As a member of the Philanthropy team, the Institutional Giving Manager is responsible for maximizing institutional giving and contributing to the overall fundraising goals and philanthropy plan throughout Pennsylvania and Ohio.

This position is responsible for a portfolio of foundations and corporations currently giving or capable of giving gifts (ranging from $25,000 – $500,000+) annually, and increasing this gift range and portfolio over time. Responsibilities include identifying, cultivating, soliciting, and stewarding foundation and corporate donors and prospects, managing a donor portfolio; conducting donor visits; prospect tracking; proposal writing, and donor stewardship.

Essential Functions

60% Portfolio Management:

• Manage and grow a portfolio of 60-80 institutional and corporate prospects and donors with the capacity to make grants at $25,000 or more and/or support multiple programmatic areas. Submit 30 solicitations between $25,000 and $500,00 per year, with three at $500,000+.
• Create gift opportunities with internal partners (e.g., state directors, philanthropy colleagues, program directors, and project managers) to meet organizational priorities and pursue funding in support of these goals.
• Develop, write and carry out prospect engagement strategies by identifying, qualifying, and cultivating prospects; determining amount and timing of requests; writing and overseeing the writing of proposals; soliciting prospects in face-to-face meetings; providing verbal and written communication necessary to secure the gift, and delivering appropriate stewardship and reporting of gifts made. This position will have an objective of qualifying at least 24 prospects per year
• Conduct donor visits regularly and often with a goal of 45 meaningful visits per year, including qualification visits and making direct solicitations and closing gifts. Strategically partner with TPL Leadership, volunteers, and staff on such visits and prepare with pre-meeting planning and post-meeting debriefing and follow up.
• Plan and monitor timeline of activities for each donor or prospect including proposal due dates, reporting dates, cultivation and stewardship activities.
• Manage simultaneous proposals and strategies while meeting required deadlines. Determine an effective sequence of work.
• Coordinate with finance director, program directors, and philanthropy directors to develop proposal budgets and monitor accountability for grant contracts.
• Work with philanthropy counterparts in coordinated, TPL-wide activities, such as joint grant requests and stewardship, and participating in functional team meetings.

30%   Prospect and Portfolio Development:
Identify foundation and corporate prospects. Write letters of inquiry, corporate pitches, concept papers, and research briefings.