Large Market Business Developer – Health & Benefits Consulting
📍 Location: Washington, DC 20036
🏢 Work Arrangement: Hybrid
💼 Employment Type: Full-Time
📈 Experience Level: Mid-Senior
🎓 Education: Bachelor’s Degree Required
🪪 License: Active Life & Health License Required
🚫 Visa Sponsorship: Not Available
🚚 Relocation Assistance: Not Available
Overview
A leading global consulting organization is seeking an accomplished Large Market Business Developer to drive new client acquisition across its health, benefits, retirement and workforce consulting portfolio.
This is a senior individual-contributor sales role focused on winning large and jumbo-market organizations with at least 5,000 employees and/or $2 billion in annual revenue. The successful candidate will develop relationships with C-suite executives, lead sophisticated enterprise pursuits and close complex, multi-year consulting engagements.
The role carries an annual sales target of approximately $5 million in Total Opportunity Value, generally calculated using three years of anticipated contract revenue.
This opportunity is ideally suited to an experienced benefits-consulting sales professional with an established Washington, DC-area network, a strong record of winning new logos and the ability to manage lengthy, multi-stakeholder sales cycles.
Key Responsibilities
New Business Development
Manage a targeted portfolio of approximately 40–50 large and jumbo-market prospects.
Identify, research and pursue organizations with 5,000 or more employees and/or at least $2 billion in annual revenue.
Develop and execute strategic account-pursuit plans designed to increase market penetration.
Generate new opportunities through direct prospecting, executive relationships, referrals, networking and industry participation.
Consistently deliver against an annual Total Opportunity Value target of approximately $5 million.
Acquire new clients while identifying opportunities to expand revenue within existing enterprise relationships.
Enterprise Sales Leadership
Own the full sales lifecycle from initial market research and prospect identification through contract execution.
Develop strategies for gaining access to C-suite executives and other senior decision-makers.
Lead discovery conversations to understand complex organizational, workforce and employee-benefit challenges.
Coordinate long-cycle pursuits involving multiple stakeholders, formal procurement processes and complex approval structures.
Lead pricing, scope and contract negotiations to secure commercially successful outcomes.
Guide cross-functional pursuit teams through executive presentations, final negotiations and contract signature.
Proposals and RFPs
Create compelling proposals, executive presentations and RFP responses.
Translate complex consulting services into clear and measurable business value.
Tailor solutions to address each prospect’s health, benefits, retirement and workforce priorities.
Coordinate subject-matter experts and internal contributors throughout the proposal process.
Deliver persuasive final presentations to executive stakeholders and evaluation committees.
Executive Relationship Development
Build and maintain trusted relationships with C-suite executives, senior HR leaders, finance executives and benefits decision-makers.
Engage executive prospects both virtually and in person.
Develop a clear understanding of each organization’s business strategy, workforce risks and employee-benefit objectives.
Position the organization as a long-term strategic consulting partner.
Expand relationships across large accounts to identify additional consulting opportunities.
Market Presence
Maintain a strong professional network throughout the Washington, DC, Maryland and Northern Virginia business community.
Participate in relevant professional associations and regional business organizations.
Attend conferences, seminars and industry events to develop relationships and identify opportunities.
Contribute to seminars, executive forums and other thought-leadership activities.
Monitor market conditions and competitor activity to strengthen account strategies.
Required Qualifications
Bachelor’s degree from an accredited institution.
Active Life & Health Insurance License.
At least 10 years of successful sales experience within benefits consulting.
Proven success selling to large and jumbo-market organizations with:
At least 5,000 employees; and/or
At least $2 billion in annual revenue.
Demonstrated record of personally prospecting, developing and closing new business.
Strong history of meeting or exceeding significant sales and revenue targets.
Experience winning complex, high-value and multi-year consulting engagements.
Ability to clearly explain the complete sales funnel, including account identification, research, prospecting, engagement, qualification and closing.
Experience managing long sales cycles involving multiple executives and organizational stakeholders.
Strong knowledge of group health, employee benefits, retirement consulting or broader HR consulting services.
Proven ability to engage and influence C-suite executives.
Experience developing strategic pursuit plans, proposals, RFP responses and executive presentations.
Strong negotiation, communication and relationship-management capabilities.
Current authorization to work in the United States without employer sponsorship.
Ability to work regularly from the Washington, DC office under a hybrid arrangement.
Candidates licensed outside Washington, DC, must be able to confirm the process and expected timeline for obtaining the appropriate local authorization.
Preferred Background
Established professional network across the Washington, DC, Maryland and Northern Virginia markets.
Consistent success acquiring new logos within the large and jumbo client segments.
Documented experience achieving multi-million-dollar annual sales targets.
Strong record of expanding revenue within complex enterprise accounts.
Experience selling large-market group health, retirement or HR consulting engagements.
Background with a major employee-benefits consulting firm, insurance brokerage or closely related enterprise consulting organization.
Experience selling into large public-sector agencies, hospital systems, universities, major nonprofits or other complex enterprise environments.
Active participation in professional associations, conferences or regional business organizations.
Experience contributing to business seminars, industry events or executive thought-leadership programs.
Stable career history with sustained tenure and measurable progression in enterprise sales roles.
Candidates from large insurance carriers, TPAs or enterprise benefits vendors may be considered if they can demonstrate equivalent consultative-selling ability, new-logo acquisition and complex large-account wins.
Measures of Success
The strongest candidates will be able to provide specific and measurable evidence of:
Annual quota and Total Opportunity Value performance.
Percentage attainment against sales targets over multiple years.
New logos personally sourced and closed.
Revenue generated from large or jumbo-market accounts.
The employee count or annual revenue of clients won.
Their individual role in major account pursuits.
Experience managing a defined list of enterprise prospects.
Strategies used to secure meetings with C-suite executives.
Examples of long, complex sales cycles successfully converted into signed contracts.
Revenue expansion achieved within existing enterprise relationships.
Formal people-management experience is not required. The priority is proven enterprise sales performance, ownership of complex pursuits and the ability to lead cross-functional deal teams.