Children s Cancer Institute Head of Individual Giving. Children s Cancer Institute Head of Individual Giving.

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1 Children s Cancer Institute page 1

2 Contents 3 Background Information 6 The Role 7 Key Criteria for Success 8 Key Responsibilities 10 Person Specification 12 Terms 12 How to Apply 12 Selection Process page 2

3 Background Information At Children s Cancer Institute, it s not a case of if we ll cure childhood cancer it s when. The Children s Cancer Institute exists solely to put an end to childhood cancer and they are making great strides due to advances in medical research. As the only independent medical research institute in Australia wholly dedicated to childhood cancer, the Institute s role is vital. Today, as a result of medical research, eight out of 10 children will survive their cancer. But, despite the Institute s progress, unfortunately nearly three children in Australia are still dying from this disease every week. Children s Cancer Institute was originally known as The Children s Leukaemia and Cancer Foundation and was established in May 1976 by a dedicated group of parents and doctors of children with cancer. First established as a foundation that funded the few small research projects then being undertaken, Children s Cancer Institute opened its own research laboratories in Since that time, the Institute has grown to employ more than 150 staff and students, and has established a national and international reputation for scientific excellence. As the Institute celebrates 33 years of dedicated medical research into childhood cancer, it is very excited to be at the forefront of a new era in childhood cancer treatment: personalised medicine. A one size fits all approach to treating children with cancer does not work, especially for those unfortunate enough to be diagnosed with the most aggressive cancers. This is why personalised medicine is the key to improving survival rates and giving children with cancer the best possible quality of life. page 3

4 Background Information (continued) The last two years were very successful and pivotal for the Institute as it moves forward in achieving its strategic goals, seeing a number of long-term goals come to fruition. Some of these include: the Zero Childhood Cancer Program and its associated Capacity Fundraising Campaign A valuable new partnership with the Peter MacCallum Cancer Centre, which will see the two Institutes combine forces to create this country s first-ever childhood cancer immunotherapy program The launch of Paediatrio a collaborative, translational research partnership with Sydney Children s Hospital Network, Children s Medical Research Institute and Children s Cancer Institute. Significant increase in philanthropic giving to the Institute For further information on the Institute s achievements and its Annual Review, visit: Annual-Review.pdf Zero Childhood Cancer Program and Campaign In September 2015, Children s Cancer Institute and Sydney Children s Hospitals Network were proud to announce one of the most exciting initiatives ever undertaken in Australia: to tackle the most serious cases of infant, childhood and adolescent cancer to be known as Zero Childhood Cancer. Of the 950 children diagnosed with cancer each year in Australia, 150 are either diagnosed with cancer types that have less than a 30% survival rate, or suffer relapse and then have less than a 30% chance of cure. It is these children including those suffering from the most aggressive forms of childhood brain tumours, sarcomas, infant leukaemias and neuroblastomas who will benefit from the Zero Childhood Cancer Program. In the first stage of the Program, researchers and doctors opened a pilot study to high risk NSW cancer patients in Following successful completion of the pilot study, a national clinical trial involving 400 children will open later in page 4

5 Background Information (continued) To ensure the success of the program, the Children s Cancer Institute is undertaking a major fundraising capacity campaign to raise $12m by The campaign will be carried out jointly with the Sydney Children s Hospital Foundation. For more information on Zero Childhood Cancer visit: To find out more about working at CCI visit: Fundraising & Marketing Department Children s Cancer Institute The Fundraising and Marketing Department is responsible for the promotion and branding of the Institute and for securing significant philanthropic fundraising in support of the Institute s activities and strategic priorities. Under the leadership of the Head of Fundraising and Marketing, the department is looking to further increase its philanthropic income across all sources including major giving from high net-worth individuals, annual giving, corporate giving, income from trusts and foundations, direct marketing, bequests and events. Following record levels of fundraising income achieved in 2015 and 2016, the Institute aims to grow this to more than $16M annually. Priority is to be given to building on the donor prospect pipeline, with a particular focus on mid-value donors and establishing a more robust annual giving program, building greater capacity for the future. page 5

6 The Role Job Title Location Children s Cancer Institute, Lowy Cancer Research Centre, UNSW, Randwick Reports to Head of Fundraising & Marketing Direct reports 3 direct reports and oversight of a total team of 11 Key Internal Relationships Senior members of staff within the Fundraising & Marketing Team including the Marketing Manager, Events Manager and Corporate Partnerships Manager Purpose This is a senior management role that provides leadership to the Individual Giving Team encompassing the Direct Marketing Manager, Major Giving Manager and Database & Customer Service Manager and their teams. The role will include the development and implementation of an Individual Giving Strategy that achieves positive income growth and build the Institute s donor base for short and long term success. Working with the Direct Marketing Manager, the Head of Individual Giving will develop effective campaigns to grow the mass donor base through direct mail appeals and regular giving donor base through Face to Face recruitment and other opportunities identified. He/she will drive the implementation of a comprehensive approach to build on the donor journey including the potential to growing mid-value donors through a cohesive approach. In conjunction with the Major Giving Manager, the postholder will ensure high value donors to the Institute are identified and managed to provide an exceptional donor experience, including leveraging the mid-value donor base and the potential of relevant events. He/she will support the Head of Fundraising and Marketing to achieve success for the Zero Childhood Cancer Capacity Campaign. The will support the implementation of the Bequest Strategy to ensure effective identification and management of potential bequestors, providing senior support for any bequest disputes as required. In conjunction with the Database and Customer Services Manager, he/she will ensure the database is well managed with clear governance and business rules and that excellent customer care is provided to all donors with efficient management of income processing and support for fundraising team activity. page 6

7 Key Criteria for Success After 12 months in the position the successful candidate will have: Developed the Individual Giving Strategy including a comprehensive business plan for short and long term growth Achieved growth of the net income budget for Individual Giving streams which is to continue to grow annually Implemented robust processes concerning the donor journey, including a mid-value donor strategy, to ensure appropriate cultivation, solicitation and stewardship strategies are implemented and that income potential is optimised Supported the further development of effective reporting and database management in support of fundraising activity including, direct mail, face to face, major giving and bequests In conjunction with the Head of Fundraising and Marketing, achieved the Zero Childhood Cancer Capacity campaign income to plan Developed the Individual Giving Team to ensure there is effective cross skills training, succession planning and a sound base for growth page 7

8 Key Responsibilities Individual Giving Activity Overall responsibility for the achievement of a growth net income budget for Direct Mail, Major Giving and Bequests. Support and advance the Direct Marketing Manager in their role to successfully deliver the direct mail and regular giving campaigns, donor recruitment including agency negotiation, annual planning, donor journey and cohesive messaging to drive optimal donations from this income stream. Support and advance the Major Giving Manager in development of high value relationships with major donors, cultivation events, securing multi-year donor commitments and leveraging event activity such as Diamond Ball. Strategic Leadership, Team Management and Stakeholder Relationship Management Leadership of the Individual Giving management team to ensure the short and long term Individual Giving Strategy is implemented effectively to grow and optimise the donor base; ensuring a rewarding donor experience that secures a loyal mass and major donor cohort to achieve sustainable income. Liaise in a productive and collegiate manner with internal colleagues including fundraising managers, the marketing, finance, technology and research teams. Contribute at a senior level to the development and implementation of the Fundraising Strategy to deliver the net income growth required to sustain the Institute s research programs. Support the Bequest Strategy; assist with bequests when there may be a dispute or legal intervention required. In conjunction with the Major Giving and Direct Marketing Managers, develop a comprehensive plan to identify and grow the mid-value donor program to move donors up the pyramid with the aim of growing their donations or securing a gift in their will. Support and advance the Database and Customer Services Manager in their role to agree the governance and business rules for the Raisers Edge database; support them in rolling these out across the Fundraising team including provision of training and usage monitoring. Champion the Supporter Care team in delivery of services to the fundraising team including donor liaison, income processing, database management, reporting and analysis. Provide support to the Head of Fundraising & Marketing for the Zero Childhood Cancer Capacity Campaign as required. page 8

9 Key Responsibilities (continued) Children s Cancer Institute policies applicable Code of Conduct/Ethics Whistle-blowing Use of Electronic Resources Workplace Health & Safety Appropriate Workplace Behaviour Privacy Any other policies not listed here but are available on the Children s Cancer Institute Intranet Policies pages Service standards and general expectations Respond to phone calls and s within 48 hours Read internal communications within 48 hours Maintain up to date personal information in HRIS system (ConnX - Self Service) at all times Compliance and code of ethics and conduct Staff members are responsible for ensuring that they are familiar with and comply with their conditions of employment as stated in their individual contract, all Children s Cancer Institute Policies and Procedures and relevant ethical and regulatory guidelines. Staff must be aware that breaches by individuals will not be tolerated or condoned and may be subject to the Disciplinary Action Policy. Your knowledge and awareness of Children s Cancer Institute Policies and Procedures (including the Code of Ethics and Conduct), will be monitored from time to time to ensure that our compliance program is effective. Part of compliance adherence involves the use of standardised forms, checklists, and other aids (as appropriate) to ensure that important compliance issues are not overlooked. All forms must be used in accordance with instructions and the procedures as outlined in the relevant policies and procedures to ensure that compliance to the laws and regulations occurs. Work health & safety Must adhere to all WHS policies and procedures including reporting incidents within 24 hours Take reasonable care for their own health and safety and the health and safety of other people who may be affected by their conduct in the workplace Actively participating in health and safety meeting, training and induction programs Complying with all safe work procedures and instructions Use equipment in compliance with relevant procedures, without wilful interference or misuse Ensure that any hazardous conditions, near misses and injuries are reported immediately to the supervisor and in the WHS reporting system (Myosh) Must not wilfully or recklessly interfere with or misuse anything provided in the interest of environment health and safety or welfare page 9

10 Person Specification Qualifications Educated to degree level or equivalent, ideally with demonstrated capability in communications, financial management and marketing. Experience and Knowledge Evidence of management experience in a similar fundraising role to including leadership and strategy development, people management, income generation, relationship management, agency negotiation and analysis/reporting. Demonstrable track record in Not-for-Profit Fundraising, generating net income from Direct Marketing, Major Giving, Bequests and Supporter Care Experience in business planning, reporting and preparation of presentations for senior management and board teams. Comprehensive knowledge of direct mail and face to face campaigns in the NFP sector Experience of Major Giving and Bequest management, ideally including involvement with a Capital or Capacity Campaign Demonstrated team management experience, with the ability to develop and motivate a team, providing mentorship to help develop their potential effectively Strong knowledge of database management, preferably Raisers Edge Experience at leadership level in developing and implementing an Individual Giving fundraising strategy page 10

11 Person Specification (continued) Skills and Abilities Strong analytical skills including structure of reports, access of data and interpretation of key indicators. Sound customer service and donor management skills Capability to negotiate with agencies to achieve the best outcome for Children s Cancer Institute Experience of working to tight deadlines and budgets Excellent listening and verbal communication skills Sound interpersonal skills, with the ability to develop meaningful relationships across the spectrum of the donor and supporter base. Attributes Empathy with and passion for the cause of kids with cancer, capability to communicate this effectively verbally and in writing Open and honest High level of integrity Collaborative and respectful team player Dynamic and driven A strategic, big picture approach Outgoing with high energy Ability to contribute positively to the Fundraising Leadership team success page 11

12 Terms Selection Process To discuss salary parameters please call Jocelyn Kelty, Director, at Richmond Associates, Australia Office. How to Apply Applications should include: 1. A comprehensive curriculum vitae, giving details of relevant achievements in recent posts as well as your education and professional qualifications. 2. A covering letter that summarises your interest in this post and provides evidence of your ability to match the criteria outlined in the Person Specification. 3. Details of your latest salary and notice period. 4. Names of 2 referees, together with a brief statement of the capacity in which they have known you and an indication of when in the process they can be contacted (we will not contact your referees without your express permission). Telephone contact numbers (preferably daytime and evening/mobile) which will be used with discretion. The applicants with the most relevant experience will be invited to have initial exploratory discussions with Jocelyn Kelty, Director, Richmond Associates, Australia Office. Richmond Associates interviews are scheduled to take place between 12 to 14 June The first round of interviews with the Children s Cancer Institute is to take place on or around 22 June with final panel interviews taking place on or around 29 June CLOSING DATE FOR APPLICATIONS IS FRIDAY 9 JUNE 2017 Please send your application to Deann Stevens, Business Support Administrator, Richmond Associates, Australia Office: By dstevens@richmond-associates.com Tel: page 12