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CANDIDATE INFORMATION PACK ASSOCIATE DIRECTOR, MAJOR GIFTS Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
in partnership with
LETTER FROM DUNCAN SOUSTER, CHIEF EXECUTIVE Greetings!
Our unique approach to this task - by
our fundraising capability. All this has
Thank you very much for your interest
helping individuals find their ability,
been done within a challenging financial
in the Jubilee Sailing Trust (JST) and our
place and potential in the world through
environment where we have needed to
Associate Director, Major Gifts position.
inclusive adventures at sea - has never
grow core income by c. £2m to meet
been more important, and many of
increasingly urgent operational needs.
our beneficiary groups strive for equal
We have made some good progress and
opportunity and acceptance in wider
some of our recent accomplishments
society.
include:
This year is our 40th Anniversary year and, throughout our existence, we have been a pioneering organisation that provides transformative, life-affirming adventures to people who face significant
Our special formula has been well
challenges in their life. We have also
validated through the feedback from
broken down barriers between different
over 50,000 beneficiary experiences and
communities, building respect, empathy
nearly one million nautical miles at sea,
and understanding across social divides.
impacting every continent on the planet.
• A much sharper definition of our mission and vision; • Increasing the number of beneficiary groups we support; • The introduction of a new impact However, like any organisation, we have also needed to adapt our ways of working and our standards to stay ahead of changing expectations, rising regulatory demands, and in order to sustainably deliver the greatest possible benefit to the communities we serve. Reflecting this, we have spent the past four years taking some bold steps to raise our impact, refine our operating model, and improve our financial security. These changes have centred around an
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
practice to more effectively measure, and improve, the benefit we bring; • A new brand platform and engaging visual identity; • A growing portfolio of high-profile partnerships and case study collaborations, which demonstrate vision, ambition and creativity; • An expanding portfolio of highnet-worth, and ultra-high-networth, donors who are increasingly supportive of our work; and
enhanced presentation of our charity,
• An increase in core income by c. £1m
the implementation of a partnerships
over the past four years (50% of our
strategy, and the professionalisation of
growth target).
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LETTER FROM DUNCAN SOUSTER, CHIEF EXECUTIVE However, we still have some way to go
We have never been in a better place
and the Associate Director, Major Gifts
to realise this growth objective, having
has a critical role to play in building on
established new groundbreaking
these foundations, shaping our future
partnerships (with charities, educators
and continuing to move the JST towards a
and businesses) and philanthropic
much stronger long-term position.
relationships with a growing community of prominent and well-regarded high-networth and ultra-high-net-worth donors. Reporting directly to the Development Director, the successful candidate will join a growing Development Team, mid-way through this challenging, but exciting, transformational journey. They will have a high level of influence over the Trust’s development strategy and work closely with our Development Director, and other senior stakeholders, to develop strategies that will maximise our opportunity with major donors. The successful candidate will also have
In keeping with this picture, we
If this sounds like the sort of exciting
oversight of their own donor portfolio
are looking for an entrepreneurial
mission you would relish, we very much
and also the identification of new major
self-starter, who is comfortable taking
look forward to your application. The JST
donor prospects. Given the ongoing
on a strategic role, whilst also being
is a very special place to work and, just
financial pressures, expectations for the
hands-on and self-sufficient in a relatively
like our voyages, being part of our team
appointment are high and our fundraising
constrained environment. The successful
will be the adventure of a lifetime.
strategy will need to be executed with
candidate will also need to be confident,
urgency, without compromising on a
courageous and resilient, seeing routine
donor-centric approach and the highest
challenges as a catalyst for fresh thinking
standards of stewardship.
and innovation.
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
Duncan Souster Chief Executive
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INTRODUCTION “The Jubilee Sailing Trust has a uniquely powerful way to build the life skills, confidence and opportunities for those facing challenges in their life, including those with disabilities or social disadvantage.” Jubilee Sailing Trust Royal Patron, HRH The Duke of York KG
Beneficiaries leave the voyages with
been accredited by The United Nations
new skills and more aware of their own
Convention on the Rights of Persons with
strengths and capabilities. They gain
Disabilities. It has also enjoyed 32 years
beliefs and attitudes that help them
of patronage from HRH, The Duke of
tackle the limitations in their life.
York KG, who has provided outstanding
They feel freer to explore their ability,
support to the Trust during this time.
potential and place in the world.
To see more about the Trust’s work,
The JST believes in being accessible to
watch the award-winning min-doc
everyone irrespective of their ability,
“Sea Change”, which features the stories
age, race or social background. However,
of three voyage crew who sailed on the
the JST experience is most impactful for
Lord Nelson last year.
those facing challenges in life. That could The Jubilee Sailing Trust has a unique
a philosophy that everyone contributes
mission to give people of mixed abilities
to the best of their ability and has a role
and circumstances the freedom to
to play.
explore their ability, potential and place
During the JST’s inclusive sailing
in the world through inclusive adventures at sea. Its vision is of an inclusive world where all can contribute and feel valued.
adventures, people become deeply immersed in an intense and challenging ocean experience where conditions can
be people who have physical impairments or long-term health issues, people with a learning disability or difficulty, or those dealing with mental health issues, loneliness or social isolation, economic disadvantage or other social prejudices. Or it could be their families or carers or the support community around them.
The Trust delivers its mission with
be unpredictable. Diverse teams work
two purpose-built tall ships called
together to perform tasks with real
Lord Nelson and Tenacious. They are
responsibilities. In this adaptive and
uniquely designed to be sailed by mixed
enabling environment, everyone is seen
ability crews, including people with a
and treated as equal. Aboard the JST
wide variety of physical impairments,
ships barriers break down, differences
intellectual disabilities and health
disappear, social bonds form and people
conditions. These features make it
start to appreciate the ability and
Since 1978, the JST have welcomed over
possible to operate the ships according to
potential in others.
50,000 people aboard its two ships. In
A committed Team of around 40 employees and some 800+ volunteers deliver the JST’s transformational work across the world, in collaboration with a broad range of charitable, educational, corporate and governmental partners.
recognition of its work, the charity has
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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CASE STUDIES: BE INSPIRED BEN
Like many young adults, Ben was struggling.
Kyle Baker was a member of the Rifles, an infantry regiment within the
He had dropped out of college and lacked
British Army. During an overseas campaign, he was severely injured and
motivation, spending much of the day in
nearly died from his injuries.
bed isolated from his family, friends and community. At the age of 17, he joined Tenacious for a voyage from the UK to France. For the first time, Ben was treated as an equal, given responsibilities, including a disabled “buddy” and expected to participate fully in life onboard.
Kyle found recovery difficult and struggled to come to terms with his new disabilities. He battled with depression and found social interaction difficult, becoming increasingly reclusive and isolated. As someone who had always been physically active, Kyle also found his new life limiting and lacking adventure. A well-informed friend recommended he joined a voyage with the JST. Kyle summarises his experience as follows: “Sailing with the JST is a special
Ben listened to the life experiences of his fellow crew mates and realised
experience, no matter what your disability. Everyone is classed the same
many faced greater challenges than himself. As he reflected on his
whilst on board, so you feel like you have some self-worth... it really increases
comparative good fortune, his confidence grew, and he proactively started
your confidence.”
helping those around him.
Regimental Casualty Officer Lieutenant
Following his voyage, Ben’s mum sent the following message: “Speaking to
Colonel Mike Smith said: “We find sailing
him on the way home was a revelation. He told us all about the voyage and
with the JST incredibly beneficial for
the variety of people he met (all ages and abilities). He had no choice but
young men and women who have been
to communicate with everyone and really learnt about their lives and their
seriously injured during operations, who
experiences.”
are spending a long time at home feeling
Ben returned home to his family inspired, energised and ready to explore his
isolated, losing their self-confidence,
new found abilities. “He was engaging with life for the first time” and over
losing their ability to integrate socially.
the coming months he started volunteering with a charity and took proactive
The Jubilee Sailing Trust addresses all of
steps to pursue a career within Property Development.
these issues.”
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
KYLE 5
BACKGROUND TO FUNDRAISING AT THE JST You will join the JST at an exciting,
The JST is starting to see the benefits
The JST also needs to bring strategy
March 2018, the Trust had less than 10
formative and pivotal point in its history.
of this investment, however the Trust
and longer-term thinking to its
donors contributing £10,000 or more
The Trust is starting its fourth year of
still has some way to go before the
growing portfolio of mission-relevant
per year. By the end of the financial year
transformational change, designed to
transformation is completed and it
philanthropic charitable, educational,
2019, which was the 40th Anniversary
improve the impact and sustainability
requires strong leadership to sustain the
corporate, and governmental partners.
year of the Trust, this had increased to
of its work, so it can be enjoyed by
momentum that has been created. A key
These are essential to raising the impact
over 70, with an average contribution of
many generations to come. Over the
priority is to continue the growth of core
of its work and ensuring it reaches those
£17,000.
past four years, the organisation has
income, which needs to be increased
beneficiary groups, often socially isolated,
been addressing a number of complex
by at least a further £1m per annum to
who would most benefit from it.
This growth has come about because of
legacy issues, strengthening the team,
ensure its important work can be enjoyed
undertaking ambitious programming and
by many generations to come. This
The Trust has never been in a stronger
and ambitious approach to fundraising,
introducing a new business model, which
income growth is essential to ensure the
position to realise this growth objective,
plus the assistance of the Trust’s existing
puts a strong focus on the development
Trust can invest in its fleet, increasingly
having established new philanthropic
supporters, who have been very helpful
of collaborative partnerships to deliver its
fund its own work and build longer-term
relationships with a growing community
in exposing the JST’s work to their
mission.
financial security.
of high-net-worth and ultra-high-net-
networks. The partnerships the Trust is
worth donors. In the financial year ending
forming are also exposing its work to the
a more strategic, proactive, professional,
supporters of other charities and giving them the chance to see the benefits first hand - either by joining the crew during a voyage or meeting them afterwards to hear about their experience. The Trust’s top priority is to now effectively steward these relationships, adopting sector best practices around donor experience and care. If it does this, the JST is confident that it can unlock further potential within its current supporter base, as well as continue to attract new supporters to its work.
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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THE DEVELOPMENT TEAM In the past few months, the JST’s Trustees
In 2017, the JST engaged with an
have made a significant commitment to
experienced Fundraising Consultant to
growing the Development Team and its
help set-up its major gifts programme,
capabilities. This reflects a desire to build
which was then subsequently run by the
the momentum behind recent major gift
CEO and their office. Other Fundraising
fundraising successes and to meet the
functions were overseen by a Fundraising
wider income-generation objectives.
Manager, who left the organisation in
The budget for 2019 includes provision
October 2018.
for the following members of the
Since then, the team has been under
Development Team:
interim management, provided by the
• 1 x Development Director New position, vacancy • 3 x Associate Director, Major Gifts New positions, all vacancies • 2 x Trusts & Foundations Officer In-post • 1 x Individual Giving Officer In-post
CEO and other members of the Senior Leadership Team. This has given the Trust time to establish the funding needed for the new positions, at a level and seniority that reflects its long-term ambitions. The JST hope the Development Director can be the first appointment and thus be involved in the recruitment of other vacancies.
In addition, the Trust is currently supported by two part-time consultants, one focused on larger funding applications and the other on major gifts. Both of these consultants have been involved with the JST for over two years.
THE OPPORTUNITY Reporting to the Development Director, the Associate Director, Major Gifts is a senior member of the Development Team and, in being so, is responsible for raising the (non-asset dependent) funds required to deliver on the JST’s mission and impact. This includes: • Working with the Development Director to set the JST’s development strategy; • Making a significant personal contribution to the organisation’s fundraising results; • Developing the relationships and partnerships to address these fundraising priorities; and • Cultivating, soliciting and stewarding major donors and potential donors in support of these priorities.
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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ORGANISATION CHART CEO PA TO CEO DEVELOPMENT DIRECTOR FINANCE DIRECTOR
ASSISTANT FINANCE MANAGER
FINANCE ASSISTANT
OPERATIONS DIRECTOR
MARINE MANAGER
CREWING OFFICER
TECHNICAL MANAGER
FACILITIES & ADMIN OFFICER
KEY
SENIOR CUSTOMER SERVICES MANAGER
CUSTOMER SERVICE OFFICER X2
VOLUNTEER OFFICER
SHIP CAPTAINS & OFFSHORE TEAM X 18
ASSOCIATE DIRECTOR, MAJOR GIFTS X3
TRUSTS & FOUNDATIONS OFFICER X2
INDIVIDUAL GIVING & LEGACIES OFFICER
ASSOCIATE DIRECTOR, COMMUNITY & PARTNERSHIPS
SR MANAGER, COMMUNITY & SUPPLIER PARTNERSHIPS
PARTNERSHIPS MANAGER
RECRUITMENT MANAGER
VOYAGE SALES & PARTNERSHIPS OFFICER
EXISTING ROLES
NEW ROLES
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
PROJECT OFFICER
STORYTELLER & CONTENT CAMPAIGNER
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MAIN AREAS OF RESPONSIBILITY 1. DEVELOPING FUNDRAISING PRIORITIES AND STRATEGY
2. DELIVERING STRATEGY - CULTIVATION OF PROSPECTS
• Work with the Development Director to establish strategic and operational plans for development - facilitate alignment on key strategic issues across the SLT and organisation;
• Identify prospects with whom the JST will aim to develop significant philanthropic relationships. These will primarily be drawn from high-net-worth individuals, as well as trusts and foundations and companies;
• Develop and refine the JST’s fundraising needs, compelling propositions and proposals for specific high potential prospects;
• Build and manage relationships, on behalf of the JST with potential major donors (capable of making gifts between £10,000 and £1 million+);
• Ensure that articulated fundraising plans are delivered on time and budget;
• Make face-to-face donor visits, participate in events, and communicate by telephone and in writing with prospective donors with a view to assessing their philanthropic interest in JST and its fundraising priorities;
• Effectively articulate the JST's mission, impact, priorities and funding requirements to prospective donors in writing, meetings, at conferences and other public events; • Champion a donor-centric culture, where everyone in the organisation has a fundraising responsibility and supports development objectives; • Ensure all JST internal stakeholders are engaged in the development strategy and aligned to deliver on it in a holistic, joined up and effective manner.
• Develop and implement cultivation/solicitation strategies with potential donors so as to motivate significant gifts to match JST priorities; • Ensure that potential donors who are interested in giving to JST are appropriately managed through the donor cultivation process engaging colleagues, as required, for maximum impact; • Devise and oversee strategic cultivation events to motivate greater donor involvement with JST and to increase the likelihood of major gifts in alignment with our priorities.
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
3. GIFT SOLICITATION AND SETTLEMENT • Through in-person solicitation, either alone or in conjunction with The Development Team, and by means of formal proposals, make major gift solicitations to support JST priorities; • Solicit and secure major philanthropic gifts (£10,000 to £1 million+) from individuals, trusts, foundations and corporates to meet prioritised funding needs of the JST; • Follow-up on gift solicitations to ensure closure and satisfactory settlement and recording of major gifts and commitments.
4. STEWARDSHIP • Work closely with colleagues to develop and oversee implementation of effective stewardship plans so that donors understand the impact of their gifts and feel motivated to make further significant gifts to the JST; • Ensure that effective stewardship also motivates prospective donors and enhances the JST’s overall reputation as a worthy and effective recipient of philanthropy.
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MAIN AREAS OF RESPONSIBILITY 5. MANAGEMENT • Manage assigned donor portfolio and ensure work is effectively organised; • Foster coordinated teamwork with other JST Teams as required; • Develop and strengthen the understanding of development among all JST internal stakeholders (e.g. Trustees, other staff, volunteers); • Proactively take personal responsibility for ensuring that agreed outcomes are delivered on time and effectively; develop this sense of personal responsibility within the team; • Manage and cultivate key external relationships, including with JST volunteer and partner communities, raising JST’s profile amongst prospective donors and influencers; • Act as a role model to other team members, supporting a motivational environment where people are challenged, developed, encouraged and supported to achieve outstanding results.
TEAM-WIDE RESPONSIBILITIES • To support the mission of JST • To uphold JST’s beliefs and core behaviours at all times
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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PERSON SPECIFICATION INTERPERSONAL & COMMUNICATION SKILLS
EXPERIENCE/QUALIFICATIONS
• Ability to relate effectively to the JST community and its aims.
• Professional experience that demonstrates that an appropriate applied work background for the role, including a track record of fundraising achievement, including experience of major gifts or contracts.
• Ability to communicate persuasively with a variety of individuals/audiences (orally and in writing), often with disparate outlooks, aims and objectives. • A combination of personal sensitivity, creativity and tact that is needed when working with prospective major donors to the JST.
SPECIALIST KNOWLEDGE & SKILLS
• Ability to build good relationships with high-net-worth individuals in a variety of professional and high visibility positions.
• Proven track record of securing significant philanthropic investment or equivalent (in accordance with fundraising priorities).
• The ability to engage key internal stakeholders to work towards common goals and outcomes.
• Expert technical and professional skills in major gift fundraising or transferable commercial sector experience.
• Ability to communicate concepts and ideas, drawing on relevant data as appropriate. • Excellent communication and negotiation skills. • Excellent social skills and cultural understanding. Desirable • Able to demonstrate a high level of awareness of personal impact and modify behaviour accordingly - responds to the needs of others by using a range of communication skills and strategies. Desirable • To have the gravitas required to command respect among all internal stakeholders, including Trustees, Honorary Officers and Senior Staff. Desirable
• Knowledge of relevant legislation; needs to be an expert point of reference within the organisation. Desirable • Demonstrable capacity to analyse, think critically, strategically and to innovate, both to promote innovation and resolve/respond to problems. • Numerate and data literate, including in respect of methodologies for effective analysis and presentation of data. Desirable
ADDITIONAL REQUIREMENTS
• An ability to work effectively and enthusiastically in both formal and ad hoc teams, modifying behaviour according to the needs of others by using a range of communication skills.
• The ability to engage and identify with the ethos and objectives of the JST. Desirable
• Self-motivated, with an ability to respond rapidly and professionally in situations where it may not be possible to refer or seek guidance from others.
• To be comfortable working with and contributing to online donor and relationship management databases.
• An entrepreneurial, lateral thinker that is highly opportunistic and able to take the initiative on his/her own when the situation demands it.
• To possess a strong natural drive towards getting into the field and actively engaging with existing/ potential donors.
• Tenacity, drive and imagination.
• Willingness to work out of regular hours and to travel. Desirable
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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TERMS & CONDITIONS SALARY Highly Competitive
HOURS OF WORK Full-time, open to flexible working patterns.
LOCATION Flexible, open to home working.
PENSION Employer Contribution of 6% if matched by 4% from Employee
ANNUAL LEAVE 25 days
FOR FURTHER I NFORMATION AN D TO A PPLY FOR THIS ROLE, PLEASE C LIC K HERE
The Jubilee Sailing Trust is committed to being an inclusive employer with a diverse workforce. We encourage applications from people from the widest possible diversity of backgrounds, cultures and experiences - including disabled and ethnic minority candidates. As part of its recruitment and selection process the Jubilee Sailing Trust undertakes PVG/DBS (Disclosure and Barring Service) on short-listed candidates to check all individuals who regularly work with or have access to young people and vulnerable adults.
OTHER BENEFITS One week-long voyage per annum on JST ships. Outside of the per annum voyage, employees may sail at a 50% discount in fee. This concession is extended to employees’ partners, parents and dependent children.
Candidate Information Pack | Associate Director, Major Gifts, Jubilee Sailing Trust
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