Sales Development Representative | Benefits & Insurance | 2027

CBIZ•Conshohocken, PA

1d•$26 - $31

About The Position

The Sales Development Representative develops B2B outbound prospecting skills and builds a foundation for a future sales consultant role. The initial objective is to secure prospective businesses’ agreement to meet with revenue-producing sales consultants, who then advance the sales process. Reporting to the B&I Sales Development Manager, the role pursues a high volume of outbound prospects sourced through marketing efforts and partnerships with service-line sales leaders. The representative uses data-driven systems and productivity tools to support prospecting and sales activities. The program includes instructional and hands-on training, sales technology processes, coaching, and role-playing. During Month 1, the representative completes sales development training and learns about CBIZ and B&I service lines. Months 2–9 focus on business development, ongoing training, B&I service-line knowledge, sales-cycle fundamentals, and sales presentation fundamentals. Months 10–18 involve transitioning to a B&I service line, obtaining licensing, and completing service-line-specific training, coaching, and sales-process training. 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 provided 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, 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 agreement to connect them with sales consultants.
Initiate sales discussions between sales consultants and decision-makers.
Document findings in customer relationship management (CRM) software.
Maintain accurate, up-to-date records of prospect interactions and sales activities in the CRM system.
Log follow-up activities to maintain contact with prospective companies and 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 inbound and outbound prospecting.