• Director of Development, Rutgers Business School

    New Brunswick
    New Jersey
  • Overview

    The Rutgers Business School (RBS) seeks an energetic, resourceful and team-oriented advancement professional to serve as the Director of Development within the RBS advancement team.  The Director will be entering the Foundation at a time of great enthusiasm and exciting growth for the future in the anticipation of a multi-billion dollar University-wide campaign. As RBS continues moving up the rankings, the Director will be focused on identifying and soliciting funding for the School as it emerges as a leader in numerous fields of study.

    The Director will be joining RBS during an exciting period as the School is growing in both size and prominence as a premier institution in the education and training of future leaders in business. Founded in 1929, Rutgers Business School has been accredited since 1941 by AACSB International–the Association to Advance Collegiate Schools of Business — a distinction that represent the hallmark of excellence in management education. Today, Rutgers Business School is the top ranked public business school in the Northeast U.S. and the No.1 in MBA employment among the Big 10 Schools according to US News & World Report. With a central location amongst New York City, Philadelphia, and the pharmaceutical hub of central New Jersey, the school is positioned to access high net worth alumni and corporate partners. In addition to the school’s academic excellence, RBS has also been identified as a leader in diversity, with the Newark campus being ranked the nation’s most diverse campus for the past decade. With schools on both the Newark and New Brunswick campuses, RBS offers students programs that equip them with the skills they need to succeed in today’s diverse global business environment.


    Reporting to the Associate Dean of Advancement, this position will be outward facing at the school, working with departments, faculty and student organizations to identify and engage alumni, individuals and industry partners for the School in the advancement of its mission and priorities. With the deep and high potential prospect pool, the Director will be responsible for identifying, cultivating, soliciting, and stewarding prospects and donors, and conducting discovery work that builds the major gift pipeline for RBS. This position will work with the school’s faculty and department chairs, student organizations and development staff to identify and engage alumni and prospects to support the School and its initiatives.

    The Director of Development will either have a background in undergraduate or graduate school fundraising with an aptitude for business, faculty engagement and the eagerness to translate RBS’s academic pursuits to alumni and friends of the School. The Director will be an employee of the Rutgers University Foundation with access to over 250 colleagues, fundraising departments and prospect research professionals. The successful candidate will manage a select pool of donors/prospects and will focus on developing and managing a well-qualified portfolio of approximately 100 major gift prospects/donors. S/he will be expected to identify, qualify, engage, solicit, and steward gifts from alumni and non-alumni interested in supporting the priorities of RBS. S/he will be expected to conduct 120 meetings with donors and prospects a year and secure approximately $1 million annually from his/her pool of assigned prospects. 


    The Director will be expected to have a Bachelor’s degree and at least three years of experience with proven success in major gift fundraising and donor engagement. S/he should have a solid record of success in identifying donors and establishing long-standing partnerships with high-net-worth individuals. The ideal candidate will have excellent organizational and interpersonal skills and will have the ability to partner with academic leaders and faculty members working on new programs and research. S/he will be able to work independently to meet objectives with minimal supervision and have strong verbal and written communication skills. Experience with corporate and/or foundation relations is a plus, along with excellent organizational, verbal and writing skills.  Must have excellent communication skills; computer literacy to include industry standard software; and experience articulating values, information, and compelling cases to multiple audiences, one-on-one, and through formal proposals and/or presentations.  Impeccable verbal and written communication skills are required.  An accessible and collegial leadership style is a prerequisite, as is the creativity and energy to convince and persuade varying constituencies of new ideas and directions.


    Rutgers Business School


    Rutgers Business School is a vibrant academic community committed to providing innovative business programs for students of all backgrounds. Its mission is built on a commitment to cultivate business knowledge, ethnical judgement, and global perspectives in students, promoting innovative research and teaching, and establishing robust business partnerships. RBS academic programs are designed to prepare students to be professionals by reinforcing the value of a strong work ethic and the principles of honesty and integrity, imparting business knowledge through rigorous study and problem-solving skills through case-based teaching, and emphasizing strong leadership and communication abilities via innovative curriculum design. With ties to leading global companies and a commitment to career services, the School is ranked No.9 by Fortune for return-on-investment among other business schools in the nation.


    RBS has a world-class faculty, fully dedicated staff, talented students, and strong alumni and corporate sponsors. The academic faculty’s scholarly work is published extensively and attracts significant research grants, while the industry faculty and executives-in-residence bring valuable business knowledge and insight from their industries into their classrooms, office hours and in campus mentorship programs. Both RBS-Newark and RBS-New Brunswick host numerous high-impact research conferences that draw renowned scholars from all over the world.


    More information for the School can be found at http://www.business.rutgers.edu/.


    Dean Lei Lei


    Appointed to Dean of Rutgers Business School in 2015, Dean Lei Lei received her Ph.D. in Industrial Engineering from the University of Wisconsin (Madison) with a minor in Computer Sciences.  She has served as the dissertation advisor for Ph.D. students, co-guest editor for Annals of Operations Research, associate editor of IIE Transactions, and Naval Research Logistics. She was a member of the review board of Journal of Supply Chain Management and the review panel of National Science Foundation. Her research expertise includes supply chain network design and optimization, operations planning, scheduling, and process recovery after disruptions, demand-supply planning, and resource allocation optimization. Prior to 2015, Dean Lei Lei served as the founding chair of the Department of Supply Chain Management at RBS since 2008.


    Dean Lei Lei has over 50 refereed publications, including from journals such as Management Science, INFORMS Journal on Computing, Interfaces, IIE Transactions, European Journal of Operations Research, Journal of Operational Research Society, and Naval Research Logistics. She was the leading researcher for an industry distribution network design project that led to a potential savings of millions of dollars in 2004, and was a semi-finalist for the 2002 INFORMS Franz Edelman Award for Achievement in Operations Research and Management Science. She was also the Principal Investigator of a major government research grant on pharmaceutical supply chains and a recipient of five best teacher awards at Rutgers Business School since 1990. Dean Lei Lei was listed in Business Week as one of the two Most Popular Business Professors at Rutgers University in 2000 and was nominated as the U.S. Professor of the Year in 2010.


    Rich Knupp, Associate Dean of Advancement, Rutgers Business School


    Rich Knupp has a history of leading successful fundraising campaigns.  He joined Rutgers Business School as its Associate Dean of Advancement in February 2018, following a successful five-year stint at Rutgers Athletics, most recently serving as the Senior Associate Athletic Director and AVP for Development, where he led a $100 million capital campaign. During his tenure at Rutgers Athletics, the unit set record fundraising outcomes, doubling its donor count (approx. 4,500 to 9,000+ annually) and new gifts and pledges (approx. $13 million to $30+ million annually) over a three-year period. Prior to joining Rutgers Athletics in 2012, Rich served at Lehigh University for almost four years where he led the Athletics Partnership to record fundraising results in both donor count and annual operating support.


    Rich attributes the strong fundraising results to a few key tactics: 1) a motivated, empathetic and high performing team who is aligned with both leadership and donors, 2) a team who develops sincere relationships with donors by aligning funding priorities, or areas of high impact, to the donors’ motivations and interests, 3) a comprehensive engagement strategy that includes targeted communications and events, and 4) a quantitate planning and analysis approach for developing the fundraising strategy and tracking results. Similar tactics are currently being implemented at Rutgers Business School.


    Rich holds a BA in Economics from Dartmouth College and an MBA in Finance from Lehigh University. Prior to entering development at Lehigh, he was an analyst at Merrill Lynch and senior accounting associate at Prudential.


    By the Numbers


    RBS has over 40,000 living alumni and is the largest business school in the Big10 in term of enrollment with almost 10,000 students. During the past fiscal year the school raised $5.2 million from 1,455 donors, including two commitments of $1 million.  The school’s largest gift to date was a $13 million from an anonymous donor.




    Specific Responsibilities and Duties:


    • Actively meet with current and prospective donors with the capacity to make gifts of $100,000 and higher; have a minimum of 120 visits with prospects/donors annually; shepherd donors/prospects through every step of the donor solicitation cycle (identify-qualify-engage-solicit-steward); collaborate with various partners to expand pool of potential donors and strengthen engagement of current donor pool; utilize all methods of solicitation such as planned giving and gifts of securities. As a result of this work, the Director should be able to secure a minimum of $1 million annually from his/her assigned prospects/donors.
    • As a member of the RBS development team, the Director will be expected to cultivate and maintain strong working relationships with assigned prospects, department chairs, and faculty members. S/he will seek and utilize various connections to alumni and friends in order to facilitate meaningful prospect engagement, solicitation and stewardship
    • Develop and maintain a positive, professional working relationship with deans, chairs, faculty, and various campus offices. Model “best practices” for relationship-driven fundraising for campus partners, and guide their participation in the donor cycle. Clearly articulate, in written and verbal form, the needs and priorities of the school.
    • The Director will support the dean and other campus partners with organizing and facilitating donor/prospect meetings, managing logistics for these meetings, and drafting briefing materials, follow-up reports, documents, and other correspondence with donors/prospects. Additionally, the Director will have a broad awareness and understanding of current trends in higher education and philanthropy.
    • Work with alumni and non-alumni volunteers to identify, engage, solicit, and steward potential donors. Attend school, alumni, and campus functions to develop a familiarity with the culture of the school, campus, and alumni base. Appropriately participate in the design and execution of donor/prospect programs and events.
    • The Director should attend functions related to departments within RBS to develop a familiarity with the culture of assigned units. S/he must be able to build and maintain positive working relations with external groups that have an interest or tie with the academic units in his/her portfolio. The Director will be directly involved with alumni events only where the event directly relates to major gift fundraising activities.
    • Maintain information about donors/prospects in the development database and draft appropriate reports about assigned prospects/donors for partners in assigned departments. The Director will prepare meeting briefing memos for the deans and other campus partners; draft meeting call reports for the University’s files; ensure the maintenance of records in the Development database; and use technology effectively to research, organize and present information about assigned donors/prospects.


    Qualities of the Ideal Candidate


    The Director of Development can be expected to have the following personal characteristics and professional qualifications:

    • A minimum of three to five years of experience in fundraising or related programs. Demonstrated success in cultivation, solicitations, gift closure, and stewardship of five and six-figure gifts.  The ideal candidate will have a proven track record of fundraising, communications, research, or conservation programs;
    • Demonstrated personal interest in and affinity for the needs and aspirations of a best-in-class business school. A B.A./B.S. in a related field is preferable;
    • The ability to quickly gain substantive knowledge and comprehension of social programs, projects, and activities to effectively present potential giving opportunities to prospective donors;
    • Evidence of strong interpersonal skills, and to work effectively and collaboratively with various groups of diverse constituencies;
    • Creativity and insight in identifying effective collaborations between institutional goals and needs and prospective donors. The ability to quickly and adeptly learn new concepts, and to effectively communicate them to donors;
    • Experience in non-constituent relations and outreach, especially proven success with raising funds from alumni unaffiliated to a specific school. The maturity, judgment, and respect requisite to intelligently engage with leaders of corporations and industries;
    • Integrity, creativity, energy, and independence; a collegial, understanding leadership style that will value team members and institutional partners and will allow an appropriate amount of responsibility delegation;
    • The ability to travel and work during evenings and weekends as needed.



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