NY Advertising Sales Director

New York
Mar 24, 2014
Apr 23, 2014
Human Resources
Full Time
Business Insurance, is the commercial insurance and risk industry’s leading source of related business and policy news, opinion and information. Business Insurance has been published by Crain Communications Inc since 1967 and is the insurance industry's pre-eminent business news weekly. In addition to the print product we communicate with our readers via a variety of properties and platforms including print, digital, events, plus research and custom projects.

New York Advertising Sales Director – New York & Southeast Territory

Business Insurance is looking for an energetic, detailed senior sales executive with excellent communication and project management skills to manage, build and diversify one of the brand’s most significant sales territories. Must be able to manage major clients & their advertising agencies; develop client relationships as well as team relationships. This sales executive is expected to travel in the New York and Southeast territory and is required to prospect for new business continuously. He or she must be innovative and creative in their approach and thrive in a fast-paced environment that is constantly evolving to fit the changing insurance and risk management market.

The Business Insurance Advertising Sales Director must have the ability to position the brand’s strong USP in a highly-competitive market. Additionally he/she must be adept at conceptual selling and have the confident and skill to get meetings with and establish relationships with senior client-side executives. This job requires a strong work ethic and high energy – as well as creativity. The job is based in the Crain Communications office in Manhattan.


• Develop deep client relationships to be able to deliver specific customized solutions to them

• Ability to identify, cultivate and convert prospects into clients

• Demonstrate the ability to present to agency contacts as well as business owners and marketers

• Ability to develop and execute business plans to reach and surpass defined revenue goals

• Must create great visibility and exposure throughout the commercial insurance community including participation in local and national industry associations & events

• Confident networker who showcases their passion and enthusiasm for the Business Insurance brand

• Develop strong internal working relationships – with the Advertising Director, the Marketing Director, the Research Director, the Conferences Director and others

• Sell across the Business Insurance platform – focusing on upgrading existing customers based on these companies’ business objectives and go-to-market strategies

• Close new business from the traditional commercial insurance market, as well as categories adjacent to the field.

• Keep an accurate 90/50/10 sales pipeline. Meet all sales targets. - Generate advertising revenues to exceed specific budgetary goals
o Identify and develop new advertisers
o Lead cross-platform/multi-product proposal development, RFP response and presentations • Introduce new products & services to target accounts within the proposal development process
o Maintain and grow account list or territory assignment.
o Coordinate and executes the timely preparation, documentation, and presentation of sales proposals.
o Maintain a robust sales pipeline and accurately forecast all proposed sales opportunities via the company’s CRM platform.


• Bachelor’s degree required – preferably in marketing, advertising, media or communications, ideally coupled with a background in B2B marketing communications and / or financial markets.
• 5-7 years of Sr. level sales experience is necessary with prior digital advertising or online media sales experience preferred; assertive “hunter” style sales skills required.
• Advertising agency experience is a plus.
• Must be comfortable regularly visiting Senior-level client side contacts directly, in person
• Digital marketing fluency; ad tech knowledge & experience preferred.
• Outstanding verbal, written & presentation skills are essential.
• Experienced with Microsoft Office applications, including Word, Excel, PowerPoint, and Outlook.
• Prior experience with Salesforce.com is a plus. ACT! Is currently utilized.
• Excellent organizational and project management skills are required. Strong 1:1 and group presentation skills are essential.
• Successful candidates will be self-starters, highly self-motivated, comfortable with national & regional travel on a regular basis, and will be committed team players within the organization.
• An ability to develop & grow effective external & internal business relationships is a must.