Business Development Consultant (BDC)

Lockton • Minneapolis, MN

2d

About The Position

The Business Development Consultant (BDC) is a growth-focused sales role in commercial insurance, responsible for building and advancing a pipeline of new business opportunities. Working closely with a Producer, the BDC leads outbound prospecting, develops prospect relationships, and contributes to revenue growth through disciplined pipeline management. The role is suited to an entrepreneurial sales professional who enjoys prospecting, complex B2B sales cycles, and ownership of results. It directly influences revenue, market presence, and long-term client relationships.

The BDC also helps identify opportunities to expand existing client relationships, supports sales and operational execution, and coordinates with Producers, client service teams, internal experts, and other stakeholders. Success is measured by new meetings generated, pipeline growth and quality, and contribution to new revenue opportunities.

Requirements

• Bachelor’s degree in Business or a related field, or equivalent experience.
• 3–5 years of B2B sales experience.
• Experience managing pipelines and CRM systems.
• Proficiency in Microsoft Office, including Word, Excel, Outlook, and PowerPoint.
• Willingness to travel as needed.
• 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 and commitment to continuous improvement.

Nice To Haves

• B2B sales experience in complex or consultative sales environments.
• Salesforce experience.
• Familiarity with sales tools such as LinkedIn Sales Navigator, ZoomInfo, or similar platforms.

Responsibilities

• Build and execute an 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 in Salesforce.
• Organize, track, and report on the pipeline within Salesforce; segment and prioritize prospects; and improve outreach strategies and conversion rates.
• Support the development of pipeline performance benchmarks and best practices.
• Coordinate and schedule meetings with prospects and internal teams, serving as the primary point of contact for prospect communications during scheduling.
• Collaborate with Producers and internal experts to develop tailored meeting materials and ensure deliverables are polished, relevant, and client-ready.
• Develop working knowledge of internal service capabilities and partner with client service teams to identify cross-sell opportunities.
• Help initiate conversations that expand client relationships and increase value.
• Assist with RFP responses and new business proposals.
• Coordinate client and 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.
• Coordinate with internal stakeholders, including Executive Assistants, on scheduling, travel, and projects.

What This Job Offers

• Job Type: Full-time