Senior Development Manager (Major Gifts) Candidate Information Pack
Cardiff University
Cardiff University is an ambitious and innovative university with a bold and strategic vision, located in a beautiful and thriving capital city. Driven by creativity and curiosity, it strives to fulfil social, cultural and economic obligations to Cardiff, Wales, and the world. Already consistently rated as one of the world’s top 150 universities, its stated ambition is to achieve a top 100 world position. Cardiff’s research was ranked 5th amongst UK universities in the 2014 Research Excellence Framework for quality, and 2nd for impact. Cardiff University is home to two Nobel Laureates, eleven Fellows of the Royal Society, five Fellows of the British Academy, and has been awarded five Queen’s Anniversary Prizes.
Cardiff is a proud partner in GW4, an emerging collaboration with the universities of Bath, Bristol and Exeter, which enhances its capacity to deliver wide-ranging and outstanding research, and opens opportunities for other collaboration. Internationally, it has formal links with universities in more than 35 countries. In 2014 it signed a Cooperation Agreement with the University of Leuven, Belgium’s largest university. The University provides an educationally outstanding experience for its students. Founded in the belief that learning in a vigorous and pioneering research environment is important, teaching at Cardiff builds both intellectual skills and the ability to think independently.
The university is also distinctive in its breadth of academic provision for professional bodies, both in education and research.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Cardiff University
A growing number of students undertake study overseas as part of their degree, and the thriving international student community includes nearly 5,000 students from 120 nations. Amongst UK universities, Cardiff graduates are among the most sought-after by employers: more than 95% find employment or further study within six months of graduating. These talented, enterprising graduates have established more than 270 start-up companies in the last three years, placing the University first in Wales and sixth in the UK for graduate start-ups.
Cardiff has a thriving innovation culture and excels in connecting industry, business, and government with academics, nurturing student entrepreneurship and championing grass-roots business development. It is expert at turning its world-leading research into commercial success, and 85 percent of all IP income in Wales is generated by the University. The University is ranked in the top 5 UK Higher Education Institutes for the number of knowledge transfer programmes. Cardiff University has made a special effort to lay out its strategic direction clearly, and published The Way Forward in 2012. This document helps focus and drive all decisions made at the university, and holds it accountable to ambitious key performance indicators.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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City of Cardiff
Wales is a small, distinctive and fiercely ambitious country: Cardiff is a cosmopolitan city; a city with both heritage and ambition, it has a distinctive character, offers an outstanding quality of life, and is proud of a growing national and international reputation. The University is located in and around the Portland stone buildings, parks and tree-lined avenues that form a magnificent city centre. Cardiff has more green spaces per person than any other UK core city, and is host to Europe’s largest waterfront regeneration projects in the beautiful Bay area.
Cardiff is a designated Centre of Culture, with performances and venues that attract thousands of visitors each year. The Wales Millennium Centre, home to Welsh National Opera, has established a worldwide reputation as an iconic arts and cultural destination. Cardiff is recognisable as a location for award-winning TV productions including Doctor Who, Sherlock, Torchwood and Casualty. The city is synonymous with sport. Cardiff is the home of Welsh rugby, with the 75,000 capacity Millennium Stadium in the heart of the city centre. The SWALEC Stadium hosts major cricket matches and the Celtic Manor Resort has hosted golf’s Ryder Cup in past years. Cardiff Bay offers an ice rink and an international standard swimming pool, and the UK’s first on-demand white-water rafting and canoe centre.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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City of Cardiff
Getting around within the city is quick and easy too, with good road, cycle, bus and rail networks making the daily commute straightforward. Recently, Cardiff topped the list of the UK’s most travel-friendly cities. The city is one of the UK’s best shopping destinations, a with a £750m St David’s retail centre standing alongside pedestrianised shopping streets, indoor and outdoor markets and a network of glass-canopied Victorian and Edwardian shopping arcades. In 2004, Cardiff became the world’s first Fair Trade Capital. Cardiff is also ideally located for outdoor pursuits. The Brecon Beacons National Park, one of the UK’s most beautiful, is less than half an hour’s drive from Cardiff, and is ideal for walking, climbing, mountain biking, and fishing. The Wye and Usk valleys are both nearby. The Gower Peninsula – the UK’s first Area of Outstanding Natural Beauty – is just an hour away, and offers award-winning beaches and unspoilt countryside.
Just two hours from London by train, Cardiff is at the heart of an international transport network that connects the city to major UK, European and global destinations. Cardiff University is a major partner and contributor to the city and region, attracting the best minds, the best facilities, and the best academic and business connections. Diverse and cosmopolitan yet affordable, the capital of Wales is a bilingual city and a thriving location to live, work and study. In 2014, Moneysupermarket.com said, “Cardiff residents are blessed with the best quality of life in Britain.”
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Development and Alumni Relations at Cardiff University
Cardiff University has embarked on an exciting step change in its advancement programme. The Vice Chancellor, Chief Operating Officer and University Executive Board would like the university’s ambition and drive to be supported by talented, innovative development professionals. There is a clear understanding that for advancement to succeed, the development office’s work must be integrally involved in the University’s planning and delivery at the highest level. Thus, Cardiff’s new Development Director, TJ Rawlinson, started in early 2015 as a member of the University Executive Board. Significant growth of the development team – and its ambition – is being enabled and a new senior leadership team in a revitalised advancement division was formed in the first wave of recruitment at the start of 2016. Through the Vice Chancellor’s and other leadership team commitment, advancement work is at the heart of Cardiff University. Across the University, there is strong commitment to significant, purposeful academic involvement in fundraising. This, coupled with the substantial investment both in fundraising and in related areas of supporter relations, will enable the team to build the foundations for long-term excellence and innovation in advancement at Cardiff.
In fundraising terms, the department’s aims include close engagement from university leadership in deciding which projects should form the focus for fundraising; and in developing and embarking on improved university systems and plans for relationship management. Cardiff is committed to breaking down silos: the development team is already involved in supporting stakeholder and funder relationships across a wide spectrum, including with funding councils and other traditional “research” funders. The development team collaborates closely with professional partners in the Research and Innovation Services department, bringing a relationship management dimension to conversations with prospective funders of every hue. Their shared focus is to deliver The Way Forward ambition of increasing research, industry and other income to Cardiff substantially. The current fundraising team is expanding rapidly and all its members are talented professionals with a deep commitment to Cardiff and to excellence. The RossCASE measure of new funds raised was £3.4m in 2013/14 and there is a real desire to continue growing this measure, significantly, in years to come, to be commensurate with a UK-based global top 100 institution.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Staff Diagram - Development and Alumni Relations
Executive Head of Strategic University Relationships
Prospect Research Officer
Director, Development and Alumni Relations
Deputy Director of Development / Head of Fundraising
Administrative Assistant/PA
Senior Database Manager
Database Team Senior Development Manager (Leadership)
Development Manager (Leadership)
Development Manager (Leadership)
Senior Development Manager (Major Gifts)
Administrative Assistant
Deputy Director of Supporter Relations / Head of Alumni & SR
Alumni & Supporter Relations Team
Senior Development Manager (Major Gifts)
Stewardship Officer
Development Officer / CASE Intern
Development Officer (Legacies) A full Staff Diagram is available on request
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Job Description Title:
Senior Development Manager (Major Gifts)
Department:
Development and Alumni Relations
Reports to:
Deputy Director of Development & Head of Fundraising
Responsible for:
None
The Post
Job Purpose
The University now seeks to an outstanding candidate for the crucial position of Senior Development Manager (Major Gifts). This will be an exceptional opportunity for an ambitious, creative, confident individual with vision and talent.
As a senior member of the Fundraising Team, to support the University in significantly increasing philanthropic income commensurate with a UK-based global top 100 institution.
The postholder will join a team which drives stakeholder and funder relationships across a wide spectrum, bringing together individuals, trusts and foundations, companies, research councils, government and others to fund vital work at Cardiff in targeted, strategic areas. The Senior Development Manager (Major Gifts) will have the opportunity to shape and grow a prospect pool of around 40, leading to transformational gifts of 5, 6 and eventually 7-figures. They will work closely with key academics and lead on assigned projects. The postholder will join an advancement team which aims to strengthen Cardiff’s financial support significantly, whilst making Cardiff a beacon of excellence in its practice of university advancement.
Manage a pool of major prospects and donors (individuals, trusts/foundations, corporates) through identification, research, strategy, cultivation, solicitation and stewardship, in order to secure philanthropic income in the form of major gifts, in support of the University’s strategic priorities. Plan, execute and manage subsequent donor stewardship and recognition in order to encourage long term productive donor relationships, in support of the University’s fundraising strategy. Identify and nurture new major prospect relationships to ensure that the pool is always active, relevant and up-to-date. Develop and manage strong key internal working relationships with academics in Colleges/URIs in order to support the agreed University fundraising priority projects, to include the development of a case for support, and the identification of top prospects with a plan of approach for each. Contribute to new developments and progress in the major donor fundraising programme. Support the University’s ambitions as expressed in The Way Forward, and to undertake all this in keeping with the mission and values of the Development and Alumni Relations department.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Job Description Main duties and responsibilities Key Duties •
Raise significant funds in the form of major gifts for the University – particularly for priority projects in support of University strategy - from trusts and foundations, companies, 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 tailored trust applications.
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As agreed annually with the Head of Fundraising, work towards key activity and income based targets that have been devised mutually and based on the prospect “portfolio”.
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Manage and develop personally a “portfolio” consisting of some of the University’s highestranking prospective individual donors and existing supporters. This will involve maintaining close personal relationships with each prospective supporter, developing networks amongst donors and prospects, integrating them with the University whenever possible and working closely with senior members of the University to bring the prospective donors to the point where they can be asked for philanthropic support, and asking them (or supporting other senior staff and volunteers in asking them) face-to-face.
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Raise funds in the form of major gifts from charitable trusts and foundations for identified University priority projects, working with key academic and other members of staff to prepare and submit funding proposals. Written funding proposals for individuals will also need to be produced as appropriate. Responsible for developing productive working relationships with University academics in order to inform and support fundraising proposals and approaches. Provide advice and training – including producing supporting documentation - to academics and other colleagues who will be interacting with donors, offering tailored personal support so that they are well prepared to deliver outstanding donor relations and asks, where appropriate.
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Raise significant funds in the form of major gifts for the University from national and international companies, wherever applicable.
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Work in collaboration with the Stewardship Officer in the production of both standardised and bespoke donor ‘thank you’ update pieces as necessary.
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Support the University’s major gift fundraising operation, providing advice, guidance and support, and leading projects within this area. Develop and manage strong key internal working relationships with academics in Colleges/URIs in order to support the agreed University fundraising priority projects, to include the development of a case for support, and the identification of top prospects with a plan of approach for each.
General Duties •
Ensure that an understanding of the importance of confidentiality is applied when undertaking all duties.
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Abide by University policies on Health and Safety and Equality and Diversity.
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Perform other duties occasionally which are not included above, but which will be consistent with the role.
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Line manage staff on a temporary basis if required.
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Preparedness to share best practice with junior fundraisers within the fundraising team, and offer shadowing opportunities and advice as appropriate.
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Support the Head of Fundraising and Director of Development with ad hoc tasks relevant to the role but not listed above.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Person Specification Qualifications and Education
Customer Service, Communication and
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Team Working
Postgraduate/Professional qualification/NVQ 5 or equivalent experience
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Strong communication and negotiating skills, demonstrating honesty and integrity in all interactions, coupled with an articulate and confident manner, in order to develop good relationships and solicit major gifts; proven ability to develop networks in order to contribute to long term developments. Able to influence senior decisions within the university’s philanthropic fundraising agenda and consequently having a strategic impact.
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Excellent written communication skills to produce fundraising proposals and accurate reports to a high standard of presentation; including the ability to understand and convey technical or scientific information, sometimes communicating complex academic visions to non-academic supporters. Evidence of ability to explore donor and prospective donor needs, adapt communications accordingly, and set stakeholder expectations.
Knowledge, Skills and Experience •
Substantial experience of working in an external facing role in a results-driven environment e.g. fundraising, sales, marketing or recruitment; and of developing relationships at the highest level in order to maximise income, resource, profile and influence in order to enhance institutional priorities, including proven experience of securing significant financial commitments.
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Able to demonstrate expert professional knowledge within the face-to-face fundraising agenda, to be recognised as knowledgeable in the field, and be in possession of a good knowledge and understanding of the processes and best practice involved in raising and managing major gifts, including gifts from individuals and corporates, and grants from trusts and foundations.
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Proven ability to develop strong institutional relationships with, and to solicit major gifts from, individuals; and the ability to represent the University to a wide range of individuals including at a senior level. Experience of working with academic colleagues at a senior level and of representing the institution at a high level.
Personal qualities •
Planning, Analysis and Problem solving •
Evidence of ability to research and solve expansive problems using initiative and creativity; identify and propose both practical and innovative solutions.
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Evidence of demonstrable knowledge of key advances within the major gifts fundraising sphere.
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Evidence of ability to work unsupervised to deadlines, with the ability to undertake and deliver specific projects and supervise short term project teams where necessary; planning and setting priorities for own work and that of others and monitoring progress.
Ability and willingness to travel and occasionally to work at evenings or weekends, and an ambition to support the University’s mission, supported by a strong understanding of the operation of a university and of the importance and impact of fundraising success – plus a commitment to embracing and working to the core Values and Behaviours agreed by the Development and Alumni Relations team.
Desirable Criteria •
Good working knowledge of the Raiser’s Edge fundraising software or other CRM databases.
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Experience of fundraising in a Higher Education environment.
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Possession of a full valid UK driving licence and appropriate car insurance cover to include business use.
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Fluency in Welsh, written and oral.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Terms and Conditions of Employment Cardiff University will offer a salary range of £40,082 - £46,414 commensurate with experience. Cardiff offers 37 days per annum of annual leave, and a USS career average pension. Relocation expenses will be available for candidates moving to Cardiff. Cardiff University will accept applications from candidates looking for a part-time arrangement.
Equality and Diversity policy Cardiff University is committed to promoting equality and diversity in all of its practices and activities, including those relating to staff recruitment and employment. The University aims to establish an inclusive culture which welcomes and ensures equality of opportunity for applicants of all ages, ethnicities, disabilities, family structures, genders, nationalities, sexual orientations, races, religious or other beliefs, and socio-economic backgrounds. This commitment forms part of Cardiff University’s Equality and Diversity Policy – see http://www.cardiff.ac.uk/govrn/ cocom/equalityanddiversity/index.html.
How to Apply Please apply by submitting a copy of your Curriculum Vitae (CV) and a covering letter highlighting your suitability for the position by email to: claire.reynolds@execucare.com For an informal conversation prior to applying to this role, please contact Execucare, the University’s executive search consultants: Joanna Logan
Nicola Reames
Director
Director
Execucare
Execucare
+44 (0)20 3589 0467
+44 (0)20 3621 1540
Formal interviews will be held in Cardiff on Thursday 14th July 2016.
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Development and Alumni Relations Core Values and Behaviours
In March 2015, our team considered how we would like to approach our work, particularly mindful of our ambition to support Cardiff University in its aim to become a global top 100 University. We agreed to capture the key values we hold, and the behaviours we demonstrate, as we work individually and together towards this goal. We incorporate these core values and behaviours in our recruitment, team objectives, personal objectives, staff appraisals (staff reviews) and leadership. Individually, and collectively, we embrace and work to these core values and behaviours every day Professionalism and creativity:
Communication:
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We are dynamic, demonstrating passion, pride and enthusiasm
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Our communication is relevant, timely and purposeful
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We are ambitious, aiming to be the best
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We are clear, concise and accurate
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We are honest and transparent
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We listen We share our objectives openly
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We are accountable
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We seek to learn and to embrace opportunities
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We act as ambassadors
Collaboration:
Responsibility: •
We are forward-thinking
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We seek solutions
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We deliver on our promises
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We are realistic and pragmatic
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We tackle the hard tasks
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We are committed to University and team goals
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We are flexible and helpful
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We trust and respect each other
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We share and celebrate success
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We respect colleagues as people with lives outside work
Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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Candidate Information Pack Senior Development Manager (Major Gifts), Cardiff University
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