University of Michigan

The University of Michigan

Senior Director of Development, Greater Detroit Region
Office of University Development

Posting number: 32908

Salary: $90,000 - $105,000*

Date posted: 9/01/2009

To apply for this position, please submit your cover letter and resume as one document on
the University of Michigan Careers at the U site.

Job ID number:  32908

For questions about the U-M application process, please refer to the FAQ page

*Starting salary based on candidate's experience and qualifications

Position Description

Market Title: Major Gifts Officer Lead
Department: Major Gifts, Office of University Development
FLSA Status: Exempt
Salary Range: $90-$105K
Shift/Hours/Days: Days

Note: For Additional information about this position and to review other current openings in Development, please visit our website at www.giving.umich.edu/careers

Reports to: Assistant Vice President for Development

Supervises directly: Director of Major Gifts, Greater Detroit Region; Shared Administrative Support of Senior Development Assistant

Position summary: The Senior Director of Development???s primary responsibility is the identification, cultivation and solicitation of individual prospects that live in a defined territory (Greater Detroit), and are capable of giving in excess of $100,000.  The Senior Director of Development is responsible for leading, developing and driving fundraising strategies and assisting with overall budgeting, planning and program management within the Greater Detroit area.  Frequent travel is required.

Characteristic Duties and Responsibilities:
Advance individual relationships that result in philanthropic contributions
- Identify, qualify, and manage a portfolio of approximately 200 prospects with capacity to make gifts of $100,000 and more.
- Conduct at least 180 personal visits with prospects and donors per year, and participate in a minimum of 25 solicitations per year.  
- Gather data, assess prospects, and develop strategies designed to realize the current and life-time giving potential of individual prospects.
- Ensure consistent and appropriate contact, facilitate or make solicitations, and ensure effective stewardship.
- Develop and maintain an astute awareness of social, business, and philanthropic cultures within Greater Detroit, and serve as an expert liaison for the campus community.  
- Gain a comprehensive understanding of the priorities of the University and make a persuasive verbal and written case for supporting key programs and projects, effectively matching the interests of prospects to specific University needs.
- Develop materials used by Deans, Directors, Vice Presidents, the Provost and the President for meetings, visits or individual contacts.

Responsible for providing fund raising support to major gift officers at individual Schools, Colleges and Units, meet regularly with colleagues across campus to coordinate and execute strategies, and use experience and knowledge to resolve conflicts and build consensus.  S/he will develop and maintain relationships with faculty and administrators.

Responsible for providing a leadership role in recruiting and managing the Greater Detroit Major Gifts Committee, including overseeing all communications, designing meeting content, preparing materials, coordinating activity with campus colleagues, and directing volunteer assignments.  

Provide leadership in the strategic development and implementation of the Greater Detroit team's short-term and long-term planning objectives.  Also partake in the larger Major Gift department's goals and tactics by attending retreats, staff meetings, serving on special task forces, and understanding the University's broader development vision.  

Supervise the Director of Major Gifts, Greater Detroit Region, providing leadership, setting and evaluating individual goals, developing and sustaining appropriate training, mentoring, and assigning and monitoring coverage of primary regional areas of focus.

Work closely with Planned Giving colleagues to close planned gifts to the University with an understanding of the principals and techniques associated with planned giving and financial and estate planning.

Gather, record and properly store information about prospects and donors utilizing DAC, the University's donor and alumni tracking database.

Perform other duties as required or assigned.


Based on candidate's experience and qualifications, the estimated salary range for this position is $90-105K.

Preferred Qualifications:
- A baccalaureate degree is required; advanced degree is desirable

- 5-7 years of significant major gift fundraising experience and/or relevant experience in sales and marketing, or other related fields, in a confidential environment to a sophisticated audience will be considered

- Close familiarity with and commitment to higher education are preferred

-Proven experience in working with six and seven-figure gifts or sales and marketing accounts, including the ability to evaluate, qualify, and move prospects through the cultivation/solicitation cycle.  

- Familiarity with specified geographic territory is preferred

-Excellent communications skills coupled with strong writing and presentation skills

- Ability to work collaboratively with colleagues in a team environment

- Discretion and an ability to interact with high-level donors and the ability to maintain a high level of confidentiality

- Comfort with personal computers and software programs for retrieving, organizing and researching appropriate donor/prospect information, as well as data gathering and manipulation

- An ability and willingness to quickly learn the University history, mission, demographics, faculty, current programs, departments, etc., as well as the University culture to be able to persuasively articulate how Michigan distinguishes itself from peer institutions

- Strong interpersonal skills are required, both written and oral, as well as a high level of sophistication and maturity in social and professional settings

- Prior planned giving experience is preferred