Business Development Consultant (BDC)

Responsibilities

The Business Development Consultant is responsible for driving new business growth through outbound prospecting and disciplined pipeline management in Salesforce. They will collaborate with Producers to identify high-value opportunities, manage client engagement, and support the expansion of existing client relationships.

Requirements

Candidates must have a bachelor's degree in business or a related field and 3-5 years of experience in complex B2B sales. Proficiency in CRM systems like Salesforce and strong communication skills are essential for success in this role.

Skills

• Business Development
• Sales Prospecting
• Pipeline Management
• Salesforce
• B2B Sales
• Relationship Building
• Communication
• Lead Generation
• Consultative Sales
• Microsoft Office
• LinkedIn Sales Navigator
• ZoomInfo
• RFP Responses
• Strategic Planning
• Market Research
• Account Management

About this role

Business Development Consultant (BDC)
Commercial Insurance | Growth-Focused Sales Role
Role Overview
The Business Development Consultant (BDC) is a high-impact, growth-driving role responsible for building and advancing a strong pipeline of new business opportunities. Working closely with a Producer, this individual will lead outbound prospecting efforts, develop meaningful client relationships, and help drive revenue growth through disciplined pipeline management.
This role is ideal for a motivated, entrepreneurial sales professional who thrives on prospecting, enjoys the challenge of complex B2B sales cycles, and takes ownership of results.
This is not a support role—it’s a growth engine position. The right person will directly influence revenue, expand market presence, and play a key role in building long-term client relationships.
What You’ll Do
1. Drive New Business Development
Build and execute a consistent 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 within Salesforce
Success in this role is measured by:
New meetings generated
Pipeline growth and quality
Contribution to new revenue opportunities
2. Manage and Optimize Pipeline
Own pipeline organization, tracking, and reporting within Salesforce
Segment and prioritize prospects (e.g., 90-Day, Active, Long-Term)
Continuously improve outreach strategies and conversion rates
Support development of benchmarks and best practices for pipeline performance
3. Lead Prospect Engagement & Meetings
Coordinate and schedule meetings with prospects and internal teams
Serve as primary point of contact for prospect communications during scheduling
Collaborate with Producers and internal experts to develop tailored meeting materials
Ensure all deliverables are polished, relevant, and client-ready
4. Identify Growth Opportunities Within Existing Clients
Develop a working knowledge of all internal service capabilities
Partner with client service teams to uncover cross-sell opportunities, including:
Property & Casualty
Pharmacy & Clinical Consulting
Executive Benefits
Total Rewards & Retirement Consulting
Absence & Benefits Solutions
Help initiate conversations that expand client relationships and increase value
5. Support Sales & Operational Execution
Assist with RFP responses and new business proposals
Coordinate client/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
Collaborate with internal stakeholders (including Executive Assistants) on scheduling, travel, and project coordination
What It Takes to Succeed
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 with a commitment to continuous improvement

Qualifications
Bachelor’s degree in Business or related field (or equivalent experience)
3–5 years of B2B sales experience, preferably in complex or consultative sales environments
Experience managing pipelines and CRM systems (Salesforce preferred)
Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint)
Familiarity with sales tools such as LinkedIn Sales Navigator, ZoomInfo, or similar platforms
Willingness to travel as needed

About Lockton

Insurance · 10,001+ employees · headquartered in Global · founded 1966