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

1. 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.
2. Work with the Director of Fundraising, the CEO and MSF fieldworkers to engage new supporters, and to cultivate relationships with existing supporters.
3.  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.
4. 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.
5. 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.
6. Lead the team in building profitable, multi-year relationships with companies, trusts and high-net-worth individuals, achieving agreed objectives.
7. Manage team members in line with organisations policy and practice, developing and retaining skills, ensuring motivation and performance
8. 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
9. 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
10. 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.
11. 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 related to major gifts donors
• Develop close contact with Operational Desks to research content, and develop positioning for major gifts proposals, reports and field visits.
• Within the MSF movement, interact with all levels of staff to strategize approach, plan and coordinate to stay abreast of current issues on the MSF operations.
• Follow the developments globally in the area of Philanthropy
• Participate in regular staff and team meetings and other MSF South Africa activities as required
  

KNOWLEDGE, COMPETENCE, SKILLS & EXPERIENCE REQUIREMENTS

• University graduate
• At least 5-8 years of major donor fundraising experience including significant experience with personal solicitation
• Strong manager; facilitator; integrator, with min. 5 years staff management experience
• Strong interpersonal, public speaking and presentation skills
• Excellent level in written and spoken English.
• Ability to analyse and synthesize complex and sensitive material and use it to develop funding proposal, strategic plans
• Demonstrable expertise in the South African fundraising market, with established networks and relationships among corporates, HNWIs, foundations, trusts, and legacy/bequest giving practitioners; ability to navigate BBBEE, SED, and CSR landscape.
• Proven ability to generate personal income as a practising fundraiser; track record of personally closing 20-30% of a unit's revenue target (not solely through team management).
• Experience building and managing donor portfolios across multiple funding streams (corporate, individual major giving, institutional grantmakers, alternative funding models such as legacy/bequest); flexibility and comfort moving between different donor types and giving mechanisms.
• Knowledge of international humanitarian sector positioning within South African donor context; ability to communicate MSF's global mission (particularly unrestricted emergency response, field presence in Africa/Global South) to donors prioritising impact and transparency.
• Familiarity with donor due diligence requirements, ethical fundraising standards, and MSF's compliance frameworks (including PBO/Section 18A requirements and fundraising ethics).
• Ability to write a range of correspondence from formal business letters to thank you notes
• Strong computer literacy, including ability to use word-processing, spreadsheet and database software, and to search the internet for research purposes
• Experience with donor databases and contacts management
• Knowledge of international humanitarian affairs
• Commitment to the aims, values and principles of Médecins Sans Frontières/Doctors Without Borders; ability to engage and understand MSF’s social mission and carries a strong believe in how the function of fundraising is adding value to it
• Dynamic and creative; excellent judgment and diplomacy
• Excellent time management and organizational skills; ability to handle a large volume of work under pressure and with deadlines
• Keen attention to detail with ability to track multiple projects at one time
• Proactive and can work independently with a minimum supervision
• Flexible travel schedule; must be able to travel as required for standard domestic and international business travel, as well as to MSF field projects

APPLICATION DETAILS

• The vacancy closing date is 29 September 2026
• Start date: 1 November 2026
• By applying to this position, the applicant confirms they have read, understood and agreed to fully comply with MSF Charter and MSF Behavioural Commitments and Data Privacy Policy.

Information

The protection of your personal data is important to MSF. By submitting your application, you consent to MSF using your personal data only for the recruitment process to have all the information and documents necessary to proceed with the recruitment, validation of your application and selection of the most suitable candidate. Your personal data will be treated confidentially. MSF will not use your personal data in any other way, not foreseen for purposes of recruitment.

MSF is an equal opportunity employer and does not charge any application/recruitment fee.

Lately, MSF is a civil society initiative that brings together individuals committed to the assistance of other human beings in crisis. As such MSF is by choice an association. Each individual applying for MSF roles does it out of conviction and is ready to uphold the values and principles of MSF.

MSF values diversity and is committed to create an inclusive working environment. We welcome applications from all qualified candidates regardless of disability, gender identity, marital or civil partnership status, race, colour or ethnic and national origins, religion or belief, or sexual orientation, and all other diversity characteristics.