Lockton, Inc.

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