The Chesapeake Bay Foundation seeks an Associate Director of Planned Giving to be based at its Philip Merrill Environmental Center headquarters located in Annapolis, MD.


Established in 1967, the Chesapeake Bay Foundation (CBF) is the largest regional nonprofit conservation organization dedicated to saving the Chesapeake Bay, its rivers and streams, and the wildlife that call it home through education, advocacy, litigation, and restoration. Since 2010, CBF has engaged in a focused effort to defend and implement the Chesapeake Clean Water Blueprint, a binding federal and state collaborative agreement aimed at reducing pollution to the science-based, legally-affirmed levels established by the U.S. Environmental Protection Agency (EPA). The Blueprint is expected to be fully implemented by 2025. If the states and the federal government achieve Blueprint goals, the Bay will finally—after decades of failed efforts—be removed from the Clean Water Act’s impaired waters list. Successfully implementing the Blueprint depends on a well-informed, engaged, active, and diverse constituency of members, advocates, and volunteers who speak up and take action to save the Bay.

CBF has a staff of approximately 200 employees working in offices in Annapolis, Maryland; Richmond and Virginia Beach, Virginia; Harrisburg, Pennsylvania; and Washington, D.C. as well as 15 field education program locations. Our staff and volunteer corps work throughout the region educating students and adults, advocating for clean water policies, restoring waterways, and litigating when necessary.
CBF’s headquarters office in Annapolis, Maryland is the Philip Merrill Environmental Center, the world’s first U.S. Green Build Council’s LEED platinum building. In 2014, CBF opened the Brock Environmental Center—one of the world’s most energy efficient, environmentally smart buildings—in Virginia Beach, Virginia.
CBF has an annual budget of approximately $30 million and is supported by over 300,000 members and e-subscribers. For more information on CBF, please visit

The Associate Director of Planned Giving champions gift planning as an essential component of CBF’s overall fundraising strategy. To secure sustainable legacy support for CBF, the Associate Director manages a portfolio of planned gift prospects and works cross-departmentally to develop and implement planned gift donor identification, qualification, cultivation, solicitation, and stewardship strategies both in and out of structured campaigns. The incumbent also serves as a subject matter expert on planned gifts, planned giving programs, and estate and gift tax laws

Essential functions include:

1.    Planned Giving Donor Qualification, Cultivation, and Solicitation
a. Manage a portfolio of qualified planned gift prospects to cultivate, solicit, and document new planned gift commitments and achieve fundraising goals.
b. Qualify individuals who CBF identifies, or who self-identify, as planned gift prospects.
c. Advise solicitors on planned gift cultivation and solicitation strategies for their prospects. Prepare literature packets and gift illustrations/proposals as needed.
d. Conduct in-person and virtual visits, as appropriate, with planned gift prospects.
e. Arrange planned and blended gift training opportunities for the major gift team.
f. Engage CBF staff and leadership as well as industry professionals like financial advisors and estate planning attorneys in promoting CBF planned gift opportunities.
g. Support, and lead when necessary, campaign design and implementation of planned giving goals and strategies for both dedicated planned giving campaigns and as part of larger comprehensive campaigns.

    2.    Planned Giving Marketing

a. Develop and implement multi-channel marketing strategies to generate leads, uncover previously undisclosed gift commitments, and secure new planned gifts.
b. Identify, with the development operations team, planned giving prospects in CBF’s database and append key data points to aid in marketing and solicitation efforts.
c. Manage CBF’s relationship with vendor(s) to support the program. Use vendor software to prepare gift calculations and proposals. Coordinate with the vendor on the administration of CBF’s planned giving website.
d. Collect stories and testimonials from planned gift donors for use on the planned giving website, planned gift marketing pieces, and more.

3.    Planned Giving Stewardship
a. Serve as point of contact for members of CBF’s legacy society to answer questions and provide service.
b. Craft and manage, in conjunction with the stewardship team, a plan to ensure legacy society members are effectively recognized and connected to CBF’s mission.

4.    General Program Administration
a. Develop annual work plans, revenue budgets, and expense budgets for the planned giving program. Monitor and adjust the program as necessary to reach goals and budget targets.
b. Serve as point of contact for all inquiries about planed gifts and gifts of property, including real estate, vehicles, vessels, personal property, etc.
c. Serve as point of contact for estate executors, attorneys, and financial advisors who communicate with CBF about planned gifts or lifetime gifts like IRA Rollovers.
d. Develop metrics and reports, with the development operations team, to track and assess the performance of the planned giving program over time, including ROI.
e. Use CBF’s database and paperless document storage system to track planned giving marketing touches and actions, enter/track planned gifts, and store essential documents.
f. Maintain relationships with key contacts at third-party vendors involved in the administration of life income gifts and the management of related investments, and with third-party vendors advising CBF on the reinsurance of charitable gift annuities.
g. Maintain relationships with key contacts at financial institutions serving as expert advisors to CBF’s planned giving program and institutions included on the “Preferred Provider List” shared with prospective planned giving donors who request financial advice.
h. Consult the Gift Acceptance Committee and other key staff when vetting proposed planned gifts, including all gifts of real estate/property. Consult with CBF’s attorney(s) as needed.
i. Work with the finance team and third-party vendors to ensure CBF meets state regulatory requirements for issuers of charitable gift annuities in states where we choose to market and accept them.
j. Ensure CBF adheres to best practices regarding counting and valuation of planned gifts.

5.    Other

a. Maintain membership and/or certifications with trade associations. Participate in continuing education to build knowledge and expertise and keep abreast of current trends.
b. Other duties as assigned.
c. Work to ensure that systems, organizational culture, and practices are aligned with CBF’s mission, values and commitments related to DEIJ.
d. Develop and refine programs and activities to ensure equitable practices and support the development of a diverse and effective team.
e. Ensure an inclusive working environments that supports diverse populations.


Bachelor’s degree required. Minimum of five years’ experience in nonprofit fundraising. Prior experience soliciting and securing planned gifts and/or managing a gift planning program preferred. Strong interpersonal skills utilizing tact, discretion, and compassion, and maintaining a high level of confidentiality. Excellent verbal communication skills and writing skills in a variety of styles (solicitations, proposals, reports, stewardship). Experience with print and digital marketing a plus. Excellent time management skills. Demonstrated ability to recognize opportunities and identify critical, high-return activities and prioritize them to attain goals. Proficiency in computer systems, MS Office software, and CRM databases.

Ability to work independently and within a team environment.  Ability to communicate effectively with people from diverse backgrounds and experiences. Ability to receive and give supportive feedback to foster equity and inclusion in working relationships.  Ability to recognize, nurture, and learn from strengths in co-workers. Having flexibility to accomplish job responsibilities in several work environments, whether it be from home, on the road, or in an office.

Salary Range:  $75,000- $77,000

To apply, please send resume and cover letter through job posting on CBF website .

CBF offers a comprehensive benefits package to include: 20 vacation days, 10 sick days, health, vision, dental, life insurance, and a tax deferred retirement plan.


Just as biodiversity is the key to a thriving ecosystem, human diversity is the key to saving the Bay. Success depends on people from widely diverse backgrounds, cultures, ethnicities, identities, and races taking collective action. Clean water, clean air, and a safe environment are rights we all share.

To increase diversity, equity, inclusion, and justice, the Chesapeake Bay Foundation will:

· Recruit and retain a staff, board, and membership that reflect the diversity of people living within the Chesapeake Bay region;
· Strengthen and broaden the diversity of our partnerships;
· Celebrate and value the diversity of staff; and
· Fight to ensure that everyone has equal access to clean water, clean air, and a safe environment.

CBF is proud to be an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.