The Director of Development, Wilmer Eye Institute, works directly with the Executive Director of Development to manage and implement private-sector fundraising for the Wilmer Eye Institute Office of Development. The Director will support the research, teaching and patient care mission of the Wilmer Eye Institute through fundraising efforts. This position directly supervises up to 5 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 in Baltimore and other locations within central Maryland.
The development office at Wilmer raises approximately $15M 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 build a proactive development office, and assist in establishing norms and streamlined processes that result in efficient fundraising. This role also works to identify the specific interests of team members and cultivates their skills to develop core expertise.
The fundraising responsibilities for this position include and are not limited to the divisions of Glaucoma, Retina, and Cornea, Oculoplastic, Neuro, etc. Supports and develops fundraising strategies for alumni of the Wilmer Eye Institute, specifically the Residency Program. The Director is involved in fundraising strategies for the National Capital Region to include Wilmer's clinic in Bethesda. Participates in campaign planning in collaboration with Development and Alumni Relations (DAR) at Johns Hopkins and the Fund for Johns Hopkins Medicine (FJHM). An emphasis will be placed on fundraising for the Wilmer Eye Institutes 100th anniversary in 2025.
The Director works directly with the divisions and programs as described above, as well as other priorities as assigned, to develop support for a robust development program focused on raising major gifts ($100K+) and principal gifts ($5M+) from grateful patients and other interested donors. The candidate also works with faculty to develop and deliver grant proposals and updates to private foundations and corporations as needed.
Responsible for training, engaging, and working with at least 15 faculty members, of which the majority are senior faculty program leaders with primary appointments in the Department of Ophthalmology, for the development of a new patient pipeline of donors through the identification, qualification, strategy development, and solicitation of grateful patient prospects and their families. Also, train and engage 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 110 prospects, completing 80 visits and corresponding substantive actions, and fulfilling approximately 20 mandatory stewardship plans to meet Johns Hopkins performance expectations and achieve established fundraising targets.
Manages work plans for Senior Associate Director(s) of Development and Associate Director(s) of Development and Assistant Director(s) of Development. Develops and sets appropriate goals and establishes fundraising targets for the positions for proposals presented, faculty referrals and visits planned. Provides guidance on pipeline building, fundraising strategy, and portfolio management.
Bolster the administrative support functions of the team to ensure that fundraisers have easy access to the resources they need. Investigate opportunities to use new technologies in support of major gift fundraising activities and programs.
Comprehensively understands the tripartite mission of research, teaching, and patient care programs within divisional areas and programs of responsibility with an ability to effectively communicate these priorities to diverse audiences through individual meetings and proposal building. Also understands the basis of service delivery for clinical care to lead navigation of medical referrals. Ability to interact, provide hospitality, and manage expectations with high-profile individuals who need acute medical care.
Structures develops, and reports on a highly effective, proactive departmental fundraising program with the 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 schools, outside of ophthalmology as needed, to develop and integrate programming into proposals.
Plans and implements major and principal gift activities 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 the priorities of Wilmer. Develop an annual work plan in accordance with institutional standards.
Consistently evaluating faculty beats, adjusting as needed in consultation with the Executive Director. Conduct faculty/staff training in grateful patient fundraising.
Preparing written case statements, proposals, and correspondence for prospects and donors. Prepare acknowledgment letters, cultivation, and stewardship materials for major/principal gift prospects and donors.
Working with Executive Director on the evolution, development, and support of Wilmers Board of Governors by identifying potential new members and engaging existing members. Assist in planning meeting content and activities.
Working with Executive Director on the establishment of fundraising strategy and funding priorities for Wilmers 9 satellite locations. Works with development leadership, development professionals and clinical providers to leverage value of philanthropy.
Working with Executive Director to devise and operationalize innovative strategies for pipeline development through the annual giving pipeline, 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.
Planning and overseeing cultivation/recognition events such as research presentations; chair and laboratory dedications and meetings in coordination with the participation of faculty, university leaders, trustees and volunteers. Prepare remarks and briefings.
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. Identify utilization opportunities.
Participating in appropriate meetings within the Department of Ophthalmology, the FJHM and DAR. Lead professional development sessions.
Participating in national development associations (AODO, AAMC) by attending annual conferences, participating in peer-to-peer benchmarking, and identifying new members.
Working and collaborating with Wilmers's marketing team for the inclusion of development priorities and donors in publications, as well as 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 Wilmer, the FJHM, and DAR.
The Director of Development must possess excellent communications skills, be highly organized, have strong written and analytical skills and be capable of developing and maintaining meaningful relationships with senior administration, faculty, grateful patients and their families, and volunteers. Ability to act with the highest levels of discretion while managing high-profile individuals.
The Director must have significant high-end major gift development experience including a successful track record of soliciting and closing major gifts.
The Director must demonstrate self-awareness and emotional intelligence when interacting with team members, faculty, and donors.
Seven years related professional experience.
Supervisory and management experience.
Strong commitment to and passion for the mission of Johns Hopkins Medicine and Wilmer.
Ability to thrive in an intellectually challenging, fast paced academic medical environment.
Integrity and mature judgment in handling sensitive situations and confidential information.
Excellent interpersonal skills and a highly professional image with the ability to interact with faculty, staff, donors and volunteers at all levels.
Passion for philanthropy and high motivation to achieve goals, engaging/enthusiastic personality.
Ability to work within a complex, multi-divisional environment to establish priorities.
set objectives and achieve stated goals, proven ability to close major gifts.
Broad understanding campaign planning, implementation and management.
Strong written and verbal communication skills.
Commitment to the use of information technology and the management of database systems.
Willingness and ability to travel.
Classified Title: Director Development Working Title: Director of Development, Wilmer Eye Institute Role/Level/Range: ATP/04/PG Starting Salary Range: Min: $96,950 - Midpoint: $133,350 - Maximum: $169,760 Employee group: Full Time Schedule: Monday-Friday 8:30 am - 5:00 pm Exempt Status: Exempt Location: School of Medicine - East Baltimore Campus Department name: 10003234-SOM Admin FJHM Wilmer Eye Institute Personnel area: School of Medicine
Total Rewards The referenced salary range is based on Johns Hopkins University's good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training and skill level. Johns Hopkins offers a total rewards package that supports our employees' health, life, career and retirement. More information can be found here: https://hr.jhu.edu/benefits-worklife/
Please refer to the job description above to see which forms of equivalency are permitted for this position. If permitted, equivalencies will follow these guidelines: JHU Equivalency Formula: 30 undergraduate degree credits (semester hours) or 18 graduate degree credits may substitute for one year of experience. Additional related experience may substitute for required education on the same basis. For jobs where equivalency is permitted, up to two years of non-related college course work may be applied towards the total minimum education/experience required for the respective job.
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