Director of Development
DIRECTOR OF DEVELOPMENT – JOB DESCRIPTION
Milwaukee Ballet strives to inspire its audiences to think beyond traditional ballet through the presentation of quality performances and the implementation of community engagement programs. Milwaukee Ballet and Milwaukee Ballet School are recognized among the top companies in the nation. With an annual operating budget exceeding $6 million, Milwaukee Ballet presents 40+ performances to more than 50,000 people each year. Its resident company includes 25 professional dancers and 18 trainees in its Nancy Einhorn Milwaukee Ballet II program, and is one of the few dance companies in the country to maintain its own symphony orchestra. The Milwaukee Ballet School is a nationally accredited member of the National Association of Schools of Dance (NASD) with an enrollment of nearly 900 students at three locations throughout southeastern Wisconsin.
DIRECTOR OF DEVELOPMENT POSITION OVERVIEW
The Director of Development (DoD) is responsible for leading and driving the fundraising efforts required to sustain and grow this internationally-renowned ballet company and cornerstone Milwaukee arts organization. S/he reports directly to the Executive Director and directly supervises all staff in the Development Department. The DoD leads and works within the Development Team (DoD, Executive Director, Artistic Director, Associate Director of Development, Grants Manager, and Events Manager). This highly-collaborative Team is responsible for securing all the necessary contributions that allow the Ballet to reach its fundraising goals and fulfill its mission to “create a rich and diverse community through its inspiring dance performance, education, and outreach.”
The DoD is the primary staff development strategist, and is responsible for successfully managing the execution and organization of all development activities, including (but not limited to) major gift solicitations, annual and capital campaigns, robust and focused prospect and donor cultivation, UPAF-related fundraising and efforts, and foundation, government, and corporate giving. As a senior leader in the organization, the DoD works closely and collaboratively with Trustees and with staff throughout the organization.
The DoD has a strong understanding of the importance of building lifelong relationships between the Ballet and its donors – and is responsible for coordinating the ongoing and proactive identification, cultivation, solicitation, and stewardship of those prospects/donors (individuals, corporations, and foundations) capable of making significant or major gifts. S/he continually focuses Team energies on creating opportunities to deepen the Ballet’s relationships with donors and prospects and empowers their ability to respond to donor interests, desires, and values.
• Plays a key role in identifying high net-worth potential donors – organizing and disseminating prospect information in-house, and developing team strategies designed to engage these targeted prospects.
• Actively works with senior staff and Trustees to ensure the creative, appropriate, and consistent flow of cultivation opportunities for all levels of prospective donors.
• Develops and ensures the maintenance of a thoughtful and strategic cultivation plan and an annual schedule of these cultivation opportunities for the Development Team.
• Ensures that the Team proactively researches individuals, corporations, foundations, and government programs that have been, or should be, targeted for major gift cultivation and solicitation. Employs a variety of internal and external prospecting methodologies to gather biographical, financial, philanthropic, family, and affiliation information. Stimulates and coordinates the Board/volunteer development committee in the identification of prospects.
• Based on refined information, provides concise monthly briefings and offers strategic cultivation approaches to the team.
• Ensures that all cultivation and fundraising events (see following page) are strategic elements of a focused and overarching cultivation and solicitation strategy.
Solicitations and Annual Campaigns:
• Works with the Executive and Artistic Directors to establish and implement annual, multi-year goals – and is accountable for these targets.
• Directs innovative, high-level fundraising efforts that enable the Ballet to secure and grow its current $3.1 million contributed income goal. Plans and implements the annual appeal mailing(s). Manages and drives major gift ($10k+), planned giving, and general renewal and acquisition annual giving processes. Sets objectives, evaluates progress and results, and develops corrective strategies to ensure success. Maximizes all possible giving vehicles (cash, planned, in-kind, stock, company matches, etc.)
• Manages and continually refines the solicitations processes for executive and volunteer leadership. Employs an expert knowledge of key donor histories (giving levels, anecdotal information, etc.) and works with staff and volunteer development teams to determine solicitation approaches and assignments.
• Organizes and leads staff and volunteer development meetings and updates to ensure effective cultivation, solicitation, follow-up, data entry and tracking of new and prospective donors.
• Works with senior staff and Trustees to build, support, and motivate development volunteers and a full Board capable of high-level development participation.
• Proactively supports volunteer solicitors and the Artistic and Executive Directors in their solicitations. Ensures that staff and volunteers are supplied the tools to optimally cultivate and solicit prospects. Serves as a solicitor.
• Works with the Team to ensure exceptionally gracious and accurate gift processing and acknowledgment.
• Manages materials for all campaigns and appeals including annual lists, signage, etc.
• Provides accurate and timely reporting to staff and volunteer teams.
• Understands, complies with, and evaluates all organizational gift policies, procedures, and data entry and maintains the confidentiality of sensitive information.
• Manages development campaign/appeals materials inventories. Works with Marketing Team and/or outside vendors to create new materials.
Development Data Management:
• Is highly proficient in the CRM/Development database (currently Raiser’s Edge) and serves as one of the key database administrators. Works closely with the Customer Relationship Manager and the Development Team to ensure maximum strategic performance of this key database.
• Ensures accurate, efficient, and strategic data entry to provide comprehensive constituent data capture and organization – to ensure long-term organizational knowledge and a smooth cycle of cultivation and solicitation. Enables entire Development Team to have good data-entry habits.
• In addition to database management, maintains excellent hard-copy development files.
• Works with the Development Team and the Director of Finance to ensure development processes integrate smoothly with accounting systems and procedures.
• Serves as the conceptual contact for all paid-ticket and free events – all of which are intended to increase a constituent’s organizational interest and financial contributions to the Ballet, with a focus on continually cultivating and increasing major gift ($10,000+). Oversees the planning and implementation of highly successful, resource-conscious cultivation events worthy of the Ballet’s constituency, standards, and legacy.
• Identifies and capitalizes on linkages between all Ballet offerings (performances, programs, etc.) and fundraising opportunities.
• Works directly with volunteer and executive leadership and then Event Manager to create focused and effective events and ensure the development of follow-up cultivation strategies, and the management of event data. Develops big-picture, staff-wide event strategies that ensure seamless execution of all events.
• Is a confident event staff host, able to actively cultivate attending guests.
• Oversees and participates in the Grant Manager’s systems for tracking and cycling granting organization cultivation and solicitation.
• With the Grant Manager, actively researches new grant opportunities.
• Works with the Development Team and the Marketing Team to update the annual grant application template and ensure it is tightly on-message.
• Participates in staff events, general collaborative processes, and team building activities.
• Attends select and seasonal Ballet performances and events.
• Is required to expand work week beyond 40 hours as individual workload and organizational needs dictate.
• Performs other duties as assigned by the Executive and Artistic Directors.
• Is available to assist the team with tasks that fall outside of the duties and responsibilities listed above.
The successful candidate will:
• Have an enthusiasm for the Ballet’s work and mission.
• Have a multi-year record of fundraising success, preferably with arts and/or cultural organizations. This talented candidate will have the creative development skills needed to successfully plan, execute, and achieve significant contributed income goals.
• Have a reputation of being a team-builder – someone who is both the engine that moves a team forward and the “glue” that holds it together.
• Embrace responsibility and be willing to do what is necessary and appropriate to support the Ballet’s goals, mission, and long-term vision.
• Enjoy cultivating meaningful professional relationships with varied constituencies.
• Excel in a collaborative environment. This candidate is able to actively listen, and gives honest, constructive feedback.
• Embrace senior staff-review, as well as peer-review, of work, projects, and ideas. This good-humored, communicative candidate accepts and values that all major work product is reviewed by multiple team members.
• Has an engaging manner, a sense of urgency, and embraces the responsibilities of being a public representative of the Ballet.
• Bachelor’s degree and self-motivation are required.
• Excellent organizational skills are essential, as are diplomacy and discretion.
• 7+ years of nonprofit and/or development experience are required. Nonprofit arts organization experience a plus.
• A successful track record in raising major gifts ($10k+) is strongly favored.
• Demonstrated healthy management skills, creative problem solving, and sound judgment are critical.
• Superior written and verbal communication skills are required. Intuitive editing skills, and the proven ability to utilize those skills, are appreciated.
• Demonstrated capacity to strategically formulate and execute annual, short, and long term goals and projects is critical.
• Capacity to learn quickly and function at peak in a fast-paced, high-expectation environment is necessary.
• Proven ability to identify, cultivate, and sustain lasting professional relationships with a diverse group of constituents is required. Specific experience nurturing and motivating volunteer leadership is especially beneficial.
• Contacts and experience within the southeast Wisconsin philanthropic community are a plus.
• High computer literacy is essential. The successful candidate will be able to quickly utilize fundraising database software for strategic management of constituents. Experience with The Raiser’s Edge software is strongly preferred.
Send cover letter and resume to: firstname.lastname@example.org. No phone calls please. EOE