Assistant Director of Development, Leadership Annual Giving

The Ohio State University

Assistant Director of Development, Leadership Annual Giving

The Ohio State University  

Columbus, Ohio


Advancement | Alumni Association

The Ohio State University’s Individual Philanthropic Strategy team (IPS) is hiring 6 new Assistant Directors of Development to focus on leadership annual giving. Assistant Directors broaden the community of donor support for the university and its Wexner Medical Center by establishing relationships with donors, alumni and volunteers, soliciting leadership-level annual gifts targeting $1,000-$99,999, and identifying future major gift donors to the university.


The Assistant Directors will meet with and solicit a high volume of undiscovered prospective donors and be responsible for proactively managing a large portfolio of active donors. This role requires frequent travel including approximately two overnight trips per month plus regular in-state travel and is responsible for managing an allocated budget. This position will utilize reporting and analysis tools to determine direct fundraising effectiveness, activities and strategies and will be measured on established metrics to include meetings, dollars and major gift referrals.


Reporting to a Director of Leadership Annual Giving, these positions operate with a high degree of independence, decision-making capabilities and judgment. The ability to maintain confidentiality, negotiate and be organized and analytical are a must. Assistant Directors of Development are expected to demonstrate excellent interpersonal skills (including tact, diplomacy, and discretion) when interacting with donors, alumni and volunteers and create and maintain collaborative relationships with colleagues from a variety of disciplines across Advancement and the university. Successful candidates will be excellent verbal and written communicators who have the ability to adapt to shifting priorities and demands.  


All members of Advancement are part of creating an inclusive culture that inspires an exceptionally diverse and talented team and are measured on their adherence to the following core competencies:  leadership, continuous improvement, teamwork and collaboration, and communication/interpersonal effectiveness. 


Duties and Responsibilities


90%       Fundraising


Meets activity and revenue goals by planning, managing, and maintaining an aggressive travel schedule; raises unrestricted leadership annual gifts to fund core university priorities, particularly for the colleges and units; effectively communicates progress of cultivation efforts and results of visits to appropriate personnel. Efficiently manages a large portfolio of leadership annual giving prospects; qualifies prospects for potential major gift capacity and interest; provides appropriate background on prospects to be assigned to major gift portfolios. Proactively cultivates and solicits Ohio State donors, alumni, volunteers and grateful patients capable of making leadership annual gifts to the university with a target of approximately 240 meetings per year. Conducts appropriate stewardship activities to further enhance the relationship between assigned donors and The Ohio State University; initiates and maintains contact to promote positive donor relations.


5%         Collaboration

Creates and maintains working relationships with colleagues from a variety of disciplines across Advancement, the university and Wexner Medical Center; works in tandem with Individual Philanthropic Strategy teammates to provide a central service to other colleges/units and healthcare service lines; acts as a liaison between a prospective major gift donor and appropriate officer


5%         Miscellaneous

Contributes to Advancement by fostering and exhibiting teamwork; participates on internal committees/workgroups as appropriate; performs other duties as assigned.


Performance Objectives


During first 3 months

Begin onboarding program with cohort of peers and get to know colleagues.

Learn about advancement’s structure, resources, priorities, and core values.

Build relationships with partners across advancement and in assigned colleges/units.

Hit the road and begin to meet prospects, donors and volunteers in the assigned portfolio.


During first 3-6 months

Begin discovery work to build the pipeline of qualified prospective donors.

Establish solicitation strategies for qualified prospects, engaging partners as necessary.

Incorporate best practice solicitation strategies for portfolio assignments.


During first 6-12 months

Continue building a portfolio of qualified prospects.

Move the prospects through the donor engagement process.

Continue working towards meeting team and individual performance goals/metrics by soliciting and closing gifts.


Metrics and Collaboration:

The annual performance of all fundraisers at Ohio State is measured by the number of qualifications, cultivations, solicitations, commitments and dollars raised the individual accrues over each fiscal year.  Each fundraiser may have different expectations regarding these figures based upon, but not limited to, their experience level, unit size, prospect portfolio, past performance, etc.  Goal setting is done with the individual’s manager prior to each fiscal year to assure transparency, consistency and alignment.


All fundraisers at Ohio State are encouraged and expected to collaborate with their colleagues across the institution and can be counted as ‘Secondary’ on a gift in the solicitation, commitment and dollars raised phases of the development cycle.  A secondary fundraiser can be considered when a team is working on a multi-unit gift, the fundraiser is a subject matter expert in an area critical to the solicitation or a fundraiser has a pre-existing, meaningful relationship with the donor and their participation helps move the gift forward.


Required Qualifications: 

  • Bachelor’s degree or equivalent combination of education/experience
  • At least one year of professional fundraising experience or professional transferable experience (i.e., managing relationships with required measurable output, making calls, conducting face-to-face appointments, creating and presenting proposals, and other fundamental elements of client relationship or sales-related activities)


Desired Qualifications:

  • At least one year of professional fundraising experience raising the highest level of philanthropic gifts at an organization (preferably five or six figures and above)
  • At least one year of professional fundraising experience in higher education or a hospital/health care environment
  • Experience working in other advancement departments such as donor relations and stewardship, donor communications and/or alumni relations
  • Familiarity with the development function at Ohio State and knowledge of Ohio State’s donor database (TAS)


Additional Information:

The salary range for this position is $50,000 – $71,700


How to Apply  


The Ohio State University is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, disability, ethnicity, gender identity or expression, genetic information, HIV/AIDS status, military status, national origin, race, religion, sex, gender, sexual orientation, pregnancy, protected veteran status, or any other bases under the law. Applicants are encouraged to complete and submit the Equal Employment Identification form.


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