Sales Development Representative | Benefits & Insurance | 2027

CBIZ • Cleveland, OH

1d

About The Position

The Sales Development Representative develops the skills needed for B2B outbound prospecting and builds a foundation for becoming a successful sales consultant. The initial objective is to gain prospective businesses’ agreement to meet with revenue-producing sales consultants, who then advance the sales process. Reporting to the B&I Sales Development Manager, this role pursues a high volume of outbound prospects sourced through marketing efforts and partnerships with service line sales leaders. The position uses data-driven systems and productivity tools, including Salesforce, SalesLoft, DemandBase, and LinkedIn Sales Navigator.

The program begins with instructional and hands-on training in sales technology and processes, coaching, and role-playing. During the first month, the representative learns sales development practices, CBIZ, and B&I service lines. Months 2–9 focus on business development, continued sales and service-line training, sales-cycle fundamentals, and sales-presentation fundamentals. During months 10–18, the representative transitions to a B&I service line, obtains licensing, and receives service-line-specific training and coaching. From month 19 onward, the representative continues working toward a sales producer position.

Requirements

• High school diploma or GED.
• At least 1 year of sales and customer service experience.
• Advanced verbal and written communication skills.
• Advanced organizational and time-management skills.
• Advanced research skills.
• High attention to detail.
• Self-motivated.
• Goal-oriented.

Nice To Haves

• Bachelor’s degree in Risk Management Insurance, Sales, Business, or a related field.
• Strong drive to compete and succeed in a fast-paced sales environment.
• Willingness to be coached, accept and seek advice, implement strategies, and improve skills.
• Comfort making a high volume of phone calls while maintaining quality output.
• Excellent communication skills and ability to connect with people quickly.
• Successful experience using marketing-driven data to convert prospects from brand awareness to meeting-ready.
• Demonstrated skill in overcoming objections and driving desired outcomes.
• Proficiency with CRM systems; Salesforce experience preferred.
• Curiosity and willingness to learn about Advisory Services.

Responsibilities

• Use outbound calling strategies, email messaging, and social selling techniques developed with Marketing and Sales Management to secure initial appointments with prospective businesses.
• Research potential customers and identify appropriate contacts.
• Evaluate and qualify prospect interest through phone conversations.
• Overcome objections, engage prospects, and gain their agreement to connect with sales consultants.
• Initiate sales discussions between sales consultants and decision-makers.
• Document findings and maintain accurate, current records of prospect interactions and sales activities in the CRM system.
• Log follow-up activities to stay connected with prospective companies and maintain business relevance.
• Meet and exceed targets for scheduled meetings and conversion rates.
• Stay informed about industry trends, market conditions, value differentiators, and competition to improve prospecting efforts.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: High school or GED