Key Relationships Manager (Major Gifts)

South Santa Barbara County
Santa Barbara
Full Time, Part Time

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Hospice of Santa Barbara, Inc.


Hospice of Santa Barbara, Inc., the second oldest Hospice in the United States, is a unique and innovative organization that serves children and adults who are impacted by a life threatening illness or grieving the loss of a loved one. All of our services are provided free of charge. We receive no support from government or insurance agencies, and are dependent on the support of the community for all we do. We have a highly committed staff and foster a positive, collaborative, and creative work environment. We make a difference in the lives of more than one thousand people each year and believe it is a privilege to be serving others.


The Key Relationships Manager (Major Gifts) for Hospice of Santa Barbara (HSB) plays a critical role in helping HSB provide vital services to thousands of families each year and into the future.  If you truly have advanced interpersonal and relationship-building skills, feel comfortable using persuasive communication, and are inspired by our mission, you will love this position.

As part of our dynamic team, you’ll be responsible for managing and cultivating relationships with existing major gift and legacy gift donors, as well as identifying new prospects.  An ability to empathize with donors and clearly communicate our organization’s mission is essential.  Developing donor relationships for our organization takes more than just time, it takes someone who embraces our mission and uses that understanding to not only engage our donors in ways that move them to give financially but also to convey a deep gratitude for their gifts.  Without a doubt, this position will provide you with the opportunity to be a key contributor and influencer to HSB’s impact on our community.

The mission of the position is to cultivate, steward, and manage relationships with current and prospective lead donors and planned giving donors with a view to increasing their donations into major gifts.  This position also will help manage our Planned Giving program by cultivating positive relationships with contributors and new prospects as well as facilitating mutually beneficial engagements for donors to accomplish their estate planning and philanthropic goals.  This is a full-time role (minimum of 30 hours each week).  Details on essential duties and responsibilities:

Annual Major Giving

  • Help our donors accomplish their philanthropic goals and ambitions through a relationship with our organization
  • Secure major gifts at established levels with the goal of increasing individual donations
  • Combine a friendly, authentic, and compassionate communication style with donors with a results-driven approach
  • Manage portfolio of relationships with 75-125 donors and prospects
  • Work with the development department to align efforts and set goals
  • Create and implement moves management plans for individual donors
  • Make direct, face-to-face solicitations, and assist other staff and volunteers such as the board with their solicitation (e.g. provide support, strategic counsel, and help with donor communications)
  • Cultivate relationships with major donors to steward them towards planned gifts
  • Acknowledge major donors through public and private recognition
  • Help manage systems and software to track and cultivate donors and prospects, including our donor database and wealth screening tools
  • Track and report progress using specific metrics
  • Attend and assist with all fundraising activities and events

Shining Light Society (SLS)

  • Manage Shining Light Society donor recognition program
  • Develop stewardship plan for SLS
  • Write monthly “Bright Side” emails to members
  • Track and manage SLS membership benefits
  • Coordinate periodic in-person and virtual events

Planned Giving

  • Work closely with Hospice of Santa Barbara’s Development Team, staff, Board and volunteers to identify, cultivate and solicit Planned Giving prospects, including helping to improve and implement our Planned Giving marketing plan
  • Manage our Planned Giving Advisory Committee of volunteers.  Help identify and additional volunteers who will be advocates for Planned Giving
  • Manage HSB’s Legacy Society (40+ living members) and cultivate relationships with members who have already made planned gifts to Hospice of Santa Barbara.
  • Design Legacy Society events and recognition activities
  • Meet with prospects and their advisors for the purpose of cultivation and solicitation of current and planned gifts
  • Establish and maintain good communications with estate planning professionals (attorneys, CPAs, trust officers, insurance underwriters, realtors, stock brokers)
  • Help improve formal documents which will guide Hospice of Santa Barbara’s Planned Giving program and support the long-term strategic plan of the organization.
  • Educate staff and volunteers on the benefits of Planned Giving
  • Develop ongoing marketing materials, including brochures, newsletters, advertisements, and other methods of promoting the Planned Giving program
  • Develop and continually review long-range results of deferred Planned Gifts, and steward those gifts until they come to fruition.  Maintain a written report detailing deferred planned gifts
  • Over time, learn tax and legal aspects of planned giving as needed.

What You’ll Need (Job Requirements)

  • Four-year college degree and at least 3-5 years fundraising experience or relevant experience in a professional position, or any combination of experience and training demonstrating the ability to excel in performing the duties of the position and successful results
  • Comfortable working with individuals and families with a high-net worth
  • Experience in developing and communicating program impact with a wide variety of individuals and volunteers
  • The patience and interpersonal skills needed to perceive and react sensitively to the needs and interests of current and potential donors
  • Outstanding communication skills, including the ability to listen well and gently persuade others
  • Proven ability and willingness to cultivate and solicit major/planned gifts
  • Experience with and working knowledge of information systems
  • Experience with estate planning and/or charitable estate planning solutions or the ability to acquire such skills through professional training, coupled with the ability to convey benefits of planned giving concepts into laymen’s terms
  • Excellent presentation skills
  • The ability to inspire confidence in Hospice of Santa Barbara’s mission to potential contributors, volunteers, staff, professional advisors, and potential donors.
  • Strong technical skills or the ability to acquire such skills through professional training
  • Creativity and marketing skills needed to promote the planned giving program to all constituents
  • Commitment to the internal standard by which we uphold professionalism, further the agency’s mission, and work cooperatively and collaboratively as a team

To apply, please send your resume and cover letter to hr@hospiceofsb.org.

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