Director, Planned Giving
New York City (United States of America)
The External Relations (ER) department has been created in February 2020 and is comprised of 3 main but complementary functional areas: Private fundraising, Communications and Advocacy. The ER department is at the beginning stages of crafting a new ground-breaking and ambitious strategy that will improve IRC’s ability to ‘punch above its weight’ in private income, advocacy and brand awareness. The main objective of the department is to enable this organization of more than 12,000 staff to have the resources needed to continue serving 18 million people worldwide in places affected by war and disaster, shape the humanitarian sector by influencing key policies and reforms and build and grow IRC’s reputation.
The Director of Planned Giving (PLG) provides strategic leadership and management of the planned giving unit to ensure the maximization of private individual support for the IRC and is the departmental leader for all planned giving efforts in the US at the IRC.Accountable for the achievement of planned giving revenue and acquisition goals (increased number of planned gifts to the IRC and increased size of existing and new planned gifts) delivered through a varied portfolio, the Director supervises a team as well as works closely with colleagues in leadership, major and principal giving as well as direct marketing fundraising.The Director will oversee planned giving lead generation through marketing efforts, research, and partnerships with gift officers and IRC volunteer leadership; will build a strong pipeline of donors; will craft and execute cultivation, solicitation and stewardship strategies to connect with and inspire planned giving donors and prospects; will closely coordinate the matured legacy program and charitable gift annuity program; and will be a subject expert on the full spectrum of planned giving opportunities.
Reporting to the Senior Director, Principal and Planned Giving, the Director has a meaningful role in developing and implementing strategies that are informed by ambitious revenue targets and devise, monitor, and analyze results of initiatives and metrics to guide future endeavors.S/he will be expected to understand the needs and performance of donors and prospects, communicate and collaborate superbly with colleagues within the department and across multiple divisions, partner with external business partners, think strategically, make recommendations, offer creative solutions and manage systems to continually grow and improve the IRC’s donor relationships and prospecting with high wealth individuals and families.
• Responsible for managing a team-wide portfolio with over 900 legacy donors and revenue for matured legacies, typically $6,000,000 plus annually;
• Manage a portfolio and close gifts representing the full range of planned giving opportunities;
• Coach, mentor, and partner with gift officers to solicit gifts;
• Be responsible for the IRC’s Estate Administration and collaborate closely with the Office of General Counsel and Finance as necessary to ensure that estate documentation is reviewed and processed in a timely manner;
• Develop robust annual marketing plans and oversee partnerships with internal and external stakeholders to execute full scope of marketing campaigns;
• Partner with Prospect Research to ensure smooth transitions for the prospect pipeline;
• Partner with Donor Engagement to develop and execute strategic plan for stewardship;
• Supervise PLG Officers; inspire, empower and challenge the team through active mentorship, fostering an environment that supports new ideas and innovative approaches to donor relationship management;
• Lead the Charitable Gift Annuity program, including all donor and prospect activities, as well as compliance with state laws and annual state files for those states in which the IRC is registered;
• Partner with the Senior Director, to develop an ambitious strategic plan, including setting annual goals and key outcomes for PLG efforts, and to develop and implement standards, tools and procedures towards a best-in-class approach to individual donor engagement and fundraising;
• Undertake special projects as requested.