Business Development Consultant (BDC)

Job title: Business Development Consultant (BDC)

About the Role The Business Development Consultant (BDC) at Lockton is a growth-focused sales role within our commercial insurance practice. You will work closely with a Producer to build and advance a strong pipeline of new business opportunities, owning outbound prospecting, relationships, and disciplined pipeline management to drive revenue growth.

What You'll Do

• 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; research prospects and market trends; partner with Producers; maintain a high-quality Salesforce pipeline.
• Manage and Optimize Pipeline: Own pipeline organization, tracking, and reporting in Salesforce; segment and prioritize prospects; continuously improve outreach strategies and conversion rates; support benchmarks for performance.
• Lead Prospect Engagement & Meetings: Coordinate meetings with prospects and internal teams; serve as primary contact; collaborate with Producers to develop tailored meeting materials; ensure client-ready deliverables.
• Identify Growth Opportunities Within Existing Clients: Learn internal service capabilities; partner with client service teams to uncover cross-sell opportunities (Property & Casualty, Pharmacy & Clinical Consulting, Executive Benefits, Total Rewards & Retirement Consulting, Absence & Benefits Solutions); initiate conversations to expand client relationships.
• Support Sales & Operational Execution: Assist with RFP responses and proposals; coordinate client/prospect engagement through events; track and reconcile revenue; manage consulting agreements and renewals; collaborate on scheduling, travel, and project coordination.

What We're Looking For

• 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.
• Strong drive for prospecting and generating new opportunities; confidence navigating long-cycle B2B sales.
• Excellent communication and relationship-building skills; high level of organization, accountability, and follow-through; ability to think quickly and operate with urgency.
• Growth mindset with a commitment to continuous improvement.

Compensation & Benefits

• Salary: $150,000-$200,000 per year.
• Benefits: Lockton overall benefits offerings (details provided by the company).