Director of Development

Full-time, salaried, exempt position; 40 hours per week

Application Deadline: October 15, 2021

POSITION SUMMARY

The Music Hall, a nonprofit performing arts organization in seaside Portsmouth, NH, seeks a Director of Development to oversee a blend of direct reports and shared positions to set the strategic direction, management, and ownership of all contributed income including membership, corporate sponsorship, special fundraising events, planned giving, capital funding, grants, and corresponding fundraising expenses.

This position will be instrumental in the creation of the next major capital campaign to include planned giving fundraising strategies as a major component of dollars raised while integrating and enhancing the use of technology in The Music Hall’s fundraising and stewardship efforts. 

The Director of Development reports directly to the Executive Director and is the primary relationship manager with major donors, sponsors, and stakeholders while being responsible for setting the strategic direction of maximizing contributed income across all fundraising programs and platforms. 

As part of The Music Hall leadership team, this position actively participates and collaborates on day-to-day theater operations, public relations, goal setting, strategic planning, and longer-term needs while considering The Music Hall’s mission, vision, and core values. The Director of Development also serves as a liaison with the Board of Trustees and provides staff leadership for a number of board committees.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

Major Gifts, Memberships & Corporate Sponsorship: 

• Primary person responsible for the management of high-level relationships, pipeline development, cultivation of prospects inclusive of direct solicitation, orchestration of “asks,” and all member/donor/sponsor related communications. In collaboration with the Executive Director, assigns relationships to other key staff/board members according to best fit and ability to successfully manage long-term relationships for the organization.
• Primary staff person responsible for the management of Major Gifts and Corporate Sponsorship committees and as needed, various ad-hoc fundraising task-forces. Oversees data analysis, agenda preparation, and committee member assignments with other assigned staff members. Assists with recruitment of board and committee members in compliance with organization bylaws and nominating and governance practices.
• Creates and oversees logistics and strategy for opportunistic engagement and cultivation opportunities through social clubs, special donor events, and private gatherings, i.e.: dinners. Responsible for oversight of event logistics, budgets, invites, messaging, and post-event follow-up activities. Personally drives participation in events to ensure success. Regularly attends Music Hall shows and engages with patrons, members, and sponsors.
• Works in conjunction with the Ticket & Member Services Manager to develop strategies to keep patrons, donors, and sponsors engaged. Identifies and uses communications to cross-sell inclusive of corporate rentals and corporate group sales. 
• Partners with the marketing and programming teams to identify and value “assets'' inclusive of programming series, community outreach, partnership and educational initiatives. Sells highly valued engagement opportunities to corporate sponsors and local businesses such as sponsorships and playbill placements while overseeing and monitoring existing donor benefits for continuous improvement.
• Responsible for coordination with the marketing department for strategic messaging, promotions, digital/printed materials, and website presence to further the mission, vision, and success of the organization to illustrate value propositions to members, sponsors, and major donors. 

Capital Campaigns: 

• In collaboration with the leadership team, actively participates in creating long term strategic plans inclusive of capital fundraising campaigns. As fundraising priorities are determined through board-approved strategic plans, this position is responsible for creating campaign pyramids, budget goals, campaign marketing materials, and timelines. 
• Ensures capital campaign fundraising strategies are inclusive of planned giving fundraising goals and foundation/institutional grants. 
• Responsible for identifying and maintaining relationships with granting agencies.

Revenue Generation/ Budget Development & Oversight:

• Direct ownership of all contributed income and capital campaign budget goals and financial projections in alignment with overall organizational financial goals and strategies. 
• Establishes and communicates budget roadmaps to achieve or exceed budget goals inclusive of strategies for growth and retention. Takes a leadership role in both vision and promotion of key new initiatives. As conditions change, is responsible for adapting fundraising strategies and related budgetary goals as necessary.

MINIMUM QUALIFICATIONS

• Education level: Bachelor’s Degree; Master’s Preferred
• Experience: 7-10 years in nonprofit fundraising 
• Demonstrated ability to grow individual giving, major gifts, and corporate sponsorship 
• Specific skills: Relationship management, sales and marketing, strategic planning, and nonprofit board management 
• Passion for nonprofit arts and cultural institutions
• Ability to maintain a high level of confidentiality, strong organizational skills, and attention to detail
• On-site position in Portsmouth, NH office 
• Willingness and ability to work within rigorous and demanding time schedules, across morning, evening, and weekend hours including regular attendance at Music Hall events and shows

• Proficient in Microsoft Office and Google Suite
• Experience in using CRM databases; Salesforce/Patron Manager preferred

OTHER DESIRED QUALIFICATIONS

• Certified Fundraising Executive (CFRE) and/or Charitable Advisor in Philanthropy (CAP) preferred
• Capital campaign management and oversight experience
• Experience in developing planned giving strategies, documentation standards, and stewarding long term relationships 
• Experienced in the use of modern fundraising technologies

References may be requested. 

RELATIONSHIPS

Reports to: Executive Director

Subordinate Staff: Development & Box Office Positions:

• Corporate & Foundation Relations Manager - 100% direct report
  • Part-time seasonal independent contractor for playbill placement sales
• Ticket & Member Services Manager - 50% direct report 
• Ticket & Member Services Analyst - 50% direct report
• Ticket & Member Services Coordinator - 50% direct report 

BENEFITS

• Salary and bonus commensurate with professional experience
• Health care package: health and dental
• Cell phone reimbursement
• 24 days of accrued earned time 
• Free parking
• Plus: 401K program with discretionary match and annual bonus (contingent on organization exceeding its annual goals)

ABOUT THE MUSIC HALL

In 1878, The Music Hall opened its doors as a Vaudeville theater, bringing a fresh cultural vibrancy to the city of Portsmouth. Fast forward 140 years and The Music Hall - with a second theater, The Loft —has been pivotal in a revitalization of downtown into one of the most robust arts destinations in New England. We are a vibrant cultural and community hub, hosting over 130,000 patrons every year.

Position Background

In 2019, The Music Hall’s contributed income total was $1.7M and made up 30% of the annual operating budget. This level of contributed income has been sustained throughout the COVID-19 pandemic. From 2007-2012, The Music Hall’s Treasure the Future (TTF) Campaign generated over $12.8M. Since then, smaller-scaled capital campaigns have been folded under the TTF campaign for ongoing infrastructural improvements, totaling approximately another $2.5M.

Our Vision

To enrich, entertain, and inspire all through world-renowned and community-based programming in our beloved gathering spaces.

Our Mission

The mission of The Friends of The Music Hall is to present the very best of diverse performing and related arts and to serve as an active and vital art center for the enrichment of the Seacoast community.

Purpose: The Music Hall Bylaws

The purposes of the Corporation shall include but are not limited to the following: (a) to maintain one or more theatres with the primary purpose of providing quality theatre, music, dance, opera, cinema, literary discussions, and other appropriate performing arts; and (b) to establish and maintain artistic, student, and community-based programs or series that strengthen the communities that the Corporation serves. 

Please submit a cover letter and resume to Ashleigh Tucker Pollock at atucker@themusichall.org

The Music Hall is an equal opportunity employer. We highly encourage those traditionally underrepresented in our industry to apply. For individuals with disabilities who would like to request an accommodation, we encourage you to email Ashleigh Tucker Pollock at atucker@themusichall.org.