The Director of Institutional Relations serves as a senior staff person responsible for stewarding relationships, advocating and ultimately raising philanthropic support for the BSO through the identification, engagement, cultivation, solicitation, and stewardship of institutional partners, including foundations and corporations but also with a specific attention paid to government agencies in both the Baltimore and greater Washington, D.C. markets. Requiring solid local connections in both markets, this position is a trusted face of the BSO team. This position leads the Institutional Giving team’s implementation of a comprehensive campaign presently comprised of a baseline portfolio of 125+ entities, which generate more than $5M in annual grants and sponsorships in support of the BSO’s year-round musical presentations, education, and outreach programs as well as special initiatives. In addition to annual funding goals, the Director will play a key role in supporting the BSO’s long-range goals including planning and securing support for projects of national distinction and innovation in the areas of artistic excellence, education, outreach, and audience development. The Director works closely with executive leadership, the Development team, BSO program staff, corporate leaders, program officers, board members, and donors to devise and execute new strategies to enhance philanthropic support.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Work closely with the Vice President of Development, Vice President at Strathmore, President & CEO, Music Director, and Board, as well as Associated Director of Institutional Giving, to identify and develop new sources of corporate, foundation, and government funding o Design and implement creative, long-term strategies for achieving fundraising goals, expanding the donor base, and developing new funding sources, such as affinity groups and multi-year gifts opportunities for a wide range of institutional priorities o Supporting the Vice President of Development to activate and deploy a Corporate Council as part of newly established Board Committees • With the Vice President of Development, establish the department’s fundraising goals, monitor overall budgets, and aid in preparation of analytical reports to measure progress toward fundraising goals for BSO leadership • Oversee and provide leadership direction to the Institutional Giving Program, including but not limited to: o Reviewing sponsorship proposals, grant requests and reports for consistency of institutional voice, a compelling narrative and impact analysis o Devising and monitoring a strategy for regular meetings and report-outs with key funders, deploying the Intuitional Giving team, senior leadership and volunteers as needed o Working closely with the Vice President of Development, Institutional Giving and marketing teams, review and identify opportunities for enhanced sponsor benefits and promotion of the BSO’s programming o Support best practice crediting and recognition policies and procedures for all institutional donations, including but not limited to print (Overture Magazine, brochures) and digital (website, concert emails, advertising) vehicles, as well as ensuring funder and prospect database records are up-to-date o In collaboration with the Associate Director, Director of Principal Gifts, Vice President at Strathmore and the Vice President for Development, coordinate collaborative strategies for blended gifts inclusive of special BSO programs including the Gala and Orchkids • Personally manage a portfolio of 50-75+ institutional funders with a capacity to give $25,000+, including the BSO’s government (local, state and federal) portfolio: o Identify and cultivate potential funders; develop and submit timely proposals; steward donors and oversee grant compliance; and renew gifts for general operations, education and community engagement programs, and special projects including capital and technological enhancements, marketing, and other opportunities as needed. o For Montgomery County, work closely with the VP of the BSO at Strathmore in application, reporting and stewarding. • Supervise, mentor, and train Institutional Giving Department staff of 2 full-time professionals to create and implement effective cultivation, solicitation, and stewardship strategies for donors in each of their portfolios o Support the creation of an Annual Report for efficient use in the Institutional campaign, and to enhance transparency, reporting and showcasing across all donor and audience categories. • Represent the BSO and interact with all levels of the organization and donors. • Work concerts and special events
QUALIFICATIONS AND CAPABILITIES
• Bachelor’s degree required; advanced degree strongly preferred • Minimum of five to seven years of experience in institutional fundraising in the non-profit field, preferably in the arts, or equivalent experience (e.g. corporate and business relations, grant management, etc.) • Knowledge of either the Baltimore and/or Montgomery County markets is required, while both is preferred • Proven ability to personally cultivate, solicit, and steward gifts from foundations, corporations, and government agencies • Exceptional communication, interpersonal, and negotiation skills with the ability to edit others work and to develop clear and compelling written and verbal case statements, proposals, reports, etc. • Project management and budget development experience • Expert organizational skills and ability to meet deadlines • Comprehensive knowledge of fundraising practices • Proficiency in Tessitura or other development technology for constituent management • Ability to work flexible hours including evenings and weekends on occasion
Additional Salary Information: COMPENSATION AND BENEFITS
• Salary negotiable, commensurate with qualifications and experience.
• The BSO offers a competitive salary and provides excellent benefits to all full-time employees including:
o Health insurance – two options to choose from (HMO or PPO High Deductible); all at low cost to
o Dental, Life, and Long-Term Disability Insurance, paid 100% by the BSO
o Generous paid time off, including annual, personal, and sick leave
o A 403(b) plan
o Health Savings Account and Flexible Spending Accounts, including Medical and Dependent Care
o Employee Assistance Program
o Free and / or discounted tickets to BSO concerts
About Baltimore Symphony Orchestra, Inc.
For over a century, the Baltimore Symphony Orchestra (BSO) has been recognized as one of America’s leading orchestras and one of Maryland’s most significant cultural institutions. Under the direction of Music Director Marin Alsop, the orchestra is internationally renowned and locally admired for its innovation, performances, recordings and educational outreach initiatives including OrchKids.
The Baltimore Symphony Orchestra performs annually for more than 350,000 people throughout the State of Maryland. Since 1982, the BSO has performed at the Joseph Meyerhoff Symphony Hall in Baltimore, and since 2005, with the opening of The Music Center at Strathmore in North Bethesda, MD, the BSO became the nation’s first orchestra performing its full season of classical and pops concerts in two metropolitan areas. More information about the BSO can be found at BSOmusic.org.