Head of High-Value Giving

ABOUT MSF

Doctors without Borders (MSF) is an international, independent, medical humanitarian organisation committed to two objectives: providing medical assistance to people affected by armed conflict, epidemics, healthcare exclusion, natural and man-made disasters; and speaking out about the plight of the populations assisted. MSF offers assistance to people based only on need and irrespective of race, religion, gender or political affiliation. Today, MSF is present in more than 70 countries, where thousands of MSF doctors, nurses, logisticians, water-and-sanitation experts, and other medical and non-medical professionals work together to bring essential health services to people caught in humanitarian crises.

Purpose of the Job

To develop and implement a high-value giving strategy across corporate partnerships, high-net-worth individuals, trusts, foundations, and legacy programmes in the South African market, delivering both personal income targets and team-wide revenue growth. The role combines active donor portfolio management bringing in 20-30% of the unit's income directly with strategic leadership of a cross-functional team of 4-6 professionals. The position prioritises unrestricted funding while building flexible, multi-year partnerships across diverse income streams.

JOB OVERVIEW

Visions of the post

To inspire and engage the Southern African philanthropic community to take action to save lives around the world though financial support towards MSF projects.

MAIN ACCOUNTABILITIES

To develop and implement the High-Value Giving strategy focused on the South African market, achieving unrestricted income growth and supporting the Director of Fundraising in delivering R7-12M annual revenue by end-year 2026, scaling toward 1M EUR over the next 3 years.

Work with the Director of Fundraising, the CEO and MSF fieldworkers to engage new supporters, and to cultivate relationships with existing supporters.

Personal income responsibility, directly manage and cultivate a portfolio of 40-60 mid-level and major donors (corporates, HNWI, foundations, trusts), personally generating 20-30% of the unit's annual target income while stewarding ongoing relationships.

Unrestricted income prioritisation, shape donor pipeline development and partnership terms to emphasise unrestricted, flexible funding as the primary objective, while managing restricted income opportunities strategically within organisational priorities.

Manage your own portfolio of Key Major Donors and be involved in the most significant opportunities for new partnerships, with high-net-worth individuals, trusts and companies.

Lead the team in building profitable, multi-year relationships with companies, trusts and high-net-worth individuals, achieving agreed objectives.

Manage team members in line with organisations policy and practice, developing and retaining skills, ensuring motivation and performance

Ensure all external communications and funding proposals relating to major donor programmes are developed to appropriately reflect the reality of MSF’s operations and in line with the ethics and standards of MSF

Ensure that funds are solicited, collected, and allocated according to the objectives and funding needs of MSF operations, as well as within the policies of MSF

To be an effective part of the leadership team for the Fundraising department, taking responsibility for delivery of the strategy and development of the team.

South African market expertise, build and maintain deep knowledge of the South African donor landscape (corporate gift giving behaviour, BBBEE/SED compliance frameworks, foundation and trust sector dynamics, legacy/bequest giving patterns), translating market intelligence into competitive positioning and donor strategy.

KEY DUTIES & RESPONSBILITIES

Strategic planning and management

Develop and implement the philanthropy and partnerships three-year strategic plan to successfully raise engagement and income from HNWIs, Trusts and Foundations and corporate located in the Southern Africa region.

Produce annual plan and targets (income and KPIs) for the Philanthropy and Partnerships program

Provide strategic advice and support on operational maters

Confer regularly with Fundraising Director to review achievements and discuss require changes in tactics and/or activities in order to deliver the stated goal and objectives

Establish and manage policies, systems and procedures for managing workflow, record keeping for the Philanthropy and Partnerships program

Managing relationships with portfolio of high value/major gifts donors

The HVG role models personal portfolio excellence while leading the team to manage a combined portfolio of 150-200+ prospects and donors across four channels: high-net-worth individuals, corporate partnerships (including SED/BBBEE aligned giving), trusts and foundations, and legacy/bequest giving. The role holder is directly responsible for cultivating, soliciting, and stewarding 40-60 donors personally, generating target income contribution of 20-30% of unit revenue, while ensuring the team collectively achieves R7-12M annually.

Develop and execute personal donor cultivation plans (minimum 40-60 active relationships), tracking pipeline movement from prospect → proposal → solicitation → stewardship across 12–18-month cycles.

Lead team strategy on unrestricted funding positioning; work with Communications and Programme teams to articulate MSF's global impact narrative and its resonance for SA-based donors who prefer unearmarked giving.

Research and identify sector-specific and demographic corporate prospects aligned with BBBEE/SED compliance frameworks and CSR investment priorities; develop tailored pitches for different corporate segments (blue-chip, mid-market, SME, impact-focused).

Manage foundation and trust prospect pipeline; maintain current knowledge of active grant makers in the humanitarian and international health sectors operating in or targeting the SA market.

Establish and oversee a legacy/bequest giving programme; develop stewardship pathways for donors expressing long-term commitment to MSF. Developing a legacy strategy and plan of action

Strategic planning and management

Unrestricted Income Strategy & Donor Pipeline Management

Develop annual unrestricted income targets by donor segment (HNWI, corporate, trust/foundation, legacy) and track achievement against R7-12M team target and personal 20-30% contribution.

Define and communicate MSF's value proposition to SA donors seeking unrestricted giving opportunities; work with the Director and Communications to position MSF as a credible, transparent, impact-driven humanitarian organisation within a competitive SA giving landscape (informed by sector benchmarking and donor behaviour research).

Build flexible partnership agreements that accommodate both restricted and unrestricted giving, allowing donors to support both strategic MSF priorities (e.g., emergency response, regional focus) and MSF-directed allocation where optimal.

Maintain active prospect pipeline with regular KPI reporting: pipeline value by stage (prospect, cultivated, proposal, committed), conversion rates, average gift size by donor segment, and forecast accuracy.

Management of the unit

Recruit (when necessary), appoint, train and manage the MSF SA Philanthropy and Partnership team.

Set clear, attainable objectives for team members, evaluates employee job performance in accordance with the established MSF procedures, and collaborates with employees to establish appropriate development paths.

Consults with and coach employees to achieve goals

Provides on-going feedback and guidance in a context of mutual respect.

Delegate responsibilities, to ensure that major gift donors are actively engaged on a regular basis, as per agreed pipeline and move manage strategy.

Other

Participate and contribute to MSF international working groups