Discovery Officer, National Discovery na Vanderbilt University

The Discovery Officer is part of the National Discovery Team and is a road warrior role responsible for a high-volume of prospect discovery, qualification, and solicitation across the country. This team is fast-paced, collaborative, and impact-driven; its strategic priority is to rapidly strengthen Vanderbilt’s donor pipeline and raise funds for all areas and priorities in the short-term, while investing in long-term relationship building with prospects to build the foundation for future campaigns. This is an entry-level, externally facing front-line fundraising role which serves as a training ground for gift officers for schools and units and prioritizes a holistic approach toward staff development. 

About the Work Unit:

The Department of Development and Alumni Relations (DAR) assists Vanderbilt University in securing the resources, both human and financial, that are required to achieve its mission and goals. The Department is responsible for the identification, cultivation, solicitation, and stewardship of individuals and organizations whose charitable objectives are consistent with those of Vanderbilt University’s teaching and research programs.  You can find more information at www.Vanderbilt.edu/dar/

Key Functions and Expected Performance:

Execute a national strategy to discover and qualify as many prospects as possible.

• Conduct 33 discovery visits quarterly to qualify prospects for capacity and affinity
• Travel 2-3 times per month to a portfolio of regions in the continental United States
• Identify prospects with the ability to make a major, planned, or principal gift to VU
• Hand-off active referrals to school/unit fundraising teams and work collaboratively with regional and school/unit gift officers on strategies for a targeted region
• Devise, develop, and test different outreach strategies to increase contact rates and visits, leveraging email, text messaging, phone calls, and LinkedIn
• Leverage visits and prospect relationships to identify new leads and tap new personal networks

Raise funds for all schools, units, and priorities by soliciting gifts of $2,500, $25,000, and higher.

• Conduct 5 visits quarterly to solicit new commitments of $25,000 and higher 
• Solicit all prospects for leadership annual gifts of $2,500+ and multi-year commitments with strategies to upgrade
• Work collaboratively with planned giving staff for new bequests and other blended gifts
• Steward donors with thoughtful updates and personalized attention throughout the year

Actively participate in professional development, training, developing yourself as a VU fundraiser. 

• Champion a generalist mindset to be informed and comfortable discussing schools, units, centers, and priorities across the university with stories, examples, and engaging content
• Hone fundraising pitches and conversational tactics using open-ended conversation, thoughtful follow-up, and mission-centric messaging to engage prospects in VU’s philanthropic goals 
• Participate fully in professional development opportunities, including informal mentorship and more formalized onboarding and training programs through the Development and Alumni Relations Academy
• Seek continuous improvement and learning across job functions and external activities from prospect outreach, discovery visits, crafting intentional conversations, making asks, and managing follow-up

Contribute to an outcome-driven team.

• Measure individual performance and growth through a personalized gift officer scorecard with clear goals and real-time tracking; benefit from a performance-based bonus model annually
• Embrace a positive work-culture with the goal of balancing travel, in-office days, and flexible work arrangements    
• Support colleagues on the team and throughout the organization to meet their goals, share fundraising credit, and collaborate on prospects with multiple affiliations and interests

Other duties as assigned

Work Environment:

This position will be hybrid located in the Nashville area.  The expectation will be 1 day in the office per week, or more depending on business needs.

Supervisory Relationships:

This position does not have supervisory responsibility; this position reports administratively and functionally to the Director of Development, Discovery Team. 

Education and Certifications:

• Bachelor’s degree, or the equivalent, is necessary

Experience and Skills:

• One year of relevant experience, or the equivalent, is necessary and an interest in front line development/fundraising work is desired

• Willingness and ability to connect, engage, and directly solicit prospects

• Passion for making connections and having conversations daily with new people; driven to meet high-volume metrics with urgency and to make an impact

• Energized through social interactions and comfortable with making direct asks of alumni and having purposeful conversations that build relationships and have an impact on goals and metrics

• Excellent oral and written communication skills

• Interpersonal skills and judgment suitable for exercising appropriate discretion and demeanor when dealing with alumni, parents, friends, and employees

• Ability to exercise good judgment in the handling of confidential information

• Ability to use current computer technology, such as Windows, Excel, Word, and Vanderbilt’s donor management system

• Some evening and weekend work, as needed 

• Driving is considered an essential job function for this role. Must have and maintain a valid driver's license and a satisfactory driving record. Vanderbilt University engages a third party to provide up-to-date notifications regarding negative changes to motor vehicle records.

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