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Leadership and Regular Giving 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 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. The Office is led by the Director of Development, who is supported by two Deputy Directors of Development, one for Philanthropy and one for Strategy and Operations. The Leadership and Regular Giving Manager will report to the Deputy Director of Development (Philanthropy). The wider team also includes Principal Gifts, Trusts and Foundations and faculty specific Development Managers and Executives which encourages information sharing between the different facets of development. This role will also require close collaboration with the Deputy Director of Development (Strategy and Operations) in managing data segmentation practices. The Leadership and Regular Giving Manager, will have responsibility for managing two Development Executives and the Regular Giving Officer.
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alumni
Vice-Chancellor and President
PA to the Director
Director of Development
Deputy Director of Development (Strategy & Operations)
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
Deputy Director of Development (Philanthropy)
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 Leadership and Regular Giving Manager you will be responsible for leading an expansion of Leadership Giving activity (gifts at £50,000 + level) and developing a new portfolio of Regular Giving products that supports a significant increase of funding for Warwick’s priorities and unrestricted funds. Following a comprehensive review of Regular Giving by Grenzebach Glier and Associates, Warwick is now keen to appoint a Regluar Giving specialist to implement their recommendations.
You will support the Deputy Director of Development (Philanthropy) in reaching the Development Office’s overall targets and have responsibility for achieving a phased increase in your own team’s income, moving towards an annual target income of £1.5 million. It is expected that part of this will come through Direct Marketing, and you will be responsible for managing an expenditure budget for developing the materials for this activity. Drawing on your knowledge in this area, it is anticipated that you will be responsible for coordinating the data segmentation for a first time Direct Marketing campaign for the Warwick Arts Centre. This will present an opportunity to test your problem solving skills as you address the challenge presented by the way in which the centre stores its data. To help achieve the team’s goals, you will demonstrate your ability to work both strategically and operationally. For example, you will be responsible for setting the annual strategy for the Leadership and Regular Giving team and then coordinate the campaigns in these two areas of giving. You will also draw on your experience of management, and well-developed interpersonal skills, to support the day to day work of your team, which might include, for example, coaching a junior staff member on how to increase the annual gift of a long-term donor. You will have regular interactions with University staff, donors and third party suppliers, as well as liaising with the University’s Finance and
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• This includes helping team members to prepare for significant prospects meetings, and attending meetings as appropriate
Legal teams. In doing so, you will draw on your excellent communications skills, along with your understanding of how to manage stakeholders in complex environments.
• Support the team’s transition towards becoming a ‘high-performing team’ by maintaining accountability and offering feedback
Outline of key responsibilities: 1.
Overall responsibility for increasing the team’s performance to achieve an annual income target of £1.5 million.
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• Responsible for assigning new model of team targets to achieve increased income goal
• The post will identify opportunities for Leadership Giving to support Development’s strategic fundraising priorities
• Will prioritise acquisition of new donors through digital fundraising strategies • Will improve retention rates of existing telephone campaign donors with a focus on donor stewardship 2.
To lead the development of a suite of Regular Giving activities and products that provide Warwick with a wide foundation of regular donors who support the university with unrestricted funding and priority appeals.
• Includes a matrix of approaches (telephone campaigns, e-appeals, crowdfunding, and direct marketing) • Across all Regular Giving fundraising channels, responsible for ensuring an acceptable ratio of cost per pound raised • Responsible for working with senior academics and university leaders to develop targeted Regular Giving appeals 3.
To provide leadership, support, coaching and mentoring to members of the Leadership and Regular Giving Team.
To lead the development of a robust Leadership Giving programme that will deliver a new level of gifts (£50,000) as a strategic priority for the Regular Giving team.
• The post will work with the Research team and Leadership Giving fundraisers to build a sufficient portfolio of suitable prospects capable of giving at this level 5.
Responsible for own portfolio of Leadership Giving prospects.
• This will require meeting KPIs, with a particular focus on new prospects 6.
Overall responsibility for managing financial activities and data segmentation practices with rigour and that comply with the team’s policy on GDPR and the Fundraising Ethics Committee’s criteria for gift acceptability.
• Requires close collaboration with the Deputy Director of Development (Strategy & Operations) • The post will ensure the Leadership and Regular Giving team understand the six principals of gift acceptance set forth in the Policy on the Solicitation and Acceptance of Gifts
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STUDENTS FROM
PERSON SPECIFICATION
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COUNTRIES
Key skills, experience and qualifications required Qualifications: •
A degree (or equivalent)
Previous experience •
xperience of outstanding E achievement at Regular Giving fundraising
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Comfortable with the practices of data analysis and segmentation essential for Direct Marketing
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Experience of management
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Experience and understanding of managing stakeholders across a complex environment
Knowledge and skills •
Knowledge of the principles of Leadership and Regular Giving.
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Experience of Direct Marketing, and good understanding of GDPR and PECR.
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Knowledge of the functions and best practices of Development teams.
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Understanding of how to manage stakeholders across a complex environment.
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Project Management experience, and ability to deliver complicated assignments to deadline and under budget.
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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.
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Excellent inter-personal skills and an ability to work constructively and effectively with senior staff.
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A high level of written and oral communication and confident presentation skills.
Additional information
The post holder will work in a busy hot-desking space within the Engagement Group.
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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/1448 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