Job Summary:Business Development Consultant (BDC) Commercial Insurance | Growth-Focused Sales Role Role Overview The Business Development Consultant (BDC) is a high-impact, growth-driving role responsible for building and advancing a strong pipeline of new business opportunities. Working closely with a Producer, this individual will lead outbound prospecting efforts, develop meaningful client relationships, and help drive revenue growth through disciplined pipeline management.
This role is ideal for a motivated, entrepreneurial sales professional who thrives on prospecting, enjoys the challenge of complex B2B sales cycles, and takes ownership of results.
This is not a support role-it's a
growth engine position. The right person will directly influence revenue, expand market presence, and play a key role in building long-term client relationships.
What You'll Do 1. Drive New Business Development - Build and execute a consistent outbound prospecting strategy across phone, email, social media, events, and in-person meetings
- Generate qualified meetings and new opportunities aligned with revenue growth goals
- Research prospects, industries, and market trends to identify high-value opportunities
- Partner with Producers to develop and execute targeted market strategies
- Maintain an active, high-quality pipeline within Salesforce
Success in this role is measured by: - New meetings generated
- Pipeline growth and quality
- Contribution to new revenue opportunities
2. Manage and Optimize Pipeline - Own pipeline organization, tracking, and reporting within Salesforce
- Segment and prioritize prospects (e.g., 90-Day, Active, Long-Term)
- Continuously improve outreach strategies and conversion rates
- Support development of benchmarks and best practices for pipeline performance
3. Lead Prospect Engagement & Meetings - Coordinate and schedule meetings with prospects and internal teams
- Serve as primary point of contact for prospect communications during scheduling
- Collaborate with Producers and internal experts to develop tailored meeting materials
- Ensure all deliverables are polished, relevant, and client-ready
4. Identify Growth Opportunities Within Existing Clients - Develop a working knowledge of all internal service capabilities
- Partner with client service teams to uncover cross-sell opportunities, including:
- Property & Casualty
- Pharmacy & Clinical Consulting
- Executive Benefits
- Total Rewards & Retirement Consulting
- Absence & Benefits Solutions
- Help initiate conversations that expand client relationships and increase value
5. Support Sales & Operational Execution - Assist with RFP responses and new business proposals
- Coordinate client/prospect engagement through events and networking opportunities
- Track and reconcile revenue across the Producer's book of business
- Manage consulting agreements, renewals, and related documentation
- Collaborate with internal stakeholders (including Executive Assistants) on scheduling, travel, and project coordination
What It Takes to Succeed - Strong drive for prospecting and generating new opportunities
- Confidence navigating complex, long-cycle B2B sales environments
- Excellent communication and relationship-building skills
- High level of organization, accountability, and follow-through
- Ability to think quickly, adapt, and operate with a sense of urgency
- Growth mindset with a commitment to continuous improvement
Requirements: Qualifications - Bachelor's degree in Business or related field (or equivalent experience)
- 3-5 years of B2B sales experience, preferably in complex or consultative sales environments
- Experience managing pipelines and CRM systems (Salesforce preferred)
- Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint)
- Familiarity with sales tools such as LinkedIn Sales Navigator, ZoomInfo, or similar platforms
- Willingness to travel as needed
