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Req ID:  1114
Date:  Sep 9, 2019

Durham, NC, US, 27710

Personnel Area:  MEDICAL CENTER

School of Medicine:


Established in 1930, Duke University School of Medicine is the youngest of the nation’s top medical schools. Ranked tenth among its peers, the School takes pride in being an inclusive community of outstanding learners, investigators, clinicians, and staff where traditional barriers are low, interdisciplinary collaboration is embraced, and great ideas accelerate translation of fundamental scientific discoveries to improve humanhealth locally and around the globe.


Comprised of 2,400 faculty physicians and researchers, the Duke University School of Medicine along with the Duke University School of Nursing and Duke University Health System create Duke Health. Duke Health is a world-class health care network. Founded in 1998 to provide efficient, responsive care, the health system offers a full network of health services and encompasses Duke University Hospital, Duke Regional Hospital, Duke Raleigh Hospital, Duke Primary Care, Private Diagnostic Clinic, Duke Home and Hospice, Duke Health and Wellness, and multiple affiliations.


Occupational Summary: The Executive Director for Prospect Management is a new leadership role in DHDAA responsible for building our current Development Research and Analytics program into a full Prospect Management program. The Executive Director will develop and implement new business processes and policies, and provide sophisticated business intelligence to enable expansion of DHDAA fund raising opportunities and results. The Prospect Management program will include Development prospect research and information technology and analytics to model and identify the best philanthropic prospects for Duke Health, will recommend or determine gift officer portfolio composition and metrics, and support the achievement of both DHDAA target goals and individual gift officer goals. The Executive Director will also ensure the ongoing development of a robust prospect pipeline, including the movement of assigned prospects through the donor cycle, advancing donors to higher levels of giving and planned gifts, and increasing the number of new donors annually. Work Performed: Prospect and prospect pipeline management: 50% Define and implement new prospect management business processes and policies that support DHDAA prospect management values, identify best prospects, define prospect management work flows, timelines and metrics, and define oversight responsibilities and consultation requirements. Determine decision protocols to add new prospects to major gift officer portfolios from multiple referral sources,matching prospect interest with fundraising priorities. This will include referral recommendations based on prospect criteria as well as periodic review of CRM records to identify existing lower level donors with major gift potential and to identify major gift donors potentially ready for qualification for their next major gift. Implement prospect management policy by effectively managing donor assignments in and out of portfolios to strategically align prospect interests with DHDAA fund raising needs, and to build robust gift officer portfolios. Convene and lead regular portfolio review sessions with all fundraisers and their managers, as well as senior DHDAA leadership, to ensure appropriate composition of, and discovery activity within, portfolios. Participate in prospect strategy review sessions as helpful to determine best fit for prospect assignment. Oversee the prospect moves management system; review moves activity with gift officers and management to ensure timely and consistent prospect engagement. Oversee Business Intelligence: 15% Supervise the Director of Information Management and Business Intelligence and together ensure the development of appropriate information for monitoring fund raising progress, analysis and management decision making, and appropriate reporting and data views to support individual gift officer and gift officer manager business needs. Monitor and report the progress of the prospect pipeline, including new prospects, new donors, renewal of donors, graduationof gift levels, time to next major gift, etc., and recommend actions to continually improve these metrics. Work closely with Duke University Development’s PRMA program and Alumni and Development Systems, and Financial Services’ Alumni and Development Records office on data integrity and reporting needs and issues, and improvements in system technologiesused for Development work. Oversee and ensure data integrity and data extraction efficiencies within DHDAA control. Lead an inclusive process of determining the annual DHDAA fund raising goal, assessing projections by DHDAA fund raising units, by overall DHDAA donor gift levels, and by overall DHDAA solicitation readiness. Oversee the Prospect Research program: 15% Supervise the Director of Prospect Research and together define the scope and processes of the Research program. Using a tiered approach based on information purpose, ensure the accuracy and sufficiency of research provided to gift officers and DHDAA leaders. Oversee leadership briefings, coordinating work of staff involved for efficiency and consistency. Oversee training on information systems and reporting 10% Assess the training needs of the DHDAA staff related to information systems, data integrity and ad hoc reporting and expand training opportunities as needed. Administrative Management: 10% Manage staff, including hiring, training, performance management and professional development. Develop and manage the Prospect Management budget. Develop annual operating plans and strategic initiatives for the Prospect Management program, in concert with the DHDAA Strategic Plan. Promote and preserve the central electronic filing system. EDUCATION/TRAINING Work requires analytical, organization and communications skillsgenerally acquired through a bachelor’s degree program. Master’s Degree preferred. EXPERIENCE Minimum of 7 years of progressive experience in prospect management, research and analytics. Demonstrated leadership in building and successfully socializing business solutions / processes. OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE Competencies Experience leading and developing a team of employees Excellent analytical skills and the ability act on data appropriately. Demonstrated proficiency working with large and complex databases. Thorough knowledge of domestic wealth indicators, wealth accumulators, lifestyles, investment structures, and approaches to philanthropy. Ability to work with many constituencies at all levels. Excellent communication and organizational skills. Ability to effectively balance and coordinate work supporting teams in a highly matrixed environment. Familiarity with HIPAA regulations in fund raising. Ability to exercise good judgement in the handling of confidential information. Previous Development experience in a large academic organization, preferably at a major research university and/or an academic health center.


Duke University is an Affirmative Action/Equal Opportunity Employer committed to providing employment opportunity without regard to an individual's age, color, disability, gender, gender expression, gender identity, genetic information, national origin, race, religion, sex, sexual orientation, or veteran status.


Duke aspires to create a community built on collaboration, innovation, creativity, and belonging. Our collective success depends on the robust exchange of ideas—an exchange that is best when the rich diversity of our perspectives, backgrounds, and experiences flourishes. To achieve this exchange, it is essential that all members of the community feel secure and welcome, that the contributions of all individuals are respected, and that all voices are heard. All members of our community have a responsibility to uphold these values.


Essential Physical Job Functions: Certain jobs at Duke University and Duke University Health System may include essential job functions that require specific physical and/or mental abilities. Additional information and provision for requests for reasonable accommodation will be provided by each hiring department.


Nearest Major Market: Durham
Nearest Secondary Market: Raleigh