experience and skills in IT, including Microsoft Word office applications,
databases; e-mail systems; a high level of competence in creating and producing
reports using Word

Social skills appropriate to representing the University to national and international
figures of influence and affluence

Flexibility with respect to variable working hours, including availability to travel
throughout UK and internationally by private and public transport

Good judgement on complex issues and capability to make independent decisions
and take responsibility

A strong team player and able to influence others

Ability to inspire confidence

Ability to work to targets

Punctual and reliable

‘Can do’ attitude

An understanding of the fundraising sector and philanthropy
Desirable:

Several years experience of high level fundraising, in a higher education or voluntary
sector environment and able to show evidence of securing major gifts through
his/her own endeavours.

Working knowledge of fundraising practice share giving, gift aid, data protection and
so on

Research skills especially in using the internet and familiarity with other sources of
information

A knowledge of taxation law as it affects charitable donations from individuals and
companies.

Knowledge of the Data Protection Act and its practical application

A knowledge of legislation relevant to fundraising within the Higher Education and
voluntary sectors

Creativity in the production and sourcing of gifts and cultivation planning

Understanding of or experience of working with sensitivity to reputation management

Advanced creative IT skills
January 2014
January 2014