Candidate Information Pack Major Gifts Manager Imperial College Business School
Imperial College London Imperial College is consistently included among the top
Education
universities in the world, ranking 8th in the 2018 QS
The College aims to provide students with a stimulating
World University Rankings and ranked in the top ten
environment and encourages them to extend their
in the 2017 Times Higher Education World University
learning beyond their disciplines. Imperial provides
Rankings. Established in 1907, Imperial is the only
research-led education which, at undergraduate
university in the UK to focus on science, medicine,
level, provides academically rigorous courses in core
engineering and business.
disciplines which give students practical experience,
The four academic faculties of the College and a
a theoretical understanding of research, and a
significant number of interdisciplinary research centres work together on challenging problems such as climate and environmental change, energy supply, security and global health. Each of the four faculties is led by a Dean, there are Vice-Provosts for Education and Research and Associate Provosts for Institutional Affairs and Academic Partnerships. Extending the reach of its educational activities, the College established a new medical school – The Lee Kong Chian School of
fundamental knowledge of their discipline. Education opportunities offering insights into global issues and fostering group working are open to all undergraduate students, broadening their team working skills and business understanding and equipping them for their future careers. A third of Imperial’s students are postgraduates, undertaking taught courses or research programmes, which are disciplined-based or multidisciplinary.
Medicine – in partnership with Nanyang Technological University in Singapore, and admitted its first student in 2013. The College is in a strong position to enhance its global reputation still further. Imperial has published its College Strategy 2015-20, which sets out it’s objectives and how they will be achieved.
Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
2
Imperial College London
Influence and Outreach
The College’s Campuses
The College seeks to develop relationships in the UK
The College’s main campus is located in South
and internationally that maximise the value and impact
Kensington and Imperial has six other London
of its research, education and translation. Public
campuses (Charing Cross, Chelsea and Westminster,
engagement underpins Imperial’s civic and cultural
Hammersmith, Northwick Park, Royal Brompton, and St
contribution to society, which itself also helps to shape
Mary’s), as well as its Silwood Park campus, set in 250
its research and increase its relevance. Examples
acres of natural parkland near Ascot, and owns land
include participation in science festivals, including
in Wye, Kent. To promote further growth, the College
the annual Imperial Festival which showcases to the
recently expanded with the development of a new
public the accomplishments and achievements of
major campus, ‘White City’, close to the Hammersmith
staff and students; working with museums, galleries,
medical campus. The 25-acre site is an innovation and
science centres and other cultural venues; creating
translation district: a new campus for collaborative,
opportunities for the public to inform and debate
multi-disciplinary research, and postgraduate study.
research questions; researchers and the public working together to inform policy; public talks and debates;
Research, Translation and Impact
involving the public as researchers themselves;
Imperial conducts research in new and emerging
and contributing to new media discussion forums.
disciplines as well as consolidating and developing
Imperial’s widening participation policies and practices
advancement across its core disciplines, and there are
encourage entry to higher education, particularly in
numerous examples of the College’s entrepreneurial
STEM subjects. A range of measures encourage pupils
drive to produce world-class research with optimum
from disadvantaged backgrounds to aspire to higher
impact.
education, including the provision of special courses, practical help in the application process and support to school teachers in science education. The primary objective of these activities is to take a leading role in increasing awareness among young people of the importance and excitement of science and the value of attending a selective university. Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
3
Imperial College Business School
Imperial College Business School is in a unique
Developing relationships with supporters and alumni
position, in that it sits within an excellent university
– a third of whom are based overseas – has been
regularly counted among the top 10 in the world and
essential to both Imperial College Business School’s
can tap into fantastic oportunities to collaborate closely
and the wider College’s fundraising success. In total,
with the faculties of Natural Sciences, Engineering
Imperial has more than 190,000 alumni forming an
and Medicine to generate exceptional research and
international community of outstanding scientists,
education. The Business School offers high ranking
engineers, medical professionals and business leaders.
MBA, MSc and Executive Education programmes, which
It is a key goal of the College to build a stronger, more
reflect the core values of Imperial College London; to
engaged and participatory alumni community and
develop socially responsible leaders with the capability
to provide excellent support. Achievements to date
to manage organisations, inspire entrepreneurship and
include the award-winning Imperial magazine, the
be innovative.
alumni e-bulletin, the significantly improved benefits
Based in London, one of the world’s most important
and services, including the Alumni Visitor Centre, and
financial and cultural centres, the Business School has
the national and international reunion events.
access to industry experts and the direct experience
The new Major Gifts Manager will join a growing
of major corporates, consultancies, investment banks,
Advancement Division in the wider College, comprising
venture capitalists and public sector organisations. The
of the following areas: Development, Principal
Business School has a dedicated careers service, and
Gifts, Global Development, Alumni Relations, and
a 14,000 strong alumni network, from which graduates
Advancement Operations and Administration.
can benefit from a lifelong professional development service. In the summer of 2017, Imperial College Business School welcomed Professor Francisco Veloso as their new Dean. A leading authority in Innovation and Entrepreneurship, Professor Versos is committed to ensuring that the School continues to address the changing demands of business and society, including healthcare, climate change, innovation and analytics, as well as digital business transformation. Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
4
Organisational Chart - Development Team DIRECTOR OF DEVELOPMENT AND CAMPAIGNS
EA TO DIRECTOR OF DEVELOPMENT AND CAMPAIGNS
HEAD OF REGULAR GIVING
HEAD OF LEGACY GIVING
REGULAR GIVING MANAGER (DIRECT MARKETING)
DEVELOPMENT ASSISTANT
HEAD OF PROVOSTIAL & UNIVERSITY WIDE INITIATIVES
TRUSTS & FOUNDATION MANAGER
HEAD OF DEVELOPMENT, FACULTY OF NATURAL SCIENCES
DEVELOPMENT MANAGER (FACULTY OF NATURAL SCIENCES)
HEAD OF DEVELOPMENT, FACULTY OF ENGINEERING
DEVELOPMENT MANAGER (FACULTY OF ENGINEERING)
HEAD OF DEVELOPMENT, IMPERIAL COLLEGE BUSINESS SCHOOL
MAJOR GIFTS MANAGER (BUSINESS SCHOOL)
REGULAR GIVING OFFICER (DIRECT MARKETING)
HEAD OF CAMPAIGNS
HEAD OF PROSPECT DEVELOPMENT
PROSPECT DEVELOPMENT MANAGER
PROSPECT DEVELOPMENT DEVELOPMENT ASSISTANT
REGULAR GIVING MANAGER (TELEPHONE CAMPAIGN)
MAJOR GIFTS MANAGER (FACULTY OF ENGINEERING)
MAJOR GIFTS OFFICER (FACULTY OF ENGINEERING)
REGULAR GIVING COORDINATOR (TELEPHONE CAMPAIGN)
DEVELOPMENT ASSISTANT
REGULAR GIVING ASSISTANT
OFFICER
PROSPECT DEVELOPMENT OFFICER
PROSPECT DEVELOPMENT ASSISTANT
PROSPECT DEVELOPMENT CONSULTANT
A full organisation chart is available on request Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
5
Job Description The Role
Responsible to
The post holder will manage strategic projects and
Head of Development (Imperial College Business
high-priority donor relationships, with the aim of
School)
securing major gifts (£25k+) in support of Imperial College Business School, as well as the wider College’s fundraising objectives. S/he will have a successful track record in major gifts fundraising and will use this experience to develop and deliver on key areas of major gifts fundraising strategy. S/he will provide high
Key Working Relationships (internal) Senior academic and administrative staff across all areas of the College, particularly within Imperial College Business School, and colleagues in the Advancement Division
quality professional advice both within and outside the
Key Working Relationships (external)
Advancement Division for identifying a range of ways
Prospects, alumni, donors, consultants, peers and
to capitalise on fundraising opportunities. In addition,
related professional networks (e.g. CASE)
the post holder will be expected to assist in developing Business School staff in the culture, practices and techniques of successful fundraising.
Main Responsibilities Strategy & Management (10%) •
Manage high-priority donor relationships and
•
projects, including the development of innovative fundraising strategies (e.g. for priority projects within the Business School) and working in support of the Head of Development to coordinate and
experienced members of the development team. Donor Stewardship (10%) •
the Alumni Relations teams to ensure consistent,
activities. Expert problem solving and imaginative responses to unblocking challenges and opportunities in
coordinated and high quality stewardship. •
•
manner by using the College’s prospect and
Leading source of professional fundraising advice within the Faculty and College. Contribute to change management projects
stewardship management systems. •
advancement of development opportunities at the
practices and approaches to major gifts
•
Represent the Advancement Division at internal
College. •
and maintain good relations in view of encouraging
presented and strategy developed. Contribute to the fundraising strategy for Imperial College Business School and the overarching strategy for major gifts fundraising, ensuring a
Steward the College’s existing major donors through contact with them directly and their offices,
and external meetings where progress reports are
•
Share knowledge and insights acquired through contacts and networking for the overall
for introducing and embedding new processes, fundraising.
Monitor performance and outcomes by preparing regular reports and recording activities in a timely
aligning Faculty, College and donor interests. •
Liaise closely with the Supporter Engagement team of the Advancement Operations group and
deliver on flagship campaign ambitions and
•
Coaching, training and mentoring for new or less
repeat donations. •
Input and support for prospect cultivation and stewardship events.
seamless and effective development pipeline. Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
6
Job Description Prospect Development (70%) •
Manage a portfolio of high-net-worth prospective
•
donors and legacy prospects, maintaining close
scholarship selection procedures and work with
personal relationships with each prospect,
colleagues to ensure that donor proposals are
integrating them with the Business School and
manageable.
College whenever possible and working closely with senior academic and administrative staff to bring
•
be solicited for philanthropic support, and asking them personally, when appropriate.
abreast of relevant philanthropic news. •
particularly the Business School, to ensure that
School, solicit prospects and donors for major
any approaches to prospects are coordinated
gifts, annual gifts (including the Leadership Circles),
and prioritised and serve the best interests of the
and legacy pledges which will benefit and support priorities. •
donor and the College. •
major and principal giving.
approach and cultivate potential donors through
•
Manage the production of effective written
Imperial College Business School Support (5%) •
priorities and procedures.
purposes, as well as written reports, emails and
•
•
Represent the Division at internal and external meetings where progress reports are presented,
detailed costs and financial information.
and help maintain good relations on behalf of the Division around the College.
Assist with the creation, production and coordination of events at the Business School and
Other responsibilities (5%)
act as host when necessary.
•
Other tasks reasonably requested by the Head of
Membership and support of the College’s
Development (Imperial College Business School) or
fundraising campaign boards through briefings and
Director of Development and Campaigns. •
Understand and proactively engage with the
Negotiate and prepare gift agreements and
College’s and Division’s strategic priorities in all
contracts with the assistance and support of the
communications.
College’s legal team. •
•
interpreting technical content and understanding
bespoke materials, as appropriate. •
Provide professional advice and support to academic and support staff on fundraising
proposals and presentations for fundraising letters for stewarding purposes. This may include
Help facilitate the flow of prospects from regular giving, through to mid-level giving and finally up to
Make effective use of prospect research to calls, visits and other forms of communication.
Work in collaboration with colleagues in the Advancement Division and in the Faculties,
In addition to securing gifts for the Business
of the wider College initiatives and fundraising
Remain up-to-date with developments in fundraising and refresh skills as required, and keep
the prospective donors to the point where they can
•
Understand the College’s admissions and
Ensure that all income is handled as tax effectively
•
Some travel within the UK, and possibly EU, may be required.
as possible, and keep abreast of charity law and other relevant laws.
Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
7
Person Specification Imperial Expectations
Knowledge
These are the 7 principles that Imperial leaders,
•
Sound grasp of the dynamics of the relationships
managers and supervisors are expected to follow:
between departments, groups and individuals of
1. Champion a positive approach to change and
an organisation, and sensitivity to differences in priorities
opportunity 2. Encourage inclusive participation and eliminate
•
higher education sector
discrimination 3. Communicate regularly and effectively within, and across, teams
Skills & Abilities •
diplomacy and thoughtfulness when dealing with
5. Deliver positive outcomes
sensitive matters •
7. Work in a planned and managed way
Educated to Degree level or equivalent
proposals and applications for funding •
Substantial evidence of success as a professional fundraiser securing major gifts (£25k plus)
• •
worth individuals •
Strategic thinker with an ability to identify new
contexts and to think beyond traditional solutions •
•
Experience of using a relational database i.e.
mentor for junior team members •
•
Demonstrable experience of prioritising workload and working to tight deadlines
•
•
Clear understanding and experience of relevant
Takes initiative and also excellent team player, working collaboratively with colleagues across all
Access, Raiser’s Edge or other similar software for both imputing and analysis of data
Experience of effectively transferring skills to others, including the ability to act as coach and
opportunities for developing the fundraising programme
Strong analytical and problem solving skills with the ability to apply knowledge creatively in new
Experience of providing a high level of donor care across an organisation
Strong track record of successfully negotiating and managing relationships with senior and/or high net
Experience •
Persuasive and compelling approach to asking for donations face-to-face and in writing effective
Education •
Outstanding communication and interpersonal skills, including the ability to demonstrate tact,
4. Consider the thoughts and expectations of others
6. Develop and grow skills and expertise
Knowledge of fundraising best practice in the
Divisions •
IT literate and experience of using Microsoft Office
•
Excellent standards of accuracy, consistency and attention to detail
regulatory compliance, international tax codes, and
Please note that job descriptions cannot be exhaustive
ethical codes of practice associated with regular
and the post-holder may be required to undertake other
giving fundraising.
duties, which are broadly in line with the above key
An understanding of the alumni relations and
responsibilities.
development function within an educational institution is desirable •
Experience in not-for-profit fundraising
•
Experience of working with a data-led prospect management system is desirable
Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
8
Terms & Conditions Salary
Annual leave
Attractive
Annual leave entitlement is 39 days for full time staff
Location
(pro rata for part time staff). This is inclusive of eight
South Kensington Campus Hours of Work Staff are required to work those hours which are reasonably necessary to properly and effectively fulfil the duties and objectives assigned by the Head of Department/Division or nominee, normally not less than 35 hours a week for full time members of staff. Length of appointment Permanent
days for public holidays and a total of six days each year when the College is closed over Easter and Christmas. Pension For staff in Levels 4-7, the occupational pension scheme is the Universities’ Superannuation Scheme (USS). Staff who are already members of the Federated Superannuation System for Universities (FSSU) or the National Health Service Pension Scheme (NHSPS) may, if they are still eligible, retain their membership in these schemes.
How to Apply Please apply by submitting a copy of your Curriculum
For an informal conversation prior to applying to
Vitae (CV) and a covering letter highlighting your
this role, please contact Execucare, Imperial College
suitability for the position by email to:
Business School’s executive search consultant:
catrin.atkins@execucare.com
Mairi Shirley, Executive Director mairi.shirley@execucare.com
Candidate Information Pack Major Gifts Manager, Imperial College London (Business School)
9
Execucare UK 14 Gray’s Inn Road London WC1X 8HN United Kingdom (44) 20 7470 8865 Execucare USA 200 North Larchmont Boulevard Los Angeles 90004-3707 USA (1) 323 4606202 Execucare New Zealand Level 1 97 Cuba Mall Wellington 6142 New Zealand (64) 4385 1904