Los Angeles Philharmonic Association
(Los Angeles, CA)
Title: Associate Director, Major Gifts
One of the nation’s most dynamic performing arts organizations, the Los Angeles Philharmonic Association represents the people and venues of the LA Phil. Anchored by the Los Angeles Philharmonic, the staff and administration work to support performance in its four iconic venues: Walt Disney Concert Hall, the Hollywood Bowl, the Judith and Thomas L. Beckmen YOLA Center, and The Ford. Under the vibrant leadership of Music & Artistic Director Gustavo Dudamel, the internationally renowned orchestra harnesses the transformative power of live music to build community, foster intellectual and artistic growth, and nurture the creative spirit. Having celebrated its 100th anniversary of performance in 2019 and with the Centennial of the Hollywood Bowl in 2022, the LA Phil has a rich history as one of the world’s outstanding orchestras leading the way in groundbreaking and diverse programming, on stage and in the community. The robust array of programs includes classical, jazz, pop, world music and more, as well as numerous and often unique community education programs in the greater Los Angeles area and beyond.
The LA Phil each year provides a wide range of unique local, regional and national educational offerings, including in-school teaching artist residencies, after-school instrumental training programs, mentorships, and specially designed youth concerts. Foremost among these is Youth Orchestra LA (YOLA), Gustavo Dudamel’s signature initiative. Inspired by El Sistema (the Venezuelan music education system that nurtured Gustavo Dudamel), YOLA is a national model, providing children with free music instruction and ensemble performance opportunities in a safe after-school environment. In addition to YOLA’s local programs, YOLA National provides an ever-growing number of opportunities for young musicians, teaching artists, program administrators, and other stakeholders to learn from and create community with one another. Other educational initiatives include the Composer Fellowship Program and National Composer Intensive.
For more information, please visit www.laphil.com.
The Associate Director, Major Gifts will play an integral role in the success of fundraising activities specific to the overall mission and strategic priorities of the Los Angeles Philharmonic Association. Reporting to the Director, Major Gifts, the Associate Director will develop and implement strategies to secure financial support from a portfolio of donor prospects identified with the capacity and inclination to make major gifts in support of the LA Phil for inclusion in the LA Phil’s major giving program, the Philharmonic Council. They will supervise two Major Gifts Officers in addition to personally managing a diverse portfolio of 50-75 individuals capable of contributing to the annual Major Gifts team goal of $6.5M for FY22 and growing exponentially to $9M in FY26. Key responsibilities include identification, engagement, solicitation, and stewardship of prospects capable of making gifts of $15,000 or more, with increased emphasis and activity on gifts of $25,000, $50,000, and $100,000+ annually.
The Associate Director, Major Gifts will act as a strategic thought-partner to the Director, Major Gifts and team colleagues, to proactively create and implement strategies to increase support from individuals, with a focus on securing support for a set of organization-wide priorities that include unrestricted annual support, special projects, capital improvements, and endowment. Additionally, they will be responsible for the tracking and achievement of major gifts revenue goals, monitoring quantifiable performance metrics, and overseeing portfolio management for the Major Gifts Officers.
There is a significant opportunity to work in collaboration with Prospect Research and Major Gifts colleagues to strengthen the existing Annual Fund donor pipeline and to cultivate new qualified and highly rated prospects into the Major Gifts effort.
The Associate Director, Major Gifts will be an integral part of a team of eight professionals, including the Director, Major Gifts, Senior/Major Gift Officers, and the Senior Coordinator, Major Gifts. They will work collaboratively with members of the LA Phil’s Philanthropy team to support a wide-range of fundraising activities, support for programs, future strategic goals, and initiatives of the organization.
RESPONSIBILITIES OF THE POSITION:
- The Associate Director, Major Gifts is responsible for individual fundraising goals, contributing to the collective Philanthropy department annual operating fundraising efforts of $30M+ annually.
- Participate in all aspects of the gift cycle in the prospect management for their portfolio:
- Initiate contact with potential major gift and leadership level donors; develop appropriate cultivation strategies.
- Move potential donors in an appropriate and timely fashion toward solicitation and closure.
- Draft and present gift proposal strategies.
- Conduct solicitation conversations and meetings, including collaboration with additional staff and Executive Team, where appropriate.
- Supervise two Major Gifts Officers and provide mentoring to staff, as required.
- Track performance metrics and increase pipeline development, including strategic use of research.
- Manage all prospect activities for their portfolio of 50-75 individuals and act as a strategic thought-partner to the Director, Major Gifts, Major Gift Officers, and other team colleagues.
- Maintain stewardship contacts with donors; demonstrate empathetic disposition and perseverance; reflect optimistic and positive attitude, and convey sensitivity to the needs of donors and prospects.
- Work in collaboration with Prospect Research and Major Gifts colleagues to strengthen the existing Annual Fund donor pipeline and to cultivate new qualified and highly rated prospects into the Major Gifts effort.
- Using Tessitura, document all prospect contacts in a timely manner to ensure positive and purposeful prospect and donor relations as conducted by the Major Gift team as well as the Philanthropy department.
- Focus on securing support for a set of organization-wide priorities that include unrestricted annual support, special projects, capital improvements, and endowment.
- Work collaboratively with and in support of volunteers, other Major Gifts Officers, Gift Planning team, the Philanthropy department, and other LA Phil employees as needed to cultivate and solicit donors for organizational priorities.
- Offer prospect strategy counsel to staff as required. Be a resource for other philanthropy staff, including identifying potential volunteer connections, as appropriate.
TRAITS AND CHARACTERISTICS DESIRED:
The Associate Director, Major Gifts will have an interest in and dedication to promoting institutional priorities through developing excellent relationships with staff, board members, volunteers, and the Philanthropy department. They will be passionate and committed to working with donors and will have the ability to understand the aspirations and interests of patrons in order to develop relationships between them and the LA Phil. A highly energetic professional with a creative spirit, the Associate Director will thrive in a collaborative work environment, establishing and maintaining open communication with all constituencies. The successful candidate will possess exceptional interpersonal and communications skills – both verbal and written. Strong organizational and strategic planning skills are essential, as is the ability to effectively and proactively multi-task, meet deadlines and deliver results. The successful candidate will be solutions oriented with strong problem solving, research, and analytical skills. A high level of customer service, team player attitude and the ability to lead by example and motivate others are all important traits. They will have integrity and high ethical standards and must maintain confidentiality and accuracy with respect to all donors and prospect information. The Associate Director will have the flexibility to work some evenings and weekends.
CAREER PATH LEADING TO THIS POSITION:
A minimum of seven years of experience in major gift fundraising, consistently meeting goals and performance objectives with demonstrable ability to plan and implement fundraising solicitations is expected. The Associate Director, Major Gifts will have broad knowledge of the principles of fundraising, including metrics-based moves management. They should demonstrate an understanding of the spectrum of frontline activity including gift policies, donor cycle management, and meaningful donor engagement. The successful candidate will have proven success in raising six-figure annual and major gifts and in developing cultivation and solicitation strategies for varying gift levels. They will have demonstrated experience in interacting effectively with donors and prospects while consistently meeting fundraising goals. Candidates should have experience supervising staff and should bring a team-oriented approach with a track record of respecting co-workers and volunteers. They will be comfortable and proficient with technology; experience and knowledge of Tessitura is desirable. Although not essential, a background in music or the arts and a knowledge of the Metropolitan Los Angeles and Southern California philanthropic landscape would be ideal.
An undergraduate degree is required.
COVID Workplace Safety Requirements
This position will require you to interact with employees, patrons, vendors, and others who may or may not be vaccinated or recently tested. You will be required to wear personal protection equipment (PPE) required by the LA County Department of Public Health protocols and the LA Phil. You agree to comply at all times with the LA Phil’s COVID-19 Prevention Plan, including testing and vaccination requirements.
The Los Angeles Philharmonic Association will consider for employment qualified Applicants with Criminal Histories in a manner consistent with the requirements of the FCIHO.
EQUAL EMPLOYMENT OPPORTUNITY POLICY
The Los Angeles Philharmonic Association embraces and is committed to diversity and inclusion within our staff, musicians, guest artists, audiences, and surrounding communities. The Association does not discriminate on the basis of race, color, religion, religious creed (including religious dress and religious grooming), sex (including pregnancy, perceived pregnancy, childbirth, breastfeeding, or related medical conditions), sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, legally protected medical condition or information, genetic information, marital status, gender, gender identity, gender expression, military status, veteran status, or any other basis protected by federal, state, or local law. Consistent with the law, the Association also provides reasonable accommodation for disabled applicants and employees in accordance with the Americans with Disabilities Act (ADA) and the California Fair Employment and Housing Act, for pregnant employees who request an accommodation with the advice of their health care providers, for pregnancy, childbirth or related medical conditions; for employees who are victims of domestic violence, sexual assault or stalking; and for applicants and employees based on their religious beliefs and practices.
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