New Business Director

FARM - Lancaster, NY

FARM is looking for an experienced sales and marketing professional to lead our new business development efforts. The role of the director is to generate opportunity for the agency and is primarily focused on conducting the following breadth of work with prospecting efforts: initial research and identification, outbound outreach via phone, email, events/networking, etc. to attract and incite interest in the agency, qualification, and lead nurturing.

The director will work alongside the agency Leadership Team and other select staff members through the sales process once he or she generates opportunity with qualified leads interested in working with FARM.


Supervise and implement all new business development activity for the agency
Develop and aggressively execute a new business plan on a yearly basis
Primarily focus on targeted outbound outreach with inbound new business efforts support as a secondary focus
Collaborate with the FARM marketing team to help prepare creative materials and new business tools that can be used to engage and nurture prospects

Internal Requirements:
Manage and update Pipedrive, which includes tracking any and all new business leads, contacts, opportunities, and account contact information
Manage New Business Development team
Support content and account teams in developing new business materials and tools
Hold monthly status update on new business leads and activity with Leadership
Take part in continual training programs. Responsible for research and knowledge development (e.g.., attending internal/external training, reading marketing books/articles, routing periodicals, interaction with client teams, etc.).

Research potential accounts, identify key players, and generate interest through active targeted outreach across all agency industries and markets
Build and maintain top-tier new business prospect lists for each primary and secondary industry we specialize in.
Conduct thorough qualification work and understand prospect challenges/opportunities
Participate in responding to RFIs & RFPs
Source new sales opportunities through outbound cold calls/emails, inbound use of data, networking, marketing opportunities, industry events, and social platforms
Maintain and actively manage all lead nurturing efforts through the sales funnel
Add value throughout the entire sales process from start to finish (e.g., securing meetings/opportunities, leading proposals and presentation development, and closing new business)
Provide input and support with agency marketing, social media strategy, and content development
Maintain new and existing relationships network through LinkedIn and other social networking sites
Research industry trends and keep up with current events in order to recognize opportunities for our clients and prospects
Provide on-going reporting to key stakeholders

Preferred Education and Experience:
7+ years of demonstrated success in a sales or business development position
Experience selling professional services, preferably centered on marketing services
Understanding of advertising, branding, marketing communications, and/or research at a base level
Experience in any of the following industries is a plus: automotive, financial services, insurance, or retail
A healthy contact list/professional network in any of the above industries is a plus
Entrepreneurial mindset and self-starter, who can quickly learn about FARM and successfully represent the agency in an eloquent way
Must be highly motivated and results oriented
Strong presentation, communication, and writing skills are required
Attention to detail with strong organizational, interpersonal and management skills
Detailed, in-depth knowledge of Microsoft Office programs, particularly Word, Excel, and PowerPoint

Additional Information:
Position may involve necessary travel (overnight stays may be necessary) and flexible hours to meet the needs/demands of each project
Timesheets to be completed daily using Workamajig

Since 1986, FARM has been helping local and national clients grow their business, going beyond traditional advertising disciplines such as direct mail, print, and broadcast communications to cultivate true strategic partnerships through research, planning, and ideation. Our clients include retail grocers, financial institutions, insurance companies, and automotive SAAS companies, and energy providers among others. FARM offers a competitive salary and benefits in a supportive, team oriented atmosphere where we all work hard and have FUN in a culture of many perks such as casual dress and many special events!