Director of Development Candidate Information Pack
in partnership with
Contents Letter from the Chief Executive
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About Festival City Theatres Trust
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Festival Theatre Edinburgh
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King’s Theatre Edinburgh
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The Role
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Staff Diagram
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Job Description
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Personal Specification
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Terms and Conditions
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How to apply
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Image Credit: Jane Barlow
Candidate Information Pack Director of Development, Festival City Theatres Trust
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Letter from the Chief Executive Dear candidate,
The new role of Director of Development will focus
Thank you for your interest in the role of Director of
largely on heading up the campaign to raise funds to
Development with Festival City Theatres Trust. The Trust operates two of Edinburgh’s most exciting and successful performing arts venues – the Festival Theatre and the King’s Theatre. The Festival Theatre (formerly the Empire) was developed and opened in 1994 as Edinburgh’s Opera House and now also presents an international programme of contemporary dance, musicals, ballet and large scale drama. The King’s dates back to 1906 and currently welcomes to its stage a varied programme of drama, children’s theatre, pantomime and local amateur operatic societies. Our two venues play a key role each August in the Edinburgh International Festival - the world’s leading arts Festival - presenting a programme of large scale opera, drama and dance. Our organisation provides a vibrant and fulfilling workplace – we were named in the top 100 Best (Not for Profit) Companies to work for in the Sunday Times last year and we hold silver Investors in People status. We encourage a healthy work life balance and have a number of initiatives to support our staff and measures to engage them in the creative fields in which we work.
carry out a transformational redevelopment of the King’s Theatre. Although the building had essential work done in 2012 there is still much to do to make the theatre accessible and meet and exceed customer and performer expectations in the 21st century. Working with the support of the CEO, our Chair Professor Dame Joan Stringer, and an experienced Development Board, the successful candidate will be responsible for securing the funds to enable the project to proceed. The post holder will also be responsible for increasing general revenue funding and in this respect the Trust is fortunate to have a dedicated group of patrons, many of whom have provided significant financial support to our theatres for many years. The Trust’s core financial support for its year round programme of activity comes from City of Edinburgh Council and Creative Scotland. The Trust’s financial performance has been very positive over the last few years which leaves it well placed to move forward with the major capital project to transform the King’s Theatre. Thank you again for your interest in our organisation and good luck with your application. Duncan Hendry Chief Executive Festival City Theatres Trust
Candidate Information Pack Director of Development, Festival City Theatres Trust
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About Festival City Theatres Trust
Image Credit: James Glossop
As the largest independent theatre management in Scotland, Festival City Theatres Trust is responsible for the operation of two of Scotland’s most culturally significant theatres, the Festival Theatre and King’s Theatre, as well as a brand new studio and rehearsal space at the Festival Theatre, ‘The Studio’. Working with international and national theatre companies, Festival City Theatres Trust brings the best possible programme of comedy, dance, drama, music and opera to its venues, with the aim of engaging, inspiring and entertaining the local community. The Trust has seen a significant expansion in Learning & Participation work over the last few years. Introducing new audiences to the Festival and King’s Theatres, ensuring accessibility to an ever-expanding base of people of all abilities and means, is at the heart of what the Trust does. Despite strong competition for disposable income and challenging economic conditions the Trust has performed very well due to a strong base of support from individuals, trusts and businesses as well as principal funders, the City of Edinburgh Council and Creative Scotland. In 2015, the Trust was awarded Regularly Funded Organisation (RFO) status from Creative Scotland, allowing it to continue to support a programme of drama and dance over the next 3 years.
This is an exciting time to join the Festival City Theatres Trust. Duncan Hendry, the Chief Executive, was appointed 4 years ago and has turned the Trust’s fortunes around. The Trust was previously making a loss, but Duncan and his team have turned it into a successful, vibrant, innovative, ambitious and profitable organisation, which in turn attracts leading producers and a loyal and growing audience. In addition to this, in 2015 Festival City Theatres Trust was voted into the top 100 Best (Not for Profit) Companies to work for in the Sunday Times. It is this continuing success story which will inspire the new Director of Development to create and develop the strategy for an exciting new fundraising campaign to raise in excess of £20 million. Reporting to the Chief Executive, The Director of Development will join a like-minded, cohesive, and motivated Management Team. Transformational plans for the King’s Theatre will require an ambitious fundraising campaign.
Candidate Information Pack Director of Development, Festival City Theatres Trust
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About Festival City Theatres Trust Festival Theatre Edinburgh The Festival Theatre is Scotland’s premier dance and opera house. As one of the major venues for the largest annual cultural festival in the world, the Edinburgh International Festival, it acts as the Edinburgh venue for Scottish Opera and Scottish Ballet. When celebrating its 20th anniversary in 2015, the Festival Theatre played host to the Edinburgh International Film Festival, the Edinburgh Jazz & Blues Festival, the Edinburgh International Festival and, in The Studio, the Edinburgh Festival Fringe. After a major renovation in 1994, the theatre seats 1,915. As the largest stage in Scotland and the third largest in Britain, the Festival Theatre is able to offer an extensive programme of contemporary dance, ballet and opera, with a variety of world-class productions. The theatre’s excellent acoustics make it a number one venue for opera, musicals and concerts.
King’s Theatre Edinburgh Built in 1906, The King’s Theatre is one of Scotland’s most historic and important theatres, playing an irreplaceable role in Edinburgh’s cultural life. Countless stars have performed here over its long history, including Sir Laurence Olivier, Maria Callas, Lesley Neilsen, Sir Patrick Stewart, Sir Ian McKellan, Penelope Keith and Simon Callow. The King’s has only undergone three significant refurbishments in its 100-year history. Most recently, work was carried out to improve the audience experience at the venue, including a modernised box office. Following the immensely successful redevelopment of the Festival Theatre in 1994, the Trust is planning a comprehensive capital campaign to refurbish the King’s to ensure that the beloved venue keeps its place as ‘the people’s theatre’, and to continue to support Edinburgh’s long tradition of amateur operatic and musical societies. The refurbishment will ensure that the people of Edinburgh are able to experience the best touring productions starring many of the UK’s favourite actors.
Candidate Information Pack Director of Development, Festival City Theatres Trust
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The Role
Image Credit: Amanda Fraser
Image Credit: Tommy Ga-Ken Wan
Festival City Theatres Trust are seeking a new Director of Development. Working with the CEO, the Chair and consultants from More Partnership, the new Director of Development will embark on a campaign to redevelop one of Edinburgh’s most culturally significant venues, the King’s Theatre. By creating and delivering an ambitious strategic plan to secure in excess of £20 million of capital funding through local and national government, lottery, public funding bodies and donors, the Director of Development will be responsible for one of Edinburgh’s highest profile arts fundraising campaigns.
The Director of Development will lead an effective and motivated team to support the King’s campaign and to increase the income of the Trust as a whole. Sitting on the Management Team, the Director will be responsible for establishing and managing a Development Board, including volunteers, to build and maintain a prospect pipeline of philanthropists and corporate supporters. Supporting the Development department and playing a central role in the management team of the Trust, the post holder will contribute significantly to the wider work and achievements of Festival City Theatres Trust. The Trust is seeking an exceptional fundraiser who will lead an effective and motivated team through the achievement of this ambitious plan. Candidates will need a substantial track record of securing funding through large capital campaign projects, individuals and corporate sponsorship, and the gravitas to build and maintain positive relationships at the highest levels.
Candidate Information Pack Director of Development, Festival City Theatres Trust
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Staff Diagram Board
PA to Chief Executive
Chief Executive
Head of Sales and Marketing
Head of Press and Communications
Director of Development
Director of Finance and HR
Head of Creativity and Diversity
Director of Operations
Sales and Marketing Team
Communications Assistant
Development Manager
Finance and HR Team
Creativity and Diversity Team
Operations Team
A complete staff diagram is available on request
Job Description Job Title:
Director of Development
Reports to: The post holder will report to the Chief Executive (CEO) and give regular reports to the Board Direct Reports: Development Manager and Development Department team Main Purpose of the Role Festival City Theatres Trust is a charity which operates the King’s and Festival Theatres in Edinburgh. It is about to embark on an ambitious campaign to redevelop the King’s Theatre and the post holder will create and develop a strategic plan to deliver the capital funding required to realise the project. They will also maintain and increase current revenue funding levels. Candidate Information Pack Director of Development, Festival City Theatres Trust
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Job Description Detailed Description of Role Strategic Planning •
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The Director will work with the CEO, Chair and consultants, The More Partnership, to create a strategy for the campaign to redevelop the King’s Theatre. They will be responsible for leading a team to deliver the funds for the King’s campaign and to maintain and increase exisiting revenue income generation for the Trust. This will include making a business case for each post within the team. They will establish and manage a Development Board, including volunteers, who will support the work of the Development Department and provide introductions to philanthropists and corporate supporters. They will play a central role in the management team of the Trust, contributing to the wider work of the organisation.
Campaign Fundraising •
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The Director will establish and lead a team to secure in excess of £20 million of capital funding from local/national government, lottery and public funding bodies. They will launch, and play a leadership role in, a high profile public fundraising campaign for the King’s redevelopment. They will develop a compelling case for support, and appropriate collateral, for the capital campaign and ongoing revenue appeals.
Revenue Fundraising •
The Director will establish and lead a team to maintain and increase annual revenue fundraising for the Trust (currently £300,000).
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They will set strategic objectives and priorities for the Development Department to achieve maximum annual and long term income.
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They will agree and manage the annual departmental income and expenditure budget.
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They will approve all sponsorship and membership rates and suites of benefits for supporters.
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They will negotiate all contractual paperwork.
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They will ensure delivery of promised benefits to all contributors.
Team Management •
The Director will agree an appropriate staff structure for the department with the CEO and Director of Finance and HR.
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They will recruit a team of development professionals to fill roles identified.
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They will oversee all approaches to FCTT Patrons and Friends.
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They will manage the overall work of the Development Department to achieve targets.
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They will advise the team on their objectives and strategies for successfully concluding negotiations.
Reporting and Relationships •
The Director will report to the CEO and, through him, the Chair and Board of FCTT on progress with the Capital campaign and on events within the campaign requiring their involvement
They will cultivate and steward positive ongoing relationships with key contributors.
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They will maintain long-term relationships with key supporters and prospects
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They will solicit support through both face-to-face meetings and written proposals.
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They will ensure delivery of promised benefits to all contributors.
They will represent the department as a member of the FCTT Management Team and establish positive working relationships with other departmental managers
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They will develop a pipeline of prospective donors, and associated systems and processes to support the management of these prospects.
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Candidate Information Pack Director of Development, Festival City Theatres Trust
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Person Specification
Experience and Knowledge Essential
Skills and Abilities •
Proven leadership and people management skills
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A proven track record of success in securing funding for large scale capital projects
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An effective ambassador, developing rapport quickly
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A proven track record of securing 6-7 figure gifts and income from donors, corporate sponsorship and other fundraising sources
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Confident working both independently and as part of a team
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Experience of leading, managing and motivating a fundraising team
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Creative flair and imagination
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Experience of creating and developing excellent relationships with key supporters at all levels
Excellent project management and prioritisation skills
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Experience of working collaboratively within a management team
Communication of complex ideas clearly and effectively
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Focussed under pressure
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Strong writing skills in developing a persuasive case for support
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Excellent writing skills and attention to detail
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Excellent negotiation and influencing skills, both internally and externally
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Socially adept
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Adaptable to changing circumstances
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Appreciation of need for confidentiality where applicable
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Experience of working with high level volunteers in a fundraising capacity Experience of organising and delivering bespoke donor events for the purposes of cultivation and stewardship Knowledge of the charity and/or arts sectors and relevant best practice and policies that guide the implementation of an ethical fundraising programme
Attitudes •
A significant interest in, and appreciation of, the activities of the King’s and Festival Theatres, and the performing arts in general
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Energy and enthusiasm
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A sophisticated and diplomatic approach
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Willingness to work in a flexible manner, including evening and weekend duties when required.
Educated to degree level or equivalent
Desirable •
Fundraising experience in the performing arts
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A knowledge of the Scottish business sector and cultural/philanthropic scene
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Experience of securing funding from local and national government
Candidate Information Pack Director of Development, Festival City Theatres Trust
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Terms of Employment
Place of Employment
Pension Scheme
Festival/King’s Theatres
There is a group personal pension scheme, to which the Trust contributes 8% and the employee 4%.
Hours of Employment 40 hours per week to include occasional evening and weekend work.
Annual Leave 35 days, inclusive of statutory holidays.
Salary By negotiation
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: jack.quarrie@execucare.com For an informal conversation prior to applying to this role, please contact Execucare, Festival City Theatre Trust’s executive search consultants: Mairi Shirley, Director Execucare mairi.shirley@execucare.com
Candidate Information Pack Director of Development, Festival City Theatres Trust
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Candidate information pack created by the Execucare design team Candidate Information Pack Director of Development, Festival City Theatres Trust
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