CANDIDATE INFORMATION PACK: SENIOR MAJOR GIFTS FUNDRAISER, ASIA in
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KING’S COLLEGE LONDON
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LETTER FROM THE HEAD OF MAJOR GIFTS, INTERNATIONAL, VICKI SLOAN Thank you for your interest in joining our team at King’s College London and King’s Health Partners. As a talented fundraiser, you know how great successes develop through the most unexpected conversations. You know what a privilege it is to work with philanthropic individuals to achieve great things that you could not even imagine. To give a student the opportunity to attend one of the top 25 universities in the world thanks to scholarship support, which will not only have a massive impact on their life trajectory but also be considered one of the best things the donor, and you as a fundraiser, have ever achieved during your life times. We are looking for our newest colleague to join our team as we look forward to our 200th anniversary in 2029 and ensuring how we can continue to be in service to society for an inter-connected and global community. You can help us achieve
this by leading our major gifts fundraising in Asia. You will be developing close relationships with our alumni and donors to enable us to change the course of even more lives for the better. This is an exciting opportunity to capitalise on your skills and talent as an experienced major gift fundraiser and to pursue further professional and personal development in a senior role. You will, no doubt, be looking to make your mark and take the next step in your career. The role will require you to work with our senior leaders and influencers to develop our major gifts strategy for Asia and grow our pipeline of donors across the region, giving you the opportunity to strengthen your skills as a fundraising leader. I would like to see if we could help you achieve your career ambitions, whilst helping us to take philanthropy from Asia to the next level. I hope that you are interested in joining us on this journey. Vicki Sloan Head of Major Gifts, International
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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KING’S COLLEGE LONDON King’s College London is one of the top
King’s has a particularly distinguished
King’s £600 million campaign, World
25 universities in the world (2016/17
reputation in the humanities, law,
Questions | King’s answers, delivered
QS World University Rankings) and
the sciences (including a wide range
huge global impact in areas where
among the oldest in England. King’s
of health areas such as psychiatry,
King’s has particular expertise and
has more than 27,600 students (of
medicine, nursing and dentistry) and
raised the bar in UK higher education
whom nearly 10,500 are graduate
social sciences including international
philanthropy. Philanthropic support
students) from some 150 countries
affairs. It has played a major role in
funded new research to save young
worldwide, and some 6,800 staff.
many of the advances that have shaped
lives at Evelina London Children’s
King’s has an outstanding reputation
modern life, such as the discovery of
Hospital; established the King’s
the structure of DNA and research
Dickson Poon School of Law as a
that led to the development of radio,
worldwide leader in transnational law;
Excellence Framework (REF) King’s
television, mobile phones and radar.
built a new Cancer Centre at Guy’s
was ranked 6th nationally in the
King’s College London and Guy’s and
Hospital; allowed unique collaboration
‘power’ ranking, which takes into
St Thomas’, King’s College Hospital
account both the quality and quantity
and South London and Maudsley
of research activity, and 7th for quality
NHS Foundation Trusts are part of
according to Times Higher Education
King’s Health Partners. King’s Health
rankings. Eighty-four per cent of
Partners Academic Health Sciences
research at King’s was deemed ‘world-
Centre (AHSC) is a pioneering
leading’ or ‘internationally excellent’
global collaboration between one
(3* and 4*). The university is in the
of the world’s leading research-led
top seven UK universities for research
universities and three of London’s
earnings and has an overall annual
most successful NHS Foundation
income of more than £684 million.
Trusts, including leading teaching
for world-class teaching and cuttingedge research. In the 2014 Research
hospitals and comprehensive mental health services. For more information, click HERE.
between leading neuroscientists to fast-track new treatments for Alzheimer’s, Parkinson’s, motor neurone disease, depression and schizophrenia at the new Maurice Wohl Clinical Neuroscience Institute; created the Cicely Saunders Institute: the first academic institution in the world dedicated to palliative care, and supported the King’s Sierra
KING’S STRATEGIC VISION 2029 The KCL vision is to make the world a better place. Since its foundation in 1829, King’s students and staff have dedicated themselves in the service of society. The KCL Strategic Vision, launched in January 2017 takes it to its 200th anniversary in 2029 and builds upon its history of making a full contribution to society. King’s will continue to focus on world-leading education, research and service and will have an increasingly proactive role to play in a more interconnected, complex world. KCL will continue to expand the huge contribution King’s makes to London and through that a national contribution within the UK, and beyond that to an international community that serves the world. For further information about Vision 2029, click HERE.
Leone Partnership in the Ebola crisis. Donations provided over 300 of the most promising students with scholarships and bursaries each year. More information about the campaign is available HERE.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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FUNDRAISING & SUPPORTER DEVELOPMENT The Fundraising & Supporter
university fundraising in one large
Single Event (with our Evelina London
Development Office (F&SD) has an
comprehensive team, is the first
Zip in 2017); the Direct Marketing
impressive, well-established track
of its kind in UK and European
Association; and the Running Awards.
record of success. It is in the private
philanthropy.
phase of a major new fundraising
A clear identification of team culture
F&SD is tasked to fundraise for cancer
has long been of utmost importance
research programmes by King’s College
to the department. Ten years ago
London, and for clinical programmes
the team collectively determined a
by Guy’s & St Thomas’ NHS Trust’s
set of core values by which they live
charity partner - Guy’s & St Thomas’
and breathe, values that have been
Charity. Collectively, this programme
reviewed and updated over the decade
is Guy’s Cancer.
to reflect the needs of the team.
campaign, which follows the successful World Questions | King’s answers campaign. WQ | KA raised over £610m. This global, multi awardwinning campaign enabled King’s to achieve groundbreaking milestones in neuroscience, cancer, child health, student support & international relations. It closed on time at the end of 2015 and £110m over target. King’s’ ambition is that its next campaign will be even more successful than the last, in order to make a real and positive difference to the world. The F&SD team fundraises for Guy’s & St Thomas’ Charity, King’s College London and King’s Health Partners, which comprises of King’s College Hospital, Guy’s & St Thomas’ Hospitals, South London & Maudsley Hospitals, and King’s College London as the academic partner. This unique partnership, uniting hospital and
Fundraising activity spans major giving to mass giving, working with individuals, trusts and foundations, corporates and the community. Fundraising is supported by comprehensive engagement and operations functions including Prospect Research; Stewardship; Events; Communications and Alumni Relations. Ambitious and innovative, the team has won awards across the higher education and charity sectors. Just some of these awards are: CASE Platinum Award 2016 (the first UK University to win the Platinum award for Fundraising); CASE Gold for Best
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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THE OPPORTUNITY King’s College London is seeking to
Above all, you will be a creative
This role will focus on the Asia region
appoint an outstanding Senior Major
thinker with a strong sense of integrity
and you will be required to travel to
Gift Fundraiser within the broader
and a values-driven approach to
the region approximately four times
Fundraising & Supporter Development
philanthropic university fundraising.
per year, to meet and engage with
Department at King’s.
You will have a proven record in
your prospects. This is a rapidly
Your experience in working with
securing philanthropic gifts from
growing international market for
potential major benefactors together
King’s; 20% of the income for the
with experience of developing inspiring
World Questions | King’s answers
campaign messaging, expertise in
campaign came from Asia.
relationship management (particularly
You will report to the Head of Major
high net-worth individuals will be instrumental in driving the future success of the fundraising strategy, particularly in relation to identifying new opportunities from core international audiences. You will inspire wealthy philanthropists to donate substantial funds that will enable King’s College London and King’s Health Partners to undertake dynamic research, innovative patient care, and world leading educational programmes that will improve society in the UK and beyond, today and for future generations.
with high net worth individuals), outstanding interpersonal and communication skills, a passion for a multitude of medical, educational and global causes, and a high level of motivation in meeting key members of the King’s constituency in order to engage their support. This is a senior, front line, major gift fundraising position with enormous potential. You will be responsible primarily for a portfolio of 70-80 prospects and donors from which you will personally solicit gifts at the 6+ figure level.
Gifts, International and will work closely with the President & Principal, Vice-Principal (International) and senior faculty members, including the Vice-Deans for International to help embed a culture of philanthropy across the landscape of King’s.
This post will provide an excellent opportunity for a proven fundraiser to play a pivotal role in one of the most successful fundraising teams in the UK, whilst taking the next step in your fundraising career and gaining exposure to strong progression opportunities within King’s. This post will suit an ambitious, talented and dynamic fundraiser who is looking to gain lucrative international experience to further their career.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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JOB DESCRIPTION - KEY ACCOUNTABILITIES REPORTING ARRANGEMENTS
KEY OBJECTIVES
The post-holder reports to the Head of Major
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£500,000 and above. To travel regularly to the priority market to build relationships with such individuals
Gifts, International.
PURPOSE OF THE ROLE
(typically four to six times per year); •
requires managing complex relationships, that will enable King’s College London and King’s
To focus fundraising activities on one of our priority major gift overseas markets. To implement these strategies by building good relationships with these individuals and making powerful asks that will inspire
To generate philanthropic funds from individuals in a priority overseas market, which
To plan advanced strategies to increase major gifts from wealthy individuals, with a focus at the level of
seven and high-end six figure gifts; •
To identify and cultivate further such individuals by building a portfolio of influencers;
•
To generate at least £1.5m-£2.5m of income per year, dependent upon portfolio.
Health Partners to undertake dynamic research, innovative patient care, and world leading educational programmes that will improve society in the UK and beyond, today and for future generations. To work with senior wealthy philanthropists living in Asia; to give them the opportunity to be inspired by projects at King’s College London or King’s Health Partners that align with their personal interest(s). To inspire these individuals to, thereafter, make substantial donations to their preferred project(s), which may involve complex negotiations at ‘ask’ stage.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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JOB DESCRIPTION - KEY ACCOUNTABILITIES FUNDRAISING
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To generate high levels of annual income according to agreed targets, guided by the achievement of a small but clearly defined set of monthly key performance indicators;
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To meet with all prospects in your portfolio at least once per year;
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To engage prospects and donors through appropriate cultivation and stewardship events, in line with the department’s Events strategy. To add to this strategy, inspiring prospects and influencers to become involved in the department’s Events programme, as appropriate;
•
To work with the Head of Major Gifts, International to manage the expenditure budget as appropriate to the return on investment;
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To keep abreast of current trends and developments in major giving across the UK, identifying and exploiting new opportunities for growth;
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To plan and lead projects, utilising tools & techniques to ensure effective allocation and use of resources and ensure that project goals are achieved on time;
COMMUNICATION AND
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To follow the university’s Fundraising & Ethics Review Group procedures.
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To utilise the highest level of excellent communication skills during conversations with potential and existing donors in order to determine areas of philanthropic interests. To make connections with these interests and project need at King’s and KHP;
NETWORKING •
To be responsible for developing, commissioning and editing fundraising literature and proposals that will inspire individuals to stretch their philanthropy to new giving levels;
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To take the lead on the existing range of influencers, including Campaign Board members, College Council, NHS Trust Chairs and CEOs, and leading academics and clinicians in order to enhance your prospect portfolio;
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To be responsible for further building the portfolio of influencers and prospects by seeking connections during any and all conversations with existing and new contacts;
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To liaise with senior members of the academic and clinical community, and the Head of Major Gifts International, to ensure proposals and conversations with prospects and supporters are accurate and reflect academic/clinical priorities;
•
To liaise with members of the academic community to train them to become active and successful fundraisers with the F&SD Office;
•
To fully contribute to external networks, such as Major Gift forums;
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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JOB DESCRIPTION - KEY ACCOUNTABILITIES COMMUNICATION AND
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NETWORKING
To disseminate and present complex & specialised information to others in a clear and compelling way;
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To play a lead role in drafting persuasive proposals;
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To broaden and deepen support from major donors for the University & KHP;
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Deputise for the Head of Major Gifts, International, as required;
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To produce thorough briefings for colleagues & senior management prior to meetings with major donors.
DECISION-MAKING,
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PLANNING AND PROBLEM SOLVING
To lead on developing and implementing fundraising strategies for particular projects in agreement with the Head of Major Gifts, International;
•
To plan and prioritise approaches to donors/prospects and to develop an annual calendar of approaches;
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To be responsible for longer term planning such as donor development plans over an 18-24 month period, ensuring movement from unqualified status, through cultivation stages, to solicitation and pledge;
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To have at hand a full range of project need, in outline, across King’s and KHP in order to respond to any given area of interest of a prospect. To seek in all projects the inspirational messages, urgency, and concrete examples that will motivate significant philanthropy;
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To develop and implement advanced fundraising strategies for all prospects in your portfolio, with particular attention on the top twelve, in agreement with the Head of Major Gifts, International;
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To be responsible for planning, progress and promotion of this and future fundraising campaigns.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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JOB DESCRIPTION - KEY ACCOUNTABILITIES ANALYSIS AND
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RESEARCH
To work with the Research Team to identify potential prospects and their areas of interest, and devise individual development plans for them;
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To review your prospect pipeline on a quarterly basis and ensure appropriate prospect movement;
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To accurately record on the database prospect information gathered in the cultivation and stewardship process, facilitating future fundraising and stewardship activity in addition to the production of management reports and your own research of prospects;
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To monitor and review individual progress to target;
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To produce an annual forecast for your pipeline based on known prospects, a timeframe for solicitation and likelihood of success. To report and reforecast income and to identify and communicate risks associated with specific projects, pledges or prospects;
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To capture & present relevant metrics to internal, and occasionally external, stakeholders.
TEAMWORK, TEACHING
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To represent the College, KHP and the Department in internal and external fora where appropriate;
AND LEARNING SUPPORT
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To contribute to the team’s learning and department’s learning, where appropriate, and support less experienced members of the department who have an interest in becoming MG fundraisers;
•
To act as a point of referral for specific projects and liaison with academics, as guided by the Head of Major Gifts, International, and work with the academics and/or Senior Project Development Manager to enhance the project for fundraising purposes;
•
To play a lead role in liaising with members of the academic/clinical community to train them to become active and successful fundraisers with the F&SD Office;
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To undertake other duties as directed by the Head of Major Gifts, International and the Director of Development;
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To foster a sense of empowerment and shared responsibility when working with colleagues across King’s;
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To capture lessons learned from your work & contribute these to the team to help shape improvements.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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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;
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Outstanding success in relationship management, and evidence of relationship development with individuals of high net worth;
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SKILLS AND KNOWLEDGE
EXPERIENCE AND KNOWLEDGE
THE PERSON •
and alumni; •
•
• •
business practices; •
cultivation to solicitation to stewardship;
•
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Experience of project management;
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Experience of managing and controlling budgets;
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An interest in the university and health care sectors in the UK.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
rapport with individuals from different backgrounds; •
giving; •
environment;
effectively with internal and external constituencies of all backgrounds; •
•
Motivated by targets;
•
Entrepreneurial and able to drive forward new business generation;
Excellent communication skills, including an ability to write and speak eloquently and to communicate
•
Strategic and innovative thinker;
•
An interest in working in other countries/ cultures, and an understanding of the need
Excellent interpersonal skills, including the ability
to adapt to the culture of other countries in
to work with a wide range of people and as part of a team; •
Ability to present a case convincingly in person;
•
Ability to quickly assimilate large amounts of new information;
•
Computer literate i.e. Word, Outlook, Excel;
•
Knowledge of a relationship database.
Energetic and enthusiastic, with the ability to work in a fast-paced and ever-changing
Ability to plan and deliver projects within budgets and An understanding of the importance of philanthropic
Articulate, has gravitas and emotional intelligence; ability to quickly develop a
on time;
Experience of initiating ideas and influencing service;
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Ability to develop relationships from the stage of
Experience of working in a complex, targetA good understanding of Asian culture and
PERSONAL CHARACTERISTICS /
Ability to make connections with ‘cold’ individuals to
• •
A degree or equivalent
OTHER REQUIREMENTS
Ability to plan strategically and implement those plans;
driven environment; •
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team;
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Experience of developing and implementing income-generating strategies;
EDUCATION
bring them closer to the organisation;
and negotiating successfully with senior individuals to achieve desired outcomes;
Proactive approach with the ability to work independently and flexibly, but also as part of a
Ability to secure significant major gifts; Considerable experience of influencing
Ability to deal with senior colleagues, donors, patients
order to be successful; •
Ability to reflect on one’s own skills, identify areas of training need and seek out support;
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Willingness to work hard and attend, where necessary, commitments outside normal office hours;
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Willingness to travel overseas.
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TERMS AND CONDITIONS LOCATION HOURS OF WORK
22 Kingsway, London, with travel to Asia 4 to 6 times per
HOW TO APPLY
year, in particular Hong Kong, Singapore and Malaysia.
For further information and to apply for this role, please visit
A reduced working week, flexible hours and a portion
www.execucare.com/jobs/cip/1346
of home working are all possibilities for an outstanding SALARY
PENSION ANNUAL LEAVE
candidate.
EQUAL OPPORTUNITIES
Grade 7 £45,259 - £53,355 inclusive of London
King’s College London recognises that equality of opportunity and the recognition and
weighting, with movement into discretionary points for
promotion of diversity are integral to its academic and economic strengths. The following
excellent candidates.
principles apply in respect of the university’s commitment to equality and diversity:
This appointment is superannuable under the USS
•
To provide and promote equality of opportunity in all areas of its work and activity;
www.uss.co.uk pension scheme.
•
To recognise and develop the diversity of skills and talent within its current and
27 working days per annum (please note the annual leave year runs from January-December) bank holidays and
potential community; •
on the basis of their merits, abilities and potential without receiving any unjustified
customary closure days in are in addition to the annual
discrimination or unfavourable treatment on grounds such as age, disability, marital
leave entitlement.
status, pregnancy or maternity, race, religion or belief, sex, sexual orientation, trans status, socio-economic status or any other irrelevant distinction;
Staff receive 4x additional customary closure days in December. Notification as to how these days are taken is
•
6 months
OTHER BENEFITS
King’s College London offers a wide range of staff benefits. For the full comprehensive list of staff benefits please refer to the website: www.kcl.ac.uk/hr/staffbenefits
To provide and promote a positive working, learning, and social environment which is free from prejudice, discrimination and any forms of harassment, bullying or
circulated at the start of the academic year. PROBATIONARY PERIOD
To ensure that all university members and prospective members are treated solely
victimisation; •
To foster good relations between individuals from different groups and tackle prejudice and promote understanding.
King’s has been a member of the Athena SWAN Charter since 2007 and gained its Bronze institutional award in 2008. Our award was successfully renewed in September 2013 for a further three years. The Athena SWAN agenda forms part of a wider suite of diversity and inclusion work streams. Working with the Charter is helping King’s to identify best practice for the working environment of all staff working in science disciplines.
Candidate Information Pack | Senior Major Gifts Fundraiser, Asia
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