Director of Major and Planned Giving

Montclair State University•Montclair, NJ

1d•$115,000 - $125,000•null

About The Position

The Director of Major and Planned Giving is a key leader within the University Development team who advances the university’s mission and strategic priorities through transformational philanthropy. The Director identifies, cultivates, solicits, and stewards individuals capable of making major and planned gifts, and works to grow the planned giving program through estate and other deferred-giving vehicles. The Director leads strategies to engage high-net-worth individuals and advances comprehensive giving efforts aligned with the institution’s long-term strategic goals.

Requirements

Bachelor’s degree from an accredited college or university.
Minimum of seven years of progressively responsible experience in major gift fundraising, planned giving, or a related development role, ideally within higher education or a large nonprofit institution.
Demonstrated success personally soliciting and closing major gifts of $50,000 or more.
Proven experience structuring and closing planned/deferred gifts such as bequests, charitable trusts, gift annuities, and beneficiary designations.
Track record of building and managing a high-capacity prospect portfolio of 100 or more prospects.
Working knowledge of tax law, estate planning principles, and charitable gift vehicles, including bequests, charitable remainder and lead trusts, gift annuities, retained life estates, and beneficiary designations.
Strong strategic thinking and project management skills, with the ability to manage multiple complex initiatives simultaneously.
High emotional intelligence and a donor-centered approach to relationship building.
Persuasive written and verbal communication and presentation skills, including comfort presenting to high-net-worth individuals, boards, and volunteers.
Collaborative, team-oriented leadership style with the ability to influence without direct authority.
Proficiency with donor database and CRM systems (e.g., Blackbaud, Ellucian, Salesforce) and prospect research tools.
Sound judgment and discretion when handling confidential donor and financial information.
Ability to travel regularly, including some evenings and weekends, for donor meetings and events.
Commitment to diversity, equity, and inclusion in donor engagement and team collaboration.

Nice To Haves

Advanced degree, or coursework/certification in gift planning, nonprofit management, law, or a related field.
Experience partnering with legal counsel, financial advisors, or estate administrators on complex gift arrangements.
Experience developing and leading marketing or outreach campaigns for a legacy society or planned giving program.
Supervisory or mentoring experience, including training frontline fundraisers on gift planning conversations.
Chartered Advisor in Philanthropy (CAP®) or Certified Fund Raising Executive (CFRE) certification.
Active membership or participation in the National Association of Charitable Gift Planners (CGP) or a similar professional association.

Responsibilities

Build and manage a portfolio of 100–125 high-capacity prospects with the potential to make major gifts of $50,000 or more, providing stewardship that reflects best practices in donor relations.
Identify, qualify, and engage new major and planned giving prospects, with particular emphasis on non-alumni and high-net-worth individuals, by mobilizing new networks.
Conduct face-to-face meetings with prospects, including travel as necessary.
In partnership with the Assistant Vice President of Major and Planned Gifts, identify and articulate compelling gift proposals for affiliated and unaffiliated prospects.
Develop creative, persistent and personalized outreach strategies to new philanthropic individuals and entities aligned with the university’s strategic plan and campaign priorities.
Prepare compelling briefing materials, proposals, and gift agreements to support solicitations.
Coordinate major and planned giving activities across schools and departments to ensure alignment with university priorities.
Guide the narrative, data, and storytelling behind major and planned giving proposals in partnership with the Assistant Vice President of Major and Planned Gifts.
Direct research efforts to qualify new affiliated and unaffiliated prospects’ philanthropic interests and giving capacity.
Monitor significant philanthropic investment announcements and emerging trends in higher education philanthropy.
Assist in the planning and direction of high-level donor engagement events.
Support the development and expansion of the planned giving program to grow long-term philanthropic support through bequests, trusts, beneficiary designations, and other deferred giving vehicles.
Serve as one of the institution’s in-house experts on charitable estate planning and complex gift structures.
Oversee the administration of estate gifts, working with legal counsel, executors, and the university foundation to ensure timely and accurate realization of bequests.
Design and implement marketing and outreach plans to promote planned giving opportunities, including digital campaigns, direct mail, seminars, and legacy society initiatives.
Steward existing planned giving donors and oversee the administration and recognition of realized estate gifts.
Partner with major gift officers to identify and promote blended gift opportunities.
Provide training and guidance to development colleagues on identifying planned giving prospects and integrating gift planning discussions into broader donor conversations.
Engage university leadership, trustees, and volunteers in promoting planned giving initiatives.
Manage and grow the university’s legacy society, ensuring appropriate recognition, engagement, and stewardship of planned giving donors.
Monitor and report on program metrics and results, and maintain accurate records of planned gifts for leadership, development staff, and volunteers.
Partner with development colleagues, university administrators, faculty, and the university foundation to maximize donor engagement and secure significant commitments.
Represent the university at donor events, board meetings, regional alumni gatherings, and community functions.
Draft high-level correspondence, proposals, impact reports, and stewardship materials tailored to principal and planned giving donors.
Perform other duties as assigned.
Management retains the right to add or change job duties at any time.