Associate Director, Prospect Development

City of Hope

Irwindale, CA

Job posting number: #7100529 (Ref:10016914)

Posted: May 23, 2022

Application Deadline: Open Until Filled

Job Description

About City of Hope

City of Hope is an independent biomedical research and treatment organization for cancer, diabetes and other life-threatening diseases.

Founded in 1913, City of Hope is a leader in bone marrow transplantation and immunotherapy such as CAR T cell therapy. City of Hope’s translational research and personalized treatment protocols advance care throughout the world. Human synthetic insulin, monoclonal antibodies and numerous breakthrough cancer drugs are based on technology developed at the institution.  AccessHope™, a subsidiary launched in 2019 serves employers and their health care partners by providing access to City of Hope’s specialized cancer expertise.

A National Cancer Institute-designated comprehensive cancer center and a founding member of the National Comprehensive Cancer Network, City of Hope is ranked among the nation’s “Best Hospitals” in cancer by U.S. News & World Report and received Magnet Recognition from the American Nurses Credentialing Center. Its main campus is located near Los Angeles, with additional locations throughout Southern California and in Arizona.

City of Hope’s commitment to Diversity, Equity and Inclusion

We believe diversity, equity and inclusion is key in serving our mission to provide compassionate patient care, drive innovative discovery, and advance vital education focused on eliminating cancer and diabetes in all of our communities.  Our commitment to Diversity, Equity and Inclusion ensures we bring the full range of skills, perspectives, cultural backgrounds and experiences to our work -- and that our teams align with the people we serve in order to build trust and understanding.  We are dedicated to fostering a community that embraces diversity - in ideas, backgrounds and perspectives; this is reflected in our work and represented in our people.

City of Hope’s mission is to “turn hope into reality.”  Focused on eliminating cancer, diabetes and other life-threatening illnesses, City of Hope has established itself as a world-class leader in transforming the future of health.  Raising the philanthropic resources to fuel its leading-edge research, its exquisite and compassionate clinical care and its advancement of biomedical education and study and training, is a vital component of the City of Hope model of success.  Each member of the Office of Philanthropy is a stakeholder in this work, with personal accountability for their role in building a successful future of delivering new cures, treatments and education.

Office of Philanthropy Vision Statement

The Office of Philanthropy’s vision is to support this life-saving work by being known institutionally and nationally as a model of excellence among elite fundraising programs. Recent recruitments of nationally and internationally renowned faculty offer advancement leaders new opportunity for partnership among philanthropy, research and patient care.

To this end, we invest in our staff through the Team Activation Program (TAP) initiative. This initiative increases the effectiveness of our team through focused transparency & accountability, building trust within teams; training & development; celebrating innovation & risk taking; enhancing team communications and removing roadblocks to maximize activation. The TAP initiative ensures that the Office of Philanthropy is poised to move quickly, effectively and efficiently to maximize opportunities on behalf of City of Hope.

Position Summary

This position is part of City of Hope’s Philanthropy Information Solutions Office within the Office of Philanthropy, and reports to one of the Directors or Sr. Directors of Prospect Development. This position will work closely with colleagues on the Prospect Development team and Gift Officers within the Office of Philanthropy as a whole and, as appropriate, within the broader City of Hope community, as we seek philanthropic support to fulfill City of Hope’s bold mission.

Through prospect management, research, actionable intelligence, identification, tracking, data acquisition, analysis, and strategy-building the Associate Director, Prospect Development deepens City of Hope’s institutional knowledge of its prospects by playing a vital role in helping the Office of Philanthropy meet its goals for prospecting, fundraising, engagement, communications, and stewardship. Working within the Strategic Partnership Agreement framework, the Associate Director serves as a Strategic Partner for two-to-four senior or senior executive director-level gift officers or fundraising teams, leads one or more of the PD department’s key initiatives: internal analytics, external analytics, pipeline development, event bios, or data audits, builds collaborative relationships with gift officers, supports best practices and helps ensure that all products are consistently produced, of the highest quality, and meet the philanthropy staff’s needs for strategic planning.

Key Responsibilities include:

Portfolio Management and Strategy Development

  • Meet regularly with gift officers to ensure prospects are being actively moved through the gift cycle and partner on developing strategies and next steps.
  • Periodically review and refresh gift officer portfolios to:
    • identify prospects requiring attention or intervention/removal
    • ensure portfolios contain the best available prospects in respect to affinity, inclination, and capacity
    • ensure the total philanthropic capacity of portfolios is least three-to-five times the gift officer’s annual revenue goal.
  • Monitor prospect pool and refer/assign viable prospects to gift officers for discovery and assessment and produce management metrics reports (e.g., aging reports, pipeline metrics) and disseminate to appropriate stakeholders.
  • Analyze and interpret gift officer data, metrics and KPIs, gather qualitative feedback from other PD staff, and meet regularly with managers to provide insights on the performance of their direct reports. Monitor use of prospect management systems to ensure accuracy, consistency and compliance with policies and procedures.

Prospect Research & Pipeline Development

  • On an on-going daily, weekly, and monthly basis, proactively identify prospects for gift officer portfolios and other initiatives by:
    • monitoring revenue and event RSVP reports
    • creating targeted queries
    • using developed scores
    • setting up wealth event alerts
    • reviewing publications and
    • datamining various internal and external lists.
  • Mentor Assistant Directors in advanced research rating techniques, provide feedback where applicable to ratings
  • Validate, document, interpret and analyze biographical and financial information on prospects to establish their Prospect Research Ratings (estimated philanthropic capacity). Ensure their constituent records are built out to include all data points dictated by the Record Completeness Policy (e.g., biographical data, family/business/nonprofit relationships, possible funding/personal interests, City of Hope access points, related demographic codes, and others).
  • Partner with senior level gift officers and other staff to provide timely, accurate and analytical information to inform the fundraising process.
  • Actively participate in prospect review and strategy meetings, suggesting strategies and brainstorming next steps.
  • Track and communicate actionable news and other actionable intelligence on key prospects
  • Respond in a timely manner to all research inquiries
  • Perform special projects as assigned by supervisor, Sr. Executive Director, Prospect Development and/or the AVP of Philanthropy Information Solutions

Innovation and Professional Development

  • Keep current with the latest trends and developments in prospect development through reading, webinars, conferences, or other educational offerings
  • Continually work to refine and expand existing areas of expertise and explore opportunities to acquire new skills/knowledge.
  • Participate in brainstorming, ideation and solutioning activities.
  • Propose ideas for increasing efficiency and effectiveness, iterative process improvements and novel ways of working.
  • Approach problem-solving with “outside-the-box” thinking and a “can-do” attitude.
  • Work with supervisor to mentor and train assistant directors
  • Work with supervisor to build and maintain department policies and training manuals and conduct internal training to expand skillsets and ensure team is in adherence to policy


  • Assist in and reinforce the implementation of office-wide policies and procedures that ensure the efficient management and coordination of all activities related to prospect management and research.
  • Serve as a subject matter expert on OOP’s Prospect Management Handbook and Prospect Research policies.
  • Participate in, or conduct, onboarding training for new hires.
  • Action Prospect Management changes on behalf of gift officer stakeholders.
  • Work collaboratively across Prospect Development to ensure optimal use and maintenance of the database and dashboard/reporting suite.

Serve as a role model for the Office of Philanthropy. Includes:

  • Act as spokesperson for City of Hope activities as requested.
  • Participate in search committees, task forces and other special projects.
  • Demonstrate an ability to solve problems, overcome hurdles, and navigate sensitive issues with discretion, tact and strong communication skills.
  • Develop and maintain productive relationships with City of Hope faculty and staff to support fundraising initiatives for COH priorities.
  • Possess thorough knowledge of the key fund-raising priorities for COH.

Follows established City of Hope and department policies, procedures, objectives, performance improvement, attendance, safety, environmental, and infection control guidelines, including adherence to the workplace Code of Conduct and Compliance Plan.  Practices a high level of integrity and honesty in maintaining confidentiality.

Performs other related duties as assigned or requested.

Basic education, experience and skills required for consideration:

  • Bachelor’s Degree
  • Four or more years’ experience in prospect research, management, tracking, data analysis, or related development field experience or a combination of institutional development experience is highly desirable, preferably within an academic, medical or major research institution.
  • Experience providing unparalleled customer service.

Additional Information:

  • As a condition of employment, City of Hope requires staff to comply with all state and federal vaccination mandates.

City of Hope is committed to creating a diverse environment and is proud to be an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, or status as a qualified individual with disability.

City of Hope is a community of people characterized by our diversity of thought, background and approach, but tied together by our commitment to care for and cure those with cancer and other life-threatening diseases. The innovation that our diversity produces in the areas of research, treatment, philanthropy and education has made us national leaders in this fight. Our unique and diverse workforce provides us the ability to understand our patients' needs, deliver compassionate care and continue the quest for a cure for life-threatening diseases. At City of Hope, diversity and inclusion is a core value at the heart of our mission. We strive to create an inclusive workplace environment that engages all of our employees and provides them with opportunities to develop and grow, both personally and professionally. Each day brings an opportunity to strengthen our work, leverage our different perspectives and improve our patients’ experiences by learning from others. Diversity and inclusion is about much more than policies and campaigns. It is an integral part of who we are as an institution, how we operate and how we see our future.

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