Director of Private Partnerships, Health Sciences University

JOB TITLE: Director of Private Partnerships

WORK LOCATION: Hybrid-Remote (with occasional
onsite support and/or attendance)

EXEMPT/NON-EXEMPT: Exempt

GENERAL PURPOSE OF THE JOB:

The Director of Private Partnerships is results-driven with a
relentless focus on building mutually beneficial strategic
relationships with a range of private partners that deliver
financial resources to support the mission of Southern California
University of Health Sciences (SCU) while creating an impact in the
community and supporting the objectives of our partners. The
Director is instrumental in advancing SCU’s impact as a thought
leader, advocate, and proactive change agent in the healthcare
space. This individual will directly influence SCU’s financial
sustainability efforts by creating impactful links between
businesses, non-profit organizations, and individuals to meet our
Institutional needs and objectives.

To accomplish this, this individual will build strong, long-term
relationships with a range of private partners. By developing a
deep understanding of partners’ unique social responsibility
objectives and then providing the solutions that help them achieve
those objectives, the Director will have a transformational impact
on partners, SCU, and our community overall.

The Director will establish and lead SCU’s role as a valued
strategic partner by building and managing relationships across all
levels of the organization. This individual will bring a robust set
of prior experiences and will apply an understanding of partner
objectives and deep knowledge of philanthropy/ engagement best
practices to lead their team to acquire, retain and grow
relationships.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Generate promotion and solicitation strategy and concepts
  including branding of partnership/sponsorship programs for
  different partner types (e.g., corporate, foundation, and high net
  worth individuals) aligned with the SCU mission and vision.
• Deliver ongoing support and assistance to partner organizations
  to fulfill SCU’s value proposition.
• Work collaboratively across the SCU organization to access
  operational and infrastructure resources in the areas of marketing,
  communications, and finance to support the overall private partner
  relations and fundraising strategy.
• Primary responsibility for screening the universe of potential
  partners and prioritizing prospects by segment, maintaining a
  robust pipeline of opportunities.
• Serve as the principal point of contact for existing and new
  partners and prospects, and funnel these relationships up to the
  Board, President & CEO, and other senior leaders as
  appropriate.
• Help determine and refine fundraising target goals, levels of
  support, and related benefits by partner segment.
• Maintain reporting system to track fundraising results and
  assure that data is integrated into Blackbaud’s Raisers Edge.
• Generate regular reports for SCU leadership to ensure awareness
  of, and alignment with, the fundraising program.
• Work collaboratively with Marketing to develop all solicitation
  materials, including proposals, written solicitations, sponsorship
  documents, personalized acknowledgments, and other marketing
  collateral.
• Jointly manage a team of one or more analysts supporting the
  broader development office.

Leadership & Strategy

• Develop and promote high profile, high impact private
  relationships, and special events strategy that generates at least
  $2-3M in corporate sponsorship over the first 5 years and increases
  each year thereafter.
• Assess historical and current approaches to this work across
  the development and fundraising programs to develop a value
  proposition, strategy, and ROI model for fundraising events and
  engagement/sponsorship with corporate entities, non-profit
  foundations, and high net worth individuals.
• Work collaboratively with the Board, President & CEO,
  Cabinet, and other leadership team members to align resources and
  organizational relationships to support all fundraising events and
  private partner relations activities.

Private Relations / Sponsorships

• Actively identify and source potential new sponsor targets,
  including building relationships with businesses/non-profit
  foundations/high net worth individuals and building a deal pipeline
  consistent with SCU’s strategic objectives.
• Collaborate with SCU leadership to share SCU’s story with
  the marketplace, building rapport and credibility with C-suite
  level executives.
• Manage communications with private partners, particularly
  supporting pitch development and sharing out on impacts / outcomes
  from partner giving.
• Serve as an external ambassador and relationship manager with
  private partners.
• Deliver ongoing support and assistance to private supporters to
  fulfill SCU’s value proposition.
• Work collaboratively within our organization to access
  operational and infrastructure resources in the areas of marketing,
  communications, and finance to support the overall private
  relations and fundraising strategy.

Donor Relationships

• Build donor and corporate relationships and trust through a
  consultative approach that creates a win-win for the organization,
  their employees, SCU, and the community at large.
• Segment corporate and foundation donors and work with our
  Director of Alumni Services and Constituent Relations and Marketing
  department to create strategies to acquire, retain and grow our
  donor relationships and meet their and our goals.
• Work collaboratively to build a consultative,
  donor/partner-centered brand that differentiates SCU and adds value
  to our partners.
• Recognize the power of effective stewardship and develop a
  method for thanking donors, publicly recognizing donors, informing
  them of the impact of their support, and keeping them apprised of
  progress in the community.
• Elevate the overall private donor environment to senior
  leadership to create products and offerings based on donor feedback
  and needs. Understand the overall private partner environment, as
  well as the objectives of key private partners.

Business Development

• Use data analysis, trends, and insights to develop strategic
  plans for corporations, non-profit foundations, and individual
  donors.
• Track data to evaluate opportunity and risk and engage partners
  and SCU leadership in timely ways to respond to what the data is
  showing and collaborate with partners to revise or enact tactics in
  real-time to achieve goals.
• Maintain a robust CRM database to ensure that opportunities are
  tracked over time and can be easily shared across development
  office stakeholders.
• Direct efforts and engage internal and external partners in a
  clear path to acquire new philanthropic giving and engagement.
• Lead development of offerings and engagement opportunities to
  meet donor objectives, to deepen relationships, meet financial
  goals and create impact in the community.

SUPERVISORY RESPONSIBILITIES:

• This position is anticipated to jointly supervise analysts
  assigned to the overall Development Office.

EDUCATION AND/OR EXPERIENCE:

• Bachelor’s degree, preferably in business administration, or
  equivalent work experience.
• Minimum 5 years in sales and business development role with 2
  years of supervisory management experience.
• Experience developing and selling fully integrated sponsorship
  packages utilizing a variety of assets (i.e., entitlement and
  naming rights).
• Experience developing engaging and impactful sales plans and
  presentations, promotional campaigns, proposals, and associated
  contract negotiations.
• Previous involvement in corporate social responsibility and/or
  foundation activities is an advantageous asset for this
  position.
• Strong internal drive and work ethic; willing to go above and
  beyond to deliver for the organization.
• Excellent written and verbal communication; ability to
  collaborate, influence and build positive relationships within a
  multitude of environments.
• Proficiency with Microsoft Office Suite.
• Experience with Blackbaud’s Raisers Edge.
• Ability to work independently, meet deadlines, and efficiently
  lead and prioritize multiple projects at once.
• Ability to travel 20%-30% of the time, based on institutional
  needs.

PHYSICAL DEMANDS:

The physical demands described here are representative of those
that must be met by an employee to successfully perform the
essential functions of this job. Reasonable accommodations may be
made to enable individuals with disabilities to perform the
essential functions.

While performing the duties of this job, the employee is
regularly required to use hands to finger, handle, or feel; and
talk or hear. The employee is frequently required to stand; walk;
and sit. The employee is occasionally required to reach with hands
and arms; stoop, kneel, crouch, or crawl; and taste or smell.

The employee must occasionally lift and/or move up to 25
pounds.

WORK ENVIRONMENT:

While performing the duties of this job, the employee may be
occasionally exposed to wet or humid conditions (non-weather);
outside weather conditions; extreme cold; and extreme heat.

The noise level in the work environment is usually moderate.

EXPECTATIONS OF SCU EMPLOYEES:

The SCU President’s Cabinet has identified a set of values and
attributes that are bare minimums for employment, those that are
core to who we are as a university, and values to which we
aspire.  Further identified are qualities and attributes
desirable for employees in general, and senior leadership
specifically.  This is in harmony with principles found in The
Advantage by Patrick Lencioni.

SCU CORE VALUES:

• Integrative Health: We teach, learn, collaborate, and lead by
  creating an open environment for multiple disciplines and
  professionals to bring their shared and unique skills together for
  the benefit of patients and students.
• Evidence-based Practice: We value a culture of inquiry,
  assessment, research, scholarship, and judicious use of current
  best evidence to inform our decisions and work.
• Health Equity: We value people equally. We strive to educate
  graduates that are prepared to improve individual and community
  health.
• Inclusivity: We welcome everyone regardless of age, race,
  ethnicity, class, religion, gender, gender expression, sexual
  orientation, disability, or any other similar or protected status.
  We believe inclusivity leads to more diversity in our reasoning,
  better representativeness in our conclusions, more ingenuity in our
  problem solving, and greater equity in our care.

 PROFILE QUALITIES:

• Customer service focused
• Willing to invest in student/client success by fostering
  positive relations, guidance, and assistance
• A belief that no task that improves the University is beneath
  them/servant leadership
• Be an ambassador of the brand
• Be a part of recruitment
• Resource innovator

PROFILE-SPECIFIC QUALITIES BY CATEGORY:

• Promote positivity and teamwork 
  1. Build up teams and break down silos
  2. Be part of the solution
  3. Empower themselves and their teammates, working together in
     decision-making processes

• Actively be part of affecting the bigger picture
  1. Understand how their role helps to build the future of
     integrative healthcare
  2. Pay attention to the details