CANDIDATE INFORMATION PACK: in
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SENIOR DEVELOPMENT OFFICER (NORTH AMERICA)
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WELCOME LETTER Thank you for your interest
Development and Alumni Engagement
similar impressive growth from a near
You will be joining a highly motivated,
in the role of Senior
is an integral part of the University of
non-existent base to 3300 in 2017.
collaborative, supportive and friendly
Manchester today. The President and
The future direction for Development
team. Driven by the desire to make a
Vice Chancellor, Professor Dame Nancy
difference, we encourage our teams
America) at the University of
and Alumni Engagement is clear. We
Rothwell, recognises the enormous
are focussed on continued growth, on
to be ambitious and bold, to stretch
Manchester.
value alumni and donors can bring
innovation and on impact. We want to
themselves and not be afraid to try
At the University of
to the University, not only through
connect more alumni and friends so we
something new. So much of what we
their generous financial support and
can help the University achieve more for
do is about building and nurturing
investment, but with their expertise,
our students, for the local community
relationships – whether that be with
time and influence. With over 400,000
and for wider society.
each other, with colleagues across
Development Officer (North
Manchester, great things happen because of the work we do. It could be a new treatment for cancer, discovery of a brand new wonder material like Nobel Prize-winning graphene, providing a prestigious scholarship to an exceptional student or influencing government policies to help the world’s poorest people. Everyone in our Division of Development and Alumni Relations plays an important role in making this happen and you could be part of this.
alumni around the world, we have an enormous – almost unprecedented opportunity to help the University of Manchester have an even greater impact
Our international work is absolutely critical to our success which is why we are investing in these two new
the University or with our alumni and donors – which is why integrity is at the heart of how we work.
posts to lead our fundraising in North
This is an exciting time to join the
America. You will be building on solid
Development and Alumni Engagement
This is the perfect time to join our team
foundations. Manchester has over
team in Manchester. If you’re looking for
at the University of Manchester. Led
11,000 alumni in the US and Canada
a new opportunity which is challenging,
by our President and Vice Chancellor,
and the North American Foundation for
rewarding and impactful, then please do
the University is seeking to determine
the University of Manchester (NAFUM) is
consider applying for this post. I look
the vision and strategy beyond 2020.
celebrating 20 years of support this year.
forward to hearing from you.
It is certain that this will present new
You will work closely with the committed
Kate White
opportunities for philanthropy and
and dynamic board of NAFUM to
alumni engagement.
Director of Development
grow philanthropic support for the
and Alumni Relations
Over the past ten years, we have
University’s life changing philanthropic
significantly grown our fundraising
priorities. We are looking for someone
income with almost £100M received
who can develop lasting relationships
in the past five years alone and donor
with alumni whilst increasing support
numbers increasing from 3000 to over
from non-alumni individuals and trusts
6000 every year. The results for the
and foundations.
in the world.
number of alumni volunteers has seen
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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THE UNIVERSITY OF MANCHESTER The University of Manchester’s vision is to be one of the leading universities in the world by 2020. The University of Manchester is part of the prestigious Russell Group of universities, with outstanding facilities and the widest range of courses. It is highly respected across the globe as a centre of teaching excellence and innovative research. With 25 Nobel Prize winners among its current and former staff and students, it has a history of world firsts and brilliant discoveries, from splitting the atom to giving the world graphene. The University is committed to worldclass research, an outstanding learning and student experience, and social responsibility in everything it does. The University of Manchester was the first and most eminent of the civic universities, furthering the frontiers of knowledge through research and teaching, but also contributing to the well-being of its region and society more widely. These aims have guided the institution ever since and continue to drive its strategic vision: www.manchester.ac.uk/aboutus/vision
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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ABOUT THE DIVISION OF DEVELOPMENT AND ALUMNI RELATIONS In the Division of Development and
with consistent, strategic investment,
DDAR: Our Values
Alumni Relations, the aim is to help
it is aiming to raise £150M between
everyone connected to The University of
2016/17 and 2020/21. This income
Working in Development and Alumni Relations at the University of Manchester is
Manchester to make a positive impact in
includes grants made to the University
the world.
by independent organisations, the North
•
Help the brightest young people to fulfil their potential, regardless of their background;
•
Help researchers make new discoveries and breakthroughs to improve our world;
•
Help alumni, donors and others to stay part of the Manchester story, wherever they might be.
The Division aims to provide a communicative, engaging, stimulating and rewarding experience to donors and alumni who wish to play a partnership role in taking areas of shared interest forward. The University benefits from the interest and support of the UK’s largest alumni community for a campus-based university, maintaining contact with over 380,000 alumni in over 190 countries. Annual philanthropic gift income has grown from £2M in 2004/5 to over £19M in 2016/17. The University of Manchester has great ambitions for further philanthropic growth, and
American Foundation for the University
exciting, rewarding and fun. Our four values reflect who we are, how we do things, and what we want to achieve. Underpinning everything is our drive and commitment to make a positive impact and to make a difference:
of Manchester (NAFUM) and the Hong Kong Foundation for the University of Manchester (HKFUM). Beyond philanthropy, over the past six years the Division has worked with over 6,000 alumni volunteers who are engaged in programmes that bring current students and alumni together in order to enhance the student experience and take the University’s commitment to Social Responsibility to new levels. These award-winning and awardnominated programmes include the Manchester Gold mentoring programme, ‘meet the professionals’ careers events, School Governors programmes, work placements and an international Global Graduates Scheme that provides students from low income backgrounds with the opportunity to visit major global cities to meet with alumni across a variety of sectors, providing a global perspective on their future career.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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NORTH AMERICAN FOUNDATION FOR THE UNIVERSITY OF MANCHESTER (NAFUM) NAFUM was established in 1998 as
Accelerating new treatments for
Led by its President, Gian Fulgoni (Co-
The NAFUM Board have exciting plans
an independent 501C3 organisation.
osteoarthritis by funding research
Founder and Chairman Emeritus of
for future development to continue to
The Directors of the Foundation
into the application of graphene,
comScore, a leading internet analytics
grow gift income through a combination
make grants for the benefit of the
Manchester’s Nobel Prize winning
company), NAFUM’s board membership
of increased alumni giving and by
University of Manchester, entirely at
‘wonder material’, in cartilage
currently stands at 15, and includes
securing an increased range of gifts
the Board’s discretion, for priorities
repair, and helping to stimulate new
many of the University’s most dynamic
from other charitable donors and
approved by the Board. Priorities
graphene-related businesses and
and successful US-based alumni based
organisations based in the USA.
include ground-breaking research and
industrial applications by supporting
throughout the United States who each
flagship scholarship programmes at the
a graduate engineer position at
bring a range of qualities, strengths and
Alongside its grant-making role, NAFUM
University of Manchester. Examples of
Manchester’s National Graphene
attributes to the Board. The University
the far-reaching impact of recent grants
Institute (NGI), and a prize for
President, Professor Dame Nancy
made to the University by the NAFUM
the best graphene business ideas
Rothwell FRS, and the University Director
board include:
coming forward from the student
of Development, are both ex-officio
body.
members of the Board, in order to
Addressing high rates of maternal
ensure that the Board is kept up to
•
Supporting a growing range of students from the USA to study
•
at Masters and PhD level at the
and child death in Africa by
University of Manchester, in areas as
supporting PhD scholarships for
diverse as Humanitarian and Conflict
midwives from Africa.
Response, poverty research, pure physics, nanomedicine and advanced materials. •
•
•
Supporting the development of Bangladesh, Rwanda, Tanzania and Uganda through the provision
Helping to ensure that talented
of Equity & Merit Scholarships for
students can fulfil their potential
talented students to study Masters
by funding Undergraduate Access
courses unavailable in their home
Scholarships for high-achieving
country.
undergraduate students who may otherwise be unable to afford to pursue a degree programme, with a particular focus on students from low income areas in Greater Manchester.
NAFUM manages an endowment fund
date with developments in Manchester
plays a key role in: •
the University of Manchester and participate in recruitment and promotional activities where appropriate. • •
as appropriate, in their endeavors
Directors to the University.
in North America on behalf of the
Board members make significant
University.
personal financial contributions to meets twice a year, usually in the US, however once every three years a twoday meeting is held in Manchester.
through its own Investment Committee, income from which is allocated to support its current grant-making priorities.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
supporting the faculty and staff of the University of Manchester,
relating to grants agreed by the NAFUM
support the work of NAFUM. The Board
encouraging and supporting US students to attend the University.
and the impact of NAFUM’s support on campus, but neither vote on any issue
encouraging alumni to promote
•
working with the University to ensure that Board members and other alumni are kept informed about current and emerging strategic developments at the University, promoting the University’s programs, services and achievements in research with key consistent groups in the USA.
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THE OPPORTUNITY The combined ambition of the University
Above all, you will be a creative thinker
of Manchester and the NAFUM Board
with a strong sense of integrity and a
has led to the creation of two new posts,
values-driven approach to philanthropic
which provide an exciting opportunity for
fundraising. You will have a proven
two outstanding individuals to shape and
record in securing philanthropic gifts
transform the University’s philanthropic
from potential major benefactors
footprint across North America.
together with experience of developing
As such, the University is seeking to
inspiring campaign messaging,
appoint two Senior Development Officers (North America), one with a focus on the East Coast and the other with a focus on the West Coast. Both are key positions for the advancement of the international outreach of the Division of Development and Alumni Relations. Your experience in working with high net-worth individuals will be instrumental in driving the future success of the North American development strategy, particularly in relation to identifying new opportunities from core audiences, including non-alumni. You will inspire wealthy philanthropists to donate substantial funds, which in turn will accelerate groundbreaking, transnational research and help widen scholarship programmes to make a tangible difference in the world.
expertise in relationship management (particularly with high net worth individuals), outstanding interpersonal and communication skills, a passion for Higher Education, and a high level of motivation in meeting alumni, parents, and friends to engage their support.
These are front-line major gift
You will report to the Deputy Director
fundraising positions with responsible
(Development) and will work closely with
for a portfolio of donors and prospective
other members of the Development &
donors from which you will personally
Alumni Relations team, the University’s
solicit gifts at the 5-7 figure level. You
Senior Leadership Team and leading
will play a pivotal role in shaping
academics, to help embed a culture of
the future of the North American
philanthropy across the North American
philanthropic programme and in so
portfolio.
doing, will be funding a multitude of
This post will provide an excellent
global causes.
opportunity for a proven fundraiser
These posts are based in Manchester
to play an integral role in one of the
with a requirement for regular
most successful fundraising teams in
international travel across to the USA
the UK, whilst taking the next step in
and Canada. You will be expected to
your fundraising career and gaining
undertake a minimum of 6 trips to North
exposure to best practice North
America per annum to meet with alumni
American fundraising. These posts will
and solicit gifts. A reduced working
suit ambitious, talented and dynamic
week, flexible hours and a portion of
fundraisers looking to gain lucrative
home working are all possibilities for
international experience to further their
outstanding candidates.
career.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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DEPARTMENT STRUCTURE - DDAR Director of Development
Development
Development Services
Deputy Director (Development)
Head of Philanthropy (Biology, Medicine & Health)
Head of Philanthropy (Campus and Research)
Head of Events and Head of Projects & Philanthropic Board Management
Deputy Director (Alumni Relations)
Deputy Director (Development Services)
University Wide Major Gifts
Faculty Facing Major Gifts
Faculty Facing Major Gifts
Events
Alumni Engagement
Reception, Resources and Training
Regular Giving
Gifts and Finance
Donor Relations
Prospect Research
Development Communicatio ns
Operations
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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DEPARTMENT STRUCTURE - DEVELOPMENT Head of Philanthropy (Asia)
Deputy Director (Development)
Senior Development Officer (North America)
Head of Development
Development Assistant
Senior Development Officer (North America) Senior Development Officer (Student & Learning Resources)
University Wide Major Gifts Team Senior Development Communications Officer
Development Communications Officer
Development Communications Team
Senior Donor Relations Officer
Donor Relations Assistant
Head of Regular Giving
Regular Giving Officer (Direct Appeals)
Donor Relations Officer (Major Gifts & Scholarships) Regular Giving Officer (Students & Young Alumni) Donor Relations Officer (Engagement & Communications)
Regular Giving Team
Donor Relations Team
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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DEPARTMENT STRUCTURE - DEVELOPMENT Head of Philanthropy (Biology, Medicine & Health)
Development Assistant
Head of Philanthropy (Campus and Research)
Senior Development Officer (BM&H)
Development Assistant
Senior Development Officer (AMBS) Development Officer (AMBS)
Senior Development Officer (BM&H)
Senior Development Officer (BM&H)
Development Officer (Biology, Medicine & Health)
Senior Trusts and Foundations Officer (HUM)
Senior Development Officer (HUM) Development Officer (HUM) Senior Development Officer (Science and Engineering)
Trusts and Foundations Officer
Faculty Facing Major Gifts Teams Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
Development Officer (Science and Engineering)
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JOB DESCRIPTION FIXED TERM
MAIN PURPOSE
Three year fixed term in first instance
To represent the interests and priorities of the University of Manchester with philanthropic donors - both alumni and nonalumni - within agreed states and provinces in North America, negotiating high level gifts and partnerships with private donors and philanthropic organisations which further the University’s interests, and to encourage unrestricted gifts to
REPORTS TO
NAFUM, an independent 501 C 3 organisation in the US.
Deputy Director (Development) KEY RESPONSIBILITIES, ACCOUNTABILITIES OR DUTIES ORGANISATIONAL UNIT Division of Development & Alumni Relations
The post-holder will undertake a range of activities commensurate with the grading and responsibility of the post, which will include the following: Major Gifts 1. To plan and personally lead on the development of a number of key University relationships with a portfolio of senior
WORKING WITH The President and Board members of the North American Foundation for the University of Manchester (NAFUM), The University’s Director of Development (a NAFUM ex-officio Board member) and team members in DDAR, including the second Senior Development Officer for North America, The President of the University of Manchester, Vice-Presidents and other senior University academics; senior alumni, friends, advisors, key volunteers and benefactors; charitable trusts, foundations and grant giving organisations.
alumni in the USA and Canada through regular, tailored communications, meetings, and engagement, working to agreed targets in terms of initial meetings, gift proposals and dollars raised. 2. Increasing gifts from non-alumni in the USA and Canada is a key objective for the University. As a result, the post-holder will need to plan and personally lead on the development of a number of key University relationships with a portfolio of senior non-alumni in the USA and Canada through regular, tailored communications, meetings, and engagement, working to agreed targets in terms of initial meetings, gift proposals and dollars raised. 3. To promote the interests of the University of Manchester in North America, identifying areas of shared interest held by prospective/current donors and priorities for fund-raising agreed by the University and the NAFUM Board, and develop pathways of interest, participation and involvement (including engagement with academic and University leaders where appropriate, both in the USA and Manchester) that lead to tangible support for NAFUM and the University principally through philanthropy. 4. Relationships will typically be with senior executives, family members or trustees of private foundations, business figures and/or international philanthropists. The post-holder will need to represent the interests of the entire University in developing these relationships, working with a high degree of autonomy while communicating regularly with campus leaders. They will need to draw on outstanding attributes relating to judgement, independent decision-making and negotiation skills, managing their time and priorities highly effectively to reach agreed targets within a framework agreed with the University and NAFUM.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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JOB DESCRIPTION KEY RESPONSIBILITIES, ACCOUNTABILITIES OR DUTIES Major Gifts (continued) 5. To prepare powerful case statements and gift proposals for prospective donors to the University and NAFUM, tailored to the specific interests of each donor, in a manner consistent with the University’s wider fund-raising programmes. 6. To lead on developing and executing a strategy to engage non-alumni prospective donors, working with NAFUM Board members and key alumni and donors to identify and engage prospective non-alumni supporters and networks of HNWIs in North America. 7. Working with DDAR Trust and Foundation Officers to identify leading North American charitable trusts and foundations who have the capacity of making transformational gifts in support of the University’s and NAFUM’s agreed priorities and to agree and execute engagement strategies with these leading trusts and foundations, using senior academics as appropriate. 8. Working with DDAR colleagues to plan and execute top-level visits to North America by the University’s President and Vice-Presidents, the Director of Development and others, for the purposes of engaging with and securing top level gifts. The post-holder will brief and advise senior university figures as appropriate, and typically attend such meetings in a key facilitating role. 9. To make recommendations to the University over future structures for philanthropic boards or networks in Canada, to lead on the development of those boards/networks, and for potential future joint communications and engagement programmes for Canada-based volunteers with the NAFUM Board in the future. 10. To work with DDAR’s Donor Relations team to ensure that NAFUM and other University donors across North America are kept informed of the impact of their gifts, and receive appropriate and regular updates from the Board of Directors and those benefitting from their support. 11. To identify opportunities for cost-effective private and wider events to engage current and potential high level donors, and ensuring appropriate senior representation from NAFUM Board members and from the University of Manchester where appropriate.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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JOB DESCRIPTION KEY RESPONSIBILITIES, ACCOUNTABILITIES OR DUTIES NAFUM 12. To maintain regular contact with the President and Directors of NAFUM, keeping them informed of developments at the University, fund-raising progress in North America, and seeking to engage board members in communications and meetings with current and potential donors to NAFUM. 13. To attend NAFUM Board meetings in the USA and to provide the board with progress reports on funds raised and broader activity. 14. To lead on identifying, recruiting and stewarding new NAFUM board members, trustees and volunteers, working with the President of NAFUM and DDAR colleagues. 15. To lead on planning for NAFUM Board meetings, working with NAFUM’s Administrative Officer and DDAR colleagues to ensure a strategically focused agenda and to ensure action points are actively resolved/concluded following board meetings. 16. To work with the President of NAFUM and NAFUM Board members to ensure full board participation in annual giving expectations and to ensure cultivation/solicitation plans are in place for Board members as appropriate. DDAR 17. To prioritise opportunities to represent the University and NAFUM at alumni events in the USA and Canada wherever the post-holder’s involvement and presence is likely to encourage and facilitate high level philanthropic investment in support of the University and NAFUM. 18. To support the work of the Global Alumni Volunteer and Networks Officer by identifying opportunities for academic colleagues to engage with alumni in the North America and actively building relationships with key academics who travel to North America to encourage them to further engage with alumni and donors. 19. To promptly record all donor contact on the alumni and donor database in accordance with all relevant legal and data protection requirements, ensuring close liaison with NAFUM’s administrator in the United States, and DDAR colleagues at all times, to ensure that all gifts and pledges are appropriately recorded, acknowledged and stewarded. 20. To contribute to the development and implementation of donor relationship management systems and processes, acknowledging the University’s and NAFUM’s responsibilities to its donors and upholding the University’s and NAFUM policies on donor due diligence, the acceptance of gifts and management of benefactions. 21. To undertake other such duties as may be required from time-to-time by the Deputy Director (Development) and Director of Development. 22. To prioritise opportunities to represent the University and NAFUM at alumni events in the USA and Canada wherever the post-holder’s involvement and presence is likely to encourage and facilitate high-level philanthropic investment in support of the University and NAFUM.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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THE PERSON ESSENTIAL KNOWLEDGE, SKILLS & EXPERIENCE
ESSENTIAL KNOWLEDGE, SKILLS & EXPERIENCE
•
•
Exceptional maturity of judgement and operating talent to achieve immediate credibility and influence in working relatively independently to represent the interests of the University with philanthropists, senior alumni, Trustees, CEOs, senior academics, donors and partner organisations.
•
Demonstration of a personal commitment to, and belief in, education, research
effective and planned giving. •
Proven ability to think creatively and highly strategically.
•
Experience of a range of international cultures and the proven ability to interact with ease within cultural boundaries.
and scholarly enquiry for the betterment of the world. •
A strong and compelling commitment to the goals and values of the University
•
•
•
satisfaction from a team result. •
Educated to degree level.
Outstanding interpersonal skills with the necessary listening, facilitation,
•
A high level of computer literacy.
•
Desire and willingness to undertake travel.
Enthusiasm and energy to act proactively, backed up by the initiative, drive and self-motivation to work individually and remotely on a regular basis. Outstanding levels of integrity and trustworthiness as the basis for making appropriate high-level independent decisions on a regular basis, balancing the interests of donors with those of the University, often without immediate recourse to prior advice or approval.
•
A catalytic team player who is committed to achieving shared goals and gains
donors and philanthropists, preferably but not necessarily in North America.
levels.
•
•
Proven experience of successful fundraising with high level private personal
negotiation, and diplomatic skills to represent the University at the highest
•
Ability to comprehend and amalgamate complex subject matter and to articulate such matter clearly and concisely to a lay audience.
of Manchester and strong understanding of its context within the city region of Manchester and within UK higher education.
Knowledge and understanding of charitable giving in the USA, including tax
DESIRABLE KNOWLEDGE, SKILLS AND EXPERIENCE •
Connections to networks of professional fund-raisers and other US and UK universities active in fundraising in the USA, for example through the Council for the Advancement and Support of Education (CASE).
Patient persistence in seeking to engage and build sustained and trusting relationships with donors to the University and NAFUM.
•
Outstanding written and oral communication skills with experience of writing and presenting effective, clear and persuasive proposals.
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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TERMS & CONDITIONS Location
The post is based in Manchester with a requirement for regular international travel across to the USA and Canada. You will be expected to undertake a minimum of six trips to North America per annum.
Fixed Term
Three years fixed term in first instance
Hours of Work
A reduced working week, flexible hours and a portion of home working are all possibilities for an outstanding candidate
Salary
£39,992 - £49,149
Pension
USS (Universities Superannuation Scheme) – current contributions are 8% for the employee and 18% from the employer
Annual Leave
29 days plus 4 closure days at Christmas
Other Benefits
Benefits of working at the University can be seen at the following link: https://www.manchester.ac.uk/connect/jobs/benefits-workinghere/
EQUALITY OF OPPORTUNITY AT THE UNIVERSITY As an equal opportunities employer we welcome applicants from all sections of the community regardless of gender, ethnicity, disability, sexual orientation and transgender status. All appointments are made on merit.
HOW TO APPLY
For further information and to apply for this role, please visit www.execucare.com/jobs/cip/1356
Candidate Information Pack | Senior Development Officer (North America), The University of Manchester
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