CANDIDATE INFORMATION PACK: HEAD OF MAJOR GIFTS
in partnership with
LETTER FROM THE CHIEF EXECUTIVE Dear Candidate,
to help from our Vice Patrons and
Thank you for your interest in
Honorary Officers.
spearheading the next stage in the
The post holder will be responsible
development of an exceptional major
for developing and implementing the
donor fundraising function at the
RNRMC’s Major Donor Strategy and for
national charity of the Royal Navy. The
maintaining and expanding support from
Royal Navy and Royal Marines Charity
philanthropists. You will bring ambition,
(RNRMC) was established in 2007 to
passion and experience to grow our
bring a coherent approach to the naval
new capability, and bring the rigour
charity sector.
and discipline to position it on a firmer
Our Board is now setting an ambitious
organisational and financial footing.
strategic pathway for the RNRMC, which
I hope you enjoy reading this brief and
focuses the RNRMC on its purpose
learning more about the RNRMC and our
as a grant making and fundraising
Group. We have a powerful reason to
organisation. Generating more voluntary
exist and in order to do that we need the
funds through fundraising will enable us
best. If you believe you have the skills
to do more for our beneficiaries.
and experience we are seeking, I very
The RNRMC’s 2017-2019 Fundraising
much look forward to hearing from you.
Strategy has a focus on developing income from Major Donors. We are now looking for a talented, energetic and disciplined team member to join us in the exciting task of developing
Robert Robson OBE
this income stream. You will build on
Chief Executive
some excellent foundations and bring
Royal Navy and
your knowledge to bear. The charity
Royal Marines Charity
is fortunate not only to have the support of the Board and our Strategic Development Group in developing this income stream, but the commitment
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
INTRODUCTION The Naval Service is both central to
Through our grant making programme
Britain’s history and identity and critical
to the serving and veteran community
to its future. Around 800,000 people
we help individuals deal with the
either wear the uniform today, have
challenges of service life including the
proudly served or provide the bedrock
effect of separation on children, mental
of support at home. The Royal Navy and
or physical injury, frailty in old age and
Royal Marines Charity is the national
financial difficulties to those affected
charity of the Naval Service, and we seek
by bereavement. The charity exists to
a world in which sailors, marines and
provide a better quality of life for serving
their families are valued and supported
and former Naval Service personnel - it
for life.
makes grants for life-care support and
Established in 2007 to create a single
provides a safety net for those in need,
focus for naval charity, the RNRMC is an
suffering hardship or in distress.
umbrella organisation with a number of constituent charities that sit within the Group structure. These include the Royal Marines Charity, the Royal Navy Officers’ Charity and the Naval Service Sports Charity. Beneficiaries lie at the heart of the RNRMC’s purpose, and as a fundraising and grant making organisation, the RNRMC operates one of the best payroll giving schemes in the country. Each year, the organisation also delivers its charitable outputs through the distribution of millions of pounds to military charities which care for the children, families and veterans of the Royal Navy and Royal Marines.
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
FUNDRAISING AT THE ROYAL NAVY AND ROYAL MARINES CHARITY The Royal Navy and Royal Marines
This period of growth is set to continue
Charity gains funding from local events
for the RNRMC as the charity’s
organised on bases and ships, from
fundraising and marketing capabilities
individuals, government, corporations
emerge from a period of build and
and legacies. To date, the charity’s
preparation. We are now seeking to
fundraising efforts have led to the
maximise the potential that exists and
distribution of in excess of £55 million
the newly appointed Head of Major Gifts
to ensure that sailors, marines, and their
will play a critical role in leading this new
families are valued and supported, for
drive and delivering a step change in the
life.
charity’s fundraising capabilities.
In 2015, the RNRMC began the journey
The short term goals of the RNRMC
of creating a Major Donor capability
include identifying a new pool of
and work to identify a wider base was
supporters, providing better more
undertaken. This was fed by contacts
sophisticated stewardship to existing
created by the Chief Executive, Trustees
donors and delivering on the income
and Vice Patrons over the years and
plan for 2018, 2019 and beyond. The
the charity began the process of
charity’s long term aim is to have a
applying rigour and structure to this
broad pool of engaged and passionate
core discipline. In 2017, a Strategic
supporters whose philanthropy can help
Development Group was formed to bring
the charity to deliver its mission.
a cross-dimensional approach to major gift solicitation, prospect identification and strategic development. As budget income grew, the Fundraising team exceeded target to deliver more than £2.5 million in 2017.
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
STRATEGIC DEVELOPMENT GROUP STRATEGIC DEVELOPMENT GROUP Honorary Commander Lance Batchelor RNR Vice Patron (Chairman) CEO, Saga Group James Pitt Vice Patron & Trustee Partner, Lexington Partners Bill Thomas Chairman of RNRMC Board of Trustees Former Senior Vice President, Hewlett Packard and General Manager HP Enterprises EMEA Region Mark Dowie Trustee Former CEO, Corporate and Institutional Bank, Standard Chartered Jamie Webb Trustee, Chair of Fundraising and Marketing Committee Philanthropy Consultant Hon Captain The Hon Stephen Watson RNR Trustee CEO, CTN Communications Robert Robson OBE Chief Executive, Royal Navy & Royal Marines Charity Alasdair Akass Director of Fundraising and Marketing, Royal Navy & Royal Marines Charity
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
THE OPPORTUNITY This is an opportunity to make a
sector, where s/he can demonstrate
significant impact on fundraising for the
the transformative difference they have
RNRMC and therefore enable the charity
made to income generation.
to expand the vital support it provides
This is an exciting and rewarding
to current or former Naval personnel in need.
opportunity for a highly motivated, results-driven and emotionally intelligent
The Head of Major Gifts will be
individual to join the Royal Navy and
responsible for developing and delivering
Royal Marines Charity. The successful
plans to increase engagement with, and
candidate will have a passion for the
secure donations and other support
cause and be able to demonstrate
from, high-net-worth individuals. S/he
a close affiliation with the RNRMC’s
will work with the CEO, Trustees and
beneficiaries. They will be an inspiring
colleagues in the RNRMC to manage
fundraiser who can help motivate a
and grow relationships with existing
newly-formed team. The post-holder
individuals. Working with the Strategic
will be comfortable leading a new and
Development Group s/he will also
developing income stream which is
research and build an income pipeline of
central to the charity’s current strategy
new high-net-worth partners. The remit
and is the subject of Board focus.
will include liaising with the CEO of our
Success in the role will be measured
subsidiary charity where likely synergies might occur.
by the achievement of income goals (a target of £612k in year one) and the
Working at multiple levels to influence
growth of a wider and mature list of
and engage with these partners, the
appropriate supporters.
Head of Major Gifts will bring a track record of proven success of building relationships and will be comfortable in achieving five- and six- figure gifts. Importantly the post-holder will be comfortable establishing a new role and will bring authority from their previous experience, which will be in a senior fundraising role within the charity
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
JOB DESCRIPTION REPORTS TO
Director of Fundraising & Marketing
KEY RESPONSIBILITIES Strategic development
Develop value proposition to high-net-worth individuals Deliver agreed income target Develop and manage a major donor pipeline in order to achieve ambitious but realistic growth targets Work with RNRMC partner charities, the RNRMC Grants Team and Finance Team and key stakeholders in the RN to develop compelling funding propositions
Relationship management
Oversee the identification, cultivation and stewardship of existing and new high value supporters through a Moves Management process, working with charity staff, trustees and the Strategic Development Group to progress relationships Work with Royal Navy’s regional teams and Engagement Team and the Royal Marines Charity to develop relationships with key high value donors Maintain and promote the keeping of accurate data records in all aspects of the role, fully utilising the functions of the Customer Relationship Management system (Donor Strategy) Keep meticulous records of all approaches and their outcomes working with members of the team to ensure that information about relevant individuals is used appropriately Maintain a strategy and programme for ensuring effective and timely reporting to major donors including sending out reports Maintain an awareness of philanthropy trends news, events and legislation in the UK Create and own an events plan to drive forward engagement with high-net-worth stakeholders, utilising opportunities from within the charity, group and Royal Navy Work with wider fundraising team in order to identify opportunities to uplift existing donors and provide appropriate stewardship Work closely with the Head of Marketing to produce compelling cases for support Work with the Director of Relationships and Funding to create interesting and engaging project updates to report back to major donors As a senior member of the Fundraising and Marketing team, you will provide support to the Director of Fundraising and Marketing
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
PERSON SPECIFICATION Qualifications
Educated to degree level standard or equivalent is desirable MInstF qualification or equivalent is desirable
Experience
Ambition for team and organisational success, particularly in relation to stretching income targets Previous fundraising experience demonstrating a strong relationship building capability Previous record of achieving five- and six- figure gifts Experience of developing and managing a prospect / sales pipeline and delivering results from these prospects Demonstrable appetite and ability to build a new capability Experience of organisation and management of events Passionate and empathic about the cause Possess an understanding of charity law and the relationship between the private and voluntary sector Understand tax efficient giving Experience of producing and delivering creative, well written and compelling propositions Be conversant with relevant legislation and the Institute of Fundraising Codes of Fundraising Practice and keep up to date with any changes in legislation
Personal attributes
Socially confident; results and detailed focused; commercially aware; fluent in both written and spoken delivery Emotionally intelligent and thoroughly engaged with the cause; creative in finding solutions; strong networking skills Personal gravitas, with the ability to communicate, influence, persuade, negotiate and network with confidence at a senior level with both internal and external stakeholders in order to achieve a pre-defined outcome This job description is not exhaustive. It merely acts as a guide and may be amended to meet the changing requirements of the charity at any time after discussion with the post holder.
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
TERMS & CONDITIONS Location
The charity is based at Royal Navy Headquarters on Whale Island, Portsmouth. Although regular attendance at the office is required, London or home working can be considered.
Hours
35 hours a week 9-5. Donor stewardship events, meetings and appointments are often likely to take place outside of normal office hours, in the evenings and at weekends for which time off in lieu is given.
Pension
7% non-contributory.
Travel
The role requires regular travel within the UK.
Benefits
Death in service and private health care after one year’s service, plus free parking and a free gym on site
Holidays
30 days plus 8 bank holidays
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: catrin.atkins@execucare.com If you would like to have an informal conversation prior to applying to this role, please contact the Royal Navy & Royal Marines Charity’s Search Consultant: Laura Sears, Associate Director laura.sears@execucare.com
Candidate Information Pack | Head of Major Gifts, Royal Navy & Royal Marines Charity
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