The Director of Planned Gifts is responsible for the overall strategic leadership and management of Earthjustice’s Planned Gifts program. Reporting to the Associate Vice President of Development, the Director of Planned Gifts serves as a member of the Development department’s senior leadership team. The Director secures significant deferred gifts from donors and prospects through bequests, charitable trusts, charitable gift annuities, beneficiary designations, endowment gifts, gifts of real estate and other illiquid assets. S/he personally maintains a portfolio of top prospects and manages negotiations for gifts of $1,000,000 and above. S/he leads a talented and experienced team of four, including a senior gifts officer, an individual gifts officer, a planned gifts and estates officer, and a planned gifts associate, and is responsible for developing educational and training opportunities for the fundraising staff to learn about planned gift opportunities. The Director of Planned Gifts will collaborate with the Major Gifts team, Earthjustice Leadership and Board members to identify and qualify prospects. The Director and Planned Gifts team will partner with an excellent research team and utilize top industry tools to cultivate, solicit, administer and steward planned gifts. The Planned Gifts program is currently valued at $4M to $5M annually and is expected to grow proportionately as the organization’s budget grows.
Strategic Direction (30%)
- Provide strategic program leadership to the Planned Gifts program, creating an environment of success for Planned Gifts staff.
- Serve as a member of the Development department’s leadership team of Development Directors.
- Demonstrate and reinforce a collaborative leadership and management style with Development Directors and staff and contribute to a team-oriented culture.
- Promote a donor-centric philosophy and approach to the fundraising program and contribute to building a culture of philanthropy at Earthjustice.
- Establish budget and activity goals for planned gifts in consultation with Vice President and Associate Vice President for Development and develop strategies to reach them.
- Work with the Development Operations team, Finance department, and bank to ensure proper forecasting, handling, and crediting of revenue from planned gifts.
- In cooperation with Marketing and Engagement, Donor Relations, Online Communications, and Major Gifts teams, and direct mail consultants, develop and implement far-reaching and diverse strategies to increase awareness, education, and interest in planned giving opportunities through mass planned gift appeal mailings, targeted prospect mailings, and online appeals.
- Work with Development and Communications staff to identify opportunities to integrate planned gift marketing and recognition into existing appeals and stewardship efforts.
Management (Essential Functions): (20%)
- Manage the work of four full-time staff, including a senior gifts officer, an individual gifts officer, a planned gifts and estates officer, and a planned gifts associate to achieve annual revenue and activity goals and to build relationships with planned gift donors and prospects.
- Recruit and hire qualified candidates who fit position requirements and the work environment.
- Promote change in terms of the expected benefits, as well as removing or lowering the impact of potential obstacles.
- Set clear team direction that aligns with Earthjustice strategy, mission, and vision.
- Develop staff by providing career development opportunities with appropriate training, encouragement, and supervision.
- Provide staff with performance feedback and acts as a coach and mentor.
- Promote inclusive work environment for team and models inclusive behavior.
Donor Cultivation and Stewardship: (50%)
- Oversee the strategic development of relationships with current donors and prospective donors to deepen relationships and maximize lifetime giving via outright, split-interest, and gifts through wills and living trusts, retirement accounts, life insurance policies, charitable remainder trusts, charitable gift annuities, as well as outright gifts of complex assets such as real estate, stock, mutual funds, personal property, and other non-cash assets.
- Identify high-level prospects for solicitation, create customized cultivation and stewardship plans based on individual donors’ giving capacity, and engage donors around opportunities for new deferred and outright gifts.
- Develop moves management protocols and goals for the Planned Gifts team to ensure the development and cultivation of donors to maximize long-term donor value to the organization.
- Personally solicit high value donors and prospects for deferred and outright gifts of $1,000,000 or more, including blended outright-deferred gift arrangements, negotiating appropriate terms and agreements.
- Meet and work with donors, prospects, and their advisors to explore and evaluate acceptable giving opportunities, providing specific, accurate information about benefits and tax and legal implications.
- Work with Major Gift Officers and other fundraisers to cultivate and secure a variety of planned or complex gifts from donors, including combinations of outright and deferred gifts.
- Provide all gift officers with information on planned giving approaches and opportunities through trainings, educational sessions and case studies; and integrate planned giving vehicles into development toolbox.
- Consult with and develop a network of legal and financial professionals and financial institutions as necessary to build knowledge of tax laws and gift planning trends and to ensure that all gifts are in line with donors’ goals, Earthjustice’s mission and policies, and IRS regulations.
The successful candidate will have a minimum of seven years of demonstrated successful planned gifts experience in fundraising, with progressively greater responsibilities. S/he will have a minimum of three to five years of experience in staff supervision, leadership, and management, preferably with demonstrated experience in mentoring and empowering the work of others in a high performing institution or organization with a reputation for quality and excellence. A Bachelor’s degree is required and an Advanced degree is a plus; J.D. desired.
- Demonstrated ability to develop and implement strategic program goals.
- Direct experience with prospect identification, relationship building, cultivation, solicitation, and stewardship required.
- Knowledge of current and evolving trends in charitable giving, particularly in the areas of:
- Complex estate planning tools.
- Charitable tax laws.
- Estate and probate laws.
- Personal finance.
- Ability to communicate complex financial and program information clearly and concisely.
- Exceptional analytical, strategic planning, and problem-solving skills.
- Excellent interpersonal and negotiation skills.
- Superior verbal and written communication skills, including the ability to communicate complex financial and program information clearly and concisely.
- Computer literate - proficient with donor databases (Blackbaud CRM preferred), planned giving software (such as PG Calc Planned Giving Manager), and MS Office Suite; Outlook, Word, Excel required.
- Willingness to travel for donor visits, up to 30 percent.
- Demonstrates an awareness and sensitivity to the needs and concerns of individuals from diverse cultures, backgrounds and orientations.
Management (Essential Skills)
- Contributes to recruiting, hiring, developing and retaining a diverse and inclusive workforce.
- Ability to manage and lead a diverse team in a diverse environment with emotional intelligence and cultural competency
- Has self-awareness and understands the impact of behaviors and emotional intelligence in the workplace. Also understands team’s strengths and areas for development.
- Commitment to and experience in developing team skills and talents to meet the evolving needs of an organization.
We offer a competitive salary and excellent benefits that are comprehensive and competitive. We also offer an extremely congenial work environment and a casual dress code.
Earthjustice has retained the services of ThinkingAhead Executive Search. Please submit your resume, expression of interest and salary history and requirements to Chris Spagnola, Recruiter at firstname.lastname@example.org Jessica Martinez, Recruiter at email@example.com.
Earthjustice is driven by a passion for justice, partnership and excellence. Our core values lead us to seek a broad range of perspectives and backgrounds to achieve our mission and to maintain an inclusive environment where all staff are valued and respected. As an equal opportunity employer, we are committed to employment practices that ensure that employees and applicants for employment are provided with equal opportunities without regard to race, color, national origin, ancestry, sex, age, religion, physical or mental disability, medical condition, veteran status, marital status, pregnancy, sexual orientation, gender identity, gender expression, genetic information or any other factor that is not related to the position.
If you need reasonable accommodation in order to complete the application, interview or some other portion of the selection process for a job at Earthjustice, please contact Human Resources at firstname.lastname@example.org.
Earthjustice is driven by a passion for justice, partnership and excellence. Our core values lead us to seek a broad range of perspectives and backgrounds to achieve our mission and to maintain an inclusive environment where all staff are valued and respected.
As an equal opportunity employer, we are committed to employment practices that ensure that employees and applicants for employment are provided with equal opportunities without regard to race, color, national origin, ancestry, sex, age, religion, physical or mental disability, medical condition, veteran status, marital status, pregnancy, sexual orientation, gender identity, genetic information or any other factor that is not related to the position.
Founded in 1971, Earthjustice is the premier nonprofit environmental law organization. We take on the biggest, most precedent-setting cases across the country. We wield the power of law and the strength of partnership to protect people’s health; to preserve magnificent places and wildlife; to advance clean energy; and to combat climate change. We partner with thousands of groups, supporters, individuals and communities to engage the critical environmental issues of our time, and bring about positive change. We are here because the earth needs a good lawyer.