Description
Occupational Summary:
The Director of Prospect Management at Duke Health Development and Alumni Affairs (DHDAA) reports to the Executive Director of Prospect Development. The individual is responsible for ensuring that prospect management best practices for grateful patient and alumni prospects are communicated and supported throughout the organization. They utilize sophisticated modeling and leverage patient and alumni data to proactively build and curate the prospect pipeline—at all giving levels—and help guide our proactive prospect identification efforts at DHDAA.
The Director and their team member(s) are part of the overall Prospect Development team, which provides data insights by analyzing and disseminating information to direct and inform solicitation and engagement strategies for prospective donors to Duke Health. This role is highly collaborative and interfaces with staff throughout DHDAA and Duke Alumni Engagement and Development (DAED).
Work Preformed:
Prospect Management (50%)
Support and measure the efforts of a robust and sustainable pipeline including evaluating: if the appropriate prospects are being managed, if assigned prospects are being engaged, and if we are moving prospects forward at a reasonable pace.
Oversee and maintain the DHDAA prospect clearance and assignment process. Uphold standards and data integrity to ensure a coordinated and strategic approach to prospect outreach.
Maintain comprehensive guidelines specific to DHDAA for patient prospects and the Salesforce CRM that provide organization-wide transparency, consistency, coordination, and collaboration of fundraiser engagement activities.
Design and implement prospect management standards, policies and procedures, as needed, specific to DHDAA.
Develop and implement training regarding Prospect Management processes and procedures.
Facilitate prospect strategy meetings providing data to influence or shape successful strategy, next steps, and outcomes.
Credibly lead conversations on all aspects of Prospect Management including portfolio optimization, system training, and process change management.
Lead conversations regarding size, balance, value, and yield to measure portfolio and pool performance. Assist with portfolio management across fundraising teams using existing resources and best practices. Plan and lead portfolio management/moves management, strategy, and optimization meetings with fundraisers.
Implement industry best practices for the comprehensive monitoring and tracking of managed and engaged prospects through the solicitation cycle.
Identify opportunities for changes to organizational relationship management policy or pipeline performance metrics that support an integrated approach to prospect management.
Utilize organizational knowledge and constituency data, including prospect segmentation tools, to explain and make recommendations for activity, strategy, and assignment.
Adapt and customize prospect strategy management, tracking, and reporting for various prospect segments (annual gift prospects, major gift prospects, and principal gift prospects).
Identify and implement best practices for distributing information to a complex network of interested parties.
Participate in cross-departmental projects to improve understanding and strategic use of Prospect Development tools and data.
Strategic Planning & Leadership (30%)
Collaborate and strengthen partnerships between DAED Prospect Development and DHDAA Prospect Development.
Identify and build mutually respectful relationships with stakeholders that result in community standard socialization, partnership, and best outcomes.
Identify community needs, appropriate measures, and implementation plans that increase fundraising success and identify opportunities for improvement. Listen, translate, and act on recommendations from leadership.
Guide the development of new fundraiser portfolios/pipelines and provide ongoing support.
Provide regular updates to leadership on portfolio and pipeline activity and partner with leadership to encourage best practices.
Management (20%)
Create monthly and annual reports/visualizations on metrics and workload of the prospect management team for development leadership. Provide analysis on metrics and workload trends. Manage on-going proactive and reactive projects for staff.
Build productive partnerships with the Director of Prospect Research and the Information Management and Business Intelligence team. Collaborate on shared organizational efforts related to the identification and management of prospects, and accountability mechanisms for staff.
Responsible for effective staff management of direct reports via direct instruction and coaching sessions. This includes hiring and orientation, workflow and performance management, and the promotion of an inclusive and innovative work environment.
Encourage high-performance to achieve team goals, including recognition of effective work output, and fostering professional development and training.
Other related duties as assigned.
Requirements
Duke Health Development & Alumni Affairs (DHDAA) supports a flexible work environment by offering on-site (in office 5 days a week),hybrid (in office a minimum of 2 days a week or defined by manager), remote (work off-site 5 days a week), and flexible start and end time work arrangements. All team members must reside within a 50 mile radius of our downtown Durham office.
If working a hybrid or remote schedule, individuals must have access to and maintain a secure home office environment with high-speed internet service and work collaboratively with others using a variety of technologies and tools. With approval from their manager, staff members may work a flexible schedule in terms of start/end times, while working within DHDAA’s core work hours between 9:00 a.m. and 4:00 p.m. (eastern standard). At the discretion of Managers and/or Senior Leadership, staff working a hybrid, remote or flex schedule may be required to be in the office on days and/or times outside of the agreed upon schedule.
