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
- 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
- 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
- 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
- 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
- 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