The Institutional Development Officer is responsible for the identification, cultivation, solicitation, and stewardship of institutional prospects and donors supporting Martha’s Table financially at the $2,500 level and above. He or she supports the mission of Martha’s Table through managing critical donor relationships and working collaboratively across the organization to increase funding from corporations, local businesses, foundations, civic and church groups, and government sources through understanding of donors’ interests, goals, and values.

Primary Responsibilities

• Supports Assistant Director of Institutional Development in developing and cultivating strategic opportunities for new and increased foundation, corporate, civic/church, and government partnerships; responsible for meeting revenue goals to generate increased funds for mission-related purposes

• Manages portfolio of approximately 50 active institutional partnerships at the $2,500 level and above; serves as main internal contact for assigned partnerships to allow streamlined communication, fully integrated opportunities, and maximize fundraising potential

• Schedules and organizes meetings with institutional prospects and donors, including the development of briefing documents for participating staff members, agendas, presentations (as necessary), and debriefings; leads the follow-up on institutional partner meetings to cultivate relationships, solicit and secure gifts, generate corporate sponsorships for the annual benefit, and drive a customized stewardship plan for each relationship

• Works cross-functionally in overseeing grant pipeline and narrowly tailoring grant proposals and reports for strategic partnerships, ensuring that all submission deadlines and requirements are met in a timely and expedient fashion

• Collaborates closely with program staff to collect information on new and existing projects for proposals and reports and to develop strategies for positioning requests to different funders; collaborates closely with program staff to determine appropriate outcome measures for new proposals

• Collaborates closely with the finance team to create compelling budgets, budget narratives, and financial reports for external distribution to prospective and current institutional partners

• Collaborates closely with the finance, compliance and program teams to build out and refine processes for tracking restricted institutional funds 

• Performs comprehensive prospect research to identify appropriate corporate, foundation, civic/church, and government funding opportunities to support the organization’s overall strategic objectives; assesses viability of potential partner assets and develops strategic cultivation plans

• Reports on institutional partnerships to the Assistant Director of Institutional Development on a regular basis; tracks and maintains institutional records in donor database; conducts ongoing analysis to track performance and deliverables

• Collaborates across the organization, and especially with the Communications, Volunteer Engagement, and Community Development teams to develop and coordinate corporate employee engagement and in-kind giving opportunities to cultivate and steward local and national corporate funders

• Manages annual benefits calendar to ensure all corporate donors receive the appropriate benefits associated with their giving level

• Performs other duties as assigned

KNOWLEDGE AND SKILLS:

o Very strong narrative writing skills, with a firm grasp of asset-based language

o Exceptional organizational and project management skills, with strong process orientation and the ability to juggle and prioritize multiple projects

o Strong verbal communications and presentation skills, with an ability and willingness to present and represent Martha’s Table to a variety of external audiences

o Enthusiasm for/Comfort with building and stewarding relationships and partnerships with key funders and stakeholders

o Alignment with Martha’s Table’s values, including diversity, equity and inclusion

o A proven ability to work effectively across organizational teams and levels