About The Salvation Army Del Oro Division

The Salvation Army, an international movement, is an evangelical member of the universal Christian Church. Its
message is based on the Bible. Its ministry is motivated by the love of God. Its mission is to preach the Gospel of
Jesus Christ and to meet human needs in His name without discrimination.

The Salvation Army annually helps more than 23 million Americans overcome poverty, addiction and economic hardships through a range of social services. By providing food for the hungry, emergency relief for disaster survivors, rehabilitation for
those suffering from drug and alcohol abuse, clothing and shelter for people in need, and camp and recreational programming for community youth, The Salvation Army is doing the most good at 7,600 centers of operation around the country. Eighty-two
cents of every dollar the Army spends is used to support those services in 5,000 communities nationwide, and as a branch of the Christian Church, the ultimate goal of all programs is the spiritual regeneration of all people. In the first-ever listing of “America’s Favorite Charities” by The Chronicle of Philanthropy, The Salvation Army ranked as the country’s largest privately funded, direct-service nonprofit.

The Del Oro Division is part of the Western USA Territory (THQ), one of the Army’s four U.S. geographic service areas. Divisional Headquarters for the Del Oro Division is located in Sacramento and the division is comprised of portions of Northern California and Northern Nevada. The division is further divided into geographic areas where services and ministry are provided. These locations, often called Community Centers or Corps, are led by a local leader. Additional programs are conducted in more remote areas by dedicated staff and volunteers. It is only through this highly complex structure that The Salvation Army can Do the Most Good and meet human needs in His name.

Under the leadership of Major John Brackenbury, the annual operating budget of the Del Oro Division is $70 million, with
approximately $47 million coming from contributions from donors. The balance of the revenue comes from government fees and grants, thrift store sales and endowment. The Salvation Army is a nonprofit, tax-exempt charitable organization under Section 501(c)(3) of the Internal Revenue Code.

In providing its programs and services, The Salvation Army is committed to accommodating all those in need without unlawful discrimination or harassment based on age, race, color, religion, sex, national origin, marital status, disability,
citizenship, sexual orientation, gender identity, gender expression, or any other characteristic in accordance with their capacity to
help. Celebrating its 156th Anniversary last year, their message is based on the Bible, and its ministry is motivated by the love of God.  William Booth and his wife, Catherine, founded The Salvation Army in 1865 to serve London’s worst poverty-stricken districts.

The Opportunity: Donor Relations Director, Alameda and Contra Costa Counties

The Donor Relations Director (DRD) plays an integral role in the success of the Del Oro Division’s fund development efforts,
specifically through ongoing and proactive relationship management, strategic communications plans, gifts cultivation and solicitation activity with an assigned caseload of qualified major donors and smaller group (10%) of assigned, qualified major gifts prospects. In this role, the DRD will identify, qualify, be assigned, cultivate, solicit and steward major gift donors (90%) and prospects (10%), acting as the primary contact between The Army and the assigned caseload, with an emphasis on securing gifts of $5,000 and much higher, increasing major gifts to The Salvation Army while retaining and strengthening existing giving. In this particular geographic area, there is a high level of untapped, giving potential. Areas with donor concentration in this caseload include, but are not limited to Antioch, Berkeley, Concord, Pleasanton, Richmond, Stockton, and Walnut Creek.  The focus will be based on number of donors in a particular area, needs of a particular units and general fundraising potential.  While the position comes with an Army-issued vehicle for donor visits/travel, the ideal candidate will live in or in close proximity to the caseload.

The DRD will join three other DRDs in the Del Oro Division (and 41 in the entire Territory) and a Development team of 12.
Reporting to the Divisional Director of Development (also being hired at this time), the DRD partners closely with local Planned
Giving teammates and utilizes a Territory-wide structure of support in Major and Planned Gifts. During their first six months – one year in the position, the DRD will be expected to work in office at the Divisional Headquarters one day a week.

Performance Objectives

Donor and Volunteer Relations

Manage a caseload of 150 assigned major donors. Maintain and seek to engage with a small additional prospective donor ‘watch list’. Create and follow an agreed upon communications plan that is specific to each donor or prospect. As appropriate, work
with leadership volunteers to secure visits with donors in the assigned caseload.
Prioritize taking donors on site visits to tour Army programs (live or virtual) and to facilitate face-to-face briefings of donors by Army leaders. Work diligently to meet agreed upon monthly and annual activity and income production goals and is purposeful about every visit and communication to achieve the desired outcome. Manage all office systems related to DRD duties, including maintaining updated Portfolio donor files, tracking spreadsheets, correspondence, and gift acknowledgments, etc., in keeping with department policies and procedures. Document all donor interactions through Portfolio contact reports and according to established business practices. Ensure excellent customer service is provided to donors through accessibility to staff and leadership (as granted),
timely responsiveness, quality in all interactions and personalized communications. Participate in recommended professional trainings as budget allows, conference calls with other major gifts staff, conference kindred sessions and other professional development opportunities. Attend the National Conference held within the Continental US every four years.

Leadership and Fundraising Management

Develop and lead in one-to-one solicitation, gift acknowledgments and stewardship communications.  Travel through the assigned area, establishing and maintaining excellent donor relations, providing written proposals to donors as needed, and include Army and/or volunteer leadership as appropriate. Work in close collaboration with local officers, program, finance, development and marketing and communications,
and administrative support staff to develop a portfolio of giving opportunities (cases for support) that document funding needs. Outline program costs, how dollars impact people, outcomes being achieved and outcomes which could be achieved, shortfalls and exciting mission advancement opportunities. Present these opportunities to donors to effectively match donor interests with The Army’s strategic plans. Keep management apprised of all significant interactions, inputting contact reports to the Portfolio donor database system as required, sharing a continually updated itinerary, fulfilling all monthly and other reporting requirements, and consulting with leadership when needed to understand organizational priorities, to develop strategies that benefit both donor and The Army and to troubleshoot challenging situations. Remain driven toward goals and focused on caseload activity while making effective use of volunteer opportunities, events
and other initiatives to engage with assigned donors. Bring donors closer to The Army, and to deepen their awareness of Salvation Army programs, especially in areas of interest to them. Participate in such opportunities alongside caseload donors. Support and contribute to, as requested, overall territorial policies, business practices and strategies to continually increase major gift revenue and program growth.

Planning

Establish, manage and fulfill a caseload communications plan, including individual fundraising goals and personalized strategies, to effectively steward, educate, cultivate, and solicit gifts from major donors each fiscal year, with an emphasis on gifts of $5,000 and higher. Lead the development of team solicitation strategies where a team approach is needed, and facilitate the team planning process for peer-to-peer cultivation and solicitation, involving leadership volunteers and internal leadership as deemed appropriate, under the guidance of the Development Director. Meet regularly with supervisor and territorial major gifts management (by video/phone) to discuss and refine caseload plans and donor strategies, to track progress, to receive coaching, and to keep open lines of communication.
Work in close conjunction with officers and staff (divisional and development), pursuing and contributing to harmonious collaboration between direct marketing, social media, foundation, corporation, and planned giving activities for optimal integrated strategies. Support and contribute to, as requested, overall policies and strategies to continually increase major gifts revenue and program growth. Develop research and briefing materials in preparation for team discussions. Work with prospect research manager at THQ and local staff who are trained to do research to develop donor profiles to inform “moves management” strategies and planning conversation.

The Qualified Candidate

The Salvation Army seeks a compassionate, dynamic, and entrepreneurial fundraising professional with a minimum of three years
individual giving/major gifts experience in a highly productive and progressive development and communications program within the nonprofit sector. Specific to this search in the Del Oro Division, the DRD/MGO will bring a strong working knowledge of Northern California/East Bay’s philanthropic communities. The position requires car travel for most of the work, and a vehicle is
assigned to the DRD. It is imperative that the person who assumes this important role fully embrace, support, and always reflect well on The Salvation Army’s mission and values through one’s professional responsibilities and behavior. The selected individual should enjoy problem-solving, think strategically and creatively, and take initiative with consistent follow-through. A high level of comfort with direct donor interaction is a must for the DRD; this includes discussions of personal and family finances and asking for major financial commitments. The DRD will be energetic, and determined, with a talent to identify and develop opportunities for donors and The Salvation Army to come together. Previous experience in a faith-based organization is helpful.

Specific Requirements Include:

A minimum of 3 years of experience in a non-profit fundraising role with a proven track record of major gifts success. Proven expertise in developing and maintaining positive relationships with diverse individuals, including executives, leadership volunteers, and wealthy donors, as well as internal stakeholders and leadership. Able to work independently in a fast-paced environment without extensive administrative support. Must be highly organized and able to effectively manage multiple projects and competing priorities with professionalism and grace. Demonstrated goal orientation, with a drive to achieve goals within agreed-upon timeframes. Track record in financial management, stewardship, and developing strategies to successfully increase revenue. Effective interpersonal, conversational, and presentation skills, demonstrating emotional intelligence, situational awareness,
excellent writing abilities, and strong case development and pitching skills. Ability to be a productive team player and collaborate effectively with officers, staff, and volunteers for the achievement of
position and department goals. A career track record that shows stability with an organization and capacity to develop and nurture relationships culminating in overall success. Willingness and ability to travel regularly. Valid Driver’s License required. Bachelor’s degree or comparable experience. Must reside within or near Alameda or Contra Costa Counties or be able to relocate.

 

To assure confidential tracking of all applicants, applications will only be accepted via the application link on this page (in the
KEES Applicant System). This position offers strong benefits and a vehicle provided by The Salvation Army. Inquiries will be
held in strict confidence.

The Salvation Army is an Equal Opportunity Employer and committed to providing a respectful environment for all applicants and employees that is free from unlawful discrimination or harassment based on age, race, color, religion, sex, national origin, marital status, disability, citizenship, sexual orientation, gender identity, gender expression, or any other characteristic protected by law. Such equal opportunity for employment will apply to recruitment and hiring, training, promotion, salaries and other compensation, transfers and layoffs or termination.