Director, Individual Giving

Job Description

The Royal Conservatory (RCM) is one of the largest and most respected music education institutions in the world, providing the definitive standard of excellence in curriculum design, assessment, performance training, and teacher certification. Graduates from its two performance training programs, The Glenn Gould School and The Phil & Eli Taylor Performance Academy for Young Artists, regularly perform on major international stages. The RCM is also a leader in the development of early childhood education programs and arts-based social programs, and presents a diverse range of concerts featuring the finest Canadian and international artists in its magnificent performance space, Koerner Hall. Please visit www.rcmusic.com for more information.

What is the Opportunity?

Reporting to the Managing Director, Development, the Director, Individual Giving provides strategic and operational leadership for The Royal Conservatory of Music’s leadership giving program.

The Director translates the Managing Director’s integrated fundraising strategy into a focused major gifts plan, aligning portfolio activity, donor strategies and team priorities with RCM’s institutional fundraising objectives. The Director is accountable for building sustainable philanthropic revenue and a strong pipeline of future major, principal and transformational gift donors. The role leads the individual giving team, establishes portfolio and performance expectations, and oversees the identification, qualification, cultivation, solicitation and relationship management of individual donors and prospective supporters capable of making gifts of $25,000 and above.

Working in close partnership with Annual Giving, Donor Engagement, Prospect Research & Management, senior volunteers and RCM program leads, the Director ensures a coordinated donor experience as supporters progress from broad-based giving and annual programs into mid-level, major, principal and transformational giving.

Main Duties & Responsibilities

• Develop and implement the annual major gifts plan in alignment with the Managing Director’s integrated Development strategy, approved institutional priorities and revenue goals; provide regular forecasts, strategic advice, and timely escalation of risks and opportunities.
• Provide leadership, coaching and performance management to the Associate Director, Individual Giving and Senior Officer, Individual Giving. Establish clear portfolio, activity and revenue expectations, monitor results, and support team members to meet and exceed targets.
• Oversee the performance, health and movement of the individual giving pipeline. In partnership with the Prospect Research & Management Officer, establish practices for prospect identification, qualification, portfolio assignment, research and relationship management.
• Manage a selective portfolio of high-value or strategically complex donor and prospect relationships, as assigned, and provide guidance on complex cultivation and solicitation strategies across the team.
• Determine appropriate next steps for principal-gift opportunities in the $100,000–$1 million range and transformational gift opportunities of $1 million and above. Work closely with the Managing Director, Development and Chief Development Officer to coordinate timely, well-informed transitions and ongoing relationship strategies.
• Establish and manage the operating relationship between Individual Giving and Annual Giving to ensure qualified donors and prospects are effectively identified, referred and advanced from broad-based support and annual programs into individual-giving portfolios.
• Work closely with the Associate Director, Donor Engagement to ensure donor cultivation and stewardship strategies are coordinated, meaningful and aligned with each donor’s interests, relationship stage and giving history.
• Partner with RCM program leads and other internal stakeholders to remain current with institutional priorities and plans. Identify and articulate compelling philanthropic opportunities that diversify and expand the Conservatory’s individual donor base.
• Engage senior leadership, volunteers and other relationship managers in individual donor strategies. Provide clear briefing materials, recommended actions and follow-up plans to support effective donor engagement and solicitations.
• In partnership with the Senior Manager, Development Communications, oversee the development of effective fundraising communications, including proposals, gift agreements, briefing notes, presentations, call reports and donor correspondence.
• Establish, monitor and report on individual giving revenue, pipeline, activity and portfolio performance. Use data and forecasts to identify risks and opportunities, adjust strategy and maintain accountability for results.
• Ensure diligent use of Development practices and protocols for recording prospect and donor interactions, moves management and revenue information in Raiser’s Edge to enable robust, accurate and ongoing relationship management.
• Participate as a senior leader within the Development team, contributing to departmental strategy, a collaborative team culture and the highest standards of fundraising practice.
• Perform other duties as required.

Job Requirements

What We're Looking For

• Minimum seven years of progressively responsible fundraising experience, including demonstrated success securing major gifts of $25,000 and above.
• Proven ability to develop and lead successful individual giving or major gift fundraising programs, including revenue planning, portfolio management, prospect pipeline development and forecasting.
• Demonstrated experience managing and coaching fundraising staff, with the ability to establish clear expectations, build capability and foster accountability.
• Strong understanding of the full donor pathway, with experience coordinating effectively across annual giving, mid-level giving, major gifts, donor engagement and prospect research functions.
• Exceptional written and verbal communication skills, including demonstrated experience preparing compelling proposals, presentations, briefing materials and donor correspondence.
• Excellent interpersonal and relationship-management skills, with the ability to work effectively with donors, volunteers, senior leadership, program colleagues and other stakeholders.
• Demonstrated ability to manage competing priorities, use data and performance metrics to inform strategy, and meet ambitious fundraising goals.
• High degree of professionalism, discretion and sound judgment; diplomacy and confidentiality are required.
• Proficiency with Raiser’s Edge and Microsoft 365, with a high degree of comfort using donor data to inform relationship management, forecasting and reporting.
• University degree or equivalent combination of education and relevant experience. CFRE designation is an asset.
  

Salary Range

• $118,000 - $128,000 per annum.
  

Additional Information

• Hybrid work arrangement, working at least 3 days each week at RCM's building in Toronto, Ontario. This is also inclusive of RCM's all staff Community Day meetings.
• This role has 2 direct reports:
  • Associate Director, Individual Giving
  • Senior Officer, Individual Giving
• Occasional evening and weekend work is required to attend events and to meet with donors and volunteers.
• This opportunity is for an existing vacancy.
• AI Disclosure: AI is not being used to screen, assess or select applicants.
  

How to Apply

Interested candidates are asked to submit a cover letter and current résumé online (please upload a single file combining both documents) at www.rcmusic.com/about-us/careers-royal-conservatory. Applications will be accepted until a suitable candidate has been identified.

The RCM thanks all applicants for their interest in this position; however, only those selected for an interview will be contacted.

The RCM is committed to fostering an inclusive, equitable and accessible workplace. In accordance with the Ontario Human Rights Code, the Accessibility for Ontarians with Disabilities Act, 2005, and the RCM’s Human Rights, Inclusion and Equity Policy, accommodation will be provided at any stage of in the recruitment and selection process. Applicants are asked to make their accommodation needs known when they have been contacted for an interview.