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 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