Senior Major Gifts Manager - Nursing. Candidate Briefing March Marie Curie Senior Major Gifts Manager Nursing March

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1 Senior Major Gifts - Nursing Candidate Briefing March 2014 Marie Curie Senior Major Gifts Nursing March

2 Introduction from the Head of Major Gifts and Special Events Dear Candidate, It is an exciting time at Marie Curie Cancer Care. In just a few months, we will launch our new organisational strategy, which aims to significantly expand our support for patients and families who are facing cancer and other terminal illnesses. Last year, we cared for 40,000 people. It really is a big number when you stop and think that each one represents a person that we ve helped at one of life s most difficult times through our 9 hospices and 2,000 Marie Curie Nurses. But we need to do more because for every one person we care for there are four who don t receive any expert care at the end of life. Our new strategy sets out an inspiring vision for how we can be there to support the 400,000 people who could benefit from our expertise. Our major gifts team at Marie Curie has been established for six years and we are well developed and successful at generating major gifts at the highest level. We are a total team of 22 which includes our special events, celebrity and Patron activity. We have a fantastic portfolio of very high profile events to help cultivate our supporters. We are a close team, working shoulder to shoulder to support each other to achieve success. Every month, we receive five and six figure gifts and in the last three years, we ve secured three 1m gifts to fund the charity s work. After nearly seven years of working at Marie Curie, I remain inspired by the endless possibilities for major gifts fundraising. Our work is so varied that there is always a project somewhere to match the interests of a funder and our networks are vast and influential so that with a bit of time and effort we have the ability to reach anyone. We have a very supportive CEO who understands major gift fundraising and our new strategy is offering important new services and projects that are going to transform how patients and families are supported at the end of life a major gift fundraiser s dream. But our cause really is the ultimate inspiration. Knowing that your hard work is caring for people at one of life s most difficult times, or as one family member described it to me when the nurses arrived, I was broken and exhausted and it felt like someone was finally putting their arms around me. I hope you will join us. Lucy Sargent Head of Major Gifts and Special Events Marie Curie Senior Major Gifts Nursing March

3 About Marie Curie Cancer Care Providing care for terminally ill patients. Marie Curie Cancer Care is a UK charity dedicated to the care of people with terminal illnesses. Given the choice, most of us would want to die at home, surrounded by the people we cherish. Marie Curie Cancer Care makes this possible. In we cared for 38,777 people. Marie Curie Nurses Our nurses give free hands-on care to people with all terminal illnesses in their own homes, and vital emotional support to their loved ones. Over the year 2012/13, Marie Curie Nurses provided 1.3 million hours of nursing to 30,880 patients. Marie Curie Hospices Marie Curie Cancer Care s nine hospices provide free specialist care for those with serious illnesses, and emotional support for their families, giving them the best possible quality of life. In 2012/13, Marie Curie Hospices reached 7,897 patients. There are Marie Curie Hospices in Belfast, Bradford, Edinburgh, Glasgow, Hampstead (London), Liverpool, Newcastle, Cardiff and the Vale (Penarth) and the West Midlands (Solihull). Research Marie Curie Cancer Care is a leader in research into the best ways of caring for people with terminal illnesses, and how care could be improved in future. We have our own research teams and we fund external research programmes. Marie Curie Senior Major Gifts Nursing March

4 About Marie Curie Cancer Care Campaigning for patients Marie Curie Cancer Care campaigns on behalf of people with a terminal illness and their families across the UK. We work with parliamentarians, policymakers, the NHS and other charities to improve the quality of services for patients, families and carers. Our funding All our services are always free to patients and their families, thanks to the generous support of the public. We fund our nursing services and hospices in 50/50 partnership with the NHS. Putting patients and families first Our vision is that everyone with cancer and other terminal illnesses will have the high quality care and support they need at the end of their life in the place of their choice. Our future strategic plan Building on Marie Curie Cancer Care s strategic plan for , We Put Patients and Families First, we will soon be releasing our fresh strategy. The focus for this strategy is moving from providing only cancer care to providing care to those who are terminally ill, so expanding the support we provide from 40,000 annually to 400,000 annually. The Major Gift and Special Event Team The Major Gift and Special Events team is a high performing, supportive team. Working closely with colleagues across the charity, the Senior Major Gift will have access to the charity s networks and work across all aspects of our services to connect our work with potential funders. We also have a programme of fantastic events with which to cultivate your portfolio of donors. The team is well supported by an excellent Prospect Research team and a Development who works to help gather information and build a strong case for support. The Senior Major Gift will also lead a strategic project focussing on nursing. Whilst the focus of the role is on income generation and managing a portfolio of donors and prospects, the strategic project allows the Senior Major Gift to develop new opportunities for major donor income and for the organisation as a whole whilst developing their creative and strategic skills. In order to achieve our objectives we will provide new services. Information and advice will be available by phone and via the internet, connecting expert practical and medical advice to those who desperately need it, seven days a week. We will increase our bereavement support and increase our nursing care in the home. Supporting these services, further investment into research will allow us to provide the best possible end of life care and improve care in the home. Marie Curie Senior Major Gifts Nursing March

5 Organogram Major Gifts & Special Events Team March 2014 Patron Development Senior Major Gifts (Hospices) Major Gifts Executive Prospect Research Major Gifts Major Gifts Executive Prospect Research Executive Senior Major Gifts (Nursing) Major Gifts Executive Major Gifts Administrator Major Gifts Head of Major Gifts & Special Events Major Gifts Development Senior Major Gifts (Regional) Regional Major Gifts (North) Regional Major Gifts (Scotland) Special Events & Celebrity Special Events Fundraiser Project Special Events Fundraiser Special Events Assistant Celebrity & VIP Celebrity Consultant Special Events Fundraiser Special Events Assistant Marie Curie Senior Major Gifts Nursing March

6 Job Description Job title: Senior Major Gifts Nursing Department: Major Gifts and Special Events Team Location: Vauxhall, London Reports to: Head of Major Gifts & Special Events Salary: Circa 55,000 Working hours: 35 hours per week Benefits: Annual leave entitlement of 25 days per year, plus bank holidays, Stakeholders Pension Scheme, Season Ticket Loan, Bike Loan Marie Curie Senior Major Gifts Nursing March

7 Job Summary As a key member of the team, the Senior Major Gifts Nursing will be responsible for generating donations of 20,000+ from major donors; defined as individuals, grant-making trusts and foundations. You will be personally responsible for securing six figure + gifts, identifying and initiating relationships with prospective donors, developing longer-term relationships and stewarding existing supporters. You will also be required to lead and manage Major Gift Executives/ s and develop key strands of the major gift strategy contributing to the overall efficiency and effectiveness of a team raising in excess of 7.5 million. You will be responsible for developing one of our most important major gift products, The Marie Curie Nursing Fund, which invites supporters to fund a Marie Curie Nurse in their local area. We currently have 60 donors supporting the Fund and you will be responsible for keeping them engaged by devising innovative stewardship communications. You will also be responsible for devising the strategy to recruit more donors from across the country and you will work across the whole Major Gifts Team to generate more donors to the Fund. 1. Leadership Lead, implement and manage aspects of the Major Gift Team strategy. This will include advising on best practice, encouraging creative solutions to donor prospecting, developing fundraising cases for support, prospect research, establishing volunteer networks, engagement and donor recognition opportunities etc. Create an annual plan outlining strategies for prospect cultivation and solicitation and the target goals for the amount to be raised for the Marie Curie Nursing Fund. Recruit and manage volunteer relationships to facilitate the introduction of new donors with the potential to make 100k+ gifts. Initiate supportive relationships with future and existing leadership and other senior volunteers, working collaboratively to identify potential donors and ensure the most effective approaches are made to secure funds. Add value to team activities by sharing skills and experiences of major gift fundraising and demonstrate the ability to network, negotiate and influence at the highest levels. Ensure that volunteers are managed to the highest standard, implementing appropriate stewardship to achieve an increase in annual income and a high level of volunteer satisfaction. Provide ongoing performance management for Major Gift Executives/s through regular supervision and appraisals to ensure that objectives are met and the highest standards of professionalism maintained. Deputise in the absence of the Head of Major Gifts and other Senior Major Gift s. Undertake other tasks necessary to contribute to the Major Gift Team and Marie Curie Cancer Care s objectives. Marie Curie Senior Major Gifts Nursing March

8 Job Summary 2. Building relationships with funders Generate income with a focus on securing six figure + donations by identifying, cultivating and managing donations from a portfolio of up to 100 major donors and prospects by personally initiating and developing long term relationships between them and Marie Curie Cancer Care. Initiate contact with donors through face-toface meetings, telephone calls, events, written communications and project visits to meet a target goal of at least 70 face to face meetings per year. Set, manage and monitor an annual income and expenditure target based upon forecasting gifts from the portfolio of prospects and report on progress as required. Undertake case for support research and develop business propositions for funding opportunities within the charity. Prepare well written, compelling project proposals on a wide range of funding opportunities. Submit written proposals on time and meet all donor requirements. Ensure that high-quality briefings and pitches are prepared for donor meetings. Make face to face asks and manage the involvement of charity leadership and senior volunteers in solicitation meetings. In conjunction with the Head of Major Gifts & Special Events oversee the development of stewardship strategies and monitor the team s stewardship contacts providing regular project feedback/ communication (quarterly) to donors and produce project reports (including as a minimum one annual update report per donor). Help identify and bring new prospects to the attention of the team and reflect on research profiles in order to create informed solicitation plans for prospects, involving volunteers as appropriate. 3. Developing and managing key relationships Work with the Chief Executive and other members of the Senior Management team to ensure that they are appropriately briefed and supported when planning and executing approaches to prospective and existing major donors. Work with trustees, high level volunteers and patrons to identify potential donors and ensure the most effective approaches are made to secure funds. Develop excellent internal working relationships including Heads of Community Fundraising, the Individual Giving team and Caring Services to involve and generate support for the major gift strategy: be diplomatic, persuasive and credible at a senior level. 4. Promote outstanding team work Demonstrate exemplary team work; one charity, sharing experience and knowledge with others and offering support within and across teams to support the solicitation of major gifts, utilising the charity s extensive networks for endorsements and solicitations. Exploit opportunities for major gift networks to add value to all other areas of the charity s fundraising activities. Support the development of a culture within Marie Curie that is increasingly orientated towards major gift fundraising by involving colleagues throughout the organisation, senior volunteers and staff in all aspects of major gift fundraising. Marie Curie Senior Major Gifts Nursing March

9 Job Summary 5. Support the Major Gift Team strategy Lead by example by securing gifts and pledges at the highest level, promoting good team work, a flexible approach to work, high levels of attention to detail, deadlines and dress code. In conjunction with the Head of Major Gifts & Special Events, contribute to the major gift fundraising strategy, annual planning, budgeting and reporting in the context of achieving the Fundraising Department and wider charity s objectives and targets. Own your part in our success, taking responsibility for your own work and contributing ideas and strategies for the successful implementation of Marie Curie s major gift programme. Keep up-to-date on donor giving trends and fundraising strategies and ensure that all fundraising activities comply with legal requirements. Key Liaisons Senior Volunteers, Senior Management Team, Major Donors, Trusts and Foundations, Corporate Fundraising Team, Project Funding Team, Special Events Team, Regional s and contacts throughout fundraising. This job description is not exhaustive. It merely acts as a guide and may be amended to meet the changing requirements of the charity at any time after discussion with the post holder. Marie Curie Senior Major Gifts Nursing March

10 Person Specification Criteria Essential Desirable How assessed Experience Significant experience of fundraising including major donor fundraising Experience of developing complex charity-wide fundraising initiatives CV/ Interview A track record of having asked for, negotiated and secured gifts of 50K+ Experience of leading on the solicitation of six and seven figure gifts Proven experience of recruiting and successfully managing major gift fundraisers (or equivalent) Experience of managing a team Experience of setting, achieving and monitoring annual plans, budgets targets and performance Experience of developing excellent working relationships with senior staff and external senior individuals Skills/ Abilities Ability to produce and implement fundraising strategies and budgets and monitor and report on performance against agreed KPI s Confident with public speaking/ presentations CV/ Interview Ability to produce consistently high quality, imaginative and compelling written materials; proposals, letters and pitches Ability to understand the needs and interests of major gift donors in order to develop and strengthen relationships between them and Marie Curie Excellent written and oral communication skills confidence in dealing with people at all levels, demonstrating professionalism and diplomacy Demonstrated success in initiating contact/making cold calls Strong organisational skills and the ability to prioritise activities and focus on details Marie Curie Senior Major Gifts Nursing March

11 Person Specification Criteria Essential Desirable How assessed Knowledge Understanding of the process of soliciting, cultivating and stewarding potential and actual donors Knowledge of tax efficient giving Understanding of the different methods of fundraising e.g. corporate, direct mail, regional fundraising, events and legacies CV/ Interview Qualifications, training and education Educated to degree level standard or equivalent Masters degree or post graduate qualification CV/ Interview Personal qualities Strong interpersonal skills and relationship-building abilities, with the personality to work collaboratively with co-workers, volunteers and donors; a team builder who will act as an ambassador for the Major Gift and wider Fundraising team Ability to motivate and inspire staff and volunteers Results oriented with a positive outlook and a high level of energy, enthusiasm and dedication to the mission and goals of Marie Curie Willingness to try new approaches and take appropriate risks Sound judgment and integrity Diplomatic Well organised Persuasive Creative Other requirements Willingness to travel as needed CV/ Interview Marie Curie Senior Major Gifts Nursing March

12 How to Apply To apply for this position, please send a comprehensive CV and a supporting statement. Please ensure that your application fully addresses the appointment criteria in the person specification. You should give the names, positions, organisations and telephone contact numbers of two referees, one of whom should be your current/most recent employer. References will only be taken once your express permission has been granted. You are also invited to complete and return the enclosed monitoring information form. The information on the form will be treated as confidential, and used for statistical purposes. The form will not be treated as part of your application. We would also be grateful if you could let us know if you will require any special provision as a result of any disability should you be called for interview. A full clean current driving licence is required. Finally please ensure that you have included mobile, work and home telephone numbers, as well as any dates when you will not be available or might have difficulty with the indicative timetable. Applications should be made via the Prospectus website at: Applications can also be posted to: Sarah Hill, Prospectus, Stukeley Street, London, WC2B 5LR Please be aware that applications will be reviewed on an ongoing basis. To register your interest in this role, please contact Anna Gardet or Stella Pedersen on or or Recruitment Process Should you decide to make a formal application, you will receive feedback within five working days of the closing date. Shortlisted candidates may be required to undertake an additional assessment prior to the final interview. The successful appointment is subject to a satisfactory criminal records disclosure and written references. Queries If you have any queries on any aspect of the appointment process, need additional information or wish to have an informal discussion, please contact Anna Gardet or Stella Pedersen via at or or on Marie Curie Senior Major Gifts Nursing March

13 Prospectus, Stukeley Street, London, WC2B 5LR Telephone: Textphone: Marie Curie Senior Major Gifts Nursing March

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