Job Description
Job title:
Department:
Salary
Responsible to:
Responsible for:
Location:
Development Manager
Development and Alumni Relations
Grade 7
Head of Individual Philanthropy
n/a
East Building, Claverton Campus, Bath
Purpose of the job:
To cultivate strong relationships with existing and potential donors, so as to raise significant
levels of philanthropic income in the form of major gifts, i.e. those from £1,000 - £100,000+,
towards specific projects or of an unrestricted nature, for University priorities, primarily via
face-to-face asking, and to plan, execute and manage subsequent donor stewardship and
recognition.
The post holder will also be responsible for managing the day to day relationship with an
allocated group of academic departments.
Duties and Responsibilities:
1. To raise significant funds in the form of major gifts for the University from individual
donors including alumni, parents of past or current students and other friends of the
University through a variety of methods including face-to-face meetings and other
activities.
2. To be responsible for the implementation of major gifts fundraising strategies,
working closely with University staff and senior volunteers to achieve the targeted
levels of income within set timescales.
3. To work closely with academic colleagues to identify potential fundraising priorities
then in consultation with the Head of Individual Philanthropy to develop them into
viable projects to be approved as University priorities for fundraising.
4. To work closely with academic members of staff and colleagues in the Department
of Development & Alumni Relations to identify sources of funding for projects, to
deliver the required investment and to ensure the smooth running of projects.
5. To manage and develop relationships with a portfolio of individual contacts and
funding organisations, including prospective and existing supporters – utilising a
wide range of methods including stewardship events and recognition programmes;
developing networks amongst donors and prospects; and involving donors and
prospects closely with planning activity within the University. Regular travel within
the UK will be required.
6. To complete agreed number of significant actions involving major gift prospects.
Record progress in relationships with prospects and donors effectively and
comprehensively, ensuring that all research, contacts and progress is recorded fully
and an accurate list of prospects maintained.
7. Work with the Stewardship Manager to plan and execute stewardship and
recognition programmes for major gift donors.
8. To act as the liaison between the Department of Development & Alumni Relations
and specific academic departments/faculty, ensuring effective communications, so
that fundraising activity is co-ordinated, by advising the Dean and other academic
members of staff about the University’s fundraising policies and practice; and
reporting back to colleagues about Faculty activity, priorities and plans.
9. To ensure that all stakeholders including academic members of staff, prospective
and existing donors receive timely, appropriate information about the progress and
outcome of projects.
10. Develop and maintain an up-to-date knowledge of higher education in general and
a good understanding and knowledge of professional practice in fundraising,
including legacies, gifts of shares and other tax efficient giving both in the UK and in
other countries.
11. Develop and maintain specific knowledge of higher education funding sources and
of the mission and priorities of the University of Bath.
12. Adhere to the highest standards of fundraising best practice.
13. Throughout all fundraising ensure that activities comply with the relevant Data
Protection and any other legislation.
14. To support the donor-centric culture of the Department to engage with donors and
partners personally and effectively.
The Development Manager may also be expected to carry out other duties, which may be
reasonably requested. As such, the job may involve occasional evening and weekend
work, for which time off in lieu can be claimed.
Internal and external relationships:
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Close working relationships with the Head of Individual Philanthropy and other
Development and Alumni Relations staff.
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Direct, frequent contact with academic and non-academic members of staff
including Deans and Heads of Departments in order to:
a. develop fundraising strategies;
b. identify University priorities; and
c. take forward relationships with key alumni and friends to:
i. create personalised strategies for involving prospective donors;
ii. “coach” senior members of staff in how to move relationships
forward;
iii. involve key alumni and friends in University meetings, discussions,
committees and boards;
iv. meet key alumni and friends personally to ask for significant gifts.
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Regular contact with senior academics and support staff who are working on
projects for which philanthropic support is sought, in order to stay familiar with
projects at the centre of the University’s gift portfolio.
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Frequent, proactive and reactive, highly personalised contact with prospective and
current supporters, to build strong relationships so as to ask for large (£1,000 £100,000+) gifts in face-to-face meetings, including:
a) Alumni, parents or other relatives of former or current students, and other
friends of the University – many of whom hold senior or influential positions
b) Key decision-making and influential individuals with links to other individuals,
charitable trusts, foundations and companies
If appointed as a Senior Development Manager:
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Regular, proactive and reactive, highly personalised contact with current and
prospective volunteers (who are likely themselves to be influential individuals) to
develop fundraising strategies and take forward relationships with prospective
donors. The ability to balance tact and diplomacy with active supervision and
motivation of volunteers is crucial as the following steps are sought:
a) create personalised strategies for involving prospective donors;
b) “coach” volunteers in how to move relationships forward;
c) involve key alumni and friends in personal meetings
d) meet key alumni and friends personally to ask for gifts from thousands to
hundreds of thousands of pounds.
Person Specification
Criteria
Essential
Desirable
Assessed by
A/F
I
Qualifications
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Proven experience of working in a resultsoriented environment e.g. fundraising, sales,
marketing, recruitment.
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Experience of stewarding and cultivating
relationships with high-level
donors/customers.
Experience of producing reports, proposals or
publicity materials to a high standard of
presentation.
A good knowledge and understanding of the
different methods of tax-efficient charitable
giving, including legacies and gifts of shares.
Experience of working within the higher
education and/or not-for profit sector.
Experience of public speaking and making
presentations to a variety of audiences.
Experience of working with a diverse range of
colleagues within a large and complex
organisation.
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Educated to at least first degree level or
equivalent.
Experience/Knowledge
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Skills
Proven ability to develop strong relationships
with, and to solicit major gifts from,
individuals.
Excellent negotiating skills.
Ability to establish and maintain positive
relationships with a wide range of people
including the ability to recruit, motivate and
manage senior level volunteers.
Excellent written and oral communication
skills
The ability to produce reports, proposals or
publicity materials to a high standard of
presentation requiring excellent skills in
written communication and accuracy.
An articulate and confident manner,
demonstrating sensitivity and diplomacy in
order to develop good relationships and solicit
major gifts.
The ability to understand and convey
technical or scientific information, sometimes
communicating complex academic visions to
non-academic supporters.
Excellent IT skills, including components of
Microsoft Office software
A good working knowledge of using
relationship databases, ideally the Raiser’s
Edge database.
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T
Attributes/Personal Characteristics
Excellent time management skills with the
ability to prioritise a varied and diverse
workload and to work independently with
minimum supervision, calmly under pressure
and to meet deadlines.
Highly motivated and goals orientated.
Proactive and positive approach, a willingness
to take the lead in asking for financial support.
Ability to deal with confidential matters and
act with discretion.
Flexible approach to work and over working
hours when required.
Ability and willingness to travel and
occasionally to work at evenings or
weekends.
A strong belief in the importance of
universities to society, coupled with an
understanding of the need to diversify the
funding base of these institutions, particularly
with philanthropic support.
Full clean driving licence.
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Code: A/F – Application Form, I – Interview, T - Test
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