Director of Major and Planned Giving

IMPORTANT APPLICATION INSTRUCTIONS:

• Upload Resume or Curriculum Vitae for automatic population of information to the application.
• The contact information, work experience, and education listed on your Resume/CV will be parsed and input into your Montclair application.
• Review information and double-check all fields containing information that the system parsed – the software is intelligent, but you need to verify that the data is accurate.
• In the “My Experience” section, you will find a Resume/CV upload option where you can submit your cover letter and all other supporting documents.

Note: If you have an expansive CV, we recommend that you apply manually and only include the positions you have held in the last ten (10) years. You will then be able to attach your Resume/CV, as well as all other supporting documentation in the "My Experience" section of your application.

Job Description

SUMMARY:

Reporting to the Assistant Vice President of Major and Planned Gifts, the Director of Major and Planned Giving is a key leader within the University Development team who advances the university’s mission and strategic priorities through transformational philanthropy. The Director identifies, cultivates, solicits, and stewards individuals capable of making major and planned gifts, and works to grow the planned giving program through estate and other deferred-giving vehicles. The Director leads strategies to engage high-net-worth individuals and advances comprehensive giving efforts aligned with the institution’s long-term strategic goals.

PRINCIPAL DUTIES AND RESPONSIBILITIES: 

• Build and manage a portfolio of 100–125 high-capacity prospects with the potential to make major gifts of $50,000 or more, providing stewardship that reflects best practices in donor relations.

• Identify, qualify, and engage new major and planned giving prospects, with particular emphasis on non-alumni and high-net-worth individuals, by mobilizing new networks. 

• Conduct face-to-face meetings with prospects, including travel as necessary.

• In partnership with the Assistant Vice President of Major and Planned Gifts, identify and articulate compelling gift proposals for affiliated and unaffiliated prospects.

• Develop creative, persistent and personalized outreach strategies to new philanthropic individuals and entities aligned with the university’s strategic plan and campaign priorities.

• Prepare compelling briefing materials, proposals, and gift agreements to support solicitations.

• Coordinate major and planned giving activities across schools and departments to ensure alignment with university priorities.

• Guide the narrative, data, and storytelling behind major and planned giving proposals in partnership with the Assistant Vice President of Major and Planned Gifts.

• Direct research efforts to qualify new affiliated and unaffiliated prospects’ philanthropic interests and giving capacity.

• Monitor significant philanthropic investment announcements and emerging trends in higher education philanthropy.

• Assist in the planning and direction of high-level donor engagement events.

• Support the development and expansion of the planned giving program to grow long-term philanthropic support through bequests, trusts, beneficiary designations, and other deferred giving vehicles.

• Serve as one of the institution’s in-house experts on charitable estate planning and complex gift structures.

• Oversee the administration of estate gifts, working with legal counsel, executors, and the university foundation to ensure timely and accurate realization of bequests.

• Design and implement marketing and outreach plans to promote planned giving opportunities, including digital campaigns, direct mail, seminars, and legacy society initiatives.

• Steward existing planned giving donors and oversee the administration and recognition of realized estate gifts.

• Partner with major gift officers to identify and promote blended gift opportunities.

• Provide training and guidance to development colleagues on identifying planned giving prospects and integrating gift planning discussions into broader donor conversations.

• Engage university leadership, trustees, and volunteers in promoting planned giving initiatives.

• Manage and grow the university’s legacy society, ensuring appropriate recognition, engagement, and stewardship of planned giving donors.

• Monitor and report on program metrics and results, and maintain accurate records of planned gifts for leadership, development staff, and volunteers.

• Partner with development colleagues, university administrators, faculty, and the university foundation to maximize donor engagement and secure significant commitments.

• Represent the university at donor events, board meetings, regional alumni gatherings, and community functions.

• Draft high-level correspondence, proposals, impact reports, and stewardship materials tailored to principal and planned giving donors.

• Perform other duties as assigned.

• Management retains the right to add or change job duties at any time.

QUALIFICATIONS:

REQUIRED: 

• Bachelor’s degree from an accredited college or university.

• Minimum of seven years of progressively responsible experience in major gift fundraising, planned giving, or a related development role, ideally within higher education or a large nonprofit institution.

• Demonstrated success personally soliciting and closing major gifts of $50,000 or more.

• Proven experience structuring and closing planned/deferred gifts such as bequests, charitable trusts, gift annuities, and beneficiary designations.

• Track record of building and managing a high-capacity prospect portfolio of 100 or more prospects.

• Working knowledge of tax law, estate planning principles, and charitable gift vehicles, including bequests, charitable remainder and lead trusts, gift annuities, retained life estates, and beneficiary designations.

• Strong strategic thinking and project management skills, with the ability to manage multiple complex initiatives simultaneously.

• High emotional intelligence and a donor-centered approach to relationship building.

• Persuasive written and verbal communication and presentation skills, including comfort presenting to high-net-worth individuals, boards, and volunteers.

• Collaborative, team-oriented leadership style with the ability to influence without direct authority.

• Proficiency with donor database and CRM systems (e.g., Blackbaud, Ellucian, Salesforce) and prospect research tools.

• Sound judgment and discretion when handling confidential donor and financial information.

• Ability to travel regularly, including some evenings and weekends, for donor meetings and events.

• Commitment to diversity, equity, and inclusion in donor engagement and team collaboration.

PREFERRED:

• Advanced degree, or coursework/certification in gift planning, nonprofit management, law, or a related field.

• Experience partnering with legal counsel, financial advisors, or estate administrators on complex gift arrangements.

• Experience developing and leading marketing or outreach campaigns for a legacy society or planned giving program.

• Supervisory or mentoring experience, including training frontline fundraisers on gift planning conversations.

• Chartered Advisor in Philanthropy (CAP®) or Certified Fund Raising Executive (CFRE) certification.

• Active membership or participation in the National Association of Charitable Gift
  Planners (CGP) or a similar professional association.

PROCEDURE FOR CANDIDACY
Applicants should include a resume and cover letter describing how their background, skills and education match the needs of the University. When applying, please take a moment to carefully read and follow the steps in the application instructions.

Salary Range

The position may also be eligible for comprehensive benefits, including health insurance, retirement plans, and tuition assistance. For further details, please visit: https://www.montclair.edu/human-resources/benefits/   

Montclair State University considers factors such as, but not limited to, scope and responsibilities of the position, candidate’s relevant work experience, education, skills, and internal equity, when extending an offer.

Salary offers for internal employees who are part of a collective bargaining unit (CBU) and are applying to a position that is within a CBU will be determined in accordance with contractual provisions. 

Department

Position Type

Contact Information:

For questions or concerns, please contact Human Resources' Workday Recruiting Support at 973-655-5000 (Option 2), or email talent@montclair.edu.

Inclusion Statement

Montclair State University values access and educational excellence. We are committed to an environment of diverse perspectives which ensures that graduates will be civically engaged, committed to democracy, and prepared to thrive as global citizens. We foster a community that promotes varied experiences and voices. We seek applicants who will contribute diverse ideas and perspectives and who value an environment that promotes educational growth and advancement for all.

EEO/AA Statement

Montclair State University is an Equal Opportunity/Affirmative Action institution with a strong commitment to diversity.

Additional information can be found on the website at 
www.montclair.edu/human-resources/about-us/eo-aa-and-diversity/

Title IX and 34 C.F.R. 106 Policy

Montclair State is required by Title IX and 34 C.F.R. 106 not to discriminate on the basis of sex or gender, and does not discriminate on the basis of sex or gender in the operation of education programs and activities.  The requirement to not discriminate on the basis of sex or gender in the operation of education programs and activities extends to admission and employment. For further details, please visit: https://www.montclair.edu/human-resources/job-seekers/