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Manager, Major Gifts
The Manager, Major Gifts, is responsible for managing a donor portfolio of 250-300 major, planned and leadership level direct mail donors. Success in this role requires strategic time management, disciplined portfolio oversight, and the ability to build authentic long-term relationships that translate into meaningful philanthropic investment.
This individual will serve as an integral member of the Development team, contributing to strategic and integrated fundraising initiatives that advance the Foundation’s mission and align with its overall organizational priorities. The Manager will embody BrightFocus’ collaborative, mission-driven culture and work effectively across teams to support shared goals.
This position is remote and is responsible for covering a donor territory in the western and central United States, including California, Arizona, Nevada, Utah, Colorado, Oregon, Washington, Idaho, Montana, Wyoming, North Dakota, South Dakota, Nebraska, and Kansas. There is a preference to be located in the western and central United States, to facilitate travel and in-person donor engagement within the territory.
DUTIES, RESPONSIBILITIES AND FUNCTIONS:
- Work closely with the Director of Development and fellow gift officers to implement a structured discovery process, connecting with 100–200 donors monthly. Personally thank all $1,000+ donors for their annual support and assess ongoing engagement potential.
- Actively manage a portfolio of 250–300 major, planned, and direct mail donors. Conduct 20–40 meaningful donor contacts per week, including in-person visits whenever possible, to advance relationships through all phases of the giving cycle: discovery, cultivation, solicitation, and stewardship.
- Ensure 100% of assigned major donors are thoughtfully cultivated and solicited each year.
- Follow up on bequest inquiries and planned giving leads generated through Planned Giving and Direct Mail programs, with a goal of securing at least 10 new planned gift commitments annually. An Invitation to visit with all major and planned gift donors is extended annually.
- Collaborate with the Director of Development and gift officers to design and execute individualized cultivation and stewardship plans.
- Deepen relationships with Direct Mail donors through personalized outreach focused on retention, renewal, and gift upgrades.
- Accurately report all donor interactions in the database. Submit timely and comprehensive contact reports in accordance with established business rules.
- Provide proactive stewardship by promptly acknowledging contributions, communicating impact, and encouraging continued philanthropic support.
- Keep the Director of Development informed of all matters that impact the overall achievement of goals.
- Maintain accurate and timely expense reports.
- Perform additional duties as assigned in support of departmental objectives.
REQUISITE SKILLS/CHARACTERISTICS:
- Strong fundraising skills with a track record of securing gifts in the five- to seven-figure range from individuals.
- Confidence and skill to artfully ask prospective donors to make a financial contribution, exhibiting transparency with prospects about the purpose of cultivation visits, and the belief that the fastest way to qualify a prospect is to solicit him/her for a gift.
- Ability to receive feedback constructively and remain resilient in the face of rejection.
- Strong discovery skills, including the ability to ask strategic questions that uncover donor motivations, interests, and philanthropic goals.
- Intellectual curiosity and the ability to quickly develop subject-matter fluency to support informed donor conversations.
- High emotional intelligence, with the ability to read nonverbal cues and adapt communication style, tone, and messaging to diverse audiences.
- Professionalism and respect when working with donors, colleagues, researchers, and stakeholders at all levels.
- Highly organized with strong time management skills; able to prioritize, manage multiple responsibilities, and meet deadlines.
- Proactive, goal-oriented self-starter with a strong drive for measurable results.
- Demonstrated ability to thrive in a collaborative, team-oriented, and mission-driven culture.
POSITION REQUIREMENTS:
- Bachelor’s degree or higher from an accredited college or university.
- 5 years of experience in major gift fundraising and/or relational portfolio management.
- Proven track record of identifying, cultivating, soliciting, closing, growing, and maintaining major gifts.
- General knowledge of planned giving strategies (e.g., estate planning) preferred.
- Professional, polished demeanor that reflects BrightFocus’ high standards and fosters confidence and trust among donors.
- Exceptional written and verbal communication skills, along with strong interpersonal abilities.
- Solid presentation skills and ability to speak in front of various audiences while representing BrightFocus.
- Working knowledge of fundraising database systems, Data Management Incorporated (DMI) is a plus.
- Proficiency in Microsoft Office Suite. Experience working in a collaborative, team-based and remote work environment preferred. Ability and willingness to travel regularly.
