Senior Associate Director, Fundraising, Middle East Candidate Information Pack
in partnership with Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Introduction
Are you an outstanding major gifts fundraiser or an individual with a strong understanding and senior level experience of working in the Middle East? The University of Cambridge seeks an outstanding individual for the new post of Senior Associate Director, Fundraising, Middle East. The position is an exciting, new role and an opportunity to lead the development of international fundraising for this region on behalf of one of the world’s leading universities. Working for one of the most universally recognised brands in the world, you will be part of a team delivering the University of Cambridge’s significant fundraising potential from abroad.
At the University of Cambridge, philanthropy sits at the heart of the University’s strategy and is providing transformational support for world-changing research in areas as diverse as personalised medicine, clean energy sustainable development, smart cities, arts and culture, and health. The Senior Associate Director will match meaningful projects with the interests and motivations of individuals, organisations, trusts and foundations. You will work at the very highest level with some of the world’s most successful and influential people from all walks of life. You will use your relationship building skills to forge powerful partnerships which make an impact on us all. It is exciting, challenging and rewarding. Sustaining a world-class university demands investment in new facilities, new areas of study, and most importantly, in people; continued fundraising efforts and innovative partnerships will be vital. The University celebrated its eight hundredth anniversary in 2009, marking the legacy of eight centuries and is determined to remain among the world’s greatest universities. Candidates without philanthropic fundraising experience will need to have significant experience of the social and political complexities in the Middle East, of the building and development of relationships with institutions and/or senior level individuals in the region, and a sophisticated understanding of the working environment, culture and networks.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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International Fundraising The University of Cambridge is fortunate to have received a number of very significant benefactions from donors in the Middle East. These generous contributions have, over a number of decades, had a great impact on Engineering, Maths, Cancer Research and the Interfaith programmes. The University also has many alumni across the region who remain engaged with Cambridge activities across a wide range of fields. Key research partnerships with leading international institutions continue to evolve. To build upon these important relationships, the University is now undertaking a robust programme of strategic international engagement in the Middle East. It is looking to build its presence on the ground by further developing research partnerships, capacitybuilding programmes, and exchanges of leading academics and students in priority areas for the region and for Cambridge, including energy, sustainable development, smart cities, arts and culture, and health. A robust pipeline is being developed and connections with alumni are being strengthened in order to secure significant gifts from prospects, with some important early successes having already been achieved.
Cambridge University’s Development and Alumni Relations office is now looking to recruit a Senior Associate Director, Fundraising, Middle East to join its successful and rapidly expanding fundraising team. The position will report to the Head of Major Gifts, University Wide, and will be responsible for raising philanthropic support from constituents around the world. Responsible for developing and implementing the international major gifts fundraising plan for the Middle East, you will identify new markets and work with existing donors to build a sustainable and ambitious fundraising programme. This position represents an exciting opportunity to build an international major gifts programme for one of the world’s leading and best known universities. The University of Cambridge aims to be the leading advancement office in Europe and the Senior Associate Director’s work will be key to achieving this.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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The Development and Alumni Relations Office Cambridge University Development & Alumni Relations is the fundraising and alumni and supporter engagement arm of the University. It has responsibility for raising major philanthropic gifts from alumni and non-alumni sources; for encouraging lifelong relationships and building links between the University, its alumni and supporters; for ensuring that the worldwide community of over 230,000 alumni are wellinformed about the development of the University and equipped to be effective ambassadors and advocates; and for communicating persuasively with all audiences to satisfy these objectives. Cambridge in America (CAm) is the fundraising and alumni & supporter engagement arm for Collegiate Cambridge in the most developed philanthropic market globally, the United States. (http://www.cantab.org/)
In autumn 2015, Cambridge launched its most ambitious fundraising campaign to date. The Dear World… Yours, Cambridge campaign for the University and Colleges looks to raise £2 billion to attract the brightest minds, create the most inspiring environment for world-class research and enable Cambridge to continue to respond to the world’s biggest challenges. By the beginning of 2017, more than £800 million had already been raised. For more information on the campaign, please visit cam.ac.uk/YoursCambridge The Development & Alumni Relations office and CAm work collaboratively with each other and their advancement counterparts in the 31 Colleges to maximise collective effectiveness with regard to key constituencies and programmes.
Organisational Chart Director of Development
Director of Principal Gifts
Director of Development, Cambridge University Health Partners
Head of Major Gifts, University Wide
Head of Major Gifts, School Based
Senior Associate Director, International
Senior Associate Director, Fundraising, Middle East
Associate Director, Regional (UK)
Senior Associate Director, Regional (London)
Senior Associate Director, Studentships
Senior Associate Director, Trusts & Foundations
Senior Associate Director, University Library
Associate Director, Regional (Europe)
Senior Associate Director, Clubs & Societies
Associate Director, Trusts & Foundations
Development Associate, University Library
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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The Role
The Senior Associate Director, Fundraising, Middle East, is a senior member of the University Wide fundraising team responsible for the design, management and execution of the University’s major gifts fundraising strategy for international donors. You will work collaboratively and transparently with the Schools Based Major Gifts team, development colleagues from Cambridge in America and Cambridge’s 31 colleges. Reporting to the Head of Major Gifts, University Wide you will be responsible for; •
Building long-term fundraising relationships globally with individuals and other constituent groups;
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Working with relevant academic champions to develop and refine fundraising priorities;
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Developing strategies and plans to raise funds to meet the University’s fundraising priorities from the international donor constituency;
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Cultivating, soliciting and stewarding major donors and potential donors (organisations or individuals) in support of the University’s fundraising priorities
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Contributing to the major gift fundraising success of Collegiate Cambridge as a whole, particularly in the context of the Dear World… Yours, Cambridge campaign.
The role requires working outside of office hours, UK travel as well as 8 to 10 overseas trips per year of between 3 and 7 days in duration.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Job Description Key duties and responsibilities
Cultivation of Major Gifts Prospects
Developing and Implementing Fundraising Strategy
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Work with the Prospect Information and Analysis team to identify prospects from the international donor constituency with whom the University will aim to develop significant philanthropic relationships. Build and manage relationships, on behalf of the University, with between 75 and 150 potential international major donors (i.e. organisations or individuals capable of making gifts between £100,000 and £5 million).
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Through conversation with academics, donors and volunteers, and by means of individual research, identify new potential donors with philanthropic interest in Cambridge to add to their pool.
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Make personal donor visits within the UK and overseas, participate in events, and communicate by telephone and in writing with prospective donors with a view to assessing their philanthropic interest in Collegiate Cambridge in general and articulated University fundraising priorities in particular. The ratio of these activities will vary according to the donor constituency, but in each case, proactive and strategic engagement of the potential donor community will be crucial.
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Refer on qualified prospects whose interests lie elsewhere to relevant development colleagues within the collegiate development community.
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Develop and implement cultivation and solicitation strategies for potential donors so as to motivate significant gifts to match University-wide fundraising priorities.
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Become fully informed on University fundraising priorities and collaborate with colleagues, including those whose fundraising focus is with a School, in order to ensure that the donor constituency is presented with the fundraising opportunities that will resonate most strongly with them.
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Represent both orally and in writing to donors and potential donors the philanthropic priorities of the University.
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Working with colleagues in the events team, devise and oversee strategic cultivation events involving academic and institutional leaders and prospective donors to motivate greater involvement with the Campaign and to increase the likelihood of major gifts to University priorities.
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Develop a strategy and operational plan to optimise giving from the international donor constituency for University fundraising priorities including the appropriate involvement of academics, Non-School institutional heads, and University leaders as well as development and alumni relations colleagues.
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Based on knowledge and experience of major gifts fundraising success, provide guidance to colleagues and academic and University leaders about fundraising priorities that are likely to find support from the international donor constituency and from potential donors within that constituency.
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Work with communications colleagues to develop appropriate strategic support documents for priority University-wide projects and opportunities for dissemination to potential donors.
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Coordinate with colleagues across Collegiate Cambridge to ensure effective, joined up fundraising for all priorities.
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Develop effective relationships across Collegiate Cambridge to manage and coordinate strategic approaches to the international donor community to avoid conflicts among competing priorities and their academic champions, including the Colleges, in order to promote Cambridge’s interests and priorities effectively to the international donor constituency.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Job Description Gift Solicitation, Settlement and Stewardship •
Solicit and secure major philanthropic gifts (£100,000 to £5 million) from individuals to meet the University’s prioritised funding needs in the context of on-going fundraising activity for Collegiate Cambridge, and the next major fundraising campaign.
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Through in-person solicitation - either alone or in conjunction with academic champions or University fundraising volunteers - and/or by means of formal written proposals, produced in collaboration with Philanthropic Communications Officers, make major gift solicitations in line with agreed metrics for gift amounts between £100,000 and £5 million to support the University-wide priorities each year.
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In collaboration with development, academic and institutional colleagues, follow up on gift solicitations to ensure closure and satisfactory settlement and recording of major gifts and commitments.
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Rooted in the principle that existing donors are the best future prospective donors, work closely with academics and other leaders and with colleagues in the Stewardship team to develop and oversee implementation of effective stewardship plans so that major donors are fully aware of the impact of their gifts and feel motivated to make further significant gifts to Collegiate Cambridge. Ensure that effective stewardship also motivates prospective donors and enhances the University’s overall reputation as a worthy and effective recipient of philanthropy.
Management •
Lead and manage the development function in relation to international donors and coordinate with the development and alumni relations support teams as well as with University leaders and academics to maximise fundraising success.
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Proactively take personal responsibility for ensuring that agreed outcomes are delivered on time and effectively; as a senior member of the fundraising team, develop this sense of personal responsibility within teams.
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Influence senior internal stakeholders, leadership volunteers, and potential donors.
Act as a role model to other team members, supporting a motivational environment where people are challenged, developed, encouraged and supported to achieve outstanding results.
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Work collaboratively across the development and alumni relations office fostering coordinated team work and support between functional teams.
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Develop and strengthen the understanding of principles of major gifts fundraising among academic champions and other leaders by means of workshops, seminars, and one-to-one conversation and training.
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Carry out training of development and alumni relations colleagues as needed, particularly on the specific qualities of the donor constituency.
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Manage volunteer relationships, including any relevant University-wide volunteer bodies created to support the University’s fundraising priorities
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Ensure that information related to major gift fundraising work is collected, organised and managed effectively and according to the policies and protocols of the University. This includes the conscientious and timely updating of the alumni and donor database.
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Form groups to articulate needs in more detail and to oversee regular discussions across departments and Non-School Institutions on University-wide priorities. This is likely to require the management of conflicting views across a disparate network of professionals, and bringing these discussions to workable resolution to enable focussed fundraising planning and activity to proceed.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Person Specification Essential knowledge, skills and experience required for the role
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Excellent social skills and cultural understanding, and a high level of communication skills, both oral and written.
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Ability to build empathetic relations with high net worth individuals in a variety of professional and high visibility positions.
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Demonstrate a high level of awareness of personal impact and modify behaviour accordingly, listen and respond constructively to the realities and needs of others by using a range of communication skills and strategies.
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Ability to manage a fundraising assistant as well as to work as part of a wider professional team and to contribute to the development of fundraising for Cambridge as a whole.
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Self-motivated, with an ability to respond rapidly and professionally in situations where it may not be possible to refer or seek guidance from senior staff.
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Highly opportunistic and able to take the initiative on his/her own when the situation demands it.
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Tenacity, drive and imagination.
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Arabic language speaker [desirable]
Education & qualifications •
Good first degree
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Post-graduate qualification [desirable]
Specialist knowledge & skills •
Proven track record in EITHER major gift fundraising from individuals, corporates and/or trusts and foundations OR comparable experience working with high net-worth individuals, institutions or organisations in the Middle East.
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Significant experience of the management of key relationships with international high net-worth individuals.
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Proven track record in working with academic leaders (or analogous leaders from the charitable or commercial sectors).
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Expert technical and professional skills in the relevant discipline including up to date knowledge of relevant legislation; will be a point of reference/ expertise for member of the collegiate University.
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Demonstrable capacity to analyse, think critically, strategically and to innovate, both to promote innovation and resolve/respond to problems.
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Numerate, data literate, including in respect of methodologies for effective analysis and presentation of data.
Interpersonal & communication skills •
Ability to relate effectively to the academic community and its aims.
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Ability to communicate persuasively with a variety of individuals/audiences often with disparate outlooks, aims and objectives.
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A combination of personal sensitivity, creativity and tact that is needed when working with senior academics, development colleagues and prospective major donors to the University; the ability to engage key internal stakeholders to work towards common goals and outcomes.
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Ability to communicate concepts and ideas drawing on relevant data as appropriate.
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Excellent negotiations skills.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Person Specification Relevant experience
Additional requirements
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Experience of social and political complexities in the Middle East
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Track record of operating at senior level with multiple stakeholders.
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Experience of working in higher education, the notfor-profit sector or with international institutions, and in particular an understanding of Cambridge University, its mission and its need for external funding.
To have the gravitas required to command respect among senior stakeholders across Collegiate Cambridge; within the development office; and among volunteers, donors and potential donors to Collegiate Cambridge.
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To understand and be able to work within the politics and protocols of University life at a senior level.
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To be comfortable working with and contributing to online donor and relationship management databases.
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To possess a strong natural drive towards getting into the field; a desire to be actively engaging with donors and potential donors to Collegiate Cambridge.
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Willingness to work out of regular hours and to travel.
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Experience of working with high net-worth individuals overseas.
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An interest in how academic research and scholarship affects our understanding of the modern world and its important role in addressing pressing contemporary issues.
The University of Cambridge The mission of the University of Cambridge is to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence. The University of Cambridge is consistently ranked in the top five universities in the world. The University’s sustained pursuit of academic excellence is built upon a long history of first-class teaching and research within its distinctive collegiate-system. Its principal goal is to continue to be in the foremost rank of research-led universities worldwide. The University has nearly 10,000 staff, approximately 17,600 students and assets of c. £220 million. Its total income in 2012 was £1.3 billion, when consolidated with the turnovers of the wholly-owned Cambridge University Press and Cambridge Assessment (the University’s external examination business).
Providing teaching and an education of the highest quality is central to the University’s purposes. The Tripos system for the undergraduate degrees and the distinctive personal attention given to all students are essential components of the Cambridge experience. The genius of scale that provides a personal and supportive focus for students in the Colleges, combined with the scope and range of the University’s subject base and the Colleges’ facilities, is at the core of this endeavour. The Collegiate University remains committed to admitting the best students regardless of their background and, at the undergraduate level, it invests considerable resources both in widening access and in financial support. Through the Cambridge Commonwealth and Overseas Trust, significant funds are also available for postgraduate students. Attracting the very best research students from around the world to Cambridge remains a core strategic objective.
The 2014 UK Research Excellence Framework (REF) confirmed Cambridge’s position as one of the world’s leading research institutions. The University returned some 2,200 academics to the REF: 47% of its submissions were awarded the highest rating of 4* overall (world-leading) and a further 40% of submissions rated 3* overall (internationally excellent).
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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The Structure of the University of Cambridge
The University of Cambridge is a complex organisation. To understand how it operates, it helps to keep its historical origins in mind. Whilst the University can be dated from 1209, the first Colleges, each autonomous and independent with its own governing Body and Charter, were established later, from 1284, principally to teach and house students at all levels. The University has no charter, but is governed under Acts of Parliament starting with Elizabeth I and most recently the 1923 Oxford and Cambridge Act. The University works with a relatively small central administration. The procedural rules of the University are embodied in Statutes and Ordinances, which prescribe in some detail the formal administrative practices. These rules are made in most cases by the University itself, although the Statutes can only be changed with the approval of the Privy Council. Each College also has its own statutes and regulations.
During the 20th century, the role of the University hugely expanded through the provision of facilities, such as teaching and research laboratories. The University employs Professors, Readers, Senior Lecturers, Lecturers and other teaching and administrative staff who provide lectures, seminars and practical classes. The Colleges supplement the University’s teaching with supervisions and other smallgroup teaching, given by Fellows or others appointed by the College, and each College also provides library and other learning resources for its own members. The Colleges are separate corporations which exist in symbiosis with the University, and manage their own physical infrastructure.
The University has sole responsibility for examinations and for conferring degrees. The Colleges, on the other hand, have responsibility for selecting, admitting and accommodating all undergraduate students, and a student cannot enter the University unless he or she also becomes a member of a College. However, the University lays down the admission qualifications for postgraduate students and also has certain controls over the statutes of the individual Colleges.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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The Structure of the University of Cambridge
Schools, Faculties, Departments Colleges Students live, eat and socialise in one of the University’s 31 autonomous Colleges. Undergraduates receive College supervisions – small group teaching sessions – regarded as one of the best teaching models in the world. Each College has its own internal procedures. They select their own students, subject to University regulations, and most admit both undergraduate and postgraduate students. College representatives sit on the University Council and Finance Committee. Schools The teaching and research activities of Cambridge are conducted through six major groupings of cognate institutions – Schools – which consist of Faculties and Departments.
Each School has a Council. The Head of the School chairs this, and is the principal academic officer of the School responsible for its overall running, the use of funds allocated by the Council of the School, and the implementation of the academic and financial plans prepared by the University Council. Faculties and Departments Within the overall jurisdiction of the six Schools described above, teaching and research in Cambridge is organised primarily by the various Faculties and Departments. The Faculties have different organisational substructures which partly reflect their history and partly their operational needs. The Councils of the Schools play an important role in ensuring that the natural academic links between different Departments are maintained and developed.
The Schools are:
Unified Administrative Service (UAS)
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Arts and Humanities;
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Biological Sciences;
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Clinical Medicine;
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Physical Sciences;
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Technology;
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Humanities and Social Science.
The Registrary is the principal administrative officer of the University and the head of the UAS. The UAS consists of a number of support services departments, for example Human Resources, Finance, Management Information Services and Estates Management. The latter is a multi-disciplinary organisation responsible for the development, management and maintenance of the University estate, along with the provision of a variety of related services.
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Terms and Conditions Location
Pension eligibility
1 Quayside, Bridge Street, Cambridge, CB5 8AB
Universities Superannuation Scheme (USS) Pension scheme details are available on the University web pages at: www.admin.cam.ac.uk/offices/pensions/ schemes.html. Information about the legal requirement for the University to automatically enrol its eligible jobholders into a qualifying workplace pension scheme from 1 March 2013 is available at: www.admin.cam. ac.uk/offices/pensions/autoenrolment/.
Salary Grade 10- £53,691 - £62,218, in exceptional circumstances, it may be possible to offer a supplement to the salary range of up to £70,000 for a 5 year period. Hours of Work There are no conditions relating to hours and times of work but you are expected to work such hours and days as are reasonably necessary for the proper performance of your duties. Your times of work should be agreed between you and the Director of Development. Length of appointment Permanent Probation period 9 months Annual leave 33 days plus Bank Holidays, but including fixed periods at Christmas when the Department/office is closed. The period for calculating entitlement to annual leave in any particular year is the academic year i.e. 1 October to 30 September.
Retirement age The University does not operate a retirement age for assistant staff/research staff/ unestablished academic staff/unestablished academic-related staff OR for established academic and academic-related staff, the University operates a retirement age which is at the end of the academic year in which the University officer reaches the age of 67. Pre-employment checks The University has a legal responsibility to ensure that you have the right to work in the UK before you can start working for it. If you do not have the right to work in the UK already, any offer of employment it makes to you will be conditional upon you gaining it. If you need further information, you may find the Right to Work page within the Applying for a job section of the University’s Job Opportunities pages helpful (please see www.jobs.cam.ac.uk/right/have/).
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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Equality of Opportunity at the University The University is committed to a proactive approach to equality, which includes supporting and encouraging all under-represented groups, promoting an inclusive culture and valuing diversity. Selection decisions are made based on personal merit and an objective assessment against the criteria required for the post. The University does not treat job applicants or members of staff less favourably than one another on the grounds of sex (including gender reassignment), marital or parental status, race, ethnic or national origin, colour, disability (including HIV status), sexual orientation, religion, age or socio-economic factors. There are various diversity networks to help progress equality; these include the Women’s Staff Network, the Disabled Staff Network, the Black and Minority Ethnic Staff Network and the Lesbian, Gay, Bisexual and Transgender Staff Network. In addition, the University was ranked in the top 100 employers for lesbian, gay and bisexual (LGB) staff in Stonewall’s Workplace Equality Index 2013 and holds an Athena SWAN bronze award at organisation level for promoting women in Science, Technology, Engineering and Medicine.
Information if you have a Disability The University welcomes applications from individuals with disabilities and is committed to ensuring fair treatment throughout the recruitment process. It will make adjustments to enable applicants to compete to the best of their ability wherever it is reasonable to do so, and, if successful, to assist them during their employment. Information for disabled applicants is available at http://www.admin.cam.ac.uk/offices/hr/staff/ disabled/. You are encouraged to declare any disability that you may have, and any reasonable adjustments that you may require, when applying for the role. This will enable the University to accommodate your needs throughout the process as required. However, applicants and employees may declare a disability at any time.
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:
For an informal conversation prior to applying to this role, please call either Joanna Logan on 020 3589 0467 or Nicola Reames on 020 3621 1540
claire.reynolds@execucare.com
Candidate Information Pack Senior Associate Director, Fundraising, Middle East, University of Cambridge
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