Business Development Consultant (BDC)

Lockton • Detroit, MI

2d

About The Position

The Business Development Consultant (BDC) is a growth-focused commercial insurance sales role 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 taking ownership of results. It directly influences revenue, market presence, and long-term client relationships.

The BDC also identifies opportunities to expand existing client relationships, helps prepare proposals and RFP responses, and coordinates sales and operational activities with Producers and internal teams.

Requirements

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

Nice To Haves

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

Responsibilities

• Build and execute an outbound prospecting strategy using 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 pipeline activity; segment and prioritize prospects; and improve outreach strategies and conversion rates.
• Support the development of pipeline performance benchmarks and best practices.
• Coordinate and schedule prospect meetings and serve as the primary contact for prospect communications during scheduling.
• Collaborate with Producers and internal experts to prepare tailored, polished, client-ready meeting materials.
• Develop knowledge of internal service capabilities and partner with client service teams to uncover cross-sell opportunities across Property & Casualty, Pharmacy & Clinical Consulting, Executive Benefits, Total Rewards & Retirement Consulting, and Absence & Benefits Solutions.
• 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