Prospect Development Assistant Manager (Institutional Giving)

About The Kennedy Center

“I am certain that after the dust of centuries has passed over our cities, we, too, will be remembered not for victories or defeats in battle or in politics, but for our contribution to the human spirit.” – President John F. Kennedy

The Kennedy Center is the nation’s cultural center and living memorial to President John F. Kennedy. Located on the banks of the Potomac River in Washington, D.C., the Center presents performances across all genres, and is also home to artistic affiliates Washington National Opera and National Symphony Orchestra. 

At the Kennedy Center, we strive to foster belonging and empowerment at work. We are able to advance our mission because of our committed and passionate employees. We are fortunate to be able to leverage their diverse perspectives, life experiences and skills to inform how our workplace can be a safe, transparent, and replenishing community. The Kennedy Center is an equal opportunity employer and does not discriminate against any employee or applicant based on race, religion, gender identity, sexual orientation, disability, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. 

Mission Statement: As the nation's performing arts center, and a living memorial to President John F. Kennedy, we are a leader for the arts across America and around the world, reaching and connecting with artists, inspiring and educating communities. We welcome all to create, experience, learn about, and engage with the arts. 

Why Join Us

We offer a comprehensive range of benefits to all full-time employees including: 

• Staff offers for discount tickets
• Retirement plan with organization matching (after 1 year of employment)
• Qualifying employer for the Public Student Loan Forgiveness Program (PSLF)
• Commuter programs including pre-tax options for discounted parking and SmartBenefits (WMATA)
• Annual Leave, Sick Leave, and Personal Days available immediately upon hire
• 11 paid holidays per year 
• Medical, Dental, and Vision benefits with FSA and HSA options, and paid FMLA
• Flexible work arrangements
• We like to have fun! Check out the Kennedy Center National Dance Day 2023 staff video!

Job Description

The Development Office at the Kennedy Center is a vibrant, dynamic, and creative group of more than 90 professionals responsible for finding new, creative, sustainable, and efficient ways to meet or exceed the institution’s over $80M annual contributed income goal each year. These funds support the organization’s extraordinary programming—world class performances on our many stages at the Kennedy Center in Washington, D.C.; local, regional, and national education programs reaching students, teachers, families, and budding artists; and community-driven social impact programming that upholds the legacy of President Kennedy in our role as his presidential memorial.

The Prospect Development, Intelligence, and Analytics team is a shared services division in the Development Office, using data-driven decision-making, strategic planning, revenue forecasting, pipeline analytics, and prospect research to inform, support, and evaluate departmental fundraising initiatives.

The Assistant Manager, Prospect Development (Institutional Giving) reports directly to the Director, Prospect Development, Intelligence, and Analytics (PDIA). This position collaborates day-to-day with gift officers, advises on portfolio and pipeline management best practices through prospect identification, data analysis, portfolio optimization and related services in support of the Corporate Relations and Foundation and Government Giving team’s fundraising goals. This individual will research, analyze and recommend strategy on corporate, foundation and government prospects, translate results/findings into actionable intelligence, and develop reporting tools that support year-over-year growth in fundraising at the Kennedy Center. This highly collaborative individual is detail-oriented, analytical, a creative problem solver, and committed to using data-driven decision making in project management. This person must have the ability to multi-task, independently plan and organize activities to prioritize daily workloads and projects and meet deadlines.

Key Responsibilities

Prospect & Portfolio Management

• Implement the departmental moves management system to synchronize relationships with institutional funders and gifts officers based on the prospective funder’s philanthropic/community relations interests, affiliation, level of capacity, and existing contacts across the organization.
• Work directly with corporate and foundation gift officers to ensure prospect assignments are clear and transparent, information is accurate, and moves management activities are tracked in the CRM to evaluate the success rate of converting prospects to donors.
• Prepare materials for portfolio and strategy review meetings that will take place at least quarterly with development officers.
• Assess existing funding relationships as well as status of recently lapsed donors; brainstorm methods to engage, retain, and upgrade these donors.

Prospect Research

• Conduct prospect research in order to proactively identify prospective funders, leverage attendance at major events for pipeline development and prospect cultivation, and build the roster of screened prospects ready for assignment.
• Research institutional prospects on a reactive and proactive basis and make appropriate assignments to development officers.
• Compose detailed research materials, such as snapshots and profiles, for institutional prospects.
• Ensure complete, accurate, and timely updates of information are maintained in the CRM as it relates to staff contacts, research notes, and prospect management data.

Major Gifts Tracking and Reporting

• Assess capacity, balance and overall health of portfolios for corporate relations and institutional gift officers.
• Design and deliver pipeline and fundraising activity reports for development officers.
• Provide regular reporting on metrics, portfolio baselines, and pipeline management practices for development officers and departmental leadership.
• Conduct trend analysis that supports the strategic planning and operational effectiveness of the corporate and institutional giving programs.
• Support the Director of PDIA in revenue forecasting and budget projections. Leverage CRM data to make these decisions data-driven, transparent, and accurate.

Training

• Assist in developing curriculum and training materials for the overall department.
• Provide ongoing group and one-on-one training sessions for development officers as needed.
• Help conduct ongoing user support sessions for corporate and foundation gift officers.
• Participate in professional development activities to keep abreast of current trends and practices in the field of prospect research.

Key Qualifications

• Bachelor’s degree or applicable professional experience.
• Minimum of 2 years of prospect development experience with demonstrated achievement.
• Proven research and analytical techniques, emphasizing the ability to gather, evaluate and synthesize complex and large sets of data from various sources and present information in a clear and cohesive manner.
• Experience developing work plans with tasks and tactics that achieve strategic goals and outcomes.
• Experience navigating large, complex organizations, and collaborating across teams to achieve shared goals.
• Familiarity with the philanthropic industry and best practices in prospect development. Specific familiarity with the performing arts is beneficial, but not required.
• Proficiency in database management, Microsoft Office Suite, and other computer skills, as required.
• Experience with Tessitura strongly preferred.
• Experience with prospect research databases (iWave, WealthEngine, Hoovers, etc.) strongly preferred.
• Candidate must be local or willing to relocate to the DMV area.

Additional Information

This position is eligible for flexible work arrangements for candidates who are local or willing to relocate to the DMV area.