Business Development Consultant (BDC)

Job description

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