Director of Major Gifts - Paper Mill Playhouse, Millburn, NJ

Applications for this position are now closed.

Paper Mill Playhouse, recipient of the 2016 Regional Theatre Tony Award, is where American musical theater is celebrated, cherished, and pushed in exciting new directions.  A beloved New Jersey arts institution since 1938 and a nationally renowned not-for-profit regional theater, Paper Mill has been consistently recognized for the artistry of its reimagined classic musicals as well as its commitment to supporting the development of new works and the careers of Broadway’s best talent and emerging artists both onstage and behind the scenes.

Paper Mill Playhouse boasts award-winning access services and education outreach initiatives as well as artist training programs that impact more than 35,000 students each year.  Paper Mill productions have launched national tours and gone on to Broadway—including Disney’s Newsies, Les Misérables, Honeymoon in Vegas, A Bronx Tale, and Bandstand—as well as television broadcasts on Showtime and PBS and original cast recordings. 

Under the direction of Producing Artistic Director, Mark S. Hoebee and Managing Director Todd Schmidt, each season Paper Mill produces five main-stage shows for an audience of 200,000+ in its 1,200-seat theater.  Paper Mill operates on an annual budget of nearly $20 million and employs 50 full time and 600+ part time and seasonal employees including nearly 300 artists.  Approximately 80% of its budget is from earned revenue, with about 50 % from ticket sales.  The fundraising goal for 2018 is 3.5 million dollars.  Paper Mill is currently governed by a 21-member Board of Trustees.   

More information about Paper Mill Playhouse is available at:  


The Director of Major Gifts (DMG) is a new position created to help Paper Mill grow a major gifts program.  The DMG’s primary responsibility will be to research, identify, cultivate, and help solicit individual gifts at the $1,000 level and above, with the goal of increasing major gift sizes over time.  The DMG will also focus on managing donor stewardship, cultivation, prospect analysis, and moves management.  The DMG reports to the Director of External and Strategic Affairs and will also work closely with other development staff, Paper Mill leadership, and Board. 

Specific duties include the following: 

1. With guidance from the Director of External and Strategic Affairs, develop an annual comprehensive Major Gifts plan to build and steward Paper Mill’s major gift donor base. 

2. Manage a portfolio of roughly 200 individual donors and prospects, forging meaningful relationships that deepen their connections to Paper Mill Playhouse. 

3. Create a donor-centered moves management system to direct the identification, cultivation, solicitation, and stewardship of individual contributors. 

4. Drive the cultivation and stewardship plan for individual major contributors; manage annual appeals, renewal letters, e-blasts, and follow up for individuals giving $1,000 plus. 

5. Conduct research on donors and overall funding trends; identify strategies for increasing support and uncovering viable prospects.

6. Directly solicit prospects and work with Trustees and theatre leadership to broaden Paper Mill’s network of individual donors. 

7. Brief Paper Mill staff and board leadership for meetings and events. 

8. Serve as a visible, articulate spokesperson for the theatre and member of the solicitation team. 

9. Maintain detailed, accurate systems and files. 

10. Acquire an in-depth knowledge of Paper Mill’s extensive artistic, education and access programming and serve as an articulate, passionate representative for the theatre and its artists. 


The successful candidate will: 

1. Have a proven track-record in the cultivation, solicitation, and stewardship of individual gifts. Prior major gift experience a plus. 

2. Possess expertise in and knowledge of recent funding trends and motivations in the individual giving arena. 

3. Be very well-organized, plan and manage strategically, establish priorities, and focus on details while not losing sight of the big picture, with the flexibility to welcome and embrace change, and the ability to work collaboratively in a fast-paced theatre environment. 

4. Possess excellent verbal and written communication skills, good business sense, and computer literacy. A working knowledge of Tessitura preferred.

5. Be a personable, positive, and diplomatic individual with integrity, an exceptional work ethic, and a sense of humor, who works effectively with trustees, donors, volunteers, and inside staff, and who enjoys taking an active, public role in the cultivation and solicitation of donors, and as a representative of Paper Mill Playhouse. 

6. Be someone with initiative, creativity, energy, and an entrepreneurial spirit, who enjoys working as a team player but also has the capability to work independently and as a self-starter.

7. Have passion for the performing arts, understand and support Paper Mill’s mission and have the ability to articulate this mission and role to others.   

8. Have, at minimum, a bachelor’s degree, and 7 to 10 years progressive experience as a fund raising professional. 

The following personal attributes will also be considered important:

• A collaborative approach.

• The savvy and judgment to understand and respond to the competing needs of different constituents. 

• Ability to derive deep satisfaction from facilitating the best work of others.

• A desire to be part of the community 


A review of prospective candidates will commence immediately, continuing until the position is filled. Interested and qualified individuals, and recommendations of same, are encouraged to submit their credentials as soon as possible for full consideration to the below consulting firm retained for the search and listed below.  Complete credentials should be submitted electronically and should include the following:

• Cover letter.

• Résumé or CV.

• Salary requirements.

• Four professional references, including name, email, phone and relationship. 

The salary and benefits will be competitive with other organizations of comparable stature and size. 

Application materials should be sent electronically – Word or PDF only, please – with the applicant’s name included as part of each file name.

Management Consultants for the Arts, Inc.
Attn: Louise Kane

Email only:  This email address is being protected from spambots. You need JavaScript enabled to view it.
Subject line: PMP DMG Search

Last modified on Wednesday, 18 April 2018 08:55