Director of Development

Company: Baltimore Community Lending

Location: Baltimore, MD

Job Function: Fundraising


Background

BCL was established in 1989 (originally Community Development Financing Corporation) to promote the revitalization of neighborhoods within Baltimore City. After functioning for its first 13 years as a wholly directed entity to support the City of Baltimore’s community development activities funding, for more than 15 years, BCL has stood on its own as an independent, federally certified Community Development Financial Institution (CDFI).  For more information about the organization, visit bclending.org.

Since its inception, BCL has sought to promote affordable housing, encourage homeownership, foster community revitalization, and build capacity in the development community through a range of lending programs.  More recently, BCL has taken a more flexible approach to provide a broad range of financing for affordable housing, commercial and mixed-use projects in Baltimore, with a willingness to take on almost any role that is needed short of permanent mortgage financing if the project makes sense and meets BCL credit requirements.  This most often means providing acquisition/construction loans and interim financing to both nonprofit and for-profit developers in Baltimore City. At present, the vast majority of borrowers are private developers, who account for nearly 90% of BCL’s loans.  While maintaining a 60% focus on the City of Baltimore, BCL’s lending service area now stretches into the Baltimore Metro area.

 CURRENT SITUATION

The search has been occasioned by recent growth in both loan capital and commercial real estate project demand in the area’s low/moderate income neighborhoods, as well as in the 5 surrounding counties.  The staff has grown and been strengthened in recent years, and the organization is now poised for a new chapter of significant growth. One particularly significant change in 2018 was the initiation of a new loan fund providing capital to start-up and emerging businesses, exclusive of real estate purposes, that are creditworthy but lack the equity or collateral to access traditional lending sources.  These are micro-loans of up to $50,000.

BCL currently targets its real estate lending to small and mid-sized development projects, a niche that has been identified by both the City, the counties, and local developers as one of great need, to support redevelopment of moderate income neighborhoods that are under a measure of stress.  The conventional banking system provides well the necessary financing in strong, stable neighborhoods, and very low income, distressed neighborhoods often require larger scale development projects that are the province of larger, national CDFIs, banks, or major public investments. BCL’s research has shown that there is significant demand for BCL’s loan products in these middle market communities, so they have become more flexible and allow larger loans. In recent years, the board has approved a change in policy to increase the maximum allowable loan limit up to $2.1M or 7% of total assets. This new flexibility and increased lending capacity, especially their Guidance Line of Credit product, have generated great interest and demand from local developers.

BCL currently has assets of approximately $30M, including $7-8M of lending capital plus $7M in additional borrowing availability, for lending. The organization’s annual operating income in FY 2021 was approximately $4.2M. The lion’s share of the FY 2022 budgeted income is primarily from earned income rather than from grants and contributions.

BCL is governed by a diverse 12-person Board of Directors who are drawn from several of the major bank lenders in the city, representatives of the City’s Department of Housing and Community Development, as well as both private and nonprofit developers and other professionals who work in affordable housing. The work is conducted by a staff of 17, including the CEO, COO, CFO, Chief Lending Officer, Business Lending Director, five other loan officers, a loan administrator, a construction specialist, an operations manager and other administrative staff.

Summary

The Director of Development (DOD) plays a leadership role with BCL’s Management Team, Staff and Board, in the development of strategic partnerships to meet BCL’s annual fundraising goals in support of its loan funds, programs and operations. The DOD coordinates with staff to effectively manage the identification and acquisition of new donors, renewal and further development of current funders and on-going funder relations, including reporting. The DOD will work with our Marketing and Communications Officer to assist in marketing material development and Web and social media site management.

Responsibilities

The Director of Development reports directly to the Senior Vice President and Chief Operating Officer and works closely with the Senior Managers, Board, and Team. During the current COVID protocols, BCL staff report to the office on a hybrid schedule basis.

MAJOR DUTIES AND RESPONSIBILITIES:

Strategy and Planning:

  • Leads the design and on-going refinement of a comprehensive and effective fundraising plan.
  • Oversees the implementation of strategies to solicit new funders and renew and expand current
  • Coordinates the involvement of BCL’s Management Team, Board, and Senior and Program staff in all fund-raising

Identifies and Secures New Prospects

  • Develops and manages donor-acquisition
  • Identifies, cultivates, and solicits new prospects for local, national, regional, and programmatic funding.
  • Writes and edits requests to targeted funders

Obtains Renewals

  • Develops and manages donor-retention
  • Researches, writes, and edits requests to current funders including foundations, banks, government, corporations, and others

Management of Fundraising Correspondence, Information and Reports

  • Oversees compliance with all funder and investor reporting
  • Completes thorough, accurate and timely funder
  • Manages Development correspondence including responses to requests from funders and other partners for BCL materials and
  • Manages a computerized project statistical tracking
  • Interfaces with the Team to gather information and manage profiles of prospects within BCL’s market area.

Marketing and Public Relations

  • Plays a key role in helping to design marketing strategies to increase BCL’s visibility and expand its lending and technical assistance
  • Works with the Team in the development of a variety of collateral materials including brochures, reports, articles, funder updates, fact sheets, press releases,
  • Assists in the creation of BCL’s Annual Report
  • Other Duties as assigned

Requirements

The ideal candidate will have the following skills and experience: a minimum of five years

experience in development, communications, and/or external affairs; demonstrated ability to conceptualize and implement effective cultivation and solicitation of donors; exceptional written and oral communication skills. The successful candidate must be able to synthesize multiple complex concepts and analyze numbers and data to form clear and compelling arguments appropriate for various audiences. The successful candidate should have thorough knowledge of fundraising, grants, foundations and donor relationships with banks, corporations, individuals, and government; knowledge of the community development field and basic financial concepts is preferred. Knowledge of the CDFI lending industry is highly desirable.

EDUCATIONAL AND OTHER REQUIREMENTS:

The position requires a bachelor’s degree and a person with a high degree of self-motivation, dedication, creativity, strategic thinking, ability to work in a team setting, and flexibility. The successful candidate must be able to collaborate with multiple individuals and groups both within and outside of the organization and represent BCL in a professional and courteous manner. Strong computer skills are required, with the ability to meet deadlines, pay attention to details, with exceptional time management skills and a personal commitment to the mission and goals of BCL.

Compensation and Benefits

$70,000-$75,000/annually, commensurate with experience and qualifications, paid as a salary with benefits. Compensation includes an excellent benefits package:

  • Life Insurance (after 90 days) $50,000 limit
  • Health Insurance Option including vision and dental, after 30 days
  • Paid Vacation (80 hours) after 1 year
  • 11 Paid Holidays
  • Personal/sick leave (80 hours) after 1 year
  • 3 Days paid Bereavement leave for immediate family member.
  • 401(k) Plan
  • Continuing Education Assistance
  • Employer Sponsored Short and Long-Term disability insurance, after 90 days

 

How to Apply

For additional information or and questions, please contact:

Clarence J. Snuggs

Chief Operating Officer

Baltimore Community Lending

875 Hollins Street, Suite 301

Baltimore, Maryland 21201

Clarence.Snuggs@BCLending.org

410-319-0735

Equal Opportunity Employers (EOE).

501(c)(3) Non-Profit Certified Community Development Financial Institution