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Deputy Director & Head of Major Gifts Candidate Information Pack

Contents Letter from Director of Development & Alumni Relations

The Opportunity

University of Bath

City of Bath

The Department of Development & Alumni Relations

Staff Diagram

Job Description

Person Profile

Terms & Conditions

Application Process

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Welcome Letter

Dear Candidate,

We raised 10 six-and seven-figure gifts last year,

Thank you for your interest in this role; I can

totaling over £4.5m, and three dozen five-figure

already tell that you have your wits about you. The Department of Development and Alumni Relations (DDAR) is a high performing, high octane place - we are in campaign mode, hunting down our goal of £66m for the University’s first ever comprehensive fundraising campaign. It is likely that by the time you join us we will have reached our target - I want you to help us create the next chapter in our history. I joined the University of Bath in the role you’re interested in, a decade ago, so I know the challenges and opportunities you’ll face. Of course a great deal has changed in that time, the team has doubled in size, the processes and protocols are well embedded, the KPIs agreed and measured - in fact, I would say we’ve done most of the hard work for you! Now is the opportunity to build on the strong foundations and drive the team to even

gifts, for over £1m, so the foundations are there for the next big push. We have big donors, and even bigger prospects, all over the world, in New York, San Francisco, Atlanta, Dubai, Singapore and Hong Kong, among others; and we have the budget to go to these places quarterly. Just last week we unearthed an alumna who co-founded a company in Singapore that raised £1.9billion in its July funding round; she is in her mid-30s. So there’s still plenty of opportunity to make your mark. If that inspires you, if that sense of ambition appeals to you, if you know in your soul that you’re ready for the next big step, then let’s talk - we should get along just fine. Gavin A. Maggs Director of Development and Alumni Relations

greater heights. There is another Deputy Director (and Head of Alumni Engagement) in place, also long-serving, and, as you’ll see from the organogram on page 8, a full and (I think) well-balanced team to work with. Full disclosure though, the expectations are high - and we like it that way. The University now “gets” what we do, not just philanthropy, but alumni advocacy, mentoring, industrial link brokering, the lot - but, when you’ve secured a £5m gift, the obvious question is, “where’s the £10m gift?”.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

The Opportunity The University of Bath is seeking an exceptional major gifts fundraiser for this very exciting leadership position. The Deputy Director & Head of Major Gifts will be responsible for leading the Major Gifts team in devising and implementing the University’s major gift fundraising strategy to attract significant philanthropic income. The University of Bath is consistently ranked in the top 10 universities in the UK with the mission to deliver world-class research and teaching, educating its students to become future leaders and innovators, and benefiting the wider population through our research, enterprise and influence. The University is recognised as an international centre of research and teaching excellence and achieves global impact through its alumni, research and strategic partnerships. The Deputy Director & Head of Major Gifts will manage and inspire a team of highly motivated fundraisers. Working closely with the Director of Development and the University’s senior leadership and key academics, s/he will engage high level potential donors with the University of Bath’s priority research, teaching, capital, student scholarship and other programmes for philanthropic support. The University currently has over 106,000 alumni, and donors include individuals, companies and foundations. Unusually (and enviably), the University raises money from companies as successfully as it does from individuals and trusts. This is as a result of a focus on diversifying income and building on the strong reputation Bath has with industry and the corporate relationships that exist. Recent successes include a seven-figure gift from EDF to support research in the School of Management, six-figure corporate scholarship schemes with JP Morgan, Lloyds, EY and BP, as well as (very recently) a research partnership with Google analysing the case for a Universal Basic Income.

This is a pivotal role for the University. The postholder will be responsible for developing a long term strategy for philanthropic fundraising as the University’s 50th Anniversary Campaign concludes. The Deputy Director will be responsible for implementing the strategy to attract significant philanthropic gifts from individuals, companies, charitable trusts and other philanthropic sources for University priorities, deputising for the Director when appropriate. As a University that has just turned 50, we do not yet benefit from significant legacy income; that will change in time. There are already £10m+ of pledged bequests (that we know of) but there is an opportunity to increase that sum dramatically. The Global Challenges Research Fund provides a hugely exciting prospect of partnering philanthropy with research council grants to ensure that Bath takes a leading role in addressing the problems faced by developing countries; using donations to lever significant research grants works for all parties. This approach will open up opportunities to talk to global philanthropists, individual and institutional, as well as explore Charity of the Year and other innovative partnerships. This is an exciting opportunity with significant career potential.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

University of Bath The University of Bath is an ambitious and

Sport plays a significant role at Bath, whether that

innovative university located in a beautiful city. It

be hosting Olympians, Paralympians, the England

has 106,000 graduates around the world and 28%

Rugby Union team and Southampton FC Academy

of its student population comes from 156 nations,

or flexing degree programmes for student athletes

with 33% of staff coming from 105 nations.

on the dual career programme, allowing them to

As of 2017/8, in national rankings the University

succeed in both fields.

of Bath is placed 5th according to the Guardian,

It was in June 2017 awarded nearly ÂŁ40m by the

11th in the Complete University Guide and 12th

government to create the Institute for Advanced

by the Times/Sunday Times. Internationally it

Automotive Propulsion Systems, to be based on

is placed in the top 300 by the 2016/17 THE

the Bristol and Bath Science Park, to deliver, in

World University Rankings. In the 2014 Research

partnership with industry, future generations of

Excellence Framework, 32% of Bathâ&#x20AC;&#x2122;s submitted

clean and efficient vehicles.

research activity achieved the highest possible

Although a campus university, there has long been

classification of 4*, defined as world-leading in terms of originality, significance and rigour. 87% was graded 4*/3*, defined as world-leading/ internationally excellent, placing the University 12th in the country.

plenty of university-run student accommodation in the city, and last year a new building was opened in the city centre. The Virgil Building is a student hub, not only providing a learning commons but also is home to the Careers Service, Skills

It was awarded Sports University of the Year by

Development, Joblink, Student Services and the

the Sunday Times in September, and placed 4th

like. Also, within the last year the University has

for graduate employability. Bath has an enviable

opened an office on Pall Mall, ideal for business

recent record of student satisfaction levels,

appointments, or even hot-desking between

topping the UK in both 2013 and 2014, and

meetings, as well as a space to run events in the

scoring an 88% overall satisfaction rate in 2017.

evening.

It was no surprise, then, to be awarded Gold in the recent TEF. Bath has traditional strengths in Science, Engineering and Management, as well as a thriving Faculty of Humanities and Social Sciences. It is a practical place, educating students to take leadership positions in industry, and undertaking research that has real-world application. The University is particularly proud of its placements provision, whereby two thirds of students go on (usually) paid placements or to study abroad as an integral part of their degree. This clearly marks Bath graduates out as being particularly attractive to employers.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

City of Bath

Bath is one of the most picturesque cities in the UK and one of the few cities in the world to be a UNESCO World Heritage Site. It is best known for its hot springs, sweeping crescents with town houses built in Bath stone, and Georgian buildings. The City is situated in stunning countryside. The South West of the country is easily accessible, whilst Bristol is only 15 minutes by train and London 90 minutes. Bath boasts a unique and diverse range of restaurants, independent shops, businesses, theatres, pubs and a wide range of city tours. It is regularly ranked as one of the top 10 places to live in the UK and has a population of approximately 84,000. The University is the second largest employer in the city, and students make up a quarter of the population. The Sports Training Village and the Edge attract visitors up the hill, to train and play, to take dance, art and music classes, visit the galleries and attend talks. The STV hosts school sports days and, from about 4pm, is filled with children enjoying TeamBath Tribe activities. Bath Rugby is another key player in town, and the links between their academy and our students grow stronger every year.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Department of Development & Alumni Relations (DDAR) The Deputy Director & Head of Major Gifts will be responsible for developing and building relationships to secure significant philanthropic support. S/he will manage a portfolio of potential major donors and will be expected to seek donations focused on six-figures and above. S/he will be responsible for developing and implementing long-term strategies to increase philanthropic income to the University’s priorities over several years and ensure high-quality, strategic engagement of individual donors, companies and foundations. The post holder will manage some of the University’s most important relationships with current and potential major donors. S/he will also take lead responsibility for the University’s activities on the East Coast of the USA and be Secretary to the 501(c)3. DDAR took off in 2007, pump primed by a Universities UK subsidy, growing in short order from five to 17. A seven-figure gift from an alumnus in 2010, to support world-leading research in sustainable chemical technologies, grabbed the academics’ attention, and there has been no looking back. Significant philanthropic income (£6.74m last year) ensures that the Department is able to pursue its other ambitions of harnessing the enthusiasm of alumni (our “soft power” engagement). A Corporate function was created in 2015, which currently has a portfolio of £9m - as well as having created dozens of leads for colleagues in Careers, placements, Research & Innovation Services, Knowledge Transfer Partnerships, etc. The corporate function has the licence to roam, to explore where partners may best align with the University, and then either lead or refer as necessary. Victims of our own success, we have this autumn increased our Stewardship function from 1 to 3 FTE to ensure the increasing number, and value, of donors, appreciate the impact of their generosity.

We are a team that enjoys each other’s company, that takes time out of the day, on the 11th day of the month, to enjoy “Elevenses” – the standard of baking is competitively high! When there is a significant project on the horizon, often a largescale event, it’s all hands on deck, usually before being asked. There is a clear understanding that our success is based on the collective, that big donors usually started out as small donors, who were originally found by the Research team, cultivated by the Alumni Engagement team, and only asked, after a process that has involved the whole Department, right at the end by a fundraiser. That sense of the collective is embodied in the fact that, to celebrate the 50th Anniversary, the Department has between us donated enough to have our “own” named scholar, literally putting our money where our mouth is. Bath has big aspirations and exciting plans for the future. Now is the time to work for this respected institution and to promote philanthropy as it increasingly supports the ambitious goals of staff and students.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Staff Diagram DEPARTMENT OF DEVELOPMENT & ALUMNI RELATIONS

Director of Development & Alumni Relations

PA to Director and Dept. Administrator

Deputy Director & Head of Major Gifts

Research & Resources Manager

50th Anniversary Comms Manager

Deputy Director & Head of Alumni Engagement

Stewardship Manager

Head of Individual Philanthropy

Database Manager

Annual Fund Manager

Annual Comms Manager

Stewardship Officer

Senior Development Manager

Database Assistants

Fundraising Officer

Communications Officer

Trusts & Foundations Manager

Leadership Giving Officer

Data & Analytics Officer

Head of Corporate Partnerships

Senior Development Manager

Prospect Research Officer

Corporate Partnerships Manager

Senior Development Manager

Alumni Relations Assistant

Events Manager

Events Assistant

International Events Assistant

Major Gifts Administrator

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Job Description Job title:

Deputy Director and Head of Major Gifts

Department: Development & Alumni Relations Responsible to:

Director of Development and Alumni Relations

Responsible for:

Head of Individual Philanthropy, Head of

Corporate Partnerships, Stewardship Manager, Trusts & Foundations Manager Location: East Building, Claverton Down, Bath Purpose of the Job To lead the Major Gifts team in devising and implementing the University’s major gift fundraising strategy to attract significant philanthropic gifts (ranging in size from thousands to millions of pounds) from individuals, companies, charitable trusts and other philanthropic sources for University priorities, deputising for the Director when appropriate. Duties and Responsibilities •

•

To assist the Director of Development and

To oversee liaison between Major Gift team

Alumni Relations in fulfilling his/her duties and

members and others in the University to

deputise when appropriate.

ensure that there is effective communication

To devise and implement the University’s

with Deans and other senior staff over developments within the University,

major gift fundraising strategy, working

stewardship of existing donors, progress

to targets agreed with the Director of

with approaches to prospective donors and

Development and Alumni Relations. •

To maximise the opportunities to support world-changing research, as well as the social

priorities for future fundraising. •

other support service colleagues, and with

good that is education. •

external volunteers, to enhance positive

To determine the Major Gift team’s strategic

relations with alumni and friends and to

direction and to provide leadership, motivation

encourage greater philanthropic giving, by

and support in order to maintain the quality

involving key alumni and friends in high-level

of the team’s output and help the University

University meetings, discussions, committees

achieve its objectives. •

To manage the Major Gifts team, supervising, motivating, monitoring and training, taking full line management responsibility for the four direct reports.

•

To work closely with senior academic and

and boards. •

To manage personally a portfolio of up to 50 of the University’s high-ranking prospective donors, maintaining close personal relationships with each prospect, integrating

To assist the Director in the creation of

them into the University whenever possible

budgets, tailoring the major gifts programme

and working closely with senior members

to budgetary and human resource constraints

of the University to bring the prospective

and monitoring expense against that budget.

donors to the point where they can be asked for philanthropic support, and asking them personally.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Job Description Duties and Responsibilities •

To coordinate the work of the team internationally, ensuring that fundraising is maximised in every market and is compliant with all local legal frameworks.

•

To take lead responsibility for the University’s activities on the East Coast of the USA and act as Secretary to the University of Bath Foundation Ltd, a 501(c)3 registered charity in the USA.

•

To ensure the effective implementation of a comprehensive donor recognition and stewardship programme for individuals and other organisations giving to the University at significant levels building on the established methods of recognition and stewardship.

•

To work closely with the Director and the University’s senior management to ensure there is a portfolio of University projects and initiatives, prioritised by the University and suitable for major gift fundraising.

•

To ensure that the University raises, manages and uses philanthropic funds in a responsible and ethical manner, and that the donors receive appropriate feedback and updates on the use and outcomes of their gifts, in line with the University’s Ethical Fundraising and other related policies.

•

Undertaking other similar duties appropriate to the grade and role of the person appointed.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Job Description Internal and External Relationships •

•

Close working relationships with the Director

personalised contact with current and

staff to define and implement departmental

prospective volunteers (who are likely

strategy.

themselves to be influential individuals) to

Direct, frequent contact with senior members

develop fundraising strategies and take

Departments in order to: – Develop fundraising strategies; – Identify University priorities; and take forward relationships with key alumni and friends to:

– Create personalised strategies for involving prospective donors; – “Coach” senior members of staff in how to move relationships forward;

– Involve key alumni and friends in

University meetings, discussions,

committees and boards;

Regular, proactive and reactive, highly

and other Development and Alumni Relations

of staff such as Deans and Heads of

•

forward relationships with prospective donors. The ability to balance tact and diplomacy with active supervision and motivation of volunteers is crucial as the following steps are sought: – Create personalised strategies for involving prospective donors; – “Coach” volunteers in how to move relationships forward; – Involve key alumni and friends in personal meetings; – Meet key alumni and friends personally to ask for 5, 6, and 7 figure gifts.

– Meet key alumni and friends personally

to ask for 5, 6, and 7 figure gifts.

•

Regular contact with senior academics and support staff who are working on projects for which philanthropic support is sought, in order to stay familiar with projects at the centre of the University’s gift portfolio.

•

Frequent, proactive and reactive, highly personalised (email, telephone and face-toface) contact with prospective and current supporters, first to build strong relationships and then to ask for large (5, 6, and 7 figures) gifts in face-to-face meetings, including:

– Alumni, parents or other relatives of former or current students, and other friends of the University – many of whom hold senior or influential positions; – Key decision-making and influential individuals with links to other individuals, charitable trusts, foundations, and companies. Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Person Specification Qualifications •

•

technical or scientific information, sometimes

Educated to at least first degree level or

communicating complex academic visions to

equivalent. •

Management qualification*

The ability to understand and convey

non-academic supporters. •

Good IT skills including components of

Experience and Knowledge

Microsoft Office software and in database

•

manipulation.

Significant experience, ideally in a fundraising environment; or, exceptionally, in a sales or

•

marketing environment. •

Demonstrable success in generating multiple philanthropic major gifts or their equivalent in

•

Creative and logical approach to strategic planning.

•

Good financial planning and budgetary skills.

excess of £100,000.

Attributes

Management experience, including leadership

•

Organised and flexible, able to prioritise.

skills to inspire a team, supporting and

•

An articulate, enthusiastic and confident

developing individuals.

manner, demonstrating sensitivity and

•

Budgetary management experience.

diplomacy in order to develop good

•

A good understanding and knowledge of

•

professional practice in fundraising, including

•

Highly motivated, able to work independently.

legacies, gifts of shares and other tax efficient

•

Proactive and positive approach.

giving both in the UK and in other countries.

•

Empathy with the need to diversify funding for

Experience of managing and motivating volunteers*

•

levels. •

• • •

evenings or weekends. •

A strong belief in the importance of universities to society, coupled with an acceptance of the importance of diversifying the funding base of these institutions,

Outstanding interpersonal skills with the positive relationships with a wide range of

Ability and willingness to travel nationally and internationally and occasionally to work at

Outstanding written and oral communication

proven ability to establish and maintain

Capable of remaining calm and effective under pressure.

skills. •

Flexible approach to work and willingness to be flexible over working hours when required.

Negotiating skills and the ability to make faceto-face asks for financial support at significant

Ability to deal with confidential matters and act with discretion.

Knowledge of the Raiser’s Edge database*

Skills •

•

Experience of working with academics or other experts in their field*

•

Higher Education institutions.

Knowledge and experience of the Higher Education sector*

•

relationships and solicit major gifts.

particularly with philanthropic support. •

Full driving licence*

people including the ability to recruit, motivate and manage senior level volunteers. Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

*desirable

Effective Behaviours Framework The University has identified a set of effective behaviours which we value and have found to be consistent with high performance across the organisation. Part of the selection process for this post will be to assess whether candidates have demonstrably exhibited these behaviours previously. Managing self and personal skills

Engaging with the big picture

Willing and able to assess and apply own skills,

Seeing the work that you do in the context

abilities and experience. Being aware of own

of the bigger picture e.g. in the context of

behaviour and how it impacts on others.

what the University/other departments are

Delivering excellent service Providing the best quality service to all students and staff and to external customers e.g. clients,

striving to achieve and taking a long-term view. Communicating vision clearly and enthusiastically to inspire and motivate others.

suppliers. Building genuine and open long-

Developing self and others

term relationships in order to drive up service

Showing commitment to own development and

standards.

supporting and encouraging others to develop

Finding innovative solutions Taking a holistic view and working enthusiastically and with creativity to analyse problems and

their knowledge, skills and behaviours to enable them to reach their full potential for the wider benefit of the University.

develop innovative and workable solutions.

Working with people

Identifying opportunities for innovation.

Working co-operatively with others in order to

Embracing change Adjusting to unfamiliar situations, demands and changing roles. Seeing change as an opportunity and being receptive to new ideas. Using resources

achieve objectives. Demonstrating a commitment to diversity and applying a wider range of interpersonal skills. Achieving results Planning and organising workloads to ensure that deadlines are met within resource constraints.

Making effective use of available resources

Consistently meeting objectives and success

including people, information, networks and

criteria.

budgets. Being aware of the financial and commercial aspects of the University.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

Terms and Conditions Location: Bath Salary: Very Competitive Hours of Work: 36.5 hours per week Annual leave: 26 days p.a. Probationary Period: 6 months Pension eligibility: USS

Application Process 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 call: Joanna Logan on 020 3589 0467 or Nicola Reames on 020 3621 1540.

Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath

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Candidate Information Pack Deputy Director & Head of Major Gifts, University of Bath