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Director of Development – Oncology
June 27, 2017 - July 27, 2017
The Director of Development, Oncology works directly with the Executive Director of Development to manage operations for the Kimmel Cancer Center Office of Development. The Director will plan and implement private sector fundraising to support the research, teaching and patient care mission of the Kimmel Cancer Center. This position directly supervises 3 gift officers (Assistant, Associate & Sr. Associate Director), and one Administrative Manager whom oversees 3 Administrative Coordinators.
The development program within the Department raises over approximately $50M annually and is continually building a robust and respected development team.
The current Divisional responsibilities for this position include:
• Division of Hematologic Malignancies (Leukemia Program);
• Upper Aerodigestive Cancer Program (including head and neck, esophageal);
• Melanoma Program
• Breast & Ovarian Cancer Program
• Cancer Biology Program (including colon genomics, breast epigenetics)
• The Adult Sarcoma Center (soft tissue, bone)
• Brain and Spinal Tumor Program (neuro-oncology)
• Palliative Care and Pain Program
The Director works directly with the Divisions and Programs as described above, as well as other Divisions as assigned, to develop support for a robust development program focused on raising major gifts ($100K+) from grateful patients and other interested donors. The candidate also works with faculty to develop and deliver grant proposals to private foundations and corporations.
Responsible for training, engaging, and working with at least 15 faculty members, of which the majority are senior faculty program leaders with primary appointments in the Department of Oncology, for the development of a new patient pipeline of donors through the identification, qualification, strategy development, and solicitation of grateful patient prospects and their families. Also train and engage junior faculty to continue building a culture of philanthropy.
In collaboration with the Executive Director, implements a personal work-plan with appropriate goals while managing 110 prospects, 45 proposals, 120 visits and approximately 25 stewardship plans to meet Johns Hopkins’ performance expectations and achieve established fund raising targets.
Manages work plans for Sr. Associate Director and Associate Director of Development. Develops and sets appropriate goals and establishes fund raising targets for the positions. Provides guidance on pipeline building and portfolio management.
Bolster the administrative support functions of the team to ensure that fundraisers have easy access to the resources they need. Investigate opportunities to use new technologies in support of major gift fundraising activities and programs.
Comprehensively understands the tripartite mission of research, teaching, and patient care programs within Divisional areas and Programs of responsibility with an ability to effectively communicate these priorities to diverse audiences through individual meetings and proposal building. Also understands the basis of service delivery for clinical care to lead navigation of complex medical referrals. Ability to interact, provide hospitality, and manage expectations with high profile individuals who need acute medical care.
Structures, develops, and reports on a highly effective departmental fund raising program with Executive Director of Development that includes identification, qualification, cultivation, solicitation, and focused stewardship of major gift prospects for campaign specific projects while working in conjunction with division and program faculty on surpassing our $600M campaign goal. Also works across departments and schools, outside of oncology as needed, to develop and integrate programming into proposals.
Management of portfolio of individual stewardship plans, which consists of approximately 40 donors who have made gifts of $100K+.
Plans and implements major gift activity and supports office operations to meet priorities by:
- Working closely with the Executive Director to establish annual fundraising goals based upon an assessment of the qualified donor portfolio and the priorities of the department and faculty.
- Identifying and evaluating giving potential of prospects; developing strategic plans of cultivation and solicitation strategies. Effective preparation of written case proposals and correspondence for major gift prospects and donors.
- Supporting Executive Director in development of principal level solicitations through development of proposals.
- Developing, in consultation with the Executive Director of Development, an annual work plan including the management of a portfolio of 110 major gift prospects, a schedule of fundraising goals and proposals to be presented, and 120 planned visits in accordance with institutional standards.
- Working with Executive Director related to benchmarking initiatives both nationally and internally, department metrics, and data analysis.
- Working with Executive Director on the further development and support of Kimmel Cancer’s National Advisory Board by identifying potential new members and engaging existing members.
- Working with Executive Director on establishment and integration of Departmental Development Program in partner hospitals. Works with development leadership, development professionals and clinical providers at partner hospitals to leverage value of philanthropy through the cancer service line. Specifically includes the Johns Hopkins Kimmel Cancer Center at the Sibley Memorial Hospital. Assist onboarding gift officer for oncology at Sibley.
- Working with Executive Director to devise and operationalize innovative strategies for pipeline development through working with planned giving, development research, and stewardship offices across FJHM and Development and Alumni Relations.
- Arranging and participating in cultivation, stewardship and solicitation visits with major gift donors and prospects; plan and oversee cultivation/recognition events such as research presentations; chair and laboratory dedications and meetings in coordination with the participation of faculty, university leaders, trustees and volunteers.
- Communicating with major prospects and donors advising them on specific vehicles for giving—both current and deferred—to maximize gift and tax benefits.
- Preparing proposals, solicitation and acknowledgement letters, and cultivation and stewardship materials for major gift prospects and donors.
- Training, motivating, briefing and guiding at least 15 faculty in identifying major gift prospects and participating in major gift solicitations.
- Collaborating with colleagues for the management of complex donor relationships across the Johns Hopkins University and Johns Hopkins Medical Institutions, including donors/prospects with cross-departmental interests, those with interests in providing support through planned giving mechanisms, and additional varied relationships with the Institution.
- Supporting principal level donors with navigating and problem solving complicated referrals domestically and internationally. Called upon by Johns Hopkins International to assist with navigation and cultivation of prospects. Collaborate with Johns Hopkins USA to navigate out-of-state referrals to oncology and beyond.
- Evaluating cause-related marketing tools within Department and works across the institution to evaluate and enhance viability of such strategies.
- Serving as DOFF lead in utilizing Business Intelligence reports to identify grateful patients and develop outreach strategy.
- Serving on the Branding Committee and participating in strategic planning workshops for the Fund for Johns Hopkins Medicine, and leads various internal professional development sessions for Development and Alumni Relations staff in collaboration with the Learning & Development Program within Human Resources.
- Managing a variety of internship programs that rotate through the Kimmel Cancer Center, including internal DAR interns, CASE interns, JHM Administrative Fellows. Assign appropriate projects and conduct oversight of projects with evaluation at conclusion of project.
- Participating in appropriate meetings within the Department of Oncology, the Fund for Johns Hopkins Medicine and Johns Hopkins University.
- Participates in national associations related to development (NACCDO, AAMC), conducts training, participates in organizational strategic planning, and mentoring members.
- Working and collaborating with Kimmel Public Affairs in the maintenance and re-design of oncology publications, as needed, as well as email communications, and specific Divisional publications within oncology.
The Director of Development must possess excellent communications skills, be highly organized, have strong written and analytical skills and be capable of developing and maintaining solid relationships with senior administration, faculty, grateful patients and their families, and volunteers. Ability to act with the highest levels of discretion while managing PHI of high-profile individuals.
The Director must have significant high-end major gift development experience including a successful track record of soliciting and closing major gifts.
Bachelor’s degree required, Advanced Master’s level degree preferred. (Masters of Healthcare Management with business focus)
Eight years related professional level experience required. Additional years of development experience, including personal solicitation of major gifts with a documented record of productivity, in matrix cancer center preferred, and/or hospital stand-alone Foundation.
Supervisory and management experience.
Strong commitment to and passion for the mission of Johns Hopkins Medicine.
Ability to thrive in an intellectually challenging, fast paced academic medical environment.
Political savvy, integrity and mature judgment in handling sensitive situations and confidential information.
Excellent interpersonal skills and a highly professional image with the ability to interact with faculty, staff, donors and volunteers at all levels.
A passion for philanthropy and high motivation to set aggressive goals.
Passionate, engaging and enthusiastic personality.
Ability to work within a complex, multi-divisional environment to establish priorities, set objectives and achieve stated goals.
Broad understanding of multi-faceted campaign planning, implementation and management.
Proven ability to close major gifts.
Strong interpersonal skills to work with diverse groups of constituents.
Demonstrated management, motivational and pragmatic consensus building skills.
Strong written and verbal communication skills.
Commitment to the use of information technology and the management of database systems.
Willingness and ability to travel.