Business Development Consultant for Workplace Services
About The Position
The Business Development Consultant drives new retirement plan recordkeeping and equity plan administration opportunities through proactive business development, lead qualification, territory management, consultant influence, advisor engagement, and sales support. The role works closely with external sales executives, relationship managers, internal product owners, sales operations, consultant relations, advisors, and plan sponsors to build a strong sales pipeline and advance opportunities through the sales cycle. The position supports territory growth and annual sales objectives by researching prospects, generating discovery meetings, coordinating sales resources, developing proposals and pricing strategies, and supporting onboarding and transition planning. It also manages opportunity records and forecasts, evaluates plan and prospect information, and coordinates internal stakeholders to move opportunities forward. The consultant serves as a knowledgeable resource on retirement and equity plan products, services, industry developments, and conversion considerations. The role also identifies opportunities to expand client relationships through integrated benefits such as stock plan services, brokerage services, financial wellness, and executive financial planning.
Requirements
- Bachelor's degree.
- 2–7 years of experience in retirement plans, financial services, benefits, payroll, wealth management, institutional sales, stock plan services, equity compensation, employee benefits, or corporate HR solutions.
- Proven outbound prospecting and business development experience.
- Strong verbal and written communication skills.
- CRM proficiency, preferably Salesforce.
Nice To Haves
- Retirement industry and stock plan administration or equity compensation experience.
- Proven track record working with advisors, consultants, third-party administrators (TPAs), or recordkeepers.
- Familiarity with public company equity programs, pre-IPO companies, executive compensation, SEC reporting, tax withholding, and global plan administration.
- ASPPA, NAPA, CEBS, CRPS, AIF, CEP, CFP, or similar designation.
- Knowledge of ERISA, fiduciary frameworks, benchmarking, and provider conversion processes.
Responsibilities
- Identify and develop new retirement or equity plan opportunities in assigned territories and market segments, especially large-market retirement plans, equity plans, and integrated benefit offers.
- Research target companies, including plan size, incumbent provider, advisor relationships, participant count, plan demographics, and competitive positioning.
- Build and maintain a qualified pipeline of plan sponsor and consultant-led opportunities in partnership with groups such as marketing, consultant relations, and Retirement Business Services.
- Generate discovery meetings and qualified opportunities for external sales executives through business relationships, proactive prospecting, and industry event attendance.
- Partner with field sales representatives to execute territory growth strategies and achieve annual sales objectives.
- Coordinate and lead prospect discovery meetings and internal opportunity kickoff calls; identify and prepare internal resources for sales demonstrations and finalist meetings, and assist external sales with opportunity strategy.
- Coordinate proposals, RFP responses, pricing requests, and competitive analyses.
- Support provider benchmarking and RFP readiness discussions, partnering with pricing and underwriting teams on targeted pricing strategies.
- Partner with implementation and operations on onboarding and transition planning.
- Maintain relationships with internal Consultant Relations to uncover opportunities and strengthen advisor referral flows.
- Support advisor and prospect education on integrated benefits solutions, participant experience, and service model differentiators.
- Review plan documents, Forms 5500, 10-Q and 10-K reports, and identified prospect issues and needs to qualify opportunities.
- Evaluate plan assets, participant count, plan design, integrated benefit needs, advisor relationships, and strategic fit when assessing retirement and equity plan opportunities.
- Work with internal business partners to address non-standard requests and identify effective solutions or alternatives.
- Maintain accurate opportunity records, call notes, next steps, stakeholders, and forecast details in Salesforce.
- Coordinate internal stakeholders to advance active opportunities and resolve sales process barriers.
- Monitor metrics including meetings generated, qualified opportunities, proposal activity, pipeline value, and closed sales.
- Maintain expertise in defined contribution plans, non-qualified deferred compensation, defined benefit plans, and equity plans, as well as related plan designs, services, and industry topics.
- Remain current on ERISA, SECURE Act provisions, plan sponsor trends, consultant preferences, competitor offerings, and marketplace developments.
- Serve as a resource for prospects and internal partners on retirement plan products, services, and conversion considerations.
- Identify opportunities to expand relationships through integrated benefit solutions, including stock plan services, brokerage services, financial wellness, and executive financial planning.
- Support enterprise-wide efforts to increase client wallet share and deepen strategic relationships.
Benefits
- Competitive base salary.
- Performance-driven incentive plan.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
