CANDIDATE INFORMATION PACK: HEAD OF MAJOR GIFTS, KING’S HEALTH PARTNERS & KCL HEALTH in
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KING’S COLLEGE LONDON
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LETTER FROM THE DIRECTOR OF DEVELOPMENT, MATTHEW GORMAN Thank you for your interest in this role. We are looking for an exceptional individual to lead our major gifts health fundraising for King’s College London and King’s Health Partners.
I am inspired by the breadth of
The successful candidate will head a
best in the sector to support a range of
dedicated team to drive forward and develop our major gift strategy in this area. They will personally secure significant philanthropic income to support world-leading research, teaching and facilities development. They will work collaboratively with academic and professional services colleagues across KCL.
activity, the quality of research and the global impact of health science research at King’s. King’s has influenced many of the advances that shape modern life, including the discovery of the structure of DNA and antiseptic surgery. Our academics and clinicians are at the forefront of global scientific research and are making truly life-changing discoveries. This is an exciting opportunity to join our team and work with some of the university initiatives. Through World Questions | King’s answers, KCL set the standard in UK higher education for major philanthropy campaigns. I joined King’s in September 2018 and I hope to set the bar even higher. I hope you might consider applying to become a part of the team. We look forward to hearing from you. Matthew Gorman Director of Development
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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KING’S HEALTH PARTNERS (KHP) King’s Health Partners:
King’s Health Partners is one of the
where world class
centres. KHP consists of Guy’s & St
research and clinical practice are brought together for the benefit
UK’s six academic health science Thomas’ NHS Trust, King’s College Hospital NHS Trust, and South London and Maudsley NHS Trust, with King’s College London as the
of patients.
academic partner.
“KHP aims to reduce
Innovation to translate cutting-edge
the historical industry practice of spending 15 years on new drug development to 7 years – an ambitious target.”
Its primary purpose is innovation. research into patient care as quickly as possible; to deliver improved outcomes for patients and service users; to make sure its workforce has the skills it needs to deliver the best possible care; to connect mental and physical health; and to improve the health and wellbeing of its local population. Clinically serving central and outer London locations including seven mental health and physical healthcare hospitals and many community sites. Each year the hospitals provide nearly 5 million patient contacts.
Through this partnership, it provides clinical care and research that directly benefits people living in southeast London and beyond. Thanks to extensive research programmes and a local population which is among the most ethnically, socially and economically diverse in the world, it delivers world-class research into new methods of treatment and care for a
FUNDRAISING PRIORITIES FOR KING’S HEALTH PARTNERS KHP has prioritised a number of institutes, all areas of excellence in clinical and research activities, which are inspiring philanthropists to connect: Haematology, Cardiology, and Children & Young People’s Mental Health.
range of common and rare diseases & disorders.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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WHY KING’S The breadth of national & international clinical services and research attracts high quality doctors, scientists, allied professionals and students from all over the world. King’s’ research programmes are multidisciplinary, collaborative, integrated and embedded in its clinical services. KCL is one of the top 10 UK universities in the world (QS World University Rankings, 2018/19), the fourth oldest university in England and located in the very heart of the capital. Its research impact is truly global. Research is core to King’s, what it does, what it cares about and how it educates. It is how is channels its creativity to further knowledge and understanding, challenge convention and deliver impact.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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FUNDRAISING & SUPPORTER DEVELOPMENT The Fundraising & Supporter
university fundraising in one large
Platinum Award 2016 (the first UK
Organisational Development
Development Office (F&SD) has an
comprehensive team, is the first
University to win the Platinum award
Manager who coordinates an ‘on-
impressive, well-established track
of its kind in UK and European
for Fundraising); CASE Gold for Best
boarding programme’ and cross
record of success. It is in the private
philanthropy.
Single Event (with our Evelina London
departmental training activities. MG
phase of a major new fundraising
Fundraising activity spans major
Zip in 2017); the Direct Marketing
specific training is coordinated by the
Association Awards; and the Running
Director of Development & Heads
individuals, trusts and foundations,
Awards.
of MG teams, regularly utilising a
corporates and the community.
A clear identification of team culture
range of consultants to support high
Fundraising is supported by
has long been of utmost importance
comprehensive engagement and
to the department. A decade ago,
operations functions including
the team collectively determined a
Prospect Research, Stewardship,
set of core values by which they live
Events, Alumni Relations, and
and breathe, values that have been
Communications.
reviewed and updated over the decade
Ambitious and innovative, the team
to reflect the needs of the team.
has won awards across the higher
There is significant investment in
education and charity sectors. Just
career development. Embedded
some of these awards are: CASE
within F&SD is a People &
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, and South London & Maudsley Hospitals, with King’s College London as the academic partner. This unique partnership, uniting hospital and
giving to mass giving, working with
VICKI SLOAN, HEAD OF MAJOR GIFTS, INTERNATIONAL “I joined the team as a Senior Major Gifts Manager three years ago, after working in the charity sector in organisations such as Shelter and Book Trust. I came to here to learn, and I haven’t been disappointed. I’ve had the chance to work on the biggest gifts of my career and build my international experience, something that is hard to gain at many other organisations. F&SD has supported me to gain experience in the US around specific projects, which has led me to take on the maternity cover for the Head of Major Gifts, International – an amazing opportunity”.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
performance fundraising through a culture of coaching & feedback. Additional budget is available for individual training needs. A number of team members have grown their fundraising careers within the department, a testament to the importance F&SD puts on growing and retaining talent. A strong sense of team is important to the Major Gifts team and to Fundraising & Supporter Development as a whole. There are regular forums for sharing information, knowledge & skills. Ad hoc cross-departmental taskforces or workshops are created as and when needed. There is also a range of social activities throughout the year, from the annual Summer F&SD party to the seasonal Softball team.
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THE OPPORTUNITY King’s Health Partners seeks to
Above all, you will be a creative
appoint an outstanding Head of Major
thinker with a strong sense of integrity
Gifts for this key position within the
and a values-driven approach to
Fundraising & Supporter Development
philanthropic fundraising. You will
Department at King’s. The ideal
have a proven record in securing
candidate will be a strong nurturer of
philanthropic gifts from potential
people, with inspirational leadership
major benefactors together with
qualities. You will lead a team of
experience of developing inspiring
fundraisers focused on generating
campaign messaging, expertise in
major gift income – typically £100k
relationship management (particularly
- £3m - for King’s Health Partners
with high net worth individuals),
& KCL Health. Your experience
outstanding interpersonal and
in working with high net-worth
communication skills, a passion for
individuals will be instrumental in driving income of 6- and 7-figure gifts, that will help King’s Health Partners & KCL Health develop new clinical, educational and research excellence.
supporting the delivery of world-class clinical care and research, and a high level of motivation in meeting key members of KHP’s constituency in order to engage their support.
Reporting to the Director of Development, you will play an active role in the wider leadership of the unit, driving forward development, monitoring progress and supporting the direction of the team within and beyond their direct area of responsibility to ensure high performance fundraising for all stakeholders. This post will provide an excellent opportunity for a growing leader 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.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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JOB DESCRIPTION - KEY ACCOUNTABILITIES REPORTING ARRANGEMENTS
ROLE PURPOSE
The post holder reports to the Director of Development, King’s
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College London and King’s Health Partners.
To lead a team of fundraisers focused on generating major gift income (£100k-£3m gifts) for King’s Health Partners and King’s College London’s Health programmes, reaching an annual target.
RESPONSIBLE FOR
•
To lead by example and personally raise six- and seven-figure gifts each year, focusing on £1m+ prospects, that will enable King’s College London & King’s Health Partners to
Senior Major Gifts Fundraisers, Major Gifts Fundraisers and Major
invest in dynamic research, clinical care and world leading educational programmes that
Gifts Officers.
will improve society in the UK and beyond, today and for future generations. •
To give individual wealthy philanthropists, resident primarily in the UK, the opportunity to find projects at King’s College London & King’s Health Partners that align with their personal interest. To inspire these individuals to, thereafter, make substantial donations to their preferred project(s).
•
To be fully aware of all the stakeholders and their major projects for which the unit generates income, and be able to engage philanthropists on these in order to facilitate donor-led fundraising outside of your key area of responsibility, where appropriate. To ensure your line reports behave likewise.
•
To play an active role as part of the unit’s leadership group, driving forward developments, monitoring progress and supporting the direction of the team within & beyond your direct area of responsibility to ensure high performance fundraising for all our stakeholders.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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JOB DESCRIPTION - KEY ACCOUNTABILITIES KEY OBJECTIVES •
To agree with the Director of Development’s strategic plans for your team, including team & individual annual income targets & KPIs that meet the expectations of King’s College London & King’s Health Partners. Monitor activity to target on a monthly basis and report to the Director any concerns at the earliest opportunity.
•
To appraise the Director of Development on the strategic plans for your team in relation their area of interest. To keep the Director updated on a monthly basis and report to the Director any concerns at the earliest opportunity, for onward communication to KHP governance group.
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To work collaboratively with Heads within the Supporter Development Directorate to ensure a joined-up approach to fundraising endeavours that span across the Fundraising & Supporter Development Directorate.
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To generate personal annual income to target.
•
To lead your line reports to plan & implement strategies to increase major gifts, primarily from wealthy individuals, at a capacity level commensurate with their role. To help them identify and cultivate further such individuals by building a portfolio of influencers.
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To be the key relationship lead with relevant senior internal stakeholders, enabling high performance fundraising. To ensure that the internal relationships that your team members hold are of a high quality and focused on generating income.
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To manage the budget of your team and ensure a good ROI on pay & non-pay expenditure.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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JOB DESCRIPTION - KEY ACCOUNTABILITIES COMMUNICATIONS AND
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NETWORKING
To be responsible for developing and implementing fundraising strategies for particular stakeholders & projects in agreement with the Director of Development.
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To utilise excellent communication skills during conversations with potential & existing donors in order to determine areas of philanthropic interests. To make connections with these interests and project need according to your role.
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To take advantage of the existing range of influencers in order to enhance your prospect portfolio and that of your team, and further build as appropriate.
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To work with colleagues in the Campaign team to drive the development of new campaign projects.
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To liaise with internal stakeholders, training them to become active and successful fundraisers with the F&SD Office.
DECISION-MAKING,
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To seek in all projects the inspirational messages, urgency, and concrete examples that will motivate significant philanthropy.
PLANNING AND PROBLEM
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To be responsible for developing and implementing fundraising strategies for all prospects in your portfolio. To support your line reports
SOLVING
in decisions regarding the development of their prospect pipeline, and all fundraising activities, helping them to prioritise their workload in order to generate the greatest possible annual income, year-on-year. •
To contribute significantly to the planning, progress and promotion of the new fundraising campaign, providing guidance to the Campaign team & academic/clinical project leads as to what is required in a successful fundraising appeal.
•
To provide guidance to your line reports and, on occasion, intervene with internal/external stakeholders to ensure high performance fundraising.
SERVICE DELIVERY
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To generate annual income according to agreed targets, guided by KPIs.
•
To spend the budget as agreed and reforecast budgets according to departmental procedures.
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To work with the Director of Development to set KPIs for your line reports, and thereafter ensure line reports are meeting monthly KPIs and targets.
•
To meet with all prospects in your portfolio at least once per year, and engage all through appropriate cultivation and stewardship.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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JOB DESCRIPTION - KEY ACCOUNTABILITIES ANALYSIS AND RESEARCH
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To work with the Research team to identify & advance potential prospects for you and your team. Review monthly your prospect pipeline and that of your line reports, and analyse prospect movement against standard expectations.
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Accurately record on the database prospect information gathered in the cultivation and stewardship process, facilitating future fundraising and the production of management reports.
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Understand the market in relation to the campaign priority project(s) that you are responsible for developing.
TEAMWORK, TEACHING
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AND LEARNING SUPPORT
Recruit and line manage Major Gifts Fundraisers, providing coaching, leadership and training and ensuring high performance. Supporting a career development pathway for your line report(s) and facilitating the development of skills and knowledge.
•
Take an active role to represent the University, KHP, GSTC and the Department internally and externally.
•
Contribute to team’s learning and department’s learning, and support less experienced fundraisers to develop their skills in MG fundraising.
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To act as a point of referral for specific projects and liaison with internal stakeholders. Ensure all members of F&SD who need to access these individuals, or the information that they hold, can do so in the most appropriate way.
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To undertake other duties as directed by the Director of Development.
•
Uphold and reflect the Department’s core values.
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
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A proven track record of major gift fundraising including securing six- and seven-figure donations
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Experience of operating with senior leaders within a complex organisation
• •
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Experience of leading and inspiring a high performing fundraising team
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Proven track record in establishing, monitoring, and achieving demanding targets
•
Budget management experience
Experience of a senior role in a
with an ability to analyse
fundraising campaign - desirable
financial information quickly and
Experience of working in
accurately
an academic environment •
SKILLS AND KNOWLEDGE
EXPERIENCE AND KNOWLEDGE
THE PERSON
•
Ability to make connections with
desirable
‘cold’ individuals to bring them
Experience or knowledge of
closer to the organisation
the healthcare sector (and
•
Computer literate i.e. Word,
EDUCATION •
A degree or equivalent
PERSONAL CHARACTERISTICS / OTHER REQUIREMENTS •
Commitment to fundraising
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A motivational leadership style, constantly driving best-in-class standards
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Ability to reflect on one’s own skills, identify areas of training need and seek out support, and do so with team members
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Ability to handle multiple demands, shifting priorities and rapid change smoothly
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The drive to constantly meet and exceed targets
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Ability to plan and deliver projects on budget and on time
fundraising within this) -
Outlook, Excel, fundraising
desirable
databases
•
Ability to build strong relationships both internally and externally
Ability to present a case
•
Ability to lead, develop and coach a diverse and multi-faceted
•
convincingly in person •
Track record of developing
fundraising team, to bring out the best in people •
campaign project ideas and innovation, and turning these into reality - desirable
to a world class team making a difference in the world •
Ability to bring people together in a constructive and collaborative way
•
Candidate Information Pack | Head of Major Gifts, King’s Health Partners & KCL Health
Outstanding ambassadorial skills, enthusiastic about contributing
Ability to write succinctly and persuasively
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TERMS AND CONDITIONS LOCATION HOURS OF WORK
22 Kingsway, London, with travel to King’s College
HOW TO APPLY
Hospital
For further information and to apply for this role, please visit www.execucare.com/jobs/cip/1452
A reduced working week, flexible hours and a portion of home working are all possibilities for an outstanding candidate.
EQUAL OPPORTUNITIES
SALARY
Competitive
King’s College London recognises that equality of opportunity and the recognition and
PENSION
This appointment is superannuable under the USS
promotion of diversity are integral to its academic and economic strengths. The following
www.uss.co.uk pension scheme. ANNUAL LEAVE
27 working days per annum (please note the annual leave year runs from January-December) bank holidays and customary closure days in are in addition to the annual leave entitlement.
principles apply in respect of the university’s commitment to equality and diversity: •
To provide and promote equality of opportunity in all areas of its work and activity;
•
To recognise and develop the diversity of skills and talent within its current and potential community;
•
To ensure that all university members and prospective members are treated solely on the basis of their merits, abilities and potential without receiving any unjustified
Staff receive 4x additional customary closure days in
discrimination or unfavourable treatment on grounds such as age, disability, marital
December. Notification as to how these days are taken is
status, pregnancy or maternity, race, religion or belief, sex, sexual orientation, trans
circulated at the start of the academic year.
status, socio-economic status or any other irrelevant distinction;
PROBATIONARY PERIOD
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
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To provide and promote a positive working, learning, and social environment which is free from prejudice, discrimination and any forms of harassment, bullying or 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 | Head of Major Gifts, King’s Health Partners & KCL Health
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