Director of Development, Department of Medicine

Development and Alumni Relations (DAR) supports Johns Hopkins' focus on research, teaching and patient care, and its role as a national and global leader in higher education. We create and foster enduring relationships that result in advocacy and philanthropic support for Johns Hopkins University & Medicine"strengthening the institution through partnerships with donors, alumni, volunteer leaders, faculty, students, staff, and patients.

The Fund for Johns Hopkins Medicine (FJHM) is the dedicated development and alumni relations team supporting the entities that comprise Johns Hopkins Medicine (JHM), including clinical departments, hospitals, satellite clinics, and the School of Medicine. We contribute to Johns Hopkins Medicine's mission of patient care, research, and education through securing philanthropy, building and maintaining donor and alumni relationships, and supporting institutional priorities. FJHM partners closely with institutional leaders, faculty, and clinicians to engage alumni, patients, donors, and prospects in JHM's work to advance medicine and improve the human condition.

Patients come from across the US and around the globe to the Department of Medicine at Johns Hopkins. The Director of Development works directly with the Executive Director of Development to manage and implement private sector fundraising for the Department of Medicine. The Director will support the research, teaching, and patient care mission of the Department through fundraising efforts. This position directly supervises gift officers and is responsible for onboarding, conducting midyear and annual reviews, and developing strategies to identify new prospects in partnership with faculty members, division chiefs, and program leaders.

The Director of Development will serve as a member of the development office's leadership team, providing strategic support to the Executive Director. The Department of Medicine raises $20M-$35M annually and is continually building a robust and respected development team. The Director of Development will work closely with the Executive Director of Development to manage and lead a proactive development office, and assist in establishing norms and streamlined processes that result in efficient fundraising. This role also works to identify specific interests of team members and cultivates their skills to develop core expertise.

The Director is involved in fundraising strategies for the Hopkins campaign as well as planning in collaboration with Development and Alumni Relations (DAR) at Johns Hopkins and the Fund for Johns Hopkins Medicine (FJHM).

Key responsibilities:

• Supervise gift officers and support staff, ensuring they reach their fundraising goals and other performance metrics.
• Responsible for training, engaging, and working with at least 10 faculty members, the majority are senior faculty program leaders with primary appointments in the Department of Medicine, for the development of a new patient pipeline of donors through the identification, qualification, strategy development, and solicitation of grateful patient prospects. The Director also trains and engages junior faculty to continue building a culture of philanthropy.
• In collaboration with the Executive Director, the Director is assigned a personal work plan with appropriate goals while managing 80-100 prospects, completing 60 visits and corresponding substantive actions, and fulfilling approximately 20 mandatory stewardship plans to meet Johns Hopkins' performance expectations and achieve established fundraising targets. Identify, cultivate, and solicit major gifts, primarily from individual donors, grateful patients/families, foundations, and pediatric faculty and alumni;
• Manages work plans for Senior Associate Director(s) of Development, Associate Director(s) of Development, and Assistant Director(s) of Development. Develops and sets appropriate goals and establishes fundraising targets for the proposals presented, faculty referrals, and visits planned. Provides guidance on pipeline building, fundraising strategy, and portfolio management.
• Develops strong relationships and serves as an effective ambassador to external constituencies. This will require regular communication and visits with prospects and donors nationwide. Provides accurate advice regarding specific opportunities and vehicles for giving, both current and deferred.
• Structures, develops, and reports on a highly effective, proactive departmental fundraising program with Executive Director of Development that includes identification, qualification, cultivation, solicitation, and focused stewardship of major gift prospects for campaign specific projects while working in conjunction with division and program faculty. Also works across departments and divisions, as needed, to develop and integrate programming into proposals.
• Prepares proposals, solicitation letters, and other cultivation and stewardship materials for prospects and donors. Attention to detail and proper follow up are critical. Drafts communication to prospects and donors on behalf of the Department of Medicine. Serves as a liaison to volunteers conducting fundraising activities on behalf of the Department of Medicine.
• Additionally, the Director helps manage the administrative support functions of the team to ensure that fundraisers have easy access to the resources they need and investigates opportunities to use new technologies in support of major gift fundraising activities and programs.
• Plans and implements major and principal gift activity to meet priorities by:
• Working closely with the Executive Director to establish annual fundraising goals based upon an assessment of the qualified donor portfolio, patient pipeline and its potential, and Department of Medicine priorities; Developing an annual work plan in accordance with institutional standards.
• Consistently evaluating faculty beats, adjusting as needed in consultation with the Executive Director; Coordinating and conducting faculty/staff training in grateful patient fundraising.
• Working with Executive Director to devise and operationalize innovative strategies for pipeline development through the annual giving pipeline, event attendees, planned giving, development research, and stewardship offices across FJHM and DAR.
• Arranging and participating in cultivation, stewardship, and solicitation visits with major/principal gift donors and prospects.
• Collaborating with colleagues for the management of complex donor relationships across the Johns Hopkins University and Johns Hopkins Medical Institutions, including donors/prospects with cross-departmental interests.
• Working with resources at the Fund for Johns Hopkins Medicine for medical referrals.
• Serving as lead in utilizing new CRM (JHAS) to identify grateful patients and develop outreach strategy; identifying utilization opportunities.
• Participating in appropriate meetings within the Department of Medicine, FJHM, and DAR; Leading professional development sessions.
• Participating in national development associations (AAMC; AHP) by attending annual conferences, participating in peer-to-peer benchmarking.
• Working and collaborating with the FJHM marketing team for the inclusion of development priorities and donors in publications, and digital communications; Evaluating marketing tools and communication platforms.
• Serving as backup to the team when Executive Director is out of the office, and completing other duties as assigned for the Department of Medicine, FJHM, and DAR.

• Bachelor's degree.
• Seven years related professional experience.

• Experience in an academic medical center of university setting preferred.
• Must possess strong interpersonal and communications skills, both oral and written, and strong organizational skills, analytical and problem-solving abilities, attention to detail, and some knowledge of accounting theory or practices.
• Ability to travel within or out-of-state.
• Access to personal transportation.
• Excellent knowledge of Microsoft Office programs and familiarity with online fundraising software, email marketing, and web-based research.
• Ability to work weekends and evenings as needed.
• Ability to multi-task, while working under pressure and meeting deadlines.
• Must possess excellent oral and written communications skills.
• Attention to detail and executing timely follow through on projects is essential.
• Ability to work with a variety of people.

Classified Title: Director Development
Job Posting Title (Working Title):Director of Development, Department of Medicine
Role/Level/Range: ATP/04/PG
Starting Salary Range: Minimum: $99,799 - Maximum: $174,999 (targeted salary: $130,000; commensurate with experience)
Employee group: Full Time
Schedule: Monday-Friday, 8:30am-5:00pm
FLSA Status:Exempt
Location:School of Medicine - East Baltimore Campus
Department name: 10003229-SOM Admin FJHM Medicine
Personnel area: School of Medicine

This salary range does not include all components of the Department of Medicine compensation program. This position may be eligible for a discretionary retention and performance bonus, based on individual performance and the Department of Medicine's performance during the applicable fiscal year, as determined by the leaders of the Department of Medicine in their sole discretion. Therefore, the actual compensation paid to the selected candidate may vary slightly from the salary range stated herein.