Royal Botanic Gardens, Kew Kew Foundation Trusts & Foundations Manager

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1 Royal Botanic Gardens, Kew Kew Foundation Trusts & Foundations Manager 1. Background Information Kew is the world s leading botanic gardens, at the forefront of plant and fungal science, a UNESCO World Heritage Site and a major visitor attraction. We want a world where plants and fungi are understood, valued and conserved because our lives depend on them. We use the power of our science and the rich diversity of our gardens and collections to provide knowledge, inspiration and understanding of why plants and fungi matter to everyone. Kew Foundation is the fundraising arm of Kew, raising c. 20m a year towards heritage, science, education, arts and conservation activities in the UK and overseas. 2. The Role Job Title Trusts & Foundations Manager Location Kew Gardens, South West London Reports to Associate Director, Corporate & Foundation Partnerships Principal working relationships Trustees and staff of donor organisations, Development team, Heads of Department across Kew, Kew project leaders, Foundation colleagues, Foundation Council. Purpose To maximise income from Trusts & Foundations towards Kew Foundation s fundraising efforts. To be a key member of the Development team. To support the AD Corporate & Foundation Partnerships in developing and delivering the fundraising strategy. 1

2 2.1 Key criteria for success After 6 months in post, the successful candidate will have: Met agreed activity and income targets Contributed to the fundraising strategy as an active member of the Development team Developed and implemented cultivation strategies and solicitation plans for current, lapsed and prospective donors Helped to create proposals for priority fundraising projects Become competent in presenting a wide range of Kew s priority projects to prospective supporters Successfully managed approximately 100 key accounts Demonstrated a flexible and can-do approach in all elements of daily work Kept accurate and up-to-date contact records on CRM database and shared drive Become a strong, successful and respected member of the team both within Foundation and across Kew as a whole, operating with integrity in all relationships, and sharing the achievement of Kew s mission as a common goal. 2.2 Key Responsibilities 1. Prospect Identification and Solicitation Identify and build effective and sustainable relationships with major grant making Trusts and Foundations, including Corporate Trusts and Foundations, with the capacity to give 100,000+ Lead on funding proposals, securing income via face-to-face meetings and other appropriate means of solicitation Develop a personalised, detailed and integrated fundraising approach for trusts/foundations tailored to the philanthropic motivation, needs and interests of trust and foundation prospects and the strategic goals and formal guidelines of grant makers Develop robust funding proposals for key projects at both Kew and it s botanic garden in Sussex, Wakehurst Represent Foundation to senior volunteers, potential and existing supporters and colleagues at Kew With the Trust & Foundations Officer, identify and support the development of appropriate events through which to engage current and prospective Trust & Foundation supporters

3 Identify other income streams which would naturally sit within the Trusts and Foundations team remit, such as UK and international lotteries, pursuing these opportunities to secure income Manage a prospect pool of identified prospects and build relationships with these prospects through one-to-one meetings or other substantive engagements and through co-ordinating and staffing meetings with members of Kew as appropriate Work towards a series of benchmarks and personal targets which include meeting count, asks, pipeline moves, and to contribute to the Department s income and participation goals. 2. Income Generation and Reporting Define and achieve income targets Report monthly, quarterly and annually on progress against key performance indicators Keep colleagues closely informed regarding progress with prospects and donors Seek appropriate authority, for example from the Associate Director, Corporate and Foundation Partnerships, in relation to key prospect actions and gift solicitation if required Produce clear, cost-effective expenditure budgets for specific activities (such as production of materials) and to be responsible for cost control in order to maintain or improve return on investment Maintain donor and prospect records on the CRM database, in paper files and electronically on the shared drive, capturing and sharing relevant donor and prospect information and taking a sensitive approach to confidential material. 3. Stewardship Strategically and creatively steward donor relationships in order to develop and enrich long-term personal relationships between the donor and Kew Ensure that all parties involved internally and externally are fully aware of and in agreement with the commitments on each side Ensure legal agreements are in place where needed Ensure the effective management of relationships, including excellent communication, all grant agreement obligations fulfilled and reporting on delivery of all partner outcomes Build and develop cross-kew relationships to facilitate trust and corporate foundation partnerships Maximise funds raised from specific relationships by identifying further opportunities to solicit support including additional submissions to trusts and 3

4 foundations or approaches to corporate foundations, working with colleagues to develop these opportunities Provide writing expertise for the development of proposals and any other promotional materials in support of fundraising initiatives Attend events for the Foundation as required Represent donors interests and needs to Kew colleagues, ensuring commitment to the delivery of grant requirements, project outcomes and appropriate donor recognition, in line with Kew s Donor Acknowledgement Guidelines. 4. People Management Lead and motivate the Trust and Foundations Officer, enabling them to use their skills and experience to best effect, carrying out regular appraisals, setting objectives, monitoring performance against targets, and addressing individual development needs Manage everyday issues in the team as they arise, including managing teamwork/timekeeping/sickness/absence/behaviour in line with company policy. 5. Project Management, Administration, Research and Record Keeping Maintain appropriate donor and prospect records To act as the key contact within the Foundation for a portfolio of grant giving clients ensuring effective management of relationships and fulfilling terms of agreement Work with colleagues across Kew to articulate priority fundraising projects, including seeking and managing expert input in to the process of defining projects, drafting proposals and writing accurate and inspirational case statements Manage the timely reporting to major givers according to their criteria, interests and expectations on funded projects Contribute to and comply with best practice, including legal compliance, data management, volunteer support, risk management, financial/hr/hse policies and procedures. 6. Other duties as required Execute other tasks within the Foundation team as necessary and within established performance standards and office routines e.g. database inputting and data protection guidelines Adhere to all relevant Kew and Foundation policies Participate in relevant meetings, contributing to strategy, discussions and decisions to achieve the acquisition of new donors and volunteers

5 The role may require occasional after hours work and travel. Person Specification Experience and knowledge Essential Excellent written and oral communication skills with an ability to present and negotiate the case for support with trust & foundation prospects Experience of working with trusts and foundations (including corporate foundations) to create major partnerships ( 100k+) Proven ability to meet challenging income targets and to achieve financial objectives Experience of line managing and mentoring/coaching junior staff Project management skills, including experience of managing multiple complex projects simultaneously and marshalling a range of people outside your team to deliver effective partnerships Experience of developing and delivering fundraising strategies (e.g. prospect solicitation plans) Educated to degree level or equivalent, ideally in a science, conservation or heritage related subject IT literate and with experience of fundraising databases Experience of presenting funding proposals and negotiating contracts An innovative, flexible and imaginative approach to discussions and negotiations Outstanding listening skills, with the ability to absorb and assess detailed information from a wide variety of sources. Desirable Understanding of corporate foundation motivations and the various avenues for corporate support Experience of development grants and international funding sources Experience of working in a large complex organisation, or with multiple stakeholders. Skills and abilities Excellent organisational skills, ability to meet deadlines and to stay within budget Highly developed interpersonal skills and ability to influence at all levels through persuasion and negotiation 5

6 Capacity for synthesis finding and summarising information on a wide range of topics to tight deadlines Outstanding analytical and communication skills, both written and verbal Proven ability for strategic, creative and lateral thinking Ability to handle sensitive information tactfully and to maintain strict confidentiality High degree of personal initiative and ability to work effectively in small teams and cross-departmentally. Attitudes Self-motivated, proactive and resilient Positive attitude Flexibility, commitment and willingness to get involved Confident and mature approach Able to remain calm under pressure Demonstrated commitment to teamwork Target driven, with a grounding in long-term strategic approach Strong interest in Kew s core activities and commitment to the organisation as a conservation body Sense of humour and genuine curiosity about, and interest in, people.