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Director, Market Development

Company:

Leading Specialty Agricultural Finance Platform 

Position Title:

Director, Market Development (Full-Time, Permanent)

Reporting Relationship:

VP, Revenue Operations

Work Environment:

Remote or In-office work if near HQ

The Career Opportunity

• Are you an agricultural professional with deep industry fluency who can converse credibly with row-crop producers, landowners, and agribusiness leaders? 
• Do you possess the outbound persistence and diagnostic questioning skills needed to initiate contact with new prospects and build an active sales pipeline? 
• Are you eager to serve as a high-level sales strategist and dispatcher with a hint of management, guiding Relationship Managers toward high-value opportunities?
• Do you want to step out of routine administrative or back-office tasks and drive the primary business development engine for a fast-growing, tech-forward ag lender?
• Are you skilled at leveraging enterprise CRM platforms and directing external strategic marketing agencies to generate high-quality leads?

Our client is a specialized, outcome-based lender that has revolutionized farm operating loans. In partnership with a leading global investment firm, they provide crop operating capital to producers across the United States. Unlike traditional banks that heavily emphasize land ownership, they lend based on a producer's operating potential and efficiency—their ability to grow a crop. 

In addition to core crop operating revolvers, the organization’s product suite includes general equipment financing, inventory loans for grain facilities, cattle/livestock financing, and expanding real estate credit solutions. Unburdened by traditional bank regulatory constraints, our client provides the executive leadership, capital capacity, and operational agility required to serve high-volume producers in an evolving agricultural economy. This modern approach to the agricultural landscape is unique in an environment where land rental and non-owner operations represent a massive segment of agribusiness.

Position Overview

The Director, Market Development serves as the primary support system for the business development efforts of the company. Operating as a strategic partner and sales dispatcher, this position conducts targeted agricultural market research, initiates initial relationship outreach, and builds a consistent sales pipeline for Relationship Managers.

Rather than functioning as a back-office administrative role, this individual brings deep agricultural fluency to engage prospective clients, direct RMs toward high-value opportunities, and manage their external strategic marketing partner.

Key Responsibilities

1. Market Research & Opportunity Identification 

• Conduct detailed market research across assigned geographic territories, industries, and agricultural sectors to identify prospective producer clients and business opportunities.
• Utilize industry databases, lead generation subscription tools, and referral networks to pinpoint key decision-makers and high-value agricultural operations.
• Monitor regional ag market developments and trends to uncover emerging lending opportunities.

2. Relationship Development & Outreach 

• Initiate outreach with prospective agricultural clients via telephone, email, digital channels, and industry events.
• Establish immediate professional credibility, ask diagnostic questions regarding farm operations, and evaluate strategic fit for their lending solutions.
• Cultivate initial relationships and transition qualified prospective accounts to the appropriate Relationship Manager (RM).

3. RM Partnership & Sales "Dispatcher"

• Function as a sales dispatcher with a hint of management, proactively directing RMs toward qualified prospects and driving disciplined follow-through. While not leading a sales team, this role will be highly influential with the regional sales people.
• Act as a respected strategist for the sales staff, preparing background briefs prior to prospect meetings.
• Maintain clear operational boundaries to ensure the role operates as a high-level pipeline builder rather than an administrative assistant or "gopher" for individual reps.

4. Marketing Agency Oversight & Lead Generation

• Serve as the primary internal manager for the company’s strategic marketing firm, translating field insights and ideas into targeted campaigns.
• Manage subscriptions to lead generation tools, ensuring contact lists remain accurate, high-quality, and actionable.

5. CRM Pipeline Administration

• Utilize a custom CRM to track, document, and organize relationship-development activities, conversations, and prospect pipelines.
• Help RMs track upcoming follow-ups and next steps within the CRM to ensure prospective opportunities do not stall.

Required Qualifications & Key Characteristics

• Agricultural Industry Fluency: A deep agricultural background and fluency are required to converse knowledgeably with row-crop producers, landowners, and agribusiness partners without exposing ignorance.
• Outbound Outreach & Persistence: Proven track record of initiating contact with unfamiliar prospects, establishing trust quickly, and maintaining disciplined follow-up over time.
• Assertive & Collaborative Mindset: Possesses the backbone to push field reps on prospect execution and pipeline accountability while maintaining strong, collaborative working relationships.
• CRM & Technical Aptitude: Proficient in leveraging enterprise CRM platforms and digital lead generation tools to maintain organized, transparent sales pipelines.
• Location & Travel Flexibility: Remote work setup (with a hybrid arrangement available for top-tier candidates located near the regional headquarters). Requires flexible travel of 3 to 5 days per month for corporate office visits, regional team gatherings, industry trade shows, or joining RMs on-farm to help close key prospective accounts.

Operational Boundaries (What the Role Is Not)

• Sales Methodology & Credit Guardrails: Overall sales procedures, credit underwriting methodology, and loan approval guardrails remain under executive sales leadership].
• Administrative Support: This role does not handle routine administrative tasks, expense reporting, or secretarial duties for individual sales reps.
• Back-Office Deal Desk: The position focuses on relationship creation and pipeline expansion rather than financial deal desk approvals, discount enforcement, or commission calculations.

Performance Evaluation & Success Metrics (KPIs)

Success is evaluated by nurtured relationship quality and direct contribution to overall loan growth, rather than raw call or email volume. Key performance indicators include:

• Quantity of qualified prospective relationships identified and developed.
• Number of qualified prospect introductions and meetings scheduled for RMs.
• Conversion rate of initial introductions into active loan applications and closed loan volume.
• CRM pipeline documentation accuracy and consistency of prospect follow-ups.

Work Environment & Total Rewards

Our client offers an executive total rewards package designed for long-term career growth:

• Competitive Executive Base Salary with an annual performance bonus program.
• 401(k) Retirement Plan featuring a Safe Harbor employer contribution.
• Comprehensive Health Coverage including medical, dental, and vision insurance.
• Insurance Protection: Employer-provided life and disability coverage.
• Paid Time Off: Discretionary time off policy.
• Professional Environment: Ongoing professional development support within a collaborative, growth-oriented workplace.

KEYWORDS:

Business Development, Market Development, Sales Operations, Sales Dispatcher, Agricultural Lending, Ag Finance, Row Crop, Working Capital, Market Research, Outbound Outreach, CRM, Lead Generation, Pipeline Management, Agribusiness

CONTACT INFORMATION:

AG HeadHunters

info@agheadhunters.com

(615) 686-2099

EEOC STATEMENT:

We are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, citizenship, marital status, disability, gender identity, or veteran status. We are also committed to diversity and helping to create an inclusive environment for our clients. If you can do this job you will not be denied consideration.