Director of Prospect Development

ABOUT RAMAPO COLLEGE:

Ramapo College of New Jersey (RCNJ) develops ethical leaders who serve as change agents across all sectors. The College’s unique interdisciplinary academic structure, its liberal arts core, its size (approximately 5,500 students), and its setting in the foothills of the Ramapo Mountains on the New Jersey/New York border provide an optimal environment for individualized, student-centered learning and leadership development. RCNJ’s designation as “New Jersey’s Public Liberal Arts College” by the State legislature is the foundation from which the College’s commitment to an accessible and transformative undergraduate and graduate education is realized.

Established in 1969, CondeNast Traveler named Ramapo one of the 50 Most Beautiful College Campuses in America. The barrier-free campus occupies 300 acres and is home to 52 bachelor’s degree programs spanning the arts, business, data science, humanities, education, nursing, social work, social sciences, and the sciences. Ramapo College boasts an average student/faculty ratio of 16:1 and an average class size of 21; affording students the opportunity to develop close ties to the College’s exceptional faculty. In addition, the College offers graduate programs leading to master’s degrees in Accounting, Applied Mathematics, Business Administration, Contemporary Instructional Design, Computer Science, Creative Music Technology, Data Science, Educational Leadership, Nursing, Social Work, and Special Education, as well as a Doctor of Nursing Practice. Every degree program is designed and delivered through the collaborative and interdisciplinary efforts of student-centered faculty scholars and staff who are committed to serving the public good through the delivery of an academically rigorous, inclusive, and a transformative collegiate experience.  Ramapo is ranked #1 among New Jersey public institutions by College Choice and is recognized as the State’s top college on the list of Best Disability Schools by Great Value Colleges. Further commendations include designation as a “Military Friendly College” in Victory Media’s Guide to Military Friendly Schools, and as a leading college by U.S. News & World Report, Kiplinger’s, Princeton Review, and Money Magazine, among others. 

 

Examples of Duties

POSITION TYPE/EXPECTED HOURS OF WORK: 
 
This is a full-time, managerial position, with working hours from Monday through Friday, 8:30 a.m. to 4:30 p.m. Note: This position is in the “NL” category of employment (non-fixed work week), and individuals in this role have no claim or entitlement to time off or cash compensation for hours worked beyond their normal schedule. Occasional evening and weekend work may be required as job duties demand.  It is the policy of the College to grant hour-for-hour compensatory time off, with advance approval, only when employees are required to work on a regularly scheduled day off, Saturday, Sunday, or a holiday.  Time earned must be used within one fiscal year from the time it is earned.

JOB SUMMARY:

The Director of Prospect Development is a strategic partner and resource for the Office of Institutional Advancement. Reporting to the Chief of Operations & Strategy for Institutional Advancement (COSIA), The Director plans, implements, and directs a comprehensive prospect development program that supports the Ramapo College Foundation’s fundraising goals and objectives through: proactively conduct research to identify potential giving prospects; supporting and managing the development officers efforts’ to move prospects through the donor cultivation cycle and manage the CRM’s prospect management data module; using a variety of data, evaluate and develop strategies to acquire, retain, and recapture prospects; and in general, contribute to activities that increase private financial support to the College and Foundation, build constituent relationships and advance the College and Foundation’s reputation and visibility.

 DUTIES:

Prospect Research 

• Conduct prospect research – both proactively and on request – on alumni, individuals, corporate, and foundation prospects for the Ramapo College Foundation in support of specific fundraising initiatives and Foundation priorities using a variety of research methodologies, including online databases such as LexisNexis for Development Professional and Pro iWave, news alerts, public records, wealth screenings, modeling, etc.
• Using independent judgment, conduct and analyze various levels of research to support individuals and organizations, including identification, rating, qualification,  and assignment.
• Produce confidential, comprehensive biographical, financial, and philanthropic profiles and briefings on individual, corporate, and foundation prospects for a variety of purposes, including prospect visits, events, and solicitations.
• Maintain prospect research written policies, and procedures.

Prospect Management

• Manage prospect assignment: build and maintain a prospect pipeline to ensure a consistent flow of prospects to development officers for qualification, and regularly conduct portfolio reviews to ensure effective prospect assignment and management.
• Oversee prospect management and proposals: monitor and regularly report prospect progress through the cultivation cycle, coordinating with the development officers to ensure accuracy and timeliness of data.
• Manage and support the development officers with their prospect plans and strategies, regularly analyzing their effectiveness and using research to inform decision-making as well as collaborating on the creation of detailed cultivation and solicitation strategies. 
• Generate reports and lists for institutional purposes, including: candidates for awards, honors, and events; candidates who may be considered to serve on volunteer leadership positions such as the Board of Governors, Alumni Association Board, and other boards; travel outreach lists; notable alumni for external rankings and reports; alumni and donors who may be interviewed for College publications; and others as needed.
• Collaborate with the COSIA, OEC Technologies Manager, and Advancement Data Coordinator to maximize CRM capability in prospect management and research capability.
• Maintain written policies and procedures for prospect records and management, including donor files.

Analytics

• Collaborate with the COSIA and Vice President for Strategic Enrollment, Outreach and Engagement/Executive Director of the Ramapo College Foundation to report and assess the development officers’ progress to their annual targets through reporting tools.
• Identify trends in prospect research and management that can inform donor conversion strategies.
• Using available data and in collaboration with others as appropriate, create and continually refine models for donor personas that can inform communications and fundraising strategies designed to acquire, retain, and recapture donors.
• Oversee wealth screenings and the use of other analytic tools to inform and build the donor pipeline.

Additional Responsibilities

• Serve on the Editorial Board of the Ramapo College Magazine.
• Brief the Foundation Executive Director and other College administrators as appropriate.
• Keep up to date on trends, techniques, and analysis in prospect development to maintain best practices.
• Other duties as assigned.

Qualifications

 

EDUCATION:

Bachelor's degree required.

EXPERIENCE:

• Minimum of three(3) to five (5) years of prospect research, management, or development experience for a hospital/health system, institution of higher education, or non-profit organization.
• Demonstrated track record of strategic and creative approaches to prospect research and collaboration with frontline fundraisers, system administrators, and senior-level management.
• Experience utilizing online information databases, electronic screening techniques, and other publicly available information sources to conduct prospect research.
• Experience using a fundraising CRM, preferably Raiser’s Edge NXT. 

 

ADDITIONAL KNOWLEDGE/SKILLS/ABILITIES:

 

• Excellent written and oral communication skills
• Excellent interpersonal skills
• Demonstrated ability to analyze data and draw conclusions. 
• Ability to direct one’s work tasks/projects proactively and independently, while also being able to collaborate effectively in a team environment and with all levels of the organization
• Dedication to safeguarding the confidentiality of donor and alumni information, adhering to the ethics and professional standards of the Association of Professional Researchers in Advancement (APRA).
• Able to handle multiple assignments simultaneously