Summary

The Individual Giving Officer (IGO) – Mid-Atlantic Region - is responsible for establishing and managing long-term relationships with major donors and prospects determined to have the ability to make outright gifts of $10,000 or greater and pledges of $100,000 or greater, primarily in the regions of metro Washington, D.C., Maryland, Northern Virginia, and Mid-Atlantic states, as well as other states, when required.

The IGO reports to Senior Director of Individual Giving. This position is charged with developing meaningful and sustainable relationships and implementing strategies for securing financial support from an active portfolio of 200+ donors and prospects within the assigned geographic territory. The position will be responsible for identifying, qualifying, cultivating, soliciting, closing and stewarding major and planned gifts for the Foundation to meet and surpass annually established metric goals in support of the Foundation's highest priorities, as established by the Epilepsy Foundation's (EF) leadership and Board of Directors. The Individual Gift Officer will work collaboratively with and in support of the Senior Director of Individual Giving, the IGO team, EF leadership, volunteers, Development team members, and other colleagues within the national office and regional affiliates, as appropriate, to successfully identify, cultivate, and solicit donors and actively steward their support.

Essential Duties and Responsibilities

  • Maintain an active portfolio of 200 Major Donors with 8–10 prospect and donor visits per month and 50 or more documented solicitations of $25,000 or more, 10–12 or more gift closures of $10,000 or more, and $250,000 total raised for the first year, with this goal increasing in forthcoming years in coordination with the Senior Director of Individual Giving and the IGO or Gift Officer.
  • Maintain a sustained set of weekly activities from a remote, home-based operation, with a keen and self-directed focus on impactful relationship building and achieving metrics, while being responsible for and responsive to active communication with the Senior Director of Individual Giving and fellow IGOs via individual calls and monthly conference call meetings.
  • Actively participate in Monthly IGO and Development-related meetings, as scheduled.
  • Perform prospect research utilizing all internal and web-based tools available to create prospect profiles and portfolios for a remote, home-based office operation and regularly update donor and prospect records in the national office database. (Stratus Live)
  • Determine prospects' capacity to make a major or planned gift and devise appropriate strategy to bring them to solicitation and closure in the most donor-centric manner possible.
  • Develop relationships with individual donors primarily through personal visits and regular direct contact via phone, email, or letter with the goal of retaining and increasing their support.
  • Whenever appropriate, assist with planning and executing special events to engage donors and prospective donors.
  • Work with volunteers and national office and affiliate staff to develop and cultivate relationships.
  • Provide regular updates to the Senior Director of Individual Giving on metric activities, including all meetings, key communications, proposals, and gift closures.
  • Willingness to travel regionally and work extended hours, including weekends and evenings.
  • To maintain an active, consistent, open line of communication with the Senior Director of Individual Giving and fellow IGOs in a positive manner that fosters collegiality, mutual respect, and a collaborative spirit towards shared team goals and the Foundation's mission objectives.
  • Time dedicated to Major and Planned Giving: 75%; time dedicated to Corporate Alliances: 25%

Requirements, Education, and Experience

  • Minimum of 7–10 years of frontline fundraising experience, such as one-on-one cultivating, soliciting, and closing major gifts.
  • Proven experience in capital and corporate gift fundraising, specifically: cultivating and soliciting prospects capable of five and six-figure+ gifts, and closing and stewarding those gifts. The RDIG must have a demonstrated gift solicitation and closure history of $25,000 or more, with a preference for experience closing gifts of $50,000 to $100,000 or more.
  • Broad knowledge of the principles of fundraising; able to participate in all aspects of the gift cycle.
  • Understanding of the needs and interests of major donors in order to develop relationships between them and the foundation.
  • Bachelor's Degree required; CFRE or some formal fundraising or development industry training preferred.
  • Driver's license required and must be available for occasional evening and weekend work.

Specific Knowledge, Skills, Abilities, Licenses, Certifications, Etc.

Knowledge of

  • Major giving instruments and execution, record keeping, reporting and administration; current familiarity with income, gift, and estate tax laws; and basic glossary knowledge of planned giving vehicles
  • Donor identification, prospect research, cultivation, and solicitation tools and techniques
  • Database management and fundraising software, including solid analytical skills
  • The Epilepsy Foundation and its history, mission, leadership, and current priorities
  • Basic understanding of medical terminology and research related to epilepsy

Ability to

  • Maintain an exceptionally organized and consistently self-directed and goal-oriented remote operation to meet and surpass established metrics
  • Conduct extensive research and diplomatically, confidently and consistently contact donors and donor prospects to cultivate and steward, set visits and engage them at deeper levels to inspire greater investments in the Foundation's highest priorities
  • Communicate and collaborate effectively and regularly with supervisor, colleagues, and staff with respect, compassion, a sense of humor, and an even greater sense commitment to the Foundation's mission on a daily basis
  • Close gifts and pledges at a minimum of $10,000; optimally, $25,000 to $50,000 or more
  • Prioritize tasks, track details, perform data entry, follow through and meet metrics and deadlines
  • Regularly employ solid relationship-building skills, equally with donors, prospects, and colleagues
  • Travel for donor visits; between 30–50%