Associate Director, Prospect Management

Johns Hopkins, founded in 1876, is America's first research university and home to nine world‑class academic divisions working together as one university.

The Associate Director, Prospect Management will work with the Sr. Associate Director and other colleagues to support the vision, priorities, policies and procedures for the Relationship Management (RM) programs across Johns Hopkins. The Associate Director will also provide critical support in management of the JHAS Salesforce database in Development & Alumni Relations (DAR) and is responsible for managing DAR services for portfolio optimization and pipeline management.

The Associate Director will provide direct support to fundraisers on major gift teams across DAR in all areas of prospect management and will serve as a thought partner with the Sr. Associate Director on the overall prospect management program. Situated within the Office of Advancement Services (OAS), the Relationship Management and Prospect Analytics (RMPA) function supports frontline fundraising efforts by establishing and maintaining policy and practice related to the tracking and coordination of prospect activity through the donor cycle, focused on the strategic management of major and principal gift prospects.

The RMPA team partners with fundraisers to optimize portfolio and pipeline management; establish systems and workflows for prospect qualification; track and report on performance metrics; and develop data tools, systems, and reporting in support of these efforts.

• Implement and manage portfolio management services for DAR staff.
• Analyze portfolios on various criteria, including size, balance, composition, value and FY yield.
• Utilize analysis findings to develop portfolio recommendations, with the goal of optimizing the size and distribution of assigned prospects to maximize gift yield.
• Meet regularly with Development Officers and supervisors to discuss analysis findings and recommendations.
• Provide concrete ways for Development Officers and staff to understand and actualize recommendations to ensure utilization and focused portfolios.
• Identify and manage discovery pipeline needs for Development Offices.
• Regularly review and analyze discovery prospect data against needs.
• Partner and work with Development Research to address gaps and needs, and to determine ideal information dissemination methodologies.
• Identify goals and key performance indicators for portfolio review, portfolio management and pipeline services. Track progress to inform outcomes. Report out on outcomes and determine needs for improvements and enhancements.
• Manage the Prospect Management Network (PMN) for development coordinators and staff.
• Work with Sr. Associate Director to establish and support new prospect strategy services for DAR staff.
• Prepare and/or present education and training to DAR staff on prospect management topics as needed.
• Query and analyze data within the Prospect Management module of Salesforce Ascend CRM as needed for project and reporting purposes.
• Identify best practices for prospect development and adhere to industry standards and ethical guidelines, such as those promoted by the Council for the Advancement and Support of Education (CASE) and the Association of Professional Researchers for Advancement (APRA).
• Provide direct data, system, and policy support to unit, development officers, and other university staff to ensure timely and accurate management of prospect data.
• Serve as lead relationship management contact for one or more fundraising units and meet with assigned development offices regularly to review prospects and projects.
• Support prospect management operational functions including but not limited to formal and informal training of DAR staff, data analysis and visualization, system enhancements, and data maintenance.
• Provide direct data, system, and policy support to unit, development officers, and other university staff to ensure timely and accurate management of prospect data.
• Other duties as assigned.

• Bachelor's degree.
• Five years related experience.
• Additional education may substitute for required experience and additional…