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