Assistant Director, Prospect Management and Data Analytics

Development and Alumni Relations (DAR) supports Johns Hopkins’ focus on research, teaching and patient care, and its role as a national and global leader in higher education. We create and foster enduring relationships that result in advocacy and philanthropic support for Johns Hopkins University & Medicine—strengthening the institution through partnerships with donors, alumni, volunteer leaders, faculty, students, staff, and patients.

Johns Hopkins University supports a flexible work model which includes four different work modalities. This role has a remote work arrangement. The manager will confirm the team’s core onsite days where the majority/all team members will work in the office. Employees who travel on university business can count those days towards their onsite days.

The Assistant Director of Prospect Management and Data Analytics is responsible for the data management and reporting in support of all aspects of Peabody Institute’s Development and Alumni Relations (DAR) function, in particular reports and processes that are specific to Johns Hopkins Advancement System (JHAS, a Salesforce CRM). Reports will provide accurate analytics, including comprehensive revenue projections, to support data-driven decision making for all team members and Peabody’s executive leadership. The position plays a pivotal role in developing fundraising and alumni engagement strategies and goals.

The Assistant Director oversees the data science/analytics strategy needs for the team, including reporting needs, data visualization, data mining/sourcing, and scoring model development, and provides leadership of the DAR team’s relationship with Office of Advancement Services including Prospect Management and Data Analytics, Research, and Gift Administration, and representing Peabody as needed in central meetings with the Office of Annual Giving.

The Assistant Director also leads improvements in data-related and business policies and procedures for the Institute, leveraging existing and identifying new tools and approaches to data, reporting, and process management. The strategic nature of the position’s responsibilities, number of internal and external partners, and fast pace of the work environment require an understanding of development and alumni engagement initiatives, as well as strong analytical and process development skills, project management experience, and interpersonal and business intelligence acumen.

The position reports to the Director of Development and works closely with the Associate Dean of External Relations, Development and Alumni Relations team members, and colleagues from Finance and Administration and IT. The Assistant Director will ensure the accurate processing of contributions, ensure timeline entry of prospect management “moves management”, and other strategic data entry needs for the team.

Key responsibilities:

Prospect Development Strategy and Portfolio Management:

• Leads the development and implementation of a robust prospect pipeline strategy to support movement of prospects through discovery, qualification, cultivation, and solicitation to build a sustainable philanthropic revenue pipeline for the Institute.
• Defines portfolio assignment strategy in collaboration with major and annual giving officers to ensure assignments are made equitably and strategically for discovery and qualification of new prospects.
• Supports prospect pipeline meetings with associate dean, director of development, and gift officers to review and prioritize ongoing prospect development work.
• Improves the efficacy of pipeline and portfolio requests to central services by understanding and communicating the nuances of Peabody’s donor and alumni constituencies and characteristics of high-potential Peabody prospects.
• Working closely with the Dean, Associate Dean and major gift officers to create and track a pipeline of potential volunteer leaders for the Peabody Institute Advisory Board; ensuring actions are recorded and follow up takes place in a timely manner.
• Develops and maintains campaign fundraising projections and estimates, and related campaign planning materials (e.g. top prospect lists, donor campaign pyramid, and funding needs).
• Researches industry best practices to identify key metrics to measure efficacy and impact of pipeline development activities; develops strategy to track pipeline-specific metrics and evaluate outcomes.
• Serves as the primary liaison with the Office of Development Research and the Office of Relationship Management and Prospect Analytics to source key information about managed prospects to support moves management and strategy discussions; ensures the capture of updated capacity and high-quality constituent data in the DAR JHAS CRM system.
• Identifies strategic opportunities to engage the central DAR offices on proactive and reactive research requests, prospect identification projects, and pipeline and portfolio analysis projects in support of Peabody’s fundraising goals and key initiatives.
• Support of comprehensive fiscal year Work Plan preparation for the Peabody DAR team, including:
• Performing trend analyses of portfolio giving to inform annual goal setting.
• Overseeing review of comprehensive Peabody Work Plan progress, portfolio assignment, and open solicitation cycle reports to ensure data integrity.
• Advising associate dean and gift officers on JHAS data entry best practices.

Data Analytics and Reporting:

• Performs data analysis and develops professional data visualizations for reporting key fundraising and other performance metrics to Peabody and DAR leadership. This requires the ability to prepare, process, and analyze data from multiple sources, as well as the ability to effectively present and explain key analysis highlights to leadership.
• Ensures the preparation of accurate fundraising progress projection reports on a weekly basis for executive leadership in support of high-level tracking of progress of cash and commitments. Conducts a detailed review of revenue projections with the Dean, Associate Dean for Finance & Administration and the Associate Dean for External Relations on a quarterly basis.
• Develops efficient end-user reports and tools such as interactive dashboards, gift and constituent tables, graphs, pyramids, maps, and other visualizations to facilitate and shape successful strategy, next steps, and outcomes across the Peabody team, including prospect management, major and annual giving, donor relations, and alumni engagement.
• Ensure the accurate and timely upload of new constituent data to JHAS from external sources – Preparatory Registration, Conservatory Enrollment Management, Performance Ticketing systems, etc.
• Works closely with the team members to prepare data for multichannel solicitation and communications campaigns, supporting the efforts of Annual Giving, alumni relations, stewardship, marketing, and others with list and data management for email programs (Marketing Cloud, Constant Contact), event registrations and printed mailings.
• Provide oversight, fund management, and reporting on donor-created gift structure, including accurate reporting and analysis of Peabody’s endowed funds and current use gift funds in coordination of with the JHU Budget Office and Peabody’s executive team using the intersection between SAP, JHAS and NRS databases.

Other:

• Ensures effective recruitment, onboarding and performance management of Peabody’s team of student workers. Other colleagues may work directly with these student workers but this position ensures salary, work allocation, and a feedback process are in place for each student.
• As needed, may be called upon to staff special events on the evenings and weekends, including board meetings, receptions, and commencement.

Minimum Qualifications

• Bachelor’s degree required.
• Two years related experience required.
• Additional education may be substitute for required experience, to the extent permitted by the JHU equivalency formula 

Preferred Qualifications

• Professional experience or previous training in data management systems, data analytics, and data visualization methodologies and techniques.
• Experience working at an institution of higher education.
• Interest in music and the performing arts.
• Experience of preparing and presenting complex data and reports in engaging ways to leadership.
• Proficiency in using various software applications, especially Microsoft Excel (including complex data manipulation, pivot tables, and macros) and constituent management databases (Salesforce, Raiser’s Edge, etc)
• Data visualization skills, including the use of Tableau to create dashboards drawing from both server and non-server data sources, custom filter and parameter actions, and ability to incorporate Hopkins-branded dashboard attributes.

Classified Title: Prospect Management Analyst 
Job Posting Title (Working Title): Assistant Director, Prospect Management and Data Analytics   
Role/Level/Range: ATP/03/PB  
Starting Salary Range: Minimum: $46,200 – Maximum: $80,799 
Employee group: Full Time 
Schedule: Monday-Friday, 8:30-5:00pm 
Exempt Status: Exempt 
Location: Peabody Institute 
Department name: 10001008-Development 
Personnel area: Peabody