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Director of Advancement
at Primary Care Progress
Cambridge, MA

Director of Advancement
at Primary Care Progress
Cambridge, MA

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Description

DESCRIPTION

 

Primary Care Progress (PCP) is seeking a dynamic, motivated individual to play a leadership role in developing and executing our fundraising and business development strategy and expanding revenue-generating partnerships including our client services business, sponsorships, foundation grants and individual donor support. The Director of Advancement will work closely with the Chief Executive Officer and senior leadership team to develop and execute a fundraising and business development strategy in order to significantly grow revenues, with a focus towards long-term, mission-aligned sustainability. The Director will be responsible, together with the entire leadership team, for securing funding for PCP’s work by leading and managing activities through all phases of the business development and fundraising cycle. Such activities include identifying and prioritizing opportunities, establishing an active pipeline of clients, funders, and donors, developing and managing relationships with prospects, and transitioning prospects to ongoing client and funding partners.

 

ABOUT PCP

 

Founded in 2010, Primary Care Progress is a national 501(c)(3) organization committed to building a stronger primary care system. Working with current and future healthcare professionals from across disciplines and career stages – from students and faculty to providers and health systems leaders – we offer leadership and team development and support that emphasizes relational skills, individual resilience, and advocacy. By providing the resources and community necessary to excel, we’re strengthening the individuals and teams at the heart of primary care, ultimately leading to sustainable models of care and better health for all.

 

OUR VALUES

 

Our organization is driven as much by our values as we are by our mission. That means every member of the team works hard to embody:

 

  • Trust, Integrity, and an Eagerness to Learn

We engage really smart people, invest in them, and trust them to do their best.

  • Commitment to the Team and the Mission

We believe in the strength of diverse, engaged teams, working collaboratively to achieve great things.

  • Equity and Inclusion

We’re fearless advocates for health equity and access, championing a system of care that welcomes and respects all.

 

RESPONSIBILITIES OF THIS ROLE

 

Fundraising & Development

  • Working in collaboration with the CEO, senior team, and board of directors, successfully establishes, implements, monitors, and achieves annual fundraising strategy—including pipeline development, donor cultivation, board relations, donor solicitation, grant seeking, writing, reporting, and stewardship—that is aligned with PCP’s mission, strategic plan, and programmatic goals
  • Responsible for generating revenue in excess of $150,000 from grants and donations in year one with an assertive growth strategy in subsequent years
  • Manages all fundraising programs including major gifts, annual appeals, special events, planned giving, and corporate and foundation grants
  • In concert with CEO, manages a portfolio of top prospects and donors
  • Works in a matrixed relationship with the Marketing and Communications Team as well as the Programs Team to leverage organization financial and human resources in these areas, including co-managing the Development and Communications Coordinator role
  • Cultivates positive relationships with donors to maintain and increase their support
  • Generates letters of inquiry, proposals, applications, reports, and other funding requirements to private foundations, corporations, and prospect donors. Ensures timely delivery of grant proposals and  reports
  • Prepares development revenue reports against goals for CEO

 

Business Development

In close partnership with Programs Leadership and Team:

  • Leverages current client/partner relationships and develops new relationships that are aligned with PCP’s mission and programs
  • Develops and nurtures networks to build and maintain a pipeline of prospects with organizations including health systems, hospitals, community health centers, private practices, medical schools, universities, and other healthcare organizations
  • Is and remains highly knowledgeable of the “market” and its core needs and, through a consultative sales approach, can consistently demonstrate the value of PCP’s programs to potential clients and partners
  • Responsible for generating in excess of $300,000 in program revenue in year one with an assertive growth strategy in subsequent years
  • Oversees all aspects of the sales cycle including identifying new prospects, qualifying prospects, making sales presentations, partnering with the Programs teams to develop program proposals, and transitioning prospect to contracted partners/clients
  • Ensures client satisfaction, to retain client relationships, and to advance new business opportunities
  • Generates new revenue through the sale of PCP’s programs and consistently achieves or exceeds business development targets
  • Tracks and prepares reports on earned revenue for the CEO
  • Establishes and maintains client relationships to ensure ongoing support, tracking all engagements in customer relationship management system

 

General

  • PCP is a small team, operating with a “start-up” mentality. As such, we are ideally looking for an “all-around performer” with strong leadership, analytics, and communication skills. This team member should also be a solid fit with our culture and have a strong passion for impact in healthcare.
  • Leads the Fundraising and Business Development program, providing leadership, vision, strategic direction, and oversight
  • Develops a 3-5 year strategy to ensure integration with PCP’s strategic goals and initiatives, and to ensure short- and long-term goals and objectives are defined, communicated and implemented
  • Visits with potential clients, conducts outreach activities, and attends conferences. He/she will also provide strategies for improving PCP’s positioning in the marketplace.
  • Manages affiliated staff and/or consultants (often in partnership with other Senior Team members in a matrixed model), including goal setting, tracking of progress toward goals, and overall performance management
  • Develops and oversees annual work plan and budget
  • Provides insight, guidance, and support to the CEO and Board
  • Helps identify strategic collaboration opportunities
  • Provides Board updates as needed and requested
  • Provides thought leadership and reflection for executive leaders in relation to tools, strategies, and new developments in the field
  • Serves on the leadership team to coordinate with other directors and executive staff to ensure organizational integration and team building efforts and support the implementation of the organization-wide strategic plan

 

COMPETENCIES

 

  • Excellent written and verbal communications skills
  • Excellent relationship builder and communicator
  • Action-oriented and adaptable problem-solver with the ability to exercise professional judgment to find solutions to problems
  • Strong interpersonal skills and the ability to engage a wide variety of individuals in support of mission, common goals, and effective teamwork
  • Ability to work both independently and as part of a team in an entrepreneurial, collaborative, and fast-paced setting
  • Ability to coordinate multiple, complex projects with a high degree of organization, attention to detail, and flexibility
  • Demonstrated passion for Primary Care Progress’ mission to transform primary care delivery through leadership and team development

 

QUALIFICATIONS

 

  • At least 5-7 years of professional experience required, with a minimum of 3 years of successful fundraising  and/or business development experience
  • Experience in business development, selling programs or services to clients in either the non-profit or for-profit sectors
  • Track record of securing grants ranging from $50,000 - $250,000 and individual donations ranging from $10,000 - $50,000
  • Strong writing skills for both grant and business proposals
  • Proven knowledge and successful track record of planning and implementation of fundraising and/or business development strategies
  • Demonstrated analytical skills with the ability to identify opportunities for donor stewardship and business leads and to attain fundraising and business development goals
  • Demonstrated experience with a sales cycle, including relationship-building, lead generation, pitching, proposal writing, and conversion to business
  • Excellent skill and understanding of Salesforce database, analytics, gift processing and donor relations required
  • Willingness to travel nationally to prospect and/or client/partner sites locations on average 1-2 times per month and to attend occasional evening and weekend meetings/events
  • Strong managerial and leadership skills necessary
  • Bachelor’s degree or equivalent experience required ; Graduate degree in a related field preferred

Primary Care Progress provides equal opportunity in employment for all qualified persons and prohibits discrimination in employment on the basis of race, color, religion, creed, sex, sexual orientation, gender (including pregnancy), gender identity, national origin, citizenship, ancestry, family status, age, veteran status, disability unrelated to job requirements, genetic information, military service, or other protected status. All personnel actions, including but not limited to those relating to hiring, job assignment, performance assessment, promotion, compensation, benefits, layoff and termination, are based on the principle of equal employment opportunity.

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