Post Details
Faculty/Administrative/Service
Department
Alumni and Development Office (ADO)
Job Title
Head of Major Gifts
Job Family
Professional Services
Job Level
Responsible to
Director of Development and Alumni Relations
Responsible for (Staff)
Development Manager (x4)
6
Job Purpose Statement
The Head of Major Gifts, is a senior post within the Alumni and Development Office. Its principal focus is to develop
and implement strategies to deliver new philanthropic support at the Major Gift (MG) and Principal Gift (PG) level
for the University. In addition the role will be pivotal in the development, planning and execution of the University’s
first institution-wide fundraising campaign.
The post holder will draw on specialist expertise and skills to lead a team of specialist major gift fundraisers and
provide strategic advice, leadership and active input to fundraising from a range of donors. They will act as a
key relationship manager for private individual donors, companies and trusts and foundations with a view to
leading them towards providing support for agreed projects.
Success will be measured by the amount of money raised in cash received and secured gifts (pledges), the
number and diversity of donors to the University, the level of engagement activity undertaken by the team and
how this activity contributes to achieving the University’s strategic and operational goals.
They will establish, build and maintain strong working relationships with academics and leadership to ensure
fundraising success.
Key Responsibilities
1.
2.
3.
4.
5.
6.
7.
To personally manage a portfolio of prospective principal and major gift donors. Identify, research and
cultivate potential/current donors and prospects, seeking to identify areas of shared interests held with
the University. To develop individual solicitation strategies for major prospects and to ask prospects for
gifts. To support academic colleagues and volunteers in this process.
Review existing UK and international major gift fundraising strategies and lead in developing and
implementing new strategies and approaches to secure new funds for the University across a range of
projects and programmes.
To lead the major gifts fundraising team. Recruit, develop, support and review performance to ensure
effective management of the University’s relationship with a portfolio of donors including leading
executives, business figures, companies, other individuals and family and non-family charitable trusts, with
a known or potential interest in the University’s research and programmes. To have primary responsibility
for major and principal gift philanthropic activities across the university.
To work closely with senior academic and professional staff, alumni and development, and research and
partnership colleagues, to identify emerging priorities and projects, prepare powerful case statements and
to develop, commission and edit appropriate proposals, publications and materials aimed at relevant
donor audiences. To provide high level strategic support and consultancy to the Faculty leadership. Lead
the development of individual Faculty strategies for solicitation as well as assessment of potential
philanthropic projects.
To develop work plans which set out goals and targets for philanthropic fundraising. Working with Head
of Advancement Services and Campaign Planning to implement effective mechanisms for regular
reporting on progress to senior management.
To contribute to the development and implementation of donor-related policies, acknowledging the
University’s responsibilities to its donors, and upholding the University’s policies on the acceptance and
management of gifts.
To undertake national and international travel as required and undertake other such duties as may be
required from time-to-time by the Director of Development and Alumni Relations.
N.B. The above list is not exhaustive.
All staff are expected to:

Positively support equality of opportunity and equity of treatment to colleagues and students in accordance with the University of Surrey
Equal Opportunities Policy.

Work to achieve the aims of our Environmental Policy and promote awareness to colleagues and students.


Follow University/departmental policies and working practices in ensuring that no breaches of information security result from their actions.
Ensure they are aware of and abide by all relevant University Regulations and Policies relevant to the role.

Undertake such other duties within the scope of the post as may be requested by your Manager.

Work supportively with colleagues, operating in a collegiate manner at all times.
Help maintain a safe working environment by:

Attending training in Health and Safety requirements as necessary, both on appointment and as changes in duties and techniques demand.

Following local codes of safe working practices and the University of Surrey Health and Safety Policy.
Elements of the Role
Planning and Organising
 To develop and maintain a long-term strategy of engagement with current and potential donors. Link
particularly with the University Business Development Team, key academics, and partner and stakeholder
organisations who can assist and advise on fundraising.
 To develop and plan for annual growth targets in philanthropic income.
 Play a leading role in the development and execution of the University’s first institutional wide campaign. Ensure
strategic alignment of philanthropic fundraising priorities with the University’s institutional vision and priorities
and long-term plans for income and research growth.
 Maximise the opportunities of the University’s 50th Anniversary year celebrations (2016/17) and build on the 50th
Appeal to initiate and develop new major and principal gifts. Support and plan for a planned University wide
fundraising campaign.
Problem Solving and Decision Making
 The post holder is expected to operate with a high degree of strategic autonomy, with referral to the Director
of Development and Alumni Relations.
 The post holder has the freedom to decide how to best focus their and their team’s resource to meet the
internal and external fundraising need, and to develop strategic alignment with the changing external political
and economic landscape. With limited available resource, decisions will need to be made on how to have
maximum impact in both the short and medium term, to manage expectations and agree timescales.
 The post holder is expected to have CEO level engagement, and be able to confidently promote the University’s
strengths, with strategic examples of engagement activities, and facts and figures to support this. They should
be able to resolve high level problems during the period of engagement, and leave the individual donor,
foundation, business or government body with a positive impression of Surrey
 To be able to understand academically complex projects, and to explain and promote them to potential, nonspecialist donors. This will involve working out how to articulate and publicise priority projects, as agreed by
the University and the Faculties, by both documentary and verbal means.
Continuous Improvement
 Continue to develop the donor relationships by maintaining a high quality of service, and range of engagement
activities, aimed at expanding the nature and frequency of contact and activities between the fundraiser,
academics and donor.
 To develop the understanding and capacity of the Faculty staff in fundraising and relationship development,
as well as in the identification of funding opportunities and needs. Improve the embedding of a culture of
fundraising within the University.
 To build, from the outset, good practice fundraising communication and activity. Ensure compliance with
University policies and procedures (including reputational and ethics), the Institute of Fundraising Codes of
Practice and all relevant legislation.
 Promote fundraising best practice and keep abreast of industry changes and developments through
relevant continuing professional development, and maintain links with peer institutions representing Surrey
at appropriate sector conferences.
Accountability
 The post holder has responsibility for developing opportunities and achieving philanthropic income and
engagement targets for the University. The post holder will have ambitious targets to achieve for the team as
well as personally.
 The post holder will provide excellent customer support to the development of any philanthropic relationship
within the Faculty.
Dimensions of the role
 The post holder will have responsibility for managing relationships and monitoring the appropriate spend of
gift (which could be anything from £500 to £500,000). Whilst it won't be the responsibility of the post to spend
this they will have a role in ensuring that the donor receives a report on how the money is spent.
 The post holder will have responsibility for management of a budget up to (£500,000) for the staff team and
cultivation and stewardship activities which will grow as the role become successful.
Supplementary Information
 The University’s recently appointed Vice Chancellor, Professor Max Lu, has prioritised alumni and supporter
engagement and philanthropy as key elements of the University’s new corporate plan (2017-27). He has set
ambitious targets and is committed to investing a significant proportion of his own time and University resource
in supporting alumni and supporter engagement and fundraising. This post will play a significant role in helping
to achieve the ambitious fundraising targets set out in the plan, through increasing the amount of fundraising
activity and contributing to building a culture of philanthropy throughout the University. They will also play a
major role in the planning and execution of strategies for the University’s first institutional wide fundraising
campaign planned in the coming years.
 The post holder will need to be highly opportunistic and to lead initiatives when the situation demands it and
have a talent for developing and maintaining donor interest in the University and its projects. The will need to
have the ability to understand the viewpoint and work of academics to maximise their contributions to prospect
cultivation, possess a combination of personal sensitivity, creativity, tact, tenacity, drive and imagination and
have a high level of self-motivation.
 Weekend and evening work will be required at times as well as overnight travel in the UK and internationally.
Person Specification
Qualifications and Professional Memberships
Professionally qualified with a relevant degree/postgraduate qualification, with significant relevant
experience.
E
OR
Substantial vocational experience, demonstrating professional development through involvement
in a series of progressively more demanding and influential work/roles, supported by evidence of
significant development of appropriate specialist knowledge.
Technical Competencies (Experience and Knowledge)
Essential/
Desirable
Level
1-3
Understanding of the major sources of philanthropic funding (individual, trust and
corporate and aware of the key sources of non-philanthropic funding for the
University sector).
E
3
Significant major gifts fundraising/marketing/sales experience, including proven
success in personally securing six figure gifts in the UK and/or internationally; also a
strong natural drive towards getting out into the field.
E
3
An interest in and passion for research and higher education and, in particular, an
understanding of the University of Surrey, its mission and its need for external
funding.
E
2
Proven experience of having successfully managed and developed a team and the
ability to coach and influence others to achieve results – ideally in a fundraising
department.
E
3
Experience of an institution which is both international and complex.
D
Special Requirements:
Weekend and evening work will be required at times as well as overnight travel in the UK and
internationally.
Core Competencies
n/a
Essential/
Desirable
E
Level
1-3
Communication
3
Adaptability / Flexibility
3
Customer/Client service and support
3
Planning and Organising
3
Continuous Improvement
3
Problem Solving and Decision Making Skills
3
Managing and Developing Performance
3
Creative and Analytical Thinking
3
Influencing, Persuasion and Negotiation Skills
3
Strategic Thinking & Leadership
3
Organisational/Departmental Information & Key Relationships
Background Information
The role of the University’s Alumni and Development Office is to build and maintain connections with our alumni
and to help secure philanthropic support for the University. The Alumni and Development Office works in
partnership with academic and professional colleagues throughout the University to build enduring relationships
with external constituencies – including alumni, non-alumni, corporate and foundation donors – and to increase
financial support for agreed academic priorities.
The Alumni and Development Office is currently a team of 16 fte (rising to 23 fte in 2017) split into three teams –
Alumni and Supporter Engagement – 9 (9); Major Gift Fundraising 2.5 (5.5) and Advancement Services and
Campaign Planning 2.5 (4.4), plus the Director and PA and a team of two based in the Surrey Business School.
The Alumni and Development Office culture is professional, collaborative and customer service focused, and
values transparency, flexibility, proactivity, integrity, respect, tenacity, motivation and commitment.
The post will work closely with the academic and professional staff across the University and act as a positive
ambassador for the Office and for the University.
Department Structure Chart (planned 2017)
Director of
Development
Development
Assistant & PA to
Director
Interim Head of
Alumni and
Supporter
Engagement
Interim
Communications and
Events Manager
ADO Events Officer
Annual Giving
Officer
Head of Advancement
Services and Campaign
Planning
International and
Volunteer Manager
Annual Giving Assistant
CASE Graduate Trainee
Student callers
FASS Alumni Officer
*
Shovaughn Neveling
Alumni and
Stewardship Assistant
Database Manager
Database Assit (temp)
Gift Officer
Research Officer
Head of Major Gifts
Research Officer
CASE Europe Grad
Trainee
FHMS Development
Manager (Vet School)
Alumni and
Development Manager
Surrey Business School
Alumni and
Development Assistant
Surrey Business School
Development Manager
SHTM Development
Manager (p/t)
Development Manager
(Trusts and
Foundations)
Relationships
Internal
 Vice-Chancellor, Faculty & University Senior Management Team– to advise on fundraising strategies and
opportunities
 Faculty Associate Deans for Research and academic staff – to promote fundraising engagement activities and
to support staff through the cultivation, solicitation and stewardship processes
 ADO colleagues and Research and Enterprise Support teams, particularly the Business Development Unit
 Student Union and Other University departments, including Marketing and Communications, Planning, IT and
Human Resources, for support activities relating to fundraising and the development of key performance
indicators
External
 External donor/potential donors, including individuals, companies, trusts and foundations, charities and others
 Volunteer helpers and advisers, including board members, alumni, former staff, local influences, corporate
partners, current students,
 Other potential major collaborators, for example the principal medical related partners and Royal Surrey County
Hospital and Ashford, St Peter’s Hospital, in the development of strategic relationships.