Institutional Development Manager

Jan 11

Anticipated Start Date: Immediately

Description

The Institutional Development Manager plays a critical role in supporting the Director of Institutional Development to maintain and grow funding from all institutional partners, including corporations, foundations, government agencies, and community/civic organizations, that brings an average of over $4 million annually. This position will manage a portfolio of prospects and donors, ensuring timely and effective communication, relationship-building, and grant management. The ideal candidate will be detail-oriented, proactive, and have a strong passion for advancing the organization’s mission.

Responsibilities

Fundraising and Donor Stewardship

Assist the Director of Institutional Development in identifying, cultivating, soliciting, and stewarding institutional donors.
Manage a portfolio of current and prospective institutional donors.
Build and maintain relationships with donor representatives, ensuring consistent and personalized engagement.
Collaborate with the Director of Institutional Development to create tailored proposals and sponsorship packages.
Work with the Director of Institutional Development to provide quarterly touchpoints, custom acknowledgment letters, and other communications in collaboration with the Development Manager.
Cultivate and steward relationships with current and potential institutional donors through regular communication, meetings, site visits, volunteer events, and other engagement activities.
Conduct research to identify new institutional prospects and deepen partnerships with current partners.

Grant Management

Maintain and update grants calendar with deadlines and deliverables to ensure timely submissions and follow-up.
Coordinate the preparation, submission, and tracking of grant applications and reports to ensure compliance with deadlines and donor requirements.
Monitor and document grant agreements, payments, deliverables, grant expenditures, and outcomes to maintain alignment with funder expectations.
Work with the program team and finance department to develop and report on grants.

Event Participation and Networking

Support fundraising events that benefit Martha’s Table such as the Annual Benefit, Coffee and Conversations, 5K Walk/Run, and additional events as assigned.
Attend and represent the organization at networking events, donor meetings, and other relevant functions to build and maintain relationships with institutional donors.
Represent MT in driving government employee support through Combined Federal Campaign and DC One
Fund giving, as part of broader Workplace Giving revenue streams.

Internal Collaboration and Systems Management

Maintain accurate donor records and communications in the organization’s shared drive and CRM system.
Support cross-departmental initiatives and special projects related to fundraising.
Gather information needed for proposals, reports, and regular updates (at least quarterly) to cultivate and steward donors (current and prospects).
Send customized acknowledgment letters and invoices for sponsored opportunities.
Research and gather information to make sure records are accurate and up-to-date.
Prepare team members for external meetings with donors.
Work closely with colleagues across departments, including Communications, Programs, and Finance, to support alignment and integration of fundraising efforts with organizational objectives.
Attend at least 2 anchor events annually
Performs other duties as assigned.
Commitment to Martha’s Table’s mission and core values of compassion, respect, teamwork, and accountability
Embodies and serves as a model for “white glove service” and our organization’s core values.

Requirements

EXPERIENCE, KNOWLEDGE, AND SKILLS REQUIREMENTS

Persuasive research, writing, and editing skills – the ability to synthesize information about multiple program areas and communicate it to funders/partners in a clear, compelling manner.
Organization and project management skills – the ability to manage a growing portfolio of partners, prioritize around competing deadlines, keep track of many deliverables and maintain clear records for the sake of institutional knowledge.
Excellent speaking and interpersonal skills required, to address individuals and groups in a variety of settings.
Ability to establish and maintain meaningful mutually beneficial relationships with diverse stakeholders.
Emotional intelligence to be able to read into the motivations and priorities of funders, potential partners and community leaders.
Ability to convey a passion for our organization’s mission while embodying our commitment to compassion and respect through asset-based language. Additionally, the ability to leverage this passion into securing financial support and partners.
High degree of collegiality and ability to collaborate across the organization.
A high degree of comfort with the world of corporate philanthropy and foundation giving, including knowledge of best practices around prospect research, budgeting and financial reporting.
Collegiality – the ability to develop and maintain good relationships with colleagues on other teams across the organization, as well as points of contact at partner organizations.
Takes initiative and action without prompting: Proactively identifies gaps, determines solutions, and sees through execution without prompting to get the job done.
Takes full responsibility for own work and actions. Problem solves in pursuit of high quality results.
Enthusiastically does the difficult or undesirable work and assists others in completing their tasks.
Reliably delivers high-quality work that is accurate, thorough, and takes into account feedback from all key stakeholders. Goes the extra mile that helps exceed goals. accomplishes requirements in an exemplary manner, adding to depth and breadth by consistently working beyond defined scope and expectations; demonstrates continued improvement by adopting best practices and identifying and closing gaps.
Willingness to adjust work schedule or complete extra hours on evenings and weekends.
Creativity – finding new, innovative ways to communicate with funders/prospects and leverage our communications resources.
Ability to inspire, generate excitement, shared purpose, and actions.
Strong verbal and interpersonal skills and confidence necessary to engage in face-to-face and/or phone solicitations.
Experience working effectively in a large, complex non-profit and working across departments to gather information, data, and stories of impact; demonstrated ability to work both independently and as part of a team.
Prior fundraising experience, preferably in a non-profit setting.
Strong project management skills.
Excellent communication skills, including the ability to articulate a compelling case for support and engage donors effectively across various channels.
Proficiency in fundraising CRM systems and data analysis tools.
Commitment to the mission and core values of Martha’s Table.
Knowledge of the Washington, DC philanthropic landscape is a plus.
Bilingual candidates in English and Spanish is preferred

EDUCATION AND TRAINING REQUIREMENTS

3-4 years of experience in development, demonstrating a successful track record in managing and growing portfolios from institutional donors or a Bachelor’s degree plus 2+ years of experience in development, demonstrating a successful track record in managing and growing portfolios from institutional donors.
Training in fundraising best practices, project management, database/CRM administration, and fundraising data analytics would greatly benefit the performance of this job.

WORKING CONDITIONS

Moderate physical activity. Requires moderate movement. Work environment predominantly in a store setting.

COVID-19

Martha's Table requires all team members to have completed a COVID-19 primary series and receive one booster dose. Candidates who are not yet eligible for a booster must submit proof of their booster vaccination within 2 months of receiving their final primary series dose or an original monovalent booster vaccine to hr@marthastable.org.

Martha's Table will consider waiving the vaccination requirement for: Candidates who object in good faith and in writing, pursuant to procedures established by the City Administrator or his/her designee, that the employee's vaccination would violate their sincerely held religious beliefs; and Candidates who have obtained and submitted written certification from a physician or other licensed health professional who may order an immunization, that being vaccinated for COVID-19 is medically inadvisable because of the employee's medical condition. Marha's Table is an Equal Opportunity Employer. Applicants who are unable to be vaccinated for religious or medical reasons should contact Human Resources (hr@marthastable.org) as soon as possible to engage in the interactive process and explore what, if any, reasonable accommodations Martha's Table is able to offer.

This position requires the completion of a satisfactory background check. Martha's table is an Equal Opportunity Employer and is committed to providing employees with a work environment free of discrimination and harassment of any kind.

Martha's table is committed to the principle of equal employment opportunities for all employees and applicants for the employment and prohibits discrimination and harassment of any type without regard to race, color, religion or belief, age, sex (including pregnancy), national, social or ethnic origin, disability status, HIV status, family medical history or genetics, protected veteran status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, family or parental status or any other characteristic protected by federal state or local laws.

This policy applies to all terms and conditions of employment including recruiting hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Martha's table will not tolerate discrimination or harassment based on any of these characteristics. If you need assistance or an accommodation due to a disability, you may contact us at 202-328-6608 or via e-mail at hr@marthastaple.org.

Salary Range and Employee Benefits

Salary: $60,000 - $70,000 annually

Additional benefits include:

Medical benefits
Dental benefits
Vision benefits
403b Retirement account
Flexible savings account (FSA) / health savings account (HSA)
Commuter benefit
Generous PTO Policy
Tuition assistance

How to Apply for this Job

Apply Now

About the Organization

At Martha’s Table (MT), we believe that every Washingtonian deserves the opportunity to thrive. For over forty years, we have worked to support strong children, strong families, and strong communities by increasing access to quality education, health and wellness, and family resources. Together, we are “One MT.”

This means we work across all three of our locations to support our shared mission. In all that we do, we exemplify our four core values of respect, compassion, teamwork, and accountability. These values -- and our commitment to “white glove service” -- guide how we engage with the communities we stand alongside and how we work together as a team.

When you come to Martha’s Table -- as a guest or as a team member -- you are valued and you deserve our very best. In order to be the best version of MT, we are deeply committed to equitable practices. We apply the principles of diversity, equity, and inclusion in providing programming and services; in creating our Board; in partnerships and procurement; and in hiring, training, and advancing our team members.

We invest in our team members’ personal and professional goals through our “STEP” program, which includes tuition for continuing education, certifications, and professional development; funding to unlock financially held transcripts; and flexible leave options.

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