Missouri Botanical Garden
  • 10-Jul-2017 to 31-Aug-2017 (CST)
  • Development (025)
  • St. Louis, MO, USA
  • Salary
  • Full Time, Regular


Leads, sets strategic direction, and manages all activities of the Principal Giving Team (PGT).  This includes directing staff and activities for corporate/foundation giving, planned giving, mid-level annual leadership giving, major giving and leadership giving.  Key activities of this team will include identification, cultivation, solicitation and stewardship of donors with the intent to build long-term relationships, develop new donor relationships and increase funding. This role will ensure that all team staff are developing relationships, conducting visit activity, and meeting accountability goals based on a moves management process to increase effective donor engagement and solicitation. The role coordinates all activity closely with the Director, Operations and Membership to ensure consistent communication and implementation of activity across the Division and build programs that complement the Garden's membership programs. The Director, Principal Gifts will be key in building effective partnerships with operational mission areas of the Garden including Science and Conservation, Education, Horticulture, Shaw Nature Reserve and the Butterfly House.


Essential Duties and Responsibilities:

  • Responsible for oversight of the planning and execution of the annual fundraising program goals for the Henry Shaw Society, annual leadership gifts, and annual designated funds.
  • Responsible for oversight, planning and execution of engagement and fundraising programs for special gift projects, capital projects, and endowment needs.
  • With guidance from the Vice President of Institutional Advancement, manages the principal gifts portfolio and provides strategic fundraising counsel for the VP, Institutional Advancement and President and coordinates and supports fundraising activities of the President, including prioritization, research, briefings and donor cultivation dinners and activities.
  • Maintains a personal donor and prospective donor portfolio of 75 key donors, including individuals, corporations and foundations with the capacity to make gifts of $100,000 and up.
  • Accountable for the achievement of revenue goals and program objectives by the team and management of expenses within budget for the team.
  • Supervises staff responsible for executing engagement and fundraising programs of the Principal Giving team, developing and holding staff members accountable with measurable metrics targeted to deliver increase donor engagement and solicitation activity. Establishes a collaborative culture within the Principal Giving team, encouraging involvement with mission division staff where ever possible to meet each donor's needs and preferences and thus maximize each donor's contributions to the Garden.
  • Oversees a coordinated and effective moves management process designed to secure new donors (corporations/foundations, planned giving, mid-level giving, major giving and leadership giving) while also stewarding donors for long-term loyalty and increased philanthropy over time.
  • Oversees staff planning and execution of donor engagement and stewardship activities to ensure all leadership level donors receive a "personalized" donor experience with the Garden, including activities and written materials that match identified donor interests, shares gift impact and seeks to maximize donor philanthropy.
  • With the VP, Institutional Advancement, develops efforts to further engage Trustees in the fund development process.
  • Coordinates the President's writings, presentations and remarks for donor communications and events, and Board of Trustees meetings.
  • Participates with the Director, Operations and Membership, in the development of annual operating revenue and expense budgets for the Institutional Advancement Division.
  • Works with Division staff, as well as the Communications Division, to develop promotional efforts along with specific content and proposals to support all fundraising programs efforts of the team.
  • Works to ensure appropriate allocation of resources to maximize organization, efficiency, communication and accuracy in the Garden's overall institutional advancement work.
  • Provides comprehensive and timely reports summarizing team activity and work plan timelines to the Vice President.
  • Attends key Garden events and festivals as necessary to cultivate and steward donor relationships.
  • Behaves and communicates in a manner that promotes and fosters a culture of teamwork and cooperation, within our division and throughout the Garden, with co-workers, supervisors/managers, volunteers, visitors and employees.
  • Performs other duties as assigned.

Supervisory Responsibilities: 

  • Supervises a team of approximately eight staff on the Principal Giving team of the Institutional Advancement Division.                    


Visionary Leadership - Displays passion and optimism; Inspires respect and trust; Mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.

Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.

Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.

Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; Educates others on the value of diversity; Promotes a harassment-free environment; Builds a diverse workforce.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

Written Communication - Writes clearly and informatively, always using correct spelling and grammar; Varies writing style to meet needs and audience; Presents numerical and financial data effectively; Able to read and interpret complex information and reports.

Interpersonal - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions.


  • Minimum of 10 years of experience working in upper level fund raising programs inclusive of annual giving, fund raising operations, and staff supervision, or equivalent training and job responsibilities in for-profit business setting.
  • Success in soliciting and stewarding lead gifts of $100,000 and above on behalf of a strong fundraising organization.
  • Proficient experience with Raiser's Edge software preferred.
  • Demonstrated experience in developing annual revenue and expense budgets preferred, along with high level of proficiency in reporting procedures.
  • Thorough knowledge of fund raising principles with demonstrated success in planning and directing goal-driven programs in individual and institutional giving.
  • Excellent leadership, judgment, collaboration, and strategic planning skills.
  • Excellent organizational and business operations management skills.
  • Excellent verbal communication/interpersonal skills such as speaking clearly and persuasively in positive or negative situations; listening; responding well to questions.
  • Excellent writing skills including being able to express complex idea clearly and succinctly, and prepare effective business communications.
  • Ability to effectively lead and direct a work group in managing multiple projects and provide quality results within a fast-paced mission based public attraction in which coordination with internal and external audiences is required. Strong focus on execution.
  • Demonstrates highest level of professional and ethical conduct, and ability to manage sensitive and confidential matters with appropriate discretion.
  • Proven ability to deliver on tasks that require precise attention to scheduling and detail.
  • The requirements and duties listed are representative and not exhaustive of the knowledge, skill, and/or abilities required.


  • Bachelor's degree in Business, Communications, English, Non-profit Management or like degree. Master's Degree preferred. Experience in cultural, academic or conservation science-based institution preferred.
  • CFRE designation preferred.
  • An equivalent combination of skills, education and job responsibilities in for-profit business setting may be considered.

Language Skills: 

  • Ability to communicate effectively in English (verbal and written).

Mathematical Skills: 

  • Requires ability to perform addition, subtraction, multiplication and division; calculate percentages and decimals.

Reasoning Ability: 

  • Requires ability to exercise independent judgment to apply facts and principles for developing approaches and techniques to problem resolution.                                 

Computer Skills:

  • Proficient experience navigating through various PC applications including, but not restricted to, Microsoft Office suite (i.e., Outlook, Access, Excel, Word).
  • Experience with Raiser's Edge or a similar donor database or CRM system.                                       

Certificates, Licenses, Registrations:

  • Must possess and maintain a valid driver's license and clean driving record prior to employment.

Physical Demands:

  • Requires ability to make frequent telephone calls and routine in-person visits to the organization's current and future donors and prospects.
  • Ability to utilize computer keyboard (typing) and sit for extended periods of the work day.
  • Must be able to lift and carry 20 pounds when transporting supplies and assisting constituents; occasional hands-on participation with event set-ups required.
  • May be required to perform tasks at varying heights (i.e., step stool ladders, etc.).
  • Ability to move up and down stairwells (multiple MBG buildings have stairs); walk about facility frequently throughout work day; frequent standing, reaching and stooping - 25% or more of the workday may be spent standing on feet
  • Ability to drive (use of surrey to conduct constituent tours and meetings).
  • Must be able to work both indoors and outdoors.

Work Environment:

  • This position will occupy assigned desk and have access to computer, telephone, fax machine and other standard office equipment.
  • Ability to work outdoors in all weather conditions (i.e., in temperatures over 100F as well as temperatures below 0F, in rain, snow and other inclement weather conditions as needed).
Missouri Botanical Garden
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