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Senior Development Manager | The University of Warwick RECRUITMENT PACK - JANUARY 2019
“Warwick’s very birth in 1965 was only made possible by the generosity, support and friendship of individual donors, and partners in: business, the charity sector, our community, and our city and region. Our innovative approach, and the energy and commitment of Warwick’s staff and students, quickly built on that fantastic start, propelling Warwick into the top ten of the UK’s universities and the top one hundred in the world. Our Director of Development and his team are now poised to build the support, generosity and friendship we will need to make our next leap, and you could be part of that.” Stuart Croft, Vice-Chancellor, University of Warwick
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“Now is an exciting moment to be considering joining the Development Office at Warwick University. In 2015 Warwick celebrated its 50th anniversary by completing the 50 Forward Campaign. This sparked an institutional appetite for building a Development team that specialises in big gift fundraising. I joined Warwick in January 2018 with the mission to lead this transformation, and to use a new level of investment to attract the best talent in the industry. We have many of the ingredients that make for successful philanthropy: Warwick is 1st in the UK for both Creative Writing and for our distance learning MBA, 3rd for Business Studies and Economics and 5th for Computer Science, Engineering and Mathematics. And 15 other subjects are all in the top ten. This means that while we may be the youngest university in the Russell Group, we are right up there with institutions established up to 900 years ago. And we are the only UK university never to have fallen from the top ten since achieving our place there. Now we are building a Development team equal to these achievements. Over the last 12 months, we have been busy laying the groundwork for a re-energised team. We are building the data analytics, financial systems, and research support, to enable big gift www.warwick.ac.uk
fundraising to thrive. We have completed a full restructure of the team to create a new platform for success. With our new strategy, we have prioritised building a culture of philanthropy to support the delivery of the Vice Chancellor’s 2030 strategy. By 2020 my vision is to have a team culture that combines data analytics with ambition and entrepreneurial behaviour, to deliver a threefold increase in income. If this sounds like an exciting challenge, then I look forward to meeting you.�
Matt Ferguson, Director of Development 3
DEVELOPMENT AND PHILANTHROPY at the University of Warwick Over the years, the University of Warwick has been shaped by the generosity, support and friendship of individual donors, business partners and charitable organisations. In the 1960s • A group of visionary community leaders set out to raise funds for a new university with a mission to boost skills and business innovation in the heart of Britain’s highly successful manufacturing sector. • Led by prominent businessman and Chancellor Designate, Lord Rootes, they raised £4 million from individuals and big-name companies; the largest amount generated by any of the new universities created in the 1960s. • One of their earliest philanthropic supporters was Helen Martin, www.warwick.ac.uk
an American benefactor who literally transformed the University’s landscape, with her gift to develop Americanstyle campus accommodation, which she knew would be familiar and attractive to students from her native US. After this first gift in 1964, Ms Martin established a charitable trust which has continued to support scholarships and capital developments on campus to this day. • The first 450 students arrived on campus in 1965. In the 1990s • Warwick launched an appeal to build and equip a state-ofthe-art biomedical research facility and worked with local volunteers to successfully raise over £6 million towards it. • With further fundraising from individuals, local businesses and trusts they were then able to appoint the first medical research professor and the first Endowed Chair in Neurobiology.
• Towards the end of the 1990s, they appointed their first Director of Development with a full-service Development Office following a few years later. In 2015 • Warwick completed their 50th anniversary fundraising campaign which smashed its £50 million target by raising £75 million. Now… • Today over 26,500 students thrive across their four faculties, in more than 70 research centres, institutes and schools. • With a team of 21 and growing, Warwick’s Development Office is one of the most ambitious in the UK. • Warwick currently nurtures relationships with over 200,000 alumni, friends and supporters across the world.
• Last year, the University raised over £15 million towards a variety of fundraising priorities, including research, student experience and capital plans. • This year, they have secured funding for scholarships in Artificial Intelligence, for the Elizabeth Creek Horticultural Technology Centre, for the Student Hardship Fund, and for the redevelopment of the Warwick Arts Centre. • Right now, the University is seeking to significantly increase and enhance its level of philanthropic support, so it can keep pace with other institutions and its own ambitious goals. To this end, Warwick appointed Matt Ferguson as their Director of Development at the start of 2018 and are committed to investing in their Development Office to increase its capacity and effectiveness and embed a culture of philanthropy within the University.
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200, 000
HOW YOU’LL FIT INTO THE TEAM
alumni
Vice-Chancellor and President
Director of Engagement Group
At Warwick, the Development Office sits within the Engagement Group, which also includes Marketing, Public Affairs and Business Engagement. This puts the office in a better position to share information and to pick up relevant insights and opportunities from colleagues.
PA to the Director
Director of Development
Deputy Director of Development (Strategy & Operations)
Deputy Director of Development (Philanthropy)
The Office is led by the Director of Development, who is supported by two Deputy Directors, one for Philanthropy and one for Strategy and Operations. Two faculty-specific Senior Development Managers are being recruited concurrently to expand and advance the Development team. Both positions will report directly to the Deputy Director of Development (Philanthropy). This team also includes Principal Gifts and Leadership and Regular Giving, encouraging information sharing between the different facets of development.
Prospect Research Manager
Information Systems Officer
Gift Administrator
Prospect Research Officer
Information Systems Support Officer
Stewardship & Finance Assistant
Prospect Research Officer
Senior Database Officer
Prospect Research Officer
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Shared Services Administrator
Principal Gifts Officer
Head of Trusts & Foundations
Senior Development Manager, Faculty of Science, Engineering & Medicine
Leadership & Regular Giving Manager
Development Executive
Development Executive
Development Executive
Senior Donor Relations Officer
Senior Development Manager, Faculty of Social Sciences
Development Executive
Donor Relations Executive
Development Executive, Faculty of Arts
Regular Giving Officer
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THE ROLE
As Senior Development Manager, you will be responsible for leading the development of a portfolio of Major Gift (£100,000+) prospects and projects for either the Faculty of Social Sciences or the Faculty of Science, Engineering and Medicine. You will implement a fundraising strategy that will be delivered over a two-year period and carry out horizon scanning for future activity in the context of five year planning. As Senior Development Manager, you will demonstrate the ability to work both strategically and operationally, and to implement your plans on time and to budget. You will utilise your excellent communication skills in managing the interactions between some of the University of Warwick’s most significant donors and key academics and leaders. You will also use these skills in liaising with Finance and Legal teams within the University.
Outline of key responsibilities: Fundraising: 1.
Leadership responsibility for ensuring that the team delivers a minimum annual team income target in the region of £2.5 million.
2.
To build and manage a portfolio of your own of prospects capable of making gifts of £100,000 +. This means your portfolio should be built around prospects with a minimum net worth of £10 million each.
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To pursue an ambitious series of personal KPIs for meetings, asks, and income.
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To recruit a network of influencers to facilitate an increase in philanthropic income, made up of senior volunteers, alumni, and members of the Governing Council in consultation with the Deputy Director of Development (Philanthropy). Responsible for ensuring that donors receive excellent post-gift stewardship that positions them in the best possible situation for making subsequent gifts. • Will work collaboratively with the Donor Relations team to ensure that each donor is supported by a stewardship plan.
To develop projects in collaboration with academic and professional service colleagues that maximise philanthropic income for their area of responsibility. • Provides strategic advice that translates academic priorities into fundraising propositions.
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• Responsible for securing support from Heads of Department for donor-led opportunities.
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Building a Culture of Philanthropy:
To provide leadership support for fundraising, to the Chair and Heads of Department where their project work is located. • Attend and participate in prospect and donor meetings with senior academics. • Advise senior academics on best practice for prospect meetings, and provide coaching support on messaging strategies for prospects.
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Responsible for ensuring that team members undertake their duties in an ethical manner, and in accordance with the principles of the Policy on Gift Solicitation and Acceptance. • Ensure that all prospects in cultivation comply with six criteria for gift acceptance.
4.
To act at all times as an ambassador for the Development team across all areas of the university.
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STUDENTS FROM
PERSON SPECIFICATION
120
COUNTRIES
Key skills, experience and qualifications required Qualifications • A degree (or equivalent) is essential.
Knowledge and skills •
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Excellent inter-personal skills and an ability to work constructively and effectively with senior staff.
Professional Qualifications • Membership of the Institute of Fundraising (desirable).
Knowledge and experience of team management and developing a team culture.
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Knowledge of the functions and best practices of Development teams.
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A high level of written and oral communication and confident presentation skills.
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Knowledge of the principles of Major Gifts fundraising and Donor Relations.
Previous experience •
Extensive experience of Major Gifts fundraising.
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Experience of leading, mentoring and coaching fundraisers, preferably in a university environment.
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Experience working within a metrics-driven culture.
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Experience working across a complex stakeholder environment.
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Background in working with senior volunteer leaders, and recruiting influencers.
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A good problem solver with the ability to work laterally to resolve fundraising challenges across departments. Demonstrates self-awareness and understands how to bring others with them in order to overcome a collective challenge.
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Demonstrates gravitas and has experience in helping others to develop it.
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Working knowledge of GDPR and Fundraising Regulator code of practice.
Additional information
The post holder will work in a busy hot-desking space within the Engagement Group. They will also need to travel as required, approximately 25% of the time, mostly to London.
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WHY JOIN THE TEAM AT WARWICK?
The University of Warwick is a forward-thinking institution with a constant presence in the rankings of the world’s greatest universities and an enviable reputation for academic and commercial success.
The University prides itself on being an excellent employer, with a genuine commitment to providing opportunities for both professional and personal development. The University of Warwick is a place of possibility, always looking for new ways to make things happen. It provides a tireless yet supportive environment in which dedicated students, innovative lecturers, and ambitious corporate partners can make an impact. Their students, alumni and staff are consistently making an impact - the kind that changes lives, whether close to home or on a global scale. The achievements of their people help explain why Warwick’s research excellence and scholarships are recognised internationally.
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The campus features Warwick Arts Centre, a venue with an acclaimed reputation nationally and internationally. This means you’re moments away from the best in theatre, music, comedy and dance. You can choose from a range of food and drink outlets, and use the excellent on-campus sports and well-being facilities, with special rates for staff. You can also easily explore the Warwickshire countryside, take a short train journey into Birmingham, or hop on a bus to Coventry city centre, Leamington Spa or Kenilworth. London is approximately an hour’s train ride away from Coventry train station. www.warwick.ac.uk/about www.warwick.ac.uk/about/campus
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HOW TO APPLY The University of Warwick are being supported by the search firm, Execucare, to find the right candidate for this role. For further information and to apply, please visit www.execucare.com/jobs/cip/1450 Warwick are proud of their diverse community and are committed to ensuring equality of opportunity for all, fostered in an environment of mutual respect and dignity. Towards this end, individuals from all backgrounds are strongly encouraged to apply for this role. The University knows that attracting the highest quality staff is fundamental to achieving their aims, and are committed to ensuring that recruitment and selection practice is professional, fair and effective. Find out more at www.warwick.ac.uk/services/equalops
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Execucare UK 14 Gray’s Inn Road London WC1X 8HN United Kingdom (44) 20 3409 8981 Execucare USA (Shirley Associates) 200 North Larchmont Boulevard Los Angeles 90004-3707 USA (1) 323 4606202 Execucare New Zealand Crowe Horwath House 57 Willis Street Wellington 6011 New Zealand (64) 4385 1904