Advancement Officer, Major Gifts

Job Summary

Reporting to the Vice President of Advancement (VPA), the Advancement Officer, Major Gifts’ (AO, MG) primary responsibility is major gift prospecting and closing gifts at the twenty-five thousand and higher ($25,000+) level to support the research of La Jolla Institute. The primary focus will be the cultivation and solicitation of a major gift portfolio under the direction of the Vice President of Advancement (VPA). This person will frequently interact with Board Members, donors and top prospects on the Institute’s behalf, this position requires an advancement professional with experience working with this constituency. This person would also interact and work with faculty to identify needs for philanthropic support, and to coordinate meetings between them and prospects and donors. This person will work closely with the Director of Advancement (DA) and the Annual Programs team to execute prospecting, fundraising and stewardship strategies. This is an onsite position based in La Jolla, CA. A hybrid schedule may be considered after satisfactory onboarding, with a minimum expectation of at least 3-4 days a week onsite.

Essential Duties & Responsibilities

Fundraising:

• Establishes and expands relationships with local and national individual donors and prospective donors with the goal of raising philanthropic support.
• Proactively identifies and qualifies new leads and develops strategies for acquiring and upgrading donors.
• As a member of LJI’s Major Gifts Team, attends team meetings and individually maintains a personal portfolio of 75-100 major gift prospects (individuals, foundations, or corporations) and cultivates portfolio members through tours, meetings, discussions, communications and other experiences that facilitate prospects toward gifts.
• Works with faculty/directors, leadership accounting and the office of sponsored research as needed to develop individual proposals and solicits major gifts (typically valued at $25,000-500,000); may be involved in the development of larger gifts in collaboration with the VPA
• In conjunction with the VPA works directly with LJI’s Planned Giving Advisory Council, and may be asked to support LJI’s planned giving program marketing and implementation.
• May develop planned/blended gift strategies for portfolio members identified as planned gift prospects under the supervision of the VPA.
• Tracks all contacts, accounts, opportunities and activities in Salesforce database. Responsible for compliance with prospect management guidelines for data entry and metric tracking that accurately reflect activity and performance and track progress toward meeting fundraising goals.

Stewardship:

• Responsible for stewardship of portfolio (i.e. personal stewardship, report writing, etc.) and works with the ESO as needed for support.
• Works with DA and VPA to execute stewardship for portfolio members that is in line with the department’s comprehensive stewardship strategy.

Events and Outreach:

• Conducts research and develops strategy for all portfolio prospects coming to institute events/tours/meetings and shares it with the VPA, Institute leadership and other key personnel.
• Staffs LJI leadership or faculty at external events as requested by the VPA.
• May manage the strategy and execution of salon events or onsite events hosted by portfolio members in consultation with the VPA and ESO.
• Attends all LJI public events, Board dinners/meetings, and donor and prospect events (i.e. salon events) as requested by the VPA.

Other:

• In addition, the AO, MG shall:
  • Represent the Advancement Department internally as assigned.
  • Represent LJI externally as assigned.
  • Other duties as designated by the VPA.

Leveling Requirements

• Minimum five years of fundraising experience or related experience required. Major gift fundraising experience with a demonstrated history of soliciting and closing $25,000+ gifts. Planned gift fundraising experience is a plus.
• Acute knowledge of the principles of fundraising, donor relations, and ideally capital campaigns.
• Understanding of the “Moves Management” process or other proven relationship-management process/philosophies, and ability to think and work strategically.
• Willingness to travel and to work hours outside the normal working day (i.e. nights and weekends).
• Ability to work independently and as a member of a team, establish priorities, and work collaboratively as a member of a diverse community.
• Demonstrated ability to maintain absolute confidentiality and high levels of sensitivity.
• Demonstrated experience and the ability to interact in a positive and effective manner with diverse clientele, including donors, Board members, senior management, faculty, and other staff using a high degree of tact, diplomacy, and discretion, with an emphasis on flexibility and professionalism.
• Demonstrated ability to prioritize competing work and deadlines, while still producing highly accurate work.
• Prior experience with a donor CRM required, Salesforce preferred.
• Proficient with MS Office Suite and G Suite.
• BA/BS degree strongly preferred.