Reporting to the Senior Director Development, The Membership Director is responsible for the cultivation, solicitation and stewardship of Circle of Friends members (levels A-H, annual giving $100-$7499), IDNYC members (with 1-year free memberships), non-members (annual giving less than $100), as well as Major Donors (annual giving $7500+) in the portfolios of Membership staff. The Director leads the Membership team which is comprised of four full-time and three seasonal part-time employees, and Membership interns. The ideal candidate is a dynamic team leader with established experience as a successful individual fundraiser and program administrator committed to the personal cultivation of donors at all levels of the patron pipeline. Fundraising tactics and strategies reflect a Moves Management or similar 'donor-centric and relationship-based' model. S/he exercises fiscal discipline in creating and managing a reliable expense budget, creates and achieves realistic and aspirational revenue goals, has experience designing multi-channel campaigns, and cultivates a successful culture of team collaboration.
QUALIFICATIONS AND REQUIREMENTS:
- Establish annual revenue projections, and create and manage expense budgets and vendor contracts for all Membership campaigns, material needs, and patron activities including receptions, Travelers Patron Lounge operations and access, and off-campus events with biannual review of recent, current, and future projections.
- Chief strategist for Membership campaigns across all channels, in collaboration with Major Gifts, Special Events, Planned Giving, and Marketing, to cultivate an active pipeline for renewing and advancing current members, reinstating lapsed members, and acquiring new members.
- Direct supervision of Membership fundraising campaigns via mail, internet and telefunding channels representing more than $2.8M in annual Membership revenue.
- Direct supervision of advancement of Membership patrons to Major Donor ranks representing approximately $300k in additional annual revenue.
- Work closely with Major Gifts Director to supervise Membership staff’s expanded portfolios of approximately 100 Major Donors representing $1.5M in annual Major Gifts revenue.
- Personally cultivate and steward more than 300 patrons in the Director’s private portfolio including 40-50 Major Donors.
- Supervise Membership’s benefit structure and patron stewardship activities including rehearsal visits, backstage tours, and other member events and receptions on campus and off-campus.
- Oversee database records and manage portfolio assignments of patrons in Tessitura’s Plans module using Moves Management program.
- Liaise with all company departments in Development, Marketing, IT, Volunteer Services, and Artistic for the needs of all Members and Major Donor portfolio patrons.
- Provide staff support to all Development departments as needed and complete additional projects as assigned by the Senior Director of Development.
- Supervise NYCB’s nation-wide state charity registration renewals with Finance office.
- Report to Senior Director of Development as needed, and quarterly to Board of Directors Development Committee.
- Bachelor's degree or equivalent.
- 5-7 years’ experience in fundraising, specifically multi-channel annual campaigns, preferably in nonprofit performing arts organization/s.
- Experience in patron screening and value assessment with research and wealth analysis programs or services such as Lexis-Nexis, Wealth Engine, Wealth X, etc.
- Experience in Moves Management or similar relationship-based fundraising program.
- 2-3 years’ experience in direct supervision of junior staff.
- Proficiency with standard business applications, such as MS Office, and experience with Tessitura v12 or higher, or comparable performing arts databases is highly desirable.
- Experience with New York City’s IDNYC program is preferred.
- Proven ability to create and meet or exceed revenue goals.
- Experience in budget discipline to create projections, meet deadlines, and manage budget expenditures.
- Proven ability to create, plan, and complete ad hoc projects independently and with limited oversight.
- Availability to work some evenings during performance weeks, and some weekends.
- Well-established communication skills via e-mail, mail, telephone, and in personal meetings.
- Demonstrated interpersonal skills and problem solving ability.
To apply send cover letter, resume & salary requirements to BalletHR@nycballet.com with "Director, Membership " in the subject line.
New York City Ballet is an Equal Opportunity Employer.