Senior Associate Director for Prospect Management and Research

Senior Associate Director for Prospect Management and Research

Classification: Exempt
Division/Department: Office of Institutional Advancement
Reports To: Associate Vice President of Development


Reporting to the Associate Vice President of Development, the Senior Associate Director for Prospect Management and Research will provide crucial assistance in Morehouse College's fundraising efforts by designing and executing Morehouse College's prospect management system. This includes working with executive management to evaluate new technical resources, develop strategies and implementation for advancement-related activity and resources. This individual will help drive mutually agreed-upon cultivation and solicitation strategies for campaign donors and prospects based upon comprehensive research. The position is also responsible for overseeing all prospect-related analytics, reporting, and data integrity in advancement.

The Senior Associate Director for Prospect Management and Research will be responsible for providing in-depth research to inform board, volunteer, and campaign committee leadership decisions. S/he will develop a series of strategies and tactics to coordinate portfolios, solicitation plans, and specific prospects for central and unit-based fundraising initiatives. Ensure that the pipeline activity is in alignment with business policies and stage aging requirements.

The position is data-driven and responsible for managing the advancement unit's efforts to manage prospects and portfolios through leveraging systems, business processes, and interpersonal relationships. Analyze and synthesize accumulated information to assess financial capacity, philanthropic tendencies, giving propensity, and linkages to campus. Evaluate research results to develop and implement further research strategies utilizing ethical intelligence-gathering techniques of the information profession.

Essential Duties and Responsibilities
  • Works with the associate vice president of development to develop, implement and manage a prospect management system to facilitate pipeline activity for all fundraising activity
  • Develop prospect management strategies, business processes, and protocols, specifically those focused on informing and motivating portfolio managers to move major gift prospects through the pipeline continuum
  • They will employ basic data mining and provide detailed forecasting and statistical analysis techniques to inform pipeline cultivation and solicitation strategies
  • Works closely with the vice president of institutional advancement and associate vice president of development to coordinate the cultivation, solicitation, and stewardship of Morehouse College's best prospects and donors
  • The position trains and supports fundraisers on prospect management/research policies, procedures, metrics, and strategy
  • Provides potential prospects for the portfolios of fundraisers across campus, emphasizing managing relationship details about prospects and donors in a timely fashion
  • Prepare descriptive analysis for senior management about pipeline activity, including principal gifts
  • Maintain strict confidentiality as outlined in the institute's policy on confidentiality of constituent information
Required Education and Professional Experience
  • Experience with a large research institution or billion-dollar-plus campaigns is preferred
  • Bachelor's degree required and advanced degree preferred
  • Three or more years of relevant experience with a proven track record of leveraging data analysis to drive significant business impact preferred
  • Strong strategic thinking, research, writing, and verbal presentation skills, organizational ability, and initiative
  • The ability to analyze and synthesize information, manage several projects simultaneously, set priorities, and meet deadlines
  • Effective communicator and collaborator working in a cross-functional environment
  • Strong project and time management skills with attention to details
  • Ability to lead and influence non-hierarchical, cross-functional workgroups to drive to a consensus on definitions and data usage
  • The ability to analyze and synthesize information, manage several projects simultaneously, set priorities, and meet deadlines
  • Data-driven professional with demonstrated analytical, project design/management, and problem-solving skills required
  • Ability to perform a thorough analysis of complex data, draw sound conclusions, and devises actionable strategies
  • Continuously identify opportunities to better meet business needs
  • Proficient in Excel and strong working knowledge of Microsoft Office
Preferred Qualifications
  • Advanced degree preferred
  • Experience with Advancement CRM and data visualization tools
Physical Demands

This position is largely a sedentary role. It requires some travel, minimum lifting of fewer than 10 pounds, and some long standing and walking.

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