Major and Institutional Giving Manager

Major and Institutional Giving Manager

Department: Philanthropy

Employment Type: Full-time, permanent, hybrid (in-person and remote) role

Job Purpose

Reporting to the Vice President of Philanthropy and Communications, the Major and Institutional Giving Manager will plan and execute the strategy for soliciting major (leadership) gifts from donors and grants from foundations and other organizations. To help achieve annual and long-term fundraising goals, this role will manage and grow portfolios of major gifts, grants, and legacy gifts. The Major and Institutional Giving Manager will work collaboratively with philanthropy managers and team members focused on fundraising, community engagement, and marketing communications as well as colleagues across the organization. They will provide leadership and guidance to a future major and institutional giving specialist and will foster a collaborative and high-performing environment and advance organizational priorities.

Responsibilities and Duties

EXAMPLES OF THE ROLE'S RESPONSIBILITIES AND DUTIES INCLUDE BUT ARE NOT LIMITED TO:

1. Driving fundraising success by strategically managing a portfolio of 125-200 major donors and prospects through all phases of the gift cycle, including legacy giving:

• Developing and executing individualized cultivation, solicitation, stewardship, and legacy giving plans aligned with donor interests and organizational priorities, ensuring timely and strategic follow-up.
• Building meaningful relationships with donors and prospects through personalized written, virtual, and in-person engagement that fosters trust, loyalty, and long-term investment in The Food Bank’s mission.
• Preparing compelling proposals, impact reports, correspondence, and other communications that clearly articulate funding opportunities and organizational impact.
• Expanding the major gift and legacy donor pipeline through prospect identification, community networking, relationship-building, and strategic moves management.
• Tracking and analyzing portfolio performance, including pipeline health, donor retention, revenue progress, and engagement activity, adjusting strategies to meet annual and long-term fundraising goals.
• Maintaining accurate donor records, plans, and interactions in Raiser’s Edge while representing The Food Bank professionally and enthusiastically in all donor and community interactions.

2. Leading the full lifecycle of grant and foundation opportunities while ensuring compliance, accountability, and measurable impact:

• Researching, identifying, and pursuing grant and foundation funding opportunities aligned with organizational priorities and supporting programs generating $2–$3 million annually.
• Building and maintaining strong relationships with institutional funders through proactive stewardship, meetings, events, and ongoing communications that strengthen long-term engagement.
• Writing, submitting, and managing compelling grant proposals, applications, and related materials that are accurate, strategic, and aligned with funder priorities and organizational goals.
• Overseeing grant administration processes, including agreements, reporting, deliverables, timelines, financial tracking, and compliance with funder requirements.
• Monitoring funded project outcomes, evaluating results, and recommending process improvements to maximize impact, efficiency, and future funding success.
• Maintaining accurate records in Raiser’s Edge and supporting recognition initiatives that celebrate funder contributions and demonstrate gratitude.

3. Providing leadership and guidance to a future Major and Institutional Gifts Specialist, ensuring effective team performance and fostering growth and accountability:

• Establishing team objectives, priorities, and goals that align with the organization’s strategic plan, including translating broad goals into actionable steps and setting expectations against KPIs.
• Conducting performance evaluations and check-ins to ensure accountability and support staff success.
• Overseeing recruitment, onboarding, performance management, and professional development of direct reports.
• Fostering a collaborative and accountable workplace culture with clear expectations and regular feedback. 
• Supporting employee growth through coaching, mentoring, and learning opportunities.

4. Collaborating with members of various Food Bank teams to strengthen fundraising strategies, donor communications, and stewardship experiences:

• Partnering with members of the community engagement team to identify foundation giving opportunities.
• Collaborating with members of the Philanthropy team to create engaging donor materials and recognition initiatives, supporting the planning and execution of donor cultivation, stewardship, and recognition events. 
• Collaborating with members of the Finance and Marketing and Communications teams to align budgeting, messaging, and impact reporting.
• Working with the Vice President of Philanthropy and Communications to enhance portfolio management systems and reporting processes. 
• Contributing to team-wide goals by sharing insights, strategies, and opportunities for enhanced donor engagement.

5. Assisting with other tasks as needed to support team and organizational goals.

Specific examples may vary from year to year as priorities of The Food Bank change.

Location and Hours

• The Food Bank of Waterloo Region is located at 50 Alpine Court in Kitchener, Ontario.
• The role is eligible for a hybrid work environment (in-office and remote) after the completion of a probationary period.
• Hours of work are generally between 8:30 am and 4:30 pm, Monday-Friday. However, to meet the objectives of The Food Bank and commitments to our volunteers, members, and community, some irregular hours may be required. This would include no more than two evenings a week and/or two weekends a month.

Compensation

• The expected hiring range for this role is $88,074.54-$94,044.03 per annum, based on qualifications and experience.
• The maximum compensation for this role is $110,094.83 per annum, which may be achieved through progression, performance, and tenure.

Reporting Structure and Working Relationships

• The Major and Institutional Giving Manager reports to the Vice President of Philanthropy and Communications.
• This role is an integral part of our Philanthropy team.
• A significant amount of time in this role is spent working with donors and other members of The Food Bank's Philanthropy team.

Minimum Qualifications and Experience

• Minimum 5 years of progressive experience in fundraising, philanthropy, or revenue development, with demonstrated success securing and stewarding leadership (major) gifts, grants, foundation funding, and/or legacy gifts.
• Post-secondary degree or diploma in fundraising, communications, business, nonprofit management, marketing, public administration, or a related field; CFRE designation or fundraising certification is considered an asset.
• Experience in a managerial, supervisory, team lead, or other leadership capacity, including coaching others, setting priorities, managing performance, and driving results.
• Demonstrated success developing donor and funder relationships, managing portfolios, and achieving fundraising or revenue targets.
• Strong experience writing persuasive funding proposals, donor communications, stewardship materials, and impact reports.
• Demonstrated ability to use Raiser’s Edge or an equivalent CRM/database to maintain accurate records, analyze performance metrics, and support strategic decision-making.
• Proficiency with Microsoft Office products.
• Experience in the non-profit sector and/or with issues related to food insecurity is considered an asset.

An equivalent combination of education and experience will be considered.

Required Work Capacities (Skills and Abilities)

Physical demands:

• Approximately 80% of time spent on desk- or computer-based work, and 20% on standing, walking, or light physical activity.
• Minimal bending, twisting, lifting, carrying, pushing, and/or pulling items, including to/from floor.
• Performing activities requiring near and far vision, speaking, and hearing.
• Working primarily indoors in a shared office space with minimal exposure to warehouse conditions (temperature changes, dust and dirt, noise, and fumes).
• Local travel within Waterloo region (i.e., to attend internal and external events) is required.

Social, emotional, and cognitive demands:

• Superior attention to detail and organizational skills, with the ability to manage multiple priorities, projects, and deadlines efficiently.
• Exceptional communication skills with the ability to confidently engage with a diverse group of internal and external stakeholders.
• Highly developed interpersonal, collaboration, and relationship-building skills with the ability to cultivate and maintain strong relationships.
• Advanced project management skills with the ability to move projects forward, set goals and priorities, and create and implement action plans.
• Strategic and integrative thinking, creative vision, and innovation with the ability to respond to the rapidly changing economic landscape affecting donations.
• Strong analytical and data-informed decision-making skills with the ability to evaluate campaign effectiveness and adjust strategies accordingly.
• Sound judgment, adaptability, and problem-solving skills with the ability to make decisions and resolve conflict effectively.
• Effective collaboration and teamwork, contributing to team goals and organizational culture while maintaining accountability for individual results.

Why Work for Us?

• We have a passion to live our mission - a Waterloo region where no one experiences hunger - and are committed to helping obtain and distribute emergency food from our neighbours for our neighbours.
• Our employees and volunteers are invested in and passionate about the work we do and are inspired to drive thoughtful innovation and growth.
• We take the work seriously but try not to take ourselves too seriously; we understand the importance of the work we do and teamwork while balancing fun, excitement, and camaraderie in the workplace.

What benefits does The Food Bank offer?

Some benefits and perks provided by The Food Bank of Waterloo Region include*:

• Competitive salaries/wages! We’re a proud certified Living Wage Employer (Ontario Living Wage Network). We believe that all employees should be paid an hourly wage that allows them to meet their basic needs (such as food, shelter, and clothing) while also participating in community life.
• Dental, drug, and supplemental healthcare coverage for individuals, couples, or family.
• A mental health and wellbeing focus with short-term counselling and resources provided by our Employee Assistance Program (EAP) and up to $1000 per year in counselling services.
• Vision care coverage.
• An RRSP matching program.
• A Healthcare Spending Account and Lifestyle Spending Account to expand on coverage available to employees.
• A Bring Your Own Device allowance to cover work-related cell phone use ($ depending on role).
• Professional dues and association fee coverage.
• A generous time off package, including paid vacation, sick and family responsibility days, floating days, and a birthday holiday off.
• Hybrid work environment (where applicable).
• Summer hours.

*some benefits may depend on employment status, such as full-time permanent employment.

We are an equal opportunity employer. We believe that diverse teams perform better and that fostering an inclusive work environment is a key part of growing a successful team. We welcome people of diverse backgrounds, experiences, and perspectives. 

The Food Bank of Waterloo Region is committed to accessibility and to protecting the human rights our job applicants during the recruitment process. Should, at any point throughout the recruitment process, an applicant require accommodation or communication in an alternative format because of a disability, please contact Human Resources at 519-743-5576. We are committed to providing accommodation or alternate formats upon request within a reasonable time in a mutually agreed upon format.

No phone calls please. Only candidates selected for an interview will be contacted. This posting is to fill an existing vacancy. At The Food Bank of Waterloo Region, we use AI-enabled tools to assess applications; however, all recruitment decisions are reviewed by a human.