The Associate Director, Prospect Management will work with the Sr. Associate Director and other colleagues to support the vision, priorities, policies and procedures for the Relationship Management (RM) programs across Johns Hopkins. The Associate Director will also provide critical support in management of prospect management data and best practices within Development & Alumni Relations (DAR) and is responsible for managing DAR services for portfolio and discovery pipeline management.

The Associate Director, Prospect Management will work with the Sr. Associate Director and other colleagues to support the vision, priorities, policies and procedures for the Relationship Management (RM) programs across Johns Hopkins. The Associate Director will also provide critical support in management of the JHAS Salesforce database in Development & Alumni Relations (DAR) and is responsible for managing DAR services for portfolio optimization and pipeline management. The Associate Director will provide direct support to fundraisers on major gift teams across DAR in all areas of prospect management and will serve as a thought partner with the Sr. Associate Director on the overall prospect management program.

Situated within the Office of Advancement Services (OAS), the Relationship Management and Prospect Analytics (RMPA) function supports frontline fundraising efforts by establishing and maintaining policy and practice related to the tracking and coordination of prospect activity through the donor cycle, focused on the strategic management of major and principal gift prospects. The RMPA team partners with fundraisers to optimize portfolio and pipeline management; establish systems and work flows for prospect qualification; track and report on performance metrics; and develop data tools, systems, and reporting in support of these efforts.

Specific Duties & Responsibilities: 

• Implement and manage portfolio management services for DAR staff. Analyze portfolios on various criteria, including size, balance, composition, value and FY yield.
• Utilize analysis findings to develop portfolio recommendations, with the goal of optimizing the size and distribution of assigned prospects to maximize gift yield.
• Meet regularly with Development Officers and supervisors to discuss analysis findings and recommendations.
• Provide concrete ways for Development Officers and staff to understand and actualize recommendations to ensure utilization and focused portfolios.
• Identify and manage discovery pipeline needs for Development Offices.
• Regularly review and analyze discovery prospect data against needs.
• Partner and work with Development Research to address gaps and needs, and to determine ideal information dissemination methodologies.
• Identify goals and key performance indicators for portfolio review, portfolio management and pipeline services. Track progress to inform outcomes. Report out on outcomes and determine needs for improvements and enhancements.
• Manage the Prospect Management Network (PMN) for development coordinators and staff.
• Work with Sr. Associate Director to establish and support new prospect strategy services for DAR staff.
• Prepare and/or present education and training to DAR staff on prospect management topics as needed.
• Query and analyze data within the Prospect Management module of Salesforce Ascend CRM as needed for project and reporting purposes.
• Identify best practices for prospect development and adhere to industry standards and ethical guidelines, such as those promoted by the Council for the Advancement and Support of Education (CASE) and the Association of Professional Researchers for Advancement (APRA).
• Other duties as assigned.

In addition to the duties described above, the Associate Director, Prospect Management will: 

• Work with Sr. Associate Director to establish and support new prospect strategy services for DAR staff.
• Serve as lead relationship management contact for one or more fundraising units and meet with assigned development offices regularly to review prospects and projects
• Support prospect management operational functions including but not limited to formal and informal training of DAR staff, data analysis and visualization, system enhancements, and data maintenance.
• Manage the Prospect Management Network (PMN), a forum to encourage collaboration among DAR staff with Prospect Management responsibilities.
• Provide direct data, system, and policy support to unit, development officers, and other university staff to ensure timely and accurate management of prospect data.

• Bachelor's degree.
• Five years related experience.
• Additional education may substitute for required experience and additional related experience may substitute for required education permitted by the JHU equivalency formula beyond a high school diploma/graduation equivalent

• Two to five years of experience in prospect management
• Experience in non-profit fundraising field, preferably at a large, complex institution
• Proficiency in advanced Excel functions
• Experience with a Salesforce-based CRM system
• Strong background analyzing, structuring, manipulating, and interpreting data with the ability to determine relevant and irrelevant data
• Ability and willingness to understand the business of fundraising and how data insights can inform and drive decisions
• Ability to facilitate and lead meetings with various stakeholders
• Ability to work both independently and collaboratively as a member of a team
• Ability to think strategically and innovatively to serve evolving business needs

Classified Title: Sr. Prospect Management Associate 
Job Posting Title (Working Title): Associate Director, Prospect Management   
Role/Level/Range: ATP/04/PD  
Starting Salary Range: Minimum: $62,899 - Maximum: $110,100 (targeted salary: $75k-$80k; commensurate with experience) 
Employee group: Full Time 
Schedule: Monday-Friday, 8:30am-5:00pm 
FLSA Status: Exempt 
Location: JH at Keswick 
Department name: 60001130-Relationship Mgmt & Prospect Analytics 
Personnel area: University Administration 

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About Johns Hopkins University

The Johns Hopkins University (JHU) was founded in 1876 as the nation's first research university, dedicated to bringing the benefits of discovery to the world. JHU is the largest private employer in Baltimore and Maryland, making a large economic impact in the city and state. We enroll more than 30,000 full- and part-time students across ten academic divisions, offering in-person and remote learning in over 400 programs. Not only are we located in Baltimore, but we also have a presence in Washington, D.C.

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