CANDIDATE INFORMATION PACK: in
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HEAD OF DEVELOPMENT, LONDON & INTERNATIONAL
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WELCOME LETTER Thank you for your interest
St Andrews stands for quality. We are
Our approach to the structure of the
in joining the Development
recognised for the delivery of excellent
Development team has also been
teaching and research, and have been
distinctive with a successful track record
in the top five of UK league tables
of providing flexible and agile working
an exciting time to join
for more than a decade. A major
for fundraising staff. The Head of
Scotland’s first university as
philanthropic campaign backing the new
Development, London and International,
strategy will underpin our ambitions as
is based from home to be closer to
a world-leading institution, contributing
the key London market (as are our
600th Anniversary Campaign
towards funding buildings, big ideas and
US team) and you will be supported
goal of £100m and planning
impactful research, and scholarships to
by dedicated staff in the St Andrews
bring on the next generation of world-
Development Office. You will have
leading students and young academics.
daily contact with the team, including
fundraising, alongside the
The remit of this role has developed
Facetime/Skype calls into staff meetings
University’s new strategic
in size and stature over the past five
and back-up whenever required. This
plan due to be launched in
years, from major gifts in London and
flexibility, combined with regular trips
team at St Andrews. It is
we celebrate reaching our
the next phase of our
Autumn 2018.
the South East (where so many of the St Andrews alumni and wider network reside) to now include our international networks in Hong Kong (Foundation launched in 2015), Germany (Foundation launched in 2017) and the Middle East. The role is at senior level, sitting alongside the Head of Major Gifts (US) and working closely with me, the Vice Principals and with Professor Sally Mapstone, Principal and Vice Chancellor, during visits to London and travelling widely to work with supporters at the highest levels.
The success of the £100m Campaign has provided a platform for us to progress to the next phase in fundraising, particularly with principal and transformational gifts. We had more than 14,000 donors to the 600th Campaign, with over 20 gifts each year of £100,000 and above, including £1m
to St Andrews to immerse yourself in the University and town, and the opportunity for worldwide travel, means it’s the best of all worlds for the ideal candidate. I hope that you are excited by this opportunity and we look forward to progressing the conversation, and to
contributions from donors in China,
expanding the Development Team.
Japan, UK, US, and Europe. With
Best wishes
over 45% of our current students and staff from outside the UK, our alumni demographic profile is similarly highly
Robert Fleming Director of Development
distinctive in the UK.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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THE OPPORTUNITY
THE DEVELOPMENT OFFICE
The University of St Andrews is seeking
Ideally, applicants will be located in or
to build on the strength of the 600th
within an hour of London with the role-
Campaign, including the launch of its
holder working from home. The role-
Hong Kong Foundation in 2015, to
holder will be required to make regular
The remit of the Development Office is to develop and strengthen the
achieve ambitious new goals linked to the
trips to St Andrews (around once a month)
University’s position at the forefront of teaching, learning and research by
new strategic plan, including significant
and will have the ability to develop and
inspiring active participation, investment and loyalty to St Andrews. We
capital projects, greater investment in
maintain excellent working relationships
do this through fundraising for key University priorities and developing
scholarships, and strengthening alumni
with Development colleagues and
mutually beneficial relations with our 55,000 alumni, friends and
and corporate giving.
University staff, while spending most of
benefactors worldwide.
We are seeking a Head of Development
their time away from St Andrews.
The University completed its 600th Anniversary fundraising campaign in
(London and International) to operate at
The Head of Development (London and
June 2018 to exceed £100 million. It has provided a focus for a range of
the very highest level of donor cultivation,
International) will be educated to degree
fundraising projects and high profile events and activities designed to
solicitation and stewardship, primarily in
standard and will be expected to exercise
engage and cultivate alumni and the student family community, and to
London and the South East, South East
a high level of creativity, resourcefulness
develop broader contacts for the University.
Asia, and Middle East.
and decision-making with the objective of
St Andrews has big aspirations and exciting plans for the future. Now
The Head of Development (London and
securing philanthropic support capable of
is the time to work for this respected institution and to promote
International) will have proven experience
making a significant impact.
philanthropy as it increasingly supports the ambitious goals of staff and
of managing relationships with individuals
The University of St Andrews is seeking
students.
in a highly tailored way, and a track record
an exceptional major gifts fundraiser for
of soliciting six figure gifts for a range of
this very exciting leadership position.
projects (at least five years’ experience),
The Head of Development (London and
preferably in support of higher
International) will work closely with the
education. S/he will be a creative and
Director of Development, Vice-Principal
strategic thinker, and possess excellent
and Principal of the University, senior staff
communication skills with the energy
and key volunteers to identify, cultivate
and enthusiasm to work proactively, both
and solicit significant major gifts from
internally and with alumni and friends
new and existing individual and corporate
across the world. Above all, the role
prospects for a range of key fundraising
holder must be passionate about the
priorities.
role that philanthropy plays in supporting
This is a key role for the University and an
higher education for the benefit of society as a whole.
exciting opportunity with significant career potential.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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UNIVERSITY OF ST ANDREWS
CITY OF ST ANDREWS
Founded in the early 15th century, the
The University is consistently ranked third
St Andrews provides a unique location for a very special university. It has a
University of St Andrews is Scotland’s
in the UK (after Oxford and Cambridge),
rich and colourful history with buildings both ancient and modern.
first university and the third oldest in the
and in 2017 was awarded ‘University of
English speaking world. The town today is
the Year’ for teaching quality in The Times
A picturesque city with beautiful unspoilt beaches, St Andrews is famous
known around the world as the ‘Home of
and The Sunday Times Good University
Golf’ and as a vibrant seat of learning with
Guide. In addition, St Andrews was
a distinctively cosmopolitan feel, where
ranked first in the National Student Survey
students and university staff account for
(NSS) in 2017, the ninth time in the past
more than a third of the local population.
11 years that the University has been
The University of St Andrews is a diverse
at the very top of the comprehensive
and international community of over
analysis of the views of the United
10,500 comprising students and staff of
Kingdom’s student community.
over 140 nationalities.
St Andrews is also ranked within the
St Andrews has approximately 55,000
world’s top 100 universities for research
contactable graduates in total, among them HRH The Duke and Duchess of Cambridge, former Scottish First Minister Alex Salmond and the novelist Fay Weldon. Over its history the University has conferred honorary degrees upon Benjamin Franklin, Andrew Carnegie, Rudyard Kipling, Alexander Fleming, Iris Murdoch, James Black, Elizabeth Blackadder, Tim Berners-Lee and Hillary Clinton.
for its cathedral, the largest in Scotland but now in ruins, and for its University, the third oldest university in the English-speaking world and one of the UK’s most prestigious. It is also famous for being the home of golf with its beautiful golf links, its stunning scenery and sandy beaches. There are good and frequent flights from London airports to Dundee and Edinburgh (30 and 60 minutes away respectively) and trains from London leave from Kings Cross and take 5 and a half hours.
excellence, with a QS World University Ranking of 92, and a THE World University Ranking of 36 for Arts and Humanities. Areas of particular strength include International Relations, Physics and Astronomy, Classics, Psychology and Neuroscience and Computer Science. This international renown makes it one of the most sought-after destinations for prospective students from the UK, Europe and overseas. The University is closely integrated with the town. The main Library and many academic Schools are located centrally while the growth in research-active physical and mathematical sciences has been accommodated at the North Haugh on the western edge of St Andrews.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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STAFF DIAGRAM - DEVELOPMENT Development
July 2018 CAMPAIGN BOARD
DIRECTOR Director
PA to Director
DEVELOPMENT OPERATIONS Head
ANNUAL GIVING Manager Officer GIFT & OPERATIONS Officer Assistant Assistant Assistant DATABASE & IT
ALUMNI RELATIONS & SUPPORTER ENGAGEMENT
FUNDRAISING
DEVELOPMENT (London & International)
NORTH AMERICA
Manager
Vacancy, Head
Associate Head Vacancy, Officer East Coast Vacancy, Officer West Coast Vacancy, Alumni, FP & Events Officer
Head ALUMNI RELATIONS Manager Officer Assistant (FTE 0.8) Assistant (FTE 0.6) Assistant (FTE 0.6) STEWARDSHIP
MAJOR GIFTS, TRUSTS, LEGACIES & MEMORIAL GIVING Vacancy, Officer Officer Unfilled post, Officer Assistant Assistant Assistant (0.5FTE)
Assistants provides assistance to
Vacancy, Officer Officer *(FTE 0.6) Assistant
Manager Officer Assistant Assistant
Officer (FTE 0.8) Assistant
PROSPECT RESEARCH
PUBLICATIONS
Officer Assistant Assistant
AMERICAN FOUNDATION
EVENTS
Officer *Partly funded by external body.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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JOB DESCRIPTION PURPOSE OF THE JOB
DUTIES AND RESPONSIBILITIES
The role holder will operate at the
The role holder will undertake the following duties:
very highest level of donor cultivation,
1. Identify, cultivate and manage a pool of c. 100-150 potential high level donors with a view to securing a number of ÂŁ100k+ gifts
solicitation and stewardship in London, UK and overseas (except North America), to secure significant support (six and seven figure donations) in support of the University’s key priorities. The role holder will be located in or near London and will be part of the Major Gift fundraising team, reporting to the Director of Development. The Head of Development (London and International) will work closely with the Director of Development, Vice-Principal and Principal of the University, senior staff and key volunteers to identify, cultivate and solicit significant major gifts from new and existing individual and corporate prospects for a range of key fundraising priorities.
in support of the University and its initiatives. 2. Undertake the personal solicitation of six and seven figure gifts from prospective individual and corporate donors, focusing on face-to-face visits and strategic fundraising events. The role-holder will be expected to play a leading role in securing significant gifts to achieve the next fundraising campaign target. 3. Create and manage effective strategies to ensure positive and purposeful donor relations with major gift prospects and influencers. 4. Work collaboratively with the Principal and senior University colleagues to cultivate and solicit donors for University-wide priorities, Development Campaign Manager, Head of Alumni and Supporter Engagement, Head of Development Operations, Head of Development (United States), Director of Development. The role-holder will be required to involve appropriate University colleagues, primarily academic staff, in building and managing a productive network of relationships with prospective donors. 5. Recommend and assist with donor and prospect visits (with a focus on London and the south of England) involving the Principal, senior members of faculty, Director of Development, Campaign Board members and other key volunteers. 6. Mentor and provide day to day support and leadership to fundraising staff in the team. The role-holder will also be expected to provide training and guidance for colleagues and volunteers on face to face solicitation techniques especially as appropriate to London and international fundraising meetings. 7. Work with the Development Campaign Manager to identify, cultivate and solicit charitable trusts and foundations based in London/England and overseas with a view to raising awareness of the University’s role in a national and international context. 8. Develop and implement fundraising strategies for specific projects in consultation with the Development Campaign Manager, Director of Development and project boards/champions. 9. Work with the Events Team (including undertaking site visits) to assist with, and attend, a range of high profile events and visits in London, Hong Kong, and from time to time elsewhere overseas to inform, cultivate and steward existing and potential high level donors. This will include ensuring an appropriate level and type of cultivation/stewardship event is in place for each major gift prospect.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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JOB DESCRIPTION DUTIES AND RESPONSIBILITIES 10. Work with the fundraising team and colleagues (Research, Operations, Annual Giving, Alumni Relations and Stewardship) to ensure there is a regular flow of information between the different fundraising areas to maximise fundraising opportunities and ensure excellent donor stewardship at all times. 11. Develop and contribute to the development of materials (including electronic formats) designed to inspire donors and to illustrate the benefits of all forms of giving including share giving and tax effective giving. The role-holder will be expected to prepare articles about principal gift fundraising for various University publications (paper and electronic). 12. Manage and record relationships and strategy with donors (current and prospective) using the Raiser’s Edge database. The role-holder will be required to prepare regular reports using figures and statistics from the Raiser’s Edge database for the Director of Development and as required the Principal’s Office. 13. Research and prepare briefings on fundraising activities and key alumni/volunteers for Development colleagues and other University personnel (including members of the Principal’s Office), via written reports and/or team meetings. 14. The role-holder will be required to work on an independent basis from home and to manage their time effectively and productively. The role-holder will be required to account for their time and resources via agreed regular reporting to the Director of Development and to take part in regular reviews. 15. Make regular visits (at least once per month) to St Andrews to meet with Development colleagues and other key members of University staff in order to develop a solid understanding of the University’s activities and priorities. The role-holder will be expected to take proactive steps to develop and keep up to date an understanding of the University’s priorities and the role of major and principal gifts in achieving these goals. He/she will share best practice with peers at other Scottish and UK HEIs through attendance at and/or participation in user groups and networks. 16. Attend University events and meetings, on campus and elsewhere, particularly in London and the south east of England, across South East Asia, and the Middle East. The role-holder must be flexible in respect of working hours and be available to travel on a regular basis. 17. Undertake further training and development as necessary in order to meet the changing demands of the post and to keep specialist knowledge up to date. 18. Undertake other duties as assigned by the Director of Development, particularly as such duties relate to activities in London/South East, South East Asia and the Middle East. Please note that this job description is not exhaustive, and the role holder may be required to undertake other relevant duties commensurate with the grading of the post. Activities may be subject to amendment over time as the role develops and/or priorities and requirements evolve.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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PERSON SPECIFICATION EDUCATION & QUALIFICATIONS
COMPETENCIES & SKILLS
OTHER ATTRIBUTES/ABILITIES
•
•
•
Educated to degree level or equivalent
EXPERIENCE & KNOWLEDGE •
At least five years’ experience of working in a senior fundraising role in the not-for-profit
•
Understanding of, and commitment to, philanthropy as a key component within the advancement of higher education
•
fundraising, in particular of securing gifts of
email, internet •
•
•
contact and visits •
Flexibility to work evenings and weekends
•
Willingness to travel frequently in the UK and overseas from time
number of different constituents at the same time
to time
Experience of working with budgets, ability to analyse financial
•
Driving licence (Desirable)
proposals •
Ability to think strategically as well as creatively and analytically
•
Ability to work independently, make decisions in difficult situations campus and with limited direct support
organisation (Desirable)
University staff through regular
meet stringent deadlines and deliver high quality outcomes to a
and exercise good judgment often from outside the St Andrews
Working in a complex and consultative
in Development and senior
information, prepare and present budget breakdowns in fundraising
•
A flexible, effective and positive team player, with the commitment and willingness to join in as required (usually via electronic means)
reporting •
Ability to co-ordinate complex projects, manage conflicting demands,
alumni/membership/relational database exporting data for statistical analysis and
relationships with colleagues
University fundraising projects to these objectives
Expertise in use of Raiser’s Edge or other including proficiency in querying and
to develop and maintain good
Establish credibility and develop excellent (at times) long distance
Ability to articulate the University’s strategic objectives and align
IT literate, with high level of expertise in Microsoft Word, Excel, other packages,
Andrews campus with the ability
•
inclusion in print and online publications •
to work remotely from the St
University staff and students and businesses)
Motivated by meeting and exceeding targets
Experience of writing fundraising proposals for high level donors and inspiring copy for
and externally (including alumni, parents, donors, volunteers,
•
£100k and above •
within an hour of London and
of University Court as well as key alumni and potential donors
Proven and substantial track record in
Willingness to be based in or
effectively, and with integrity, with a wide range of people internally
working relationships with academics, senior management, members
sector, preferably in higher education •
Excellent written and verbal communication skills are required to deal
•
Ability to handle confidential material and discussions with tact and discretion and knowledge of the Data Protection Act and Freedom of Information regulations
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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PERSON SPECIFICATION OBLIGATIONS FOR AN EMPLOYEE
EFFECTIVE BEHAVIOURS FRAMEWORK
You have a duty to carry out your
The University has identified a set of effective behaviours which we value and have found to be consistent with high performance across the
work in a safe manner in order not to
organisation. Part of the selection process for this post will be to assess whether candidates have demonstrably exhibited these behaviours previously.
endanger yourself or anyone else by your acts or omissions. You are required to comply with the University health and safety policy as it relates to your work activities, and to
Managing self and personal skills: Willing and able to assess and apply own skills, abilities and experience. Being aware of own behaviour and how it impacts on others. Delivering excellent service: Providing the best quality service to all students and staff and to external customers e.g. clients, suppliers. Building genuine and open long-term
take appropriate action in case of an
relationships in order to drive up service standards.
emergency.
Finding innovative solutions:
You are responsible for applying the
Taking a holistic view and working enthusiastically and with creativity to analyse problems and develop innovative and workable solutions. Identifying
University’s equality and diversity
opportunities for innovation.
policies and principles in your own area of responsibility and in your general conduct.
Embracing change: Adjusting to unfamiliar situations, demands and changing roles. Seeing change as an opportunity and being receptive to new ideas.
You have a responsibility to promote
Using resources:
high levels of customer care within
Making effective use of available resources including people, information, networks and budgets. Being aware of the financial and commercial aspects
your own area of work/activities.
of the University.
You should be adaptable to change,
Engaging with the big picture:
and be willing to acquire new skills and
Seeing the work that you do in the context of the bigger picture e.g. in the context of what the University/other departments are striving to achieve and
knowledge as applicable to the needs
taking a long-term view. Communicating vision clearly and enthusiastically to inspire and motivate others.
of the role. You may, with reasonable notice, be required to work within other Schools/ Units within the University of St
Developing self and others: Showing commitment to own development and supporting and encouraging others to develop their knowledge, skills and behaviours to enable them to reach their full potential for the wider benefit of the University.
Andrews.
Working with people:
You have the responsibility to engage
Working co-operatively with others in order to achieve objectives. Demonstrating a commitment to diversity and applying a wider range of
with the University’s commitment to
interpersonal skills.
Environmental Sustainability in order to reduce its waste, energy consumption and carbon footprint.
Achieving results: Planning and organising workloads to ensure that deadlines are met within resource constraints. Consistently meeting objectives and success criteria.
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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TERMS & CONDITIONS Special Requirements
This post requires the role holder to be based in or near London and to work from home. The role-holder will be required to undertake regular out-of-normal office hours working, including at weekends and evenings to attend meetings and facilitate events run by the Development Office, both in London, St Andrews, across the UK and from time to time overseas.
Location
Home-based
Grade/Salary Range
Grade 8, £50,618 - £56,950 – market supplement possible, depending on candidate
Hours of Work
36.25 hours per week/Full Time
Annual leave
34 days
Probationary Period
reviewed at 3, 6, and 15 months
Pension eligibility
USS
HOW TO APPLY For further information and to apply for this role, please visit
www.execucare.com/jobs/cip/1358
Candidate Information Pack | Head of Development, London & International, University of St Andrews
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