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Director of Institutional Giving for the Southeast - Location Flexible

Atlanta, GA
Position Summary:
Trust for Public Land seeks a successful and experienced Institutional Giving Director (IGD) to maximize institutional giving relationships to ensure their success and longevity. As a member of the five person Philanthropy team in the Southeast, the IGD will help meet revenue goals in support of Trust for Public Land’s programs in the Southeast (Georgia, Alabama, Tennessee, and Florida) and across the country. The IGD portfolio includes foundations and corporations based in the Southeast currently giving or capable of giving gifts from $25,000 - $500,000+, with the capacity to grow their giving and impact over time. There is also an expectation that, over time, the IGD will incorporate new institutional donors into the portfolio. . Responsibilities include identifying, cultivating, soliciting, and stewarding corporate and foundation donors and prospects; managing a donor portfolio; conducting donor visits; organizing corporate engagement opportunities; prospect tracking; proposal and report writing and donor stewardship. These efforts will help advance a thriving local program and help grow Trust for Public Land’s impact in the Southeast region and across the country.

The IGD can be based within the larger Southeast Region - with a focus on a portfolio based in Atlanta. 

Essential Functions
Portfolio Management & Development
  • Create gift opportunities with internal partners (state directors, philanthropy colleagues, program directors, and project managers) to meet organizational priorities and pursue funding in support of these goals.
  • Identify foundation and corporate prospects.  Write letters of inquiry, corporate pitches, concept papers, and research briefings.
  • Visit with foundation and corporate prospects to establish contacts, gather information, qualify prospects, present ideas, develop networks, promote understanding of TPL’s initiatives, request invitations for proposals, and conduct stewardship. Strategically partner with TPL Leadership, volunteers, and staff on such visits and prepare with pre-meeting planning and post-meeting debriefing and follow up.
  • Develop, write and carry out prospect engagement strategies by identifying, qualifying, and cultivating prospects; determining amount and timing of requests; write and oversee the creation  of proposals; solicit prospects in face-to-face meetings; provide verbal and written communication necessary to secure  gifts, and deliver appropriate stewardship (including corporate engagement) and report on gifts made to the organization.
  • Determine an effective sequence of work, including planning and monitoring activity timelines  for each donor or prospect including proposal due dates, reporting dates, cultivation and stewardship activities, and managing simultaneous proposals and strategies while meeting required deadlines.
  • Coordinate with Finance, Legal, Marketing, State and Program directors, and Philanthropy colleagues to develop proposal budgets, deliver engagement opportunities, and monitor deliverables for grant contracts.
  • Work with philanthropy counterparts in coordinated, TPL-wide activities, such as joint grant requests and stewardship to secure optimum gifts, and participate in collaborative team meetings. Prepare internal teams for foundation site visits and corporate engagement, and implement donor recognition (when appropriate.)
  • Other duties as assigned.

The Institutional Giving Director is expected to:
  • Manage and grow a portfolio of 60-75 institutional and corporate prospects and donors based primarily in the Southeast with the capacity to make grants of $25,000 - $500,000+  and/or support multiple programmatic areas.
  • Conduct donor visits regularly and often with a goal of 45-60+ meaningful visits per year, including qualifying at least 24 prospects per year.
  • Submit at least three solicitations of $500,000+ and thirty solicitations of $25,000 - $499,999 each year.
  • Contribute to Philanthropy’s overall success in the Southeast and across the country.

  • Five+ years of experience in non-profit fundraising, including creating strategy, securing funding from, and stewarding large institutional partners. Proven ability to meet or exceed fundraising goals.
  • Knowledge of and experience with the Southeast’s philanthropic communities, especially Georgia, Tennessee and Florida.
  • Strong skills in creating powerful, compelling written and oral communications for fundraising. The ability to convey complex ideas via presentations, e-mails and face-to-face communications. Substantial experience writing grant proposals, letters of inquiry, and reports to institutions.
  • Proven record of developing and sustaining productive relationships with foundation staff and corporate partners.
  • Experience developing and executing corporate engagement opportunities including networking events, volunteer engagement activities, etc.
  • Demonstrated experience and proficiency using fundraising databases, Microsoft Office and online research tools.
  • Basic accounting skills and understanding of nonprofit financial practices; ability to coordinate with Finance and Program staff to develop proposal budgets.
  • Self-motivated, ability to manage multiple priorities with excellent attention to detail and deadlines, and ability to perform successfully without close supervision.
  • Ability to function effectively as an individual and as a member of a team.  
  • Interest and commitment to Trust for Public Land’s mission.
  • Willingness to work flexible hours and available to travel on occasion, mostly local.
  • Bachelor’s degree required.

As a full-time exempt employee, you will be eligible for TPL’s comprehensive benefits program which includes medical, dental, and vision insurance, three weeks of vacation annually. 10+ holidays, personal and community service days, paid winter break and a 403(b) retirement plan, currently with an up to 7% company match.  The salary range for this role is $80,000-95,000, and offers are commensurate with experience.

The Trust for Public Land is committed to cultivating a diverse staff that is representative of the communities in which we live and work.  Applications from individuals having diverse backgrounds and life experiences are strongly encouraged.  We are open to the possibility that a great candidate for this job may not precisely meet all of the above criteria; if you believe you are the right person for this job and can persuasively make that case, we encourage you to apply.

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