Sales Leader - New Business & Producer DevelopmentLocation: Madison, WI
Reports To: VP Risk ManagementAbout the RoleCottingham & Butler is seeking a senior, client-facing Sales Leader to play a pivotal role in driving new business growth and elevating producer performance in our Madison office. This is not a traditional producer role. Instead, you will operate as a strategic deal leader and coach, partnering with producers on complex opportunities, shaping sales strategy, and helping win high-value accounts. At the same time, you will actively develop emerging producers, accelerating their growth and improving overall team performance. If you thrive in high-stakes sales environments, enjoy influencing outcomes without sole ownership of a book, and want to have a measurable impact on both revenue and people development, this role offers a unique opportunity.
What You'll Do1. Drive New Business Wins- Partner with producers on qualified opportunities to shape strategy, messaging, and positioning
- Lead and participate in key prospect meetings, including discovery and proposal presentations
- Elevate the quality and effectiveness of the consultative sales process and deliverables
- Improve close ratios and win rates on complex, high-value accounts
2. Lead Complex Sales Strategy- Act as a senior advisor on large or sophisticated opportunities across industries
- Guide risk analysis, program design, and overall solution strategy
- Collaborate with marketing and service teams to develop competitive, differentiated proposals
3. Develop and Coach Producers- Mentor early- and mid-career producers throughout the sales lifecycle
- Provide real-time coaching before and after prospect meetings
- Refine prospecting strategies, meeting structure, and consultative selling skills
- Play a key role in accelerating producer ramp-up and long-term success
4. Expand Team Capacity- Act as an extension of the Wisconsin leadership team in client-facing situations
- Enable parallel pursuit of new business opportunities across the region
- Increase overall responsiveness and effectiveness of the sales organization
What Success Looks Like- Improved close ratios on qualified new business opportunities
- Stronger, more consistent execution of the consultative sales process
- Faster development and increased confidence of emerging producers
- Increased team capacity to pursue and win complex accounts
What You Bring- 7-12+ years of experience in commercial insurance, risk management, or a related advisory role
- Proven success in complex, consultative sales environments
- Experience influencing or leading high-stakes new business opportunities
- Background as a Producer, Account Executive, Marketer, or similar client-facing role
- Strong ability to coach, influence, and develop others
- Deep understanding of insurance program design and risk management strategies
Key Attributes- Executive presence with strong communication skills in client settings
- Strategic thinker with the ability to shape and win complex deals
- Collaborative, team-first approach to sales
- Highly organized and adaptable in a fast-paced environment
- Passion for developing talent while staying closely engaged in client work
