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Posted 3w ago

Director of Membership & Individual Giving

@ Peabody Essex Museum
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Salem, Massachusetts, United States
$110k-$120k/yrOnsiteFull Time
Responsibilities:lead culture, oversee donors, meet goals
Requirements Summary:Minimum 7 years in membership/annual fund; experience with high net worth donors; museum fundraising leadership; strong communication, data management and strategy.
Technical Tools Mentioned:Tessitura, Email Service Providers, Microsoft Office, Google Workspace
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Job Description

Description

Reporting directly to the Chief Philanthropy Officer, the Director of Membership & Individual Giving will oversee the strategic direction, communication, structure and administration of these programs while stewarding a robust portfolio of donors and cultivating new and deepening relationships across multiple funding streams. The aim of this position is to secure approximately $3M+ annually in unrestricted revenue in support of PEM’s mission by maximizing donor retention and creating an exciting philanthropic experience.

The Director will oversee all aspects of the East India Marine Associates (EIMA) program, the museum’s leadership giving and membership group, by managing relationships within a portfolio of donors. Additionally, the Director is responsible for all solicitation, cultivation and stewardship efforts towards achieving annual goals, working in close partnership with development colleagues and volunteer leaders. This includes the solicitation and renewal cycle for 6,000+ membership and annual fund households, ensuring the highest levels of member and donor satisfaction, and identifying upgrade opportunities.

The position requires an ability to work collaboratively with their fellow fundraisers and other PEM staff in order to enhance the department’s culture and accomplish annual deliverables. For example, collaborating with Donor Engagement and Events to execute unique recognition events and donor-initiated special projects as assigned and partner with curatorial, learning, community, and visitor engagement teams to strengthen membership programs and meet revenue goals.

The Director will oversee the work of the Individual Giving Officer(s) and Membership & Annual Fund Coordinator. The Director will be a key member of the Development team, supporting the Museum’s $38M+ operating budget and the annual Development strategic goals. The Director will work closely with fellow Directors on the Development team and the CPO, to determine strategy and strengthen overall fundraising efforts. The hiring range for this role is $110,000 to $120,000 commensurate with experience.

SPECIFIC RESPONSIBILITIES

  • Lead and drive positive culture in a team oriented environment;

  • Management of the Individual Giving Officer(s), Membership & Annual Giving Coordinator and others depending on circumstances; in support of achieving goals for Development department;

  • Manage and engage with a robust portfolio of annual fund, leadership, and other donors;

  • Meet stated Membership, PEM Fund, and EIMA goals, created in collaboration with the CPO and Finance;

  • Develop a coordinated matrix of communication, solicitation, and stewardship strategies involving email, direct mail, digital platforms, and member engagement, all focused on shaping a sustainable tradition of annual support and achieving dollar goals for the Museum;

  • Evaluate current program strategy and giving levels, creative collateral, marketing materials of membership program to identify areas of opportunity to broaden audiences and increase support and engagement with members, PEM Fund and EIMA  donors and new affinity groups.

  • Oversee gift acknowledgement process: creating standard acknowledgements and customized acknowledgement letters for donors who give more than once per year; writing and preparing timely and meaningful gift acknowledgment letters for signature by the CEO and the CPO and establish/revise giving level guidelines for each signer. Coordinate letter messaging with fellow fundraisers to ensure the inclusion of pertinent contacts, cultivation efforts and/or event attendance. 

  • Facilitate Member, PEM Fund, and EIMA solicitation and renewal communication cycles, meeting or exceeding acquisition and retention metrics, draft and send monthly Member e-communications; 

  • Collaborate with the investment, finance and/or fund administration teams to resolve and/or develop creative solutions to fund issues and donor requests; 

  • Maintain prospect, donor and fund records in Tessitura database; ensure timely entry of activities;

  • Evaluate current program strategy and giving levels, creative collateral, marketing materials of membership, PEM Fund, and EIMA programs to identify areas of opportunity and innovation to broaden audiences and increase support and engagement with members, donors, and new affinity groups;

  • Work with Director of Donor Engagement and Events on the development and execution of engaging member programs as well as  other donor events and related programs;

  • Facilitate Member and other events and programs with appropriate curatorial and education staff;

  • Work closely with Director of Learning and Community Engagement and team to support their programs that will attract and engage new cohorts and community partnerships;

  • Collaborate with Visitor Engagement team in a variety of initiatives, including the facilitation of onsite membership conversion and PEM Fund gifts;

  • Collaborate with marketing on PEM’s promotion of all annual programs and related benefits to support new member acquisitions and member program awareness including blog posts, social media, digital ad campaigns, tabling, and partnership requests 

  • Report out on membership progress towards goals and other satisfaction and engagement metrics and help inform data-driven analyses and decision-making

  • Support the Chief Philanthropy Officer with solicitation efforts to ensure 100% EIMA participation from Trustees and Advisors;

  • Responsible for overall planning and execution of EIMA program with special emphasis on the identification, cultivation, solicitation and stewardship of leadership donors;

  • Develop strategies to increase the number of EIMA members as well as the giving levels of current EIMA members;

  • Identify prospects through review of prospect screening lists, personal observation, event attendance and other sources;

  • Lead efforts and develop guidelines and criteria for donor portfolio assignments across the fundraising teams;

  • Work effectively with major gifts team to increase dollars and participation in EIMA and build strategies for moving donors to higher giving levels;

  • Work with the Operations team to develop and implement a sophisticated data and segmentation plan to acquire, renew, and upgrade donors

 

Requirements

QUALIFICATIONS

  • Minimum 7 years of experience in membership, annual fund, leadership giving, and/or development, specifically in museum or museum related field preferred;

  • Demonstrated experience working with high net worth donors and familiarity with fundraising and philanthropy;

  • Strong collaboration skills and understanding of direct marketing helpful;

  • Demonstrated ability to advise and counsel individuals and families on their philanthropy, decision making and planning;

  • Demonstrated ability to think strategically and creatively when problem solving;

  • Ability to understand and communicate finance, accounting and investment strategies to a wide range of audiences, including donors and professional advisors;

  • Deep understanding of membership and annual fund programs at cultural institutions and programmatic best practices; 

  • Excellent written and verbal communication skills; strong customer service orientation;

  • Excellent data management and reporting skills;

  • Familiarity with Tessitura or other development database software/systems; Experience with Email Service Providers, such as Wordfly; experience with Microsoft Office Suite and Google Suite;

  • Solid organization skills and impeccable attention to detail and accuracy;

  • Willingness and ability to work outside the regularly scheduled work day as needed;

  • Professional and mature interpersonal work style, ability to interact well with a diverse range of people;

  • Must be independent, proactive and able to work under the pressure of tight deadlines;

  • Participatory work style; team player and sense of humor; ability to give and receive feedback;

  • Strong goal orientation with flexibility to adapt to changing priorities and respond to development opportunities as they arise; and

  • Willingness and ability to handle confidential information

Summary

PEM strives to create a community of belonging that draws upon the widest pool of talent, embracing individuals of all backgrounds, life experiences, and perspectives. We seek candidates who can contribute to helping us achieve our goals and encourage you to apply for our open positions identifying the contributions you can make.

PEM considers all qualified candidates without regard to race, color, religion, sex, age, national origin, disability status, protected veteran status, gender identity, sexual orientation, genetic information, pregnancy or pregnancy related condition or any other characteristic protected by law.