California Institutional Giving Manager

Posted Date: August 3, 2021
Location: San Francisco, California
Position Summary:
As a member of the Philanthropy team, the California Institutional Giving Manager is responsible for maximizing institutional giving and contributing to the overall fundraising budget and philanthropy plan throughout the state of California.
This position is responsible for a portfolio of foundations and corporations currently giving or capable of giving annual gifts (ranging from $25,000 - $150,000) and increasing this gift range and portfolio over time. Responsibilities include the following: identifying, cultivating, soliciting, and stewarding foundation and corporate donors and prospects, managing a donor portfolio; conducting donor visits; prospect tracking; proposal writing and donor stewardship.

We are open to candidates in both San Francisco and Pasadena
Essential Functions
60%  Portfolio Management:
  • Manage and grow a portfolio of 75-120 institutional and corporate prospects and donors based primarily in California with the capacity to make grants at $25,000 or more and/or support multiple programmatic areas.
  • Create gift opportunities with internal partners (state directors, major gift officers, philanthropy colleagues, program directors, and project managers) to meet organizational priorities and pursue funding in support of these goals.
  • Visit with foundation and corporate prospects to establish contacts, gather information, qualify prospects, present ideas, develop networks, promote understanding of TPL’s initiatives, request invitations for proposals, and conduct stewardship. Strategically partner with TPL Leadership, volunteers, and staff on such visits and prepare with pre-meeting planning and post-meeting debriefing and follow up.
  • Conduct donor visits regularly and often with a goal of 60 meaningful visits per year, including qualification visits and making direct solicitations and closing gifts.
  • Develop, write and carry out prospect engagement strategies by identifying, qualifying, and cultivating prospects; determining amount and timing of requests; writing and overseeing the writing of proposals; soliciting prospects in face-to-face meetings; providing verbal and written communication necessary to secure the gift, and delivering appropriate stewardship and reporting of gifts made. This position will have an objective of qualifying at least 24 prospects per year
  • Plan and monitor timeline of activities for each donor or prospect including proposal due dates, reporting dates, cultivation and stewardship activities.
  • Manage simultaneous proposals and strategies while meeting required deadlines. Determine an effective sequence of work.
  • Coordinate with finance director, program directors, and philanthropy directors to develop proposal budgets and monitor accountability for grant contracts.
  • Work with philanthropy counterparts in coordinated, TPL-wide activities, such as joint grant requests and stewardship, and participating in functional team meetings. Prepare internal teams for foundation site visits and corporate engagement, and implement donor recognition.
30%     Prospect and Portfolio Development:
Identify foundation and corporate prospects.  Write letters of inquiry, corporate pitches, concept papers, and research briefings.

10%     Other duties as assigned 
  • Bachelor’s degree required
  • 3 – 5 years of experience in non-profit fundraising
  • Substantial experience writing grant proposals, letters of inquiry, and reports to institutions
  • Proven record of developing and sustaining productive relationships with foundation staff
  • Demonstrated experience and proficiency using fundraising databases, Microsoft Office and online research tools
  • Basic accounting skills and understanding of nonprofit financial practices; ability to coordinate with finance staff to develop proposal budgets
  • Self-motivated, ability to manage multiple priorities with excellent attention to detail and deadlines, and ability to perform successfully without close supervision
  • Ability to function effectively as an individual and as a member of a team
  • Interest and commitment to The Trust for Public Land mission
  • Knowledge of relevant foundation and corporate donors desired
  • Willingness to work flexible hours
  • Willingness to travel on occasion