Business Development Consultant (BDC)

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